In this episode, hosts Elaina and Kevin Smith tackle the sweeping changes coming to Visa’s Level 2 and Level 3 interchange programs. You’ll get an inside look at how these programs originally incentivized B2B transactions with lower rates—if merchants supplied enhanced transaction data—and how, over time, shortcuts and “junk data” have led Visa to rethink the system completely. Elaina and Kevin break down what Level 2 and Level 3 interchange really mean, the evolution and unintended consequences...
Jun 17, 2025•18 min•Season 1Ep. 19
On this episode of Payments Ground Game, hosts Elaina and Kevin Smith pull back the curtain on the process of monetizing payments for ISVs entering the space. Inspired by a recent conversation with an ISV looking to transition from Stripe to a more lucrative payments partnership, Elaina and Kevin walk listeners through the critical questions and considerations every software vendor should explore before signing on the dotted line. From understanding your business model and mapping out the paymen...
May 29, 2025•31 min•Season 1Ep. 18
In this episode, hosts Kevin and Elaina Smith roll up their sleeves to tackle one of the biggest milestones in the payments world: securing a direct processing agreement and an acquiring bank sponsorship. Whether you’re pondering the shift from sales-driven retail to a more wholesale, operational model—or you’re just curious about what it really takes to get your own BIN and board merchants directly—this conversation takes you through the practical realities, financial implications, and operatio...
May 13, 2025•33 min•Season 1Ep. 17
On this episode of Payments Ground Game, we take a deep dive into the complicated, often misunderstood world of payment processing. Whether you’re new to the industry or a seasoned pro, you’ll appreciate their clear breakdown of what actually happens on the front end and back end of processing—from real-time authorizations to the nitty-gritty of batch settlement and clearing. Elaina and Kevin use easy-to-understand analogies (remember Ma Bell and those old-school telephones?) to demystify how te...
Apr 24, 2025•34 min•Season 1Ep. 16
In this episode, hosts Kevin & Elaina Smith are joined by special guest, Ken Musante, Founder and President of Napa Payments and Consulting. We explore the necessary relationship between acquiring sponsor banks and card payment processors, as well as how sponsor banks and independent sales organizations (ISOs) share different levels of responsibility and risk for the merchants they serve. We cover the game-changing role of automated tools in risk monitoring and underwriting as well as the vi...
Oct 01, 2024•50 min•Season 1Ep. 15
In this episode, hosts Kevin and Elaina Smith dive deep into the transformative power of technology in the payments ecosystem. We explore how to leverage scoring solutions, identity verification tools, and automated processes to enhance risk management and operational efficiency. We also discuss evaluating new tools, balancing cost vs. value, and ensuring scalability for future growth. Tune in to explore how these strategies can transform operational tactics in your business.
Sep 16, 2024•40 min•Season 1Ep. 14
In this episode, hosts Kevin and Elaina Smith welcome payments industry marketing leader, Rebecca Walden. We address critical issues plaguing current marketing efforts in our industry—lack of creativity, excessive jargon, and a focus on self-congratulatory tactics. Our conversation explores why marketing in the industry often falls short of engaging potential clients and the perils of relying on pay-to-play awards. We underscore the importance of authentic marketing and the benefits of humanizin...
Jul 01, 2024•41 min•Season 1Ep. 13
In this episode, hosts Kevin and Elaina Smith unravel the complexities of Acquiring Bank Identification Numbers (BINs) and their pivotal role in the payment processing ecosystem. This episode is perfect for payment ISOS and professionals eager to deepen their industry knowledge! Three Key Takeaways: Understanding BIN Responsibilities: Managing a BIN involves underwriting, risk management, and meticulous reconciliation. It’s not just about having a BIN; it’s about managing it effectively to safeg...
May 14, 2024•29 min•Season 1Ep. 12
On this episode of Payments Ground Game, hosts Kevin and Elaina Smith are joined by guest, Billy Boozer, the new CTO at Secure Bancard. Billy shares his expertise on the vital role of customizable, API-oriented payments and the importance of prioritizing merchant experiences. He highlights the benefits of integrating AI, maintaining operational efficiency, and the necessity of adapting rapidly to technological advancements. We also delved into how businesses can leverage agility to outmaneuver l...
Apr 30, 2024•47 min•Season 1Ep. 11
In this episode, we delve deep into the core of what makes a business thrive. Join us as we unpack the journey of Ryan O'Leary, owner of SONA, based in Nova Scotia. We shed light on the art of scaling with soul, diving into the differences between the Canadian and U.S. ISO market, and unpacking why quality always trumps quantity. Key Takeaways: - Maintaining Values at Scale: Learn how SONA upholds exceptional service and clings tightly to its founding values, even as it navigates the complexitie...
Apr 17, 2024•50 min•Season 1Ep. 10
In this episode of Payments Ground Game, we welcome John McCormick, a seasoned industry connector who played a pivotal role in establishing the Southeast Acquirers Association (SEAA.) The SEAA revolutionized the way Independent Sales Organizations (ISOs) engaged with products and networks when it was founded back in 2001. The inception of this initiative was driven by a practical need: the challenge for salespeople to reach and connect with the numerous ISOs scattered across regions. The Annual ...
Mar 28, 2024•38 min•Season 1Ep. 9
In this episode of Payments Ground Game, hosts Kevin & Elaina Smith are joined by a special guest, James Shepherd, a well known industry expert who’s behind a few different successful businesses including ISO Amp and CCSales Pro. In this episode, we talk about the significant shift in the ISO model over the past few years and do some forecasting about what’s to come. We talk about the trend of point of sale systems transitioning from being predominantly processor agnostic to now favoring int...
Mar 22, 2024•32 min•Season 1Ep. 8
In this episode of Payments Ground Game podcast, hosts Kevin and Elaina Smith explore the rugged terrain of long-term strategies and goal setting. We delve into the art of building your business with patience, prioritizing strong foundations over flash-in-the-pan success. We talk smart financing—equity, debt, and key partnerships—while highlighting the inevitable trade-offs, like maintaining control versus aggressive expansion. Always remember, align your business aspirations with personal value...
Jan 22, 2024•31 min•Season 1Ep. 7
In this episode, hosts Elaina Smith and Kevin Smith take a close look at the crucial component of sales strategy: customer acquisition cost. They share insights on how to calculate this important number and discuss the implications for strategic decision-making. Using real-life examples and practical tips, they guide ISOs and agents on understanding the cost of acquiring new clients and balancing it with potential revenue. Tune in to learn how to effectively manage marketing spend and ensure a p...
Nov 29, 2023•22 min•Season 1Ep. 6
In this episode of Payment Ground Game, we hash out this pressing question for payments companies: is it better to build or to buy software? We cover potential pitfalls, highlight the must-asks when outsourcing, and share our personal experiences with our own software products for underwriting and merchant settlement, Prospector and Pioneer. We take you deep into the realities of costs, timeline uncertainties, customizability, and why constant reinvestment is essential. We also talk about planni...
Nov 13, 2023•31 min•Season 1Ep. 5
In today's episode, we'll be exploring the concept of risk in merchant services. Why do applications get declined in underwriting? Why do merchants get terminated after they've been processing for a while. It all comes back to risk, so we discus the different types of risk, what makes one merchant account riskier than another, and ways that you can help your chances to get riskier accounts approved.
Oct 30, 2023•36 min•Ep. 4
One common misstep for ISOs is trying to manage too many processing relationships. While having diversification is important, spreading thin often leads to lack of leverage in any of the relationships. ISOs need to focus on building strong relationships with their processing partners, as commitment and trust are the foundations for growth. Managing merchants across multiple platforms becomes inefficient and time-consuming, making it difficult to streamline processes and provide excellent custome...
Oct 16, 2023•20 min•Season 1Ep. 3
Hosts Elaina Smith and Kevin Smith dive into the world of operational improvements for ISO owners. In this episode they tackle five key areas that present massive opportunities for enhancement. From the application process to deployment, Elaina and Kevin share their insights on how to streamline operations, eliminate redundancy, and maximize efficiency. They stress the importance of automation, proper documentation, and focusing on strengths to create a smooth and seamless experience for both IS...
Oct 06, 2023•16 min•Season 1Ep. 2
As entrepreneurs in the payments industry, we've experienced the highs and lows of building and running an Independent Sales Organization (ISO). In this episode, we share our personal stories, memorable moments, and the pivotal role mentorship has played in our success. Here are three key takeaways from the episode: 1️⃣ Embrace Opportunities for Growth: Our decision to start our own business was driven by the desire to escape the limitations of a corporate environment and build something meaning...
Sep 21, 2023•30 min•Season 1Ep. 1
