Payments Ground Game

Most ISOs are built on the foundation of a successful and productive sales force. But as they grow, many struggle to build an effective and efficient operational back office to adequately support those sales. On Payments Ground Game, we go under the operational hood of payments ISOs. Let's take a deep dive into the operational tactics you can use to strategically scale performance and the bottom line of your ISO.

Latest episodes

23 July 2025

Legacy Out, Loyalty In: Payments That Perform with Special Guest Evan Wain of Ordr

On this episode of Payments Ground Game, hosts Elaina Smith and Kevin Smith are joined by Evan Wain, President and COO of Ordr, an ISV making big moves in the world of sports and entertainment payments. The conversation dives into how Ordr identified and tackled the unique challenges that sports teams and live event organizations face—moving beyond legacy payment systems to provide seamless, data-driven solutions that actually improve the fan experience and back-office operations. From optimizing reporting and reconciliation to helping teams better understand their customers, Evan shares how a focus on service, education, and true partnership has led Ordr to win over major clients like the Pittsburgh Penguins, Vegas Golden Knights, and Chicago Sky. Whether you're in payments, tech, or just curious about what really happens behind the scenes at your favorite live events, this episode uncovers the tactics and mindset that drive payment solutions that perform.Learn more about Ordr.ioConnect with Evan Wain, President & COO of Ordr on LinkedIn

00:00

31:37

17 June 2025

Preparing for the End of Level 2: Visa’s Shift in B2B Payments Explained

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 of these programs, and what the upcoming changes in Visa’s Commercial Enhanced Data Program (CEDP) will mean for ISOs, processors, and merchants. From a new assessment to the complete sunset of Level 2 for most merchants, discover why it’s crucial to adapt quickly and how these changes could impact revenue, reconciliation, and business strategies across the payments landscape.If you’re involved in B2B payments—whether as a merchant, sales office, processor, or gateway—this is an episode you can’t afford to miss. Tune in for insights, practical advice, and the critical steps you need to take now to stay ahead of Visa’s evolving rules.

00:00

18:17

29 May 2025

Building Revenue Streams: ISV Payment Partnerships Demystified

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 payments process, to divvying up responsibilities like underwriting, risk, and customer service, this candid, "off-the-cuff" discussion covers the nuts and bolts ISVs need to navigate. The duo dives into the importance of knowing your card mix, choosing between cookie-cutter or custom pricing, and the often overlooked complexities of hardware certification and billing.Along the way, they stress the value of slowing down negotiations, investing in expert consultants and attorneys, and having thoughtful discussions about risk and revenue shares—rather than jumping straight to price. If you’re an ISV thinking about getting into the payments game, or just want to avoid the biggest pitfalls, this episode is packed with practical advice, real-world scenarios, and the kind of questions you should demand answers to before you launch.

00:00

30:47

13 May 2025

Going Direct in Payments: How and When to Secure Your Processing Agreement

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 operational readiness you’ll need to make it happen. You’ll get firsthand insights on when to consider going direct, common misconceptions about profitability, and the critical elements banks look for before handing over the keys.Plus, Kevin and Elaina don’t shy away from the fine print. They break down the structure of processing agreements, minimums, reserve requirements, and those sneaky extra fees—from kilobyte charges to compliance reporting. You’ll also hear their candid takes on building your underwriting, risk, and accounting teams, and why operational expertise is make-or-break for this next phase of your business.If you’ve ever considered the leap into direct processing—or want to understand why so many ISOs struggle with the transition—this episode is packed with actionable advice, cautionary tales, and a few rants about the realities behind the numbers.

00:00

32:48

24 April 2025

Front End vs Back End: Breaking Down Payment Processing

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 terminals, gateways, and virtual terminals communicate with processors, and why product certification to the front end is so critical. They’ll tackle the important distinctions between credit and PIN debit transactions, why reliability isn’t as simple as you think, and the real reasons those occasional outages seem to strike at the worst times.On the back-end, they’ll explain why timing—like batching out at just the right moment—can make a big difference in your interchange rates, and what can go wrong if you or your processor slip up. Expect honest stories and industry insights about rejected transactions, interchange reclassifications, and the challenges of maintaining accuracy in a fast-changing payments landscape.So, if you’ve ever wondered what “front end” and “back end” really mean for your business—and how your bottom line can be affected by everything from cut times to product certification—this episode will give you the tactical, real-world knowledge you need to scale your payments operation effectively.

00:00

33:30

01 October 2024

Acquiring Sponsor Banks: The Necessary Bridge to the Card Networks

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 vital importance of operational compatibility over mere cost in bank relationships. We also cover the kinds of things that can go wrong in sponsor bank relationships, how it affects the entities that do business with them, and what lessons can be gleaned from recent events.Contact Ken Musante by reaching out to him on LinkedIn or visiting his website, Napa Payments and Consulting.

00:00

49:37