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The payments industry is shifting, and for ISOs, the future increasingly belongs to software. In this episode of the Merchant Sales Podcast, James Shepherd sits down with David Robinson, CEO of MyDevTeam, to discuss how payment companies and agents can transition from traditional processing models into software-driven businesses. They break down what it really takes to build technology, how ISOs can identify opportunities within their merchant base, and why vertical software and integrated solutions are becoming essential for long-term growth. They also explore the realities of software development, common misconceptions about AI, investment expectations, and the massive valuation upside of becoming a technology-driven organization. Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later trends, surcharging debates, ATM fraud, and major industry developments impacting merchants and payment professionals. If you want to understand where merchant services is headed, and how to stay competit

Interchange fees are one of the largest — and most misunderstood — costs in merchant services. But new changes from Visa are reshaping how optimization works and creating new opportunities for payment professionals. In this episode of the Merchant Sales Podcast, James Shepherd speaks with Jeremy Layton, CEO of Verisave, about interchange optimization, Visa’s new Commercial Enhanced Data Program (CEDP), and how merchants can reduce processing costs without switching providers. They explain how interchange works, why many merchants overpay, and how real transaction data is becoming critical under Visa’s new rules. The episode also explores how ISOs and agents can partner on cost reduction programs, unlock new revenue opportunities, and help larger merchants who aren’t looking to switch processors. Plus, Patti Murphy’s Today in Payments segment covers major industry developments including Europe’s move toward a new payment network, rapid growth from Toast and Zelle, and emerging payment innovations. If you’r

Real-time payments are already transforming how money moves, but most payment professionals still don’t understand the opportunity. In this episode of the Merchant Sales Podcast, James Shepherd and Patti Murphy sit down with Jim Colassano, Senior Vice President at The Clearing House, to break down the RTP (Real-Time Payments) network and why instant money movement could reshape merchant settlement, cash flow, disbursements, and business payments. They discuss how payments can settle in seconds, why adoption is accelerating, and what ISOs and processors need to do now to stay competitive. The episode also includes a Today in Payments segment with Patti Murphy covering major industry news, including interchange legislation, consumer spending trends, digital wallet adoption, and emerging payment innovations. If you’re a merchant sales agent, ISO owner, or payments professional, this episode will help you understand one of the biggest infrastructure shifts happening in the payments industry today.

Where is the payments industry really headed as we move toward 2026? In this episode of the Merchant Sales Podcast, James Shepherd sits down with Greg Myers, host of the Leaders in Payments podcast, to break down the biggest trends payments leaders are watching—from AI and agentic commerce to embedded finance and evolving ISO strategies. The conversation cuts through the hype to focus on what’s actually changing, what’s moving slower than expected, and where merchant sales agents still have a major advantage. The episode also features a Today in Payments segment with Patti Murphy, covering key industry data and headlines, including ACH growth, crypto adoption, system outages, and emerging payment risks. If you’re an agent or ISO looking to stay ahead of where payments, software, and finance are converging, this episode delivers the insight you need.

In this week’s episode, James sits down with Ben Ross of Green PayTech for a candid discussion on what it really takes to build and scale a payments business in today’s market. They dig into partnership strategy, technology alignment, and why integrated payments are no longer optional for anyone serious about long-term growth. Later in the episode, Patti Murphy returns with Today in Payments, covering major developments at the Fed, updates on the Credit Card Competition Act, RTP expansion, and other industry shifts every payments professional should be watching.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Jaron Rice for a candid, unfiltered conversation about growth, control, and the realities of scaling in the payments industry. Jaron shares his personal journey from building a book, registering directly, experimenting with scale, and ultimately redefining what success actually looks like in today’s market. They break down hard-earned lessons around ownership, operational complexity, team building, and why bigger isn’t always better. The conversation challenges common assumptions about growth and offers a more sustainable framework for long-term success. The episode also includes a Today in Payments segment covering major shifts in crypto cards, stablecoins, and macro payment trends shaping the future of the industry.

Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on. This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Chris Del Grande, payments entrepreneur and ISO operator, for an in-the-weeds conversation on scaling merchant portfolios through the 1099 agent model. They break down what it really takes to grow at scale - where agents struggle, how ISOs can better support them, and why the 1099 channel remains one of the biggest opportunities heading into 2026.

As the industry shifts gears into a new year, James Shepherd sits down with Allan Noe for a timely conversation focused on growth, goal setting, and building the right partnerships to scale an ISO. Allan brings deep experience helping payments businesses grow through strategic relationships - including associations, bank referral programs, and other partnership-driven models that create long-term leverage. This episode offers practical perspective for agents and ISOs looking to start the year with clarity, prioritize the right opportunities, and think more strategically about how partnerships can accelerate growth in today’s payments landscape.

As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy. Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Juan Ortiz for a motivating and strategy-packed conversation on setting goals for 2026 and choosing the right vertical. Juan shares practical guidance for agents and ISOs on how to focus, niche down, and build a plan that actually drives measurable growth in the coming year. Together, they dig into the challenges reps face today and the mindset shifts needed to win in an increasingly verticalized payments landscape. After the interview, James and Patti Murphy bring you another Today in Payments update, offering a quick look at what’s happening across the industry right now.

In this week’s episode, James Shepherd sits down with Allen Kopelman, CEO of Nationwide Payment Systems and host of the B2B Vault podcast, for a wide-ranging discussion on the biggest shifts reshaping merchant services today. From the Visa/Mastercard settlement and VAMP chargeback rules to the growing pressure on ISOs to own their tech stack, Allen shares what he’s seeing firsthand — and why agents must rethink how they sell, support, and position technology to compete in 2026 and beyond. They break down the rise of processor-agnostic software, the future of hardware, the growing push for ISOs to streamline onboarding with automated funnels, and how agents can stay relevant by focusing on the right verticals, the right partners, and the right products. After the interview, James and Patti Murphy dive into a new Today in Payments, breaking down fresh data on holiday spending, the continued rise of Buy Now, Pay Later, and the growing momentum behind real-time payments like RTP and FedNow—and how they compare

In this week’s episode of the Merchant Sales Podcast, James Shepherd welcomes back Steven Morris for a direct and practical conversation about the mistakes agents commonly make when entering the merchant services industry. Steven shares real-world insights from the front lines, what slows agents down, what causes deals to fall through, and how new reps can build a stronger foundation for long-term success. After the interview, James and Patti Murphy team up for another insightful Today in Payments, covering the latest headlines and shifts shaping the payments landscape.

In this episode, James Shepherd delivers a straightforward, easy-to-understand explanation of what credit card processing is and how it works, from the basics of authorization and settlement to the role of processors, acquirers, and merchant accounts. Whether you're new to payments or need a refresher, this is the perfect foundational guide to help you understand the moving parts behind every transaction and how they connect to merchant sales. After the lesson, stick around for Today in Payments with Patti Murphy, where James and Patti cover the latest industry headlines.

In this week’s episode of the Merchant Sales Podcast, James Shepherd shares a replay from a recent live event with partners at TCG, diving deep into today’s high-risk landscape—and why VAMP is creating massive disruption for Shopify merchants. James breaks down what high-risk accounts really are, how VAMP is triggering holds and shutdowns across Shopify, and why this shift is driving a surge of merchants urgently seeking new processing options. You’ll also hear insights on how agents and ISOs can capture these opportunities by leveraging the Full Stack Payments app in partnership with TCG. After the replay, stick around for Today in Payments with James and Patti Murphy as they unpack the latest industry headlines, including major developments around the Visa–Mastercard settlement and other news shaping the week.

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