As the payments landscape continues to evolve, how should ISOs, agents, and software providers approach 2026—by going all-in on vertical-specific solutions or by refining generalized offerings that can serve a wider market? In this solo episode, James Shepherd shares hard-earned insights from his experience running both CCStorage, a vertical-specific solution, and Stackably, a more generalized tech platform. He breaks down the advantages and challenges of each approach and offers practical advice on how to align your strategy for growth, innovation, and long-term success in the coming year. Whether you’re building software, growing an ISO, or rethinking your 2026 roadmap, this is an episode you won’t want to miss.
This week on the Merchant Sales Podcast, James Shepherd revisits a topic many thought was long gone — leasing. With today’s advanced and often expensive POS hardware, leasing is once again becoming a smart tool for ISOs and agents to close deals and increase adoption. James sits down with Robert Ensminger to discuss modern leasing strategies, real-world use cases, and how to position leasing as part of a profitable merchant services offering. They break down what’s changed, what still works, and how agents can use leasing to drive portfolio growth. After the interview, James and Patti Murphy tackle this week’s top headlines in their Today in Payments segment. Check out the latest blog post from Today in Payments: https://todayinpayments.com/blog/ai-bnpl-and-the-future-of-payments
Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Gabe Pinchev introduced a powerful new opportunity for agents and ISOs: reselling FieldPulse through the Full Stack Payments app. You’ll see how FieldPulse helps contractors in industries like HVAC, plumbing, and electrical manage scheduling, invoicing, and payments—all in one simple platform. With full dual pricing support and a native QuickBooks integration, it’s a complete solution for busy service businesses. We also covered how to position FieldPulse with prospects, set demos, and grow long-term residuals through the Full Stack ecosystem. If you’re looking to break into the trades and boost your portfolio, this is a must-watch. Also, don't miss the latest Today in Payments episode with Patti Murphy. Check out the blog post here: https://todayinpayments.com/blog/rtp-growth-aws-disruptions-and-a-mobile-wallet-showdown
In this week’s episode, James Shepherd takes listeners behind the curtain of a new strategic partnership between Netevia and Stackably—a collaboration designed to target three highly specific verticals through custom-built technology and focused marketing. James is joined by Ben Shirey, who leads Stackably, and Isail Flores from Netevia, who brings more than a decade of experience working in these verticals. Together, they break down how this partnership came together, what makes it unique, and how ISOs and tech companies can think differently about vertical specialization in payments. While this is not part of Stackably’s reseller channel, the conversation offers a rare look into the kind of strategic deals shaping the next generation of payment partnerships. Interested in learning more about how Netevia supports innovation in payments? Visit netevia.com/ccsalespro. Check out the latest Today in Payments blog post: https://todayinpayments.com/blog/cash-loyalty-digital-gifting-and-crypto-warnings
Don’t miss the replay of our live event where I sat down with Jon Shirey, CEO of Full Stack Payments, and Greg Olesnycky, Founder & CEO of Micros Restaurant Systems, to unveil a powerful new partnership built for the enterprise restaurant space. In this session, we explored how agents can now access high-volume and multi-location restaurant accounts that were previously out of reach—and how to turn those opportunities into long-term residual income. You’ll learn how to identify ideal prospects, position the integrated solution, and use the Full Stack Payments platform to streamline demos and deal flow. This is a must-watch for anyone looking to break into the enterprise restaurant space and build a powerful portfolio of high-value clients.
Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Ben Shirey introduced Stackably—a new brand built to help agents win and retain more merchant accounts. You’ll get a first look at Payment Stack, a simple, all-in-one solution with free hardware, software, dual pricing, and native apps for both merchants and their customers. It’s the first of many feature sets designed to help agents grow long-term, high-value residuals. Then, Patti Murphy joins James for Today in Payments with insights on the latest updates in the industry. Plus, Rich Norton shares some sales tips. If you’re ready to reduce churn and strengthen your portfolio, this is a must-watch.
Stablecoin is more than hype—it’s creating real opportunities in high-risk and e-commerce. In this episode, James Shepherd sits down with Stan Pacovsky of Payment Servers to explore how stablecoin payments are being applied today and what the future could look like. Then, Patti Murphy joins James for Today in Payments with insights on the latest industry shifts, including changes in B2B transactions and new data on surcharging. Plus, Rich Norton returns to share practical strategies for selling integrated payments and POS solutions—can you still close the deal in one call? Don’t forget: Join James on Monday, September 29th at 4PM EST for the official Stackably launch event. Get an exclusive demo of the Full Stack Payments app and the first “Payment Stack” feature set. Register now at ccsalespro.com/stack. Check out this week's episode of Today in Payments: https://todayinpayments.com/blog/the-debit-divide-courts-cards-and-change
Should software be processor-agnostic, or is there an advantage when processors own and operate the technology? In this episode, James Shepherd sits down with longtime industry expert Allen Kopelman to unpack the differences, tradeoffs, and future of payments software. They explore how these models impact agents, ISOs, and merchants—and what’s really driving the debate behind the scenes. Plus, don’t miss the official launch of Stackably, the newest division of Full Stack Payments, on September 29th at 4PM EST. Register now at ccsalespro.com/stack.
Integrated payments are reshaping the industry, but success looks very different depending on whether you’re an ISV or an ISO. This week, James Shepherd sits down with Ashley Willson, a consultant who works with both software companies and ISOs, to share her unique perspective on the challenges and opportunities in integrated payments. With experience on both sides of the equation, Ashley offers practical insights into where the market is headed and how to navigate it. Then, Patti Murphy joins James for Today in Payments to cover the latest industry trends, including new statistics on surcharging programs and what they mean for the future.
Consumer financing has become a critical offering for merchants—and an opportunity for ISOs, agents, and ISVs to differentiate. In this week’s episode, James Shepherd interviews Bob Lovinger from FlexBuy to explore their white label consumer financing solution and recent acquisition of Koalafi’s coaching finance division. Learn how FlexBuy helps merchants provide access to capital, increase conversions, and strengthen customer loyalty. Then, in Today in Payments, James and Patti Murphy discuss the results of a recent survey showing merchants’ strong demand for access to capital from their payment providers—sometimes enough to switch processors. They also cover other timely stories shaping the payments landscape.
What does it really take to build an ISO capable of boarding 600+ new merchant accounts every month? In this week’s episode, James Shepherd sits down with Dustin Magaziner of PayBright to explore the strategies, systems, and mindset behind scaling an ISO to that level. From operational challenges to growth tactics, Dustin shares a behind-the-scenes look at what’s working today in the industry. Then, James is joined by Patti Murphy for Today in Payments, where they unpack the latest stories shaping the future of payments—including updates on interchange regulation and surcharging.
Ever wondered what it takes to move from a retail ISO to a wholesale ISO—or what a Payfac actually is? In this week’s episode, James Shepherd sits down with Kyle Morgan to unpack the mechanics of payments behind the scenes. Learn why faster funding for merchants comes at a cost, how the flow of funds works, and the differences between wholesale ISOs and Payfacs. Then, James is joined by Patti Murphy for Today in Payments, where they cover the latest updates from some of the biggest players in the industry and what’s working (and not working) in their approach to payments.
It is no secret that ISOs are looking for integrated payments partnerships, while ISVs want access to payments industry distribution, but so far, these partnerships have not lived up to the hype. In this week's episode, James Shepherd shares the 6 reasons why ISOs and ISVs have not worked well together so far and what both sides can do about it. Then, James is joined by Patti Murphy for a Today in Payments segment covering the latest news and trends shaping the payments industry.
Are industry conferences worth your time and money? In this episode, James Shepherd sits down with John Newton, chief organizer of the Western States Acquirers Association (WSAA), to talk about how to decide whether to attend, the value of sponsoring versus being an attendee, and proven strategies to maximize networking opportunities. James also shares why some of his best deals and connections have come directly from events like WSAA. 📅 Don’t miss your chance to connect with the industry’s top professionals—register now for the WSAA 2025 Conference at westernstatesacquirers.org.
As stablecoins gain traction, it’s time to revisit the role of Bitcoin in the payments industry. This week, James Shepherd and Patti Murphy sit down with Jason Keil of Polaris Payments for a timely conversation about where Bitcoin is headed, how new legislation could influence adoption, and what payment professionals should expect over the next 12 to 24 months. Then, Rich Norton shares some quick sales tips from the field, and Patti returns with a Today in Payments segment covering the rise of real-time payments—despite a few technical hiccups!
High-risk merchant accounts are one of the most challenging areas in payments. In this week’s episode, James Shepherd interviews Jerry Gialanella from Fort Point Payments to break down what it really takes to get high-risk deals approved, the pitfalls to avoid, and how their team gets it done. Afterward, Rich Norton shares actionable sales tips from the field, and Patti Murphy joins James for Today in Payments to discuss major industry shifts—from stablecoin developments and Bitcoin trends to PayPal’s latest moves and the GENIUS Act.
What’s it really like for a vertical software company to integrate payments? In this week’s episode, James Shepherd sits down with Derek Henmi, founder of Vino—a platform built specifically for wineries and a partner of Full Stack Payments. They discuss the realities of software development, integrating with Dejavoo, and navigating the world of payments from an ISV’s perspective. If you want to understand what software companies truly face when embedding payments, this episode is a must-listen. Then, Rich Norton shares practical sales tips from the field, and Patti Murphy joins James for a powerful Today in Payments segment focused on interchange regulation, surcharging, and other hot-button industry topics.
Chargebacks are evolving—and if you’re selling merchant services, underwriting accounts, or handling compliance, you need to be ahead of the curve. In this episode, James Shepherd interviews Scott Adams, one of the industry’s leading experts on chargeback management and Visa’s new VAMP program. Scott offers a clear breakdown of what VAMP means for ISOs, processors, and merchants, and how to prepare for what’s coming next. Then, Rich Norton shares sales strategies from the field, and Patti Murphy joins James for Today in Payments, covering key developments in stablecoin, Fed payments, and more.
This week’s episode is packed with insights you won’t want to miss. James Shepherd kicks things off with Vlad Sadovskiy of Netevia to discuss the future of integrated payments, the evolution of Clover, and a new capital raise for Full Stack Payments through Netevia Financial. Learn more about that funding announcement here: https://fullstackpayments.com/capital-funding Vlad also shares a fun behind-the-scenes story about using the Netevia card at the Stanley Cup Finals. After the interview, James and Patti Murphy dive into a wide-ranging Today in Payments segment, exploring how stablecoins could disrupt the current card networks by running over Visa and Mastercard rails. Could this new wave of innovation reshape how we all get paid? Get the full story on the blog here: https://todayinpayments.com/blog/swipe-tap-or-token-the-changing-face-of-payments
Your P&L should be more than a spreadsheet—it should be a tool for growth. In this episode, James Shepherd sits down with a fractional CFO who works with top payments companies to break down how to get your financials in order, raise capital, and prepare your business for acquisition or expansion. Whether you’re building toward a valuation event or just want clearer insight into your revenue, this conversation is packed with valuable advice. Then, Rich Norton shares practical sales strategies for agents, and James joins Patti Murphy for Today in Payments to cover the latest news—from a new stablecoin backed by Mastercard and PayPal to the future of POS and processor-agnostic solutions.
Chad Rourke
Y'all ever notice how money ain't just numbers, but a whole cultural thing? DreidelPay's e-banking platform is shakin' up how different communities interact with their cash. In neighborhoods where physical bank branches have decreased by 14% over five years, digital solutions become lifelines. The platform's multilingual support – currently offering services in 8 languages – addresses communication barriers that historically kept about 22% of immigrant populations underbanked. Southern communities like mine have seen digital banking adoption jump nearly 31% since 2020, with platforms like https://dreidelpay.com/ bridging gaps between traditional values and modern necessities. 🤠 The service's community reinvestment program, directing approximately 3.7% of transaction fees back into local financial literacy programs, resembles an old-fashioned barn-raising – except instead of barns, we're building economic knowledge. Folks 'round here say money talks, but DreidelPay is provin' that money