Magazine Article | March 20, 2013

Next Generation Resellers Will Use Partnerships To Broaden Revenue Streams

By Matt Taylor, CEO, Mercury Payment Systems

Mercury works with reseller partners to move beyond card swipes to empowering consumer relationships.

Mercury Payment Systems is the original payment processing integrator, offering thousands of POS system integrations to the SMB marketplace. Mercury also pioneered the POS VAR-centric model for the sales of merchant services. This new business model combined technology with services and allowed POS vendors to become the merchants’ one-stop payment technology liaison, creating better revenue models for the resellers and better service for the merchants. Mercury works closely with the reseller and the POS system developer, ensuring that everyone involved is knowledgeable about each merchant’s need.

Today, Mercury continues to pioneer how payment technology can be leveraged for business growth of both the reseller and the merchant. Mercury gave the industry its first cardless loyalty solution that integrates mobile and social technology into POS systems. MercuryLoyalty is designed specifically for small- to medium-sized businesses to increase revenue and customer retention — helping small businesses gain and utilize the same marketing customer data essential to big box retailers.

How do you help partners increase revenue? How do you compare?
We help our partners grow the value of their reseller business three ways: first, through ongoing residual income opportunities; second, by providing world-class 24/7 merchant and reseller support that allows our partners to focus on point of sale solutions, rather than taking up their time focused on the service and support of payments processing. Finally, it is through our close merchant relationships that we allow our resellers to look like heroes to their customers without a lot of personal investment.

The value of our partner relationships is the key to our revenue model. Our POS VAR-centric business model allows us to foster close merchant relationships. Because of these relationships, we are able to develop better products for our reseller partners. We continually invest in product development and education for our resellers to support their business growth by enhancing the merchant experience. No one else understands the merchant like we do and can provide the level of service, support, and value chain that we can provide.

What forms of education do you provide to partners?
Partner relationships are at the center of our business structure. We offer ongoing educational programs, like our “Third Thursday” webinars. Every third Thursday of the month, we offer a free webinar covering a hot topic in the payments or POS industry. Third Thursdays invite our partners to share success stories and go-to-market strategies benefiting the health of the ecosystem. We’ve covered topics like leveraging gift cards, retention programs, PCI compliance, recurring revenue, and SaaS models. Each reseller has a dedicated channel representative to provide our partners with whatever support they need, such as training and ongoing technical support. Mercury has invested in core curriculum partner training and in a new Learning Management System to assist partners in training and certification for themselves and their staff. No other payment processor offers this level of dedicated service to their partners.

How do you help partners with their marketing?
We offer a variety of marketing support for developers, dealers, and merchants. Our partners work directly with their sales representatives to develop marketing support such as:

  • Trade show
  • Automated email services
  • Direct mail
  • Co-branded materials
  • Web landing pages
  • National Account Rollout guides

We also have many merchant-facing marketing materials partners can pick and choose from to help explain Mercury’s products and services, such as the value of gift cards or loyalty integrations.

Mercury is more than a payment processing company. We partner with resellers and developers to broaden their revenue steam and create meaningful consumer relationships for their merchants.

Contact Information
Mercury Payment Systems
10 Burnett Court, Suite 300
Durango CO 81301
(800) 846-4472