2. WEBINAR Unraveling The Payments Acceptance Industry
Brendan Miller, Principal Analyst
June 29, Call in at 12:55 p.m. Eastern time

4. A bit about me:
Forrester analyst — covering payments, commerce technology, and customer behavior
Director of marketing — 7-plus years in payments industry (First Data, Mercury Payments, and Vantiv)
18 plus years in B2B and B2C marketing (Pulte Homes and agencies/research)
@brendan_miller

5. Valuable connection point to your customers

6. Unraveling the complexity

7. Agenda
Payments are a key ingredient to digital transformation.
The payments acceptance landscape
Getting started in the selection process

8. Agenda
Payments are a key ingredient to digital transformation.
The payments acceptance landscape
Getting started in the selection process

9. Consumers shopping and buying anywhere with mobile

10. Consumers using omnichannel fulfillment services
Online purchase <-2-> Offline returns

11. Global expansion is a key growth initiative.

12. Defending data from hackers and fraudsters

13. Overview
Payments are a key ingredient to digital transformation.
The payments acceptance landscape
Getting started in the selection process

14. A panoramic view
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

15. The key players in the transaction flow
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

16. Payment enabler
Technology application layer that connects to multiple acquirers/processors
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

17. Acquirer/processor
Acquirer — sells, underwrites, and manages merchant account
Processor — connects to the networks to support transaction authorization, processing, and merchant funds settlement
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

18. Networks
Verify card information with the issuers, and pass funds through to the merchant processor
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

19. Payment processing economics
Source: Upcoming “Vendor Landscape: Untangle Payment Acceptance For The Age Of The Customer” Forrester report

20. Agenda
Payments are a key ingredient to digital transformation.
The payments acceptance landscape
Getting started in the selection process

21. Payment Vendor Selection Process
Organize
Narrow
Evaluate
Decide

22. Dig deeper on vendor capabilities
How do the vendors’ core processing capabilities match our business requirements?
What are our global acceptance requirements?
Are we duplicating vendors?
Are we extracting the most value from our payment vendors?
How difficult will the integration be?

23. Recommendations Pick apart industry jargon and vendor claims.
CLEARLY DEFINE YOUR NEEDS BEYOND COSTS BEFORE MOVING INTO VENDOR DISCUSSIONS
Pick apart industry jargon and vendor claims.
Clearly articulate your requirements to vendors.
Set proper expectations internally and externally.
Install a backstop in your contract against monthly fees.
Look for long-term partners, and proceed with caution.

24. Brendan Miller