In years past, Independent Sales Organizations (ISO) and merchant level salespeople (MLS) presented themselves as one-stop shops for processing and boasted about a wide list of clients across many industries. Many ISOs, particularly very small shops, still use this as their core business model. Yet, industry observers note that many offices are seeing the advantage of positioning themselves as specialty boutiques by catering to merchants in specific industry segments. These ISOs present themselves as processors that know an industry inside and out and, as a result, anticipate problems and create solutions unique to that industry.As part of ETA’s 2007 Strategic Leadership and Networking Forum, the ETA Technology Committee convened a roundtable of industry leaders to discuss the current and future role of technology in the payments industry. The resulting discussion touched on a wide range of topics and points of view. The following is an edited transcript of the discussion.
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