When a company embarks on transitioning from a sales organization to a full-blown services company, it doesn’t happen overnight. For Payscape, the transition has been happening over the last several years. There was a time when, if you were an ISO, the sales pitch was easy. “Show me your last 3 statements, and I’ll save you 15% on your processing fees.” Those days were numbered as soon as they started. Before long, 15% turned into 10%...then 5%. Smart ISOs noticed this and started transitioning to a services company. Focus on the merchant and their needs, and price becomes somewhat irrelevant.

But what does the merchant need? That’s the million-dollar question.

Check out our next post to see where this conversation leads us.