Merchant Sales Podcast

What makes a payments portfolio valuable—and what should agents and ISOs understand before selling? In this episode of the Merchant Sales Podcast, James Shepherd sits down with Lane Gordon, CEO of 733Park, to break down the process of selling a portfolio of merchant accounts and residual income. They discuss the key factors that influence valuation, including revenue attrition, merchant concentration, vertical mix, portability, software integrations, and the strength of long-term agreements. They also explain right of first refusal, how buyers structure offers, and why the difference between upfront cash and an earnout can significantly affect the final deal. In the Today in Payments segment, James and Patti Murphy explore recent FTC enforcement actions involving payment processors, growing expectations around industry compliance, consumer trust in AI-powered payments, digital wallet developments, Mastercard’s legal challenges, and the ongoing debate over the Credit Card Competition Act. Together, these conversations offer insight into both the opportunities and risks shaping the payments industry.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Roman Vanegas from The POS Cloud to explore how agents and ISOs can overcome two major point-of-sale challenges: managing installations and support, and securing processing business when merchants want to keep their existing system. They discuss processor-agnostic integrations, outsourced hardware deployment, implementation strategies, and how having the right POS expertise can help agents close more deals without taking on every technical headache themselves.

Why is merchant sales so difficult—and could giving software away actually make it easier and more profitable? In this episode, James Shepard breaks down why traditional merchant sales has become a numbers game, why disruptive products create a much easier path to the sale, and how free software can lower customer acquisition costs while increasing payment processing revenue. He also explores how AI is changing software development, the potential “SaaS apocalypse,” and why agents, ISOs, and software companies need to rethink their business models before disruption catches up with them. Using CCStorage and Stackably as examples, James explains how building an ecosystem around payments and other services can create more value than relying on SaaS fees alone. Then, in Patti Murphy’s Today in Payments segment, James and Patti discuss Florida’s lawsuit against online sweepstakes casinos and the payment companies supporting them, highlighting the growing compliance risks for high-risk merchants. They also cover Alabama’s new law exempting sales tax from credit card surcharges, Australia’s upcoming surcharge ban and interchange reductions, and Fiserv’s MoneyPass joint venture and continued international expansion of Clover.

Blockchain and crypto may still feel complicated or distant to many merchant services professionals—but that could be changing quickly. In this episode, James Shepherd sits down with Eric Brown of BlockWyre to break down what ISOs, agents, processors, and acquirers need to understand about blockchain, Bitcoin, and the growing role of stablecoins in payments. The conversation goes beyond the hype to explore practical opportunities for the payments industry, including high-risk merchants, digital wallets, banking products, faster settlement, cross-border payments, and new ways for ISOs to generate revenue beyond traditional acquiring. Eric also shares why stablecoin education could become increasingly important over the next few years—and why agents and ISO owners may want to start paying attention now. Plus, in this week’s Today in Payments segment, James and Patti Murphy discuss consumer payment preferences, Walmart’s move to accept Apple Pay and other tap-to-pay options, e-commerce growth, a PayPal antitrust case, and a surprising security issue involving expired contactless cards.

The merchant services industry is changing fast. ISOs are becoming ISVs, software companies are moving deeper into payments, and the traditional model of selling a merchant account and a terminal is no longer enough. In this episode, James Shepherd sits down with Tim McWeeney of Ingenico to discuss the convergence of payments, software, and technology—and what that means for the future of the industry. They explore why merchants are increasingly looking for complete business solutions, the role of vertical software, how AI is changing payment technology, and why the next generation of point-of-sale devices will do far more than simply accept payments. They also take a closer look at Ingenico's evolving technology, including cloud-based applications, SoftPOS, AI-enabled devices, and new tools for software developers. Plus, Patti Murphy joins James for Today in Payments to discuss the opportunity around gift cards, new data on consumer reactions to card surcharges, and recent developments in New Jersey and Louisiana that could impact how businesses approach surcharging, cash discounting, and dual pricing.