Top Ten Questions About Integrated Payments | What's an Integrated Payment Solution? | B2B Vault: The Payment Technology Podcast | Episode 133

Hey, what's up everybody? It's Justin live from B2B Vault, the payment technology podcast sponsored by Nationwide Payment Systems, hosted by this guy, the Steve Jobs of merchant services, Allen Kopelman., and we'll be providing you educational information about fintech, small business, and payment processing. And in today's podcast, we'll be talking about the 10 questions about integrated payments. Got 10 questions for integrated payments.

Yeah, so it's been coming up a lot. Integrated payments in the news. It's in the news. And, uh, well, it's a hot topic.

My glasses are foggy. No, my tea is hot. Got it.

So we'll try to make it, you know, it's a little geeky, but we'll make it as interesting and possible as possible and talk about like what, what's going on with integrated payments and how it works, right?

So I mean, I don't know much about it on the technical side of, uh, Nationwide Payment Systems and the B2B Vault. Uh, I let him, like I said, he's like, you know, the the guru of merchant services, so I let him do the explaining.

Okay, so you get to ask the questions and I get—

so I'm sure everyone's dying to know, what is integrated? What are integrated?

So Simplify Integrated Payments is— so a company that most people would understand is Shopify. So when Shopify first started, it was just a website, and then if you wanted payments, you had to get your own payment, your you got to go get a merchant account and integrate the payments to what, you know, the different gateways that they use. And then Shopify decided, hey, we need to make more money, right? So they integrated with Stripe, right? And it's transparent. You don't really see Stripe until you get way into the process of setting up your account.

So basically you sign up for Stripe— you sign up for Shopify, I mean Shopify, and you automatically get Stripe, get Stripe without having to no hassles, right?

All integrated into it, and it's on a PayFac platform.

So that is an integrated payment.

That's an integrated payment.

An example of an exam—

yeah, another example would be is let's say you had a point-of-sale company.

What is a point-of-sale company?

Like a restaurant point-of-sale, like Micros or Aloha, those type of companies. Somebody like that where they And then they have integrated payments because they just use one company only to— for their payments. So it's integrated only to that one company, but you have to do paperwork and, and everything because they're not a PayFac.

Got it.

So that's the two types of like integrated payments, and it's being talked about a lot because more and more companies are integrating payments into their, into their software platforms. For sure, right? They have to. Yeah, they have, they have to do it to, to increase their revenue, for sure. So I've been getting a lot of phone calls from companies because we've been advertising that we can do integrated payments. We're actually working on two projects right now. One of them is a food truck software, so they're already under contract and they're part doing their integration and You know, they have their roadmap, and the roadmap to, to be fully integrated onto the— onto— they're going to integrate onto the Payfac platform. So it's, it's basically a hybrid program. So we can go very quickly. It's going to be done probably in between 30 to 60 days. Nice. The holidays, we'll see how it goes as far as that, as far as that goes, you know, how that, how that happens. So let's go to the next question.

Um, why do merchants or business owners need integrated payments?

So it's a, it's a benefit to the merchant so that like they just call one phone number and the company that answers the phone is dealing with their software and with their payments. So it cuts down on, oh, where's, where's the problem? Because you know, when you're dealing with a software product, sometimes you have this you have, you have 3 pieces. You have the software, you have the gateway, which we've talked about before. What is a gateway?

Well, explain it.

Basically a piece of software that connects the software to the credit card processor. It's just a conduit, right? So you have that, and then you have the processor. So, so, you know, if you have— if all 3 are 3 different companies and you got to figure out if there's a problem, you got to call 3 people. Everybody's pointing their fingers, you know, it's like who's on first, who's on second, right? And with integrated payments, you can cut all that out because now you just call one phone number and they can pretty much take care of everything.

Much more efficient.

Yeah, it's very efficient. So it's efficient for the merchant, and then you don't have to have also like a side credit card machine for your, for your, for your software. Maybe you have some software using a side credit card machine, or you're using like a virtual terminal on the side.

I was gonna say, so software companies could benefit from integrated payments as well?

Yeah, they're gonna— that's the next question. Why should software companies have integrated payments? So they should have it because then they're going to control the whole customer experience and they're going to make income. So that's a big driving force because you look at companies like— I'm trying to remember the name of the company.

How do software companies make money from—

so they integrated payments? Well, they're either going to become an ISO and then they're going to deal with paperwork, which could be— can be— if you don't— and then also, you know, they could end up having to negotiate rates with merchants. The next thing is they can partner with somebody, and then that company's still dealing with paperwork. You can become a PayFac, which that can become very, very expensive. You need millions of dollars to be your own.

What's a PayFac?

So a PayFac is like Stripe or Square or PayPal. Those companies are PayFacs, and those, those companies can, you know, they board merchants underneath So they're the merchant and then everybody else is a submerchant, right? So you could be, you know, so in order to be a PayFac, like Toast is a PayFac, they spent— took them a few years to get there, but then they spent millions of dollars to become a PayFac. And for Toast, and they have 64,000 clients, and that's a very small PayFac when you compare it to Square, who has 64 million. Right, something like that. Millions of merchants, right? Or Stripe has million— 3, 4 million merchants. And I think Shopify is almost 5 million merchants. Yeah. So, and Shopify— and Shopify is not even a whole PayFac. They're a hybrid PayFac because they're connected to— well, that's 5 million in the US for Shopify.

Still seems low, but okay, whatever.

That's the number they release, right? We don't have, you know, We don't have access—

only 5 million shops on Shopify.

Oh, in the US approximately, when they gave the data out. Yeah. So, you know, that, you know, but integrated payments is a big— can be a big moneymaker. But like, they're a hybrid, so there's different.

And we'll get into what other, uh, advantages do software companies have when they integrate.

Well, they have— now they have a smoother boarding process. So let's just say like with the food truck company right? Okay, they're gonna— they're working with us, we create a link for them. The customer is going to come to the link and there's two choices: one with equipment, one without equipment, right? They're going to click which one they want, then they're going to fill out the 10 questions. They're going to be approved in 5 minutes or less. And if it's the no equipment version, the software company is going to have the information, see that they have a live merchant get in there, get their— get the, the, uh, software program. Boom, the person's going to be processing in, in a few hours.

Well, that's a pretty nice advantage, right?

And then on the other side, if the customer chooses the equipment, they can still get the non-hardware side going, and then the piece of hardware goes out to the merchant already with the application ready to go in the and the equipment. And then when the person receives it, they get trained, and then they're good, and then they're ready to go. And it's a semi, you know, and then because it's a PayFac solution, right, and they're in the hybrid PayFac, you know, they can go to market much faster. So instead of taking a couple of years to develop your PayFac, you go to market in 30 to 60 days with the program that we have here at Nationwide Payments.

Yeah, I mean That's nice.

Yeah, for sure.

Uh, and, uh, should, should the software become— software company become an ISO? ISO? Or—

oh, we gotta— we skipped over number 4.

I didn't—

oh, we went over that.

We asked the question if— okay, in software—

oh, it's advantages, right? Oh, so when we talked about should they become an ISO or a PayFac, it depends how fat, you know, people don't want to do paperwork anymore, right? So, and to become an ISO, their own ISO, can also be very expensive. So I pulled some numbers together. Let me pull it out of here of stuff. So let's say you want to— let's say you're going to go the full model, you want to— you don't want to do the hybrid. So you'd have to get, um, sponsor bank, you know, and that— and a business plan together, plus attorneys. And that's going to take you 2 to 6 months to get that together. Then you're gonna have to figure out what payment gateway you're going to use, because you're still going to need a payment gateway. Okay, so you're gonna have to partner with some payment gateway. You're gonna have to then connect that to your software and go through the PCI compliance of doing that.

So what's the advantages of doing it, becoming an ISO or a PayFed?

Like, well, the advantage is, is if you, if you think you can process $1 billion a year, then you can spend this, the budget for this, which could go into about $3 million, right? But if you're not going to process that much, it's going to take— you're going to spend $3 million approximately, maybe $4 million plus salaries for employees. And then, and then you're not going to be making your money back so fast, right? So a hybrid PayFac program we eliminate all of the— this whole giant expense and all the partner stuff that you don't have to do. You don't need— you don't need a sponsor, you don't need a payment gateway. PCI compliance is already done because we do a semi-integration. Merchant management platform's already built out. Compliance system is done. Underwriting is already in place. And you don't have to go through any licensing. Licensing could take 6 6 months to 2 years. And now I think Congress is going to make it much harder with all these problems that they've been having with fintech companies, and it's going to be much harder for companies to get, uh, AML, you know, certified for anti-money laundering, especially in light of what— oh yeah, happened with FTX. And there's already a bill on the floor for that. Yeah, so that's going to make that process, which now is 6 months to 2 years, could be, could be a lot longer.

And well, how much would it cost to get set up?

To— for what, the, the, the hybrid program?

Zero. Nice.

So there's no cost to get set up. The only cost is whatever it's going to cost you to do an integration. So like the guys for the food truck software, they're estimating that their integration fees between the outside vendor they're going to use and their own employees is going to be around only $10,000.

Could you explain like a little bit more about a hybrid PayFac model?

Yeah, so the hybrid PayFac model, you basically skip over all the getting set up and all that because you're going to work with a company that's already a PayFac. You're just going to be under them. Okay, so you're going to build like Square has all their people under them. So you have the PayFac, and then you're going to be underneath the PayFac, and then you're going to have your tree, all your, your tree of clients underneath there, right? And then you're able to manage your clients. And then all the—

why don't you map that out? So what does that mean?

What does that—

what is the tree of clients?

Well, that— I'm just saying you're gonna have all your clients underneath you. That you're going to make money from, just like if it was a multi-level marketing, right? So like, that's easy for people to understand, right? And multi-level marketing, one person is on the top and then everybody else that signs up underneath, you're making income from, right? So that's how the PayFac model works, the same way. It's kind of like multi-level marketing for, for payment processing, right? That would be, that would be a good analogy. What do you think?

Sounds good.

Yeah, so, you know, basically that's what it is. But you're able to— but with the PayFac model, you're able to do the 10 questions, get people approved quickly without doing paperwork. So if you're just in an ISO model, then you have people doing paperwork, paperwork all the time for every single application, and then it's, and then it's a longer process to get your customers boarded.

Right.

So this way you can go to market a lot faster. It's perfect. Yeah, so you can market, you can market your product. People sign up and they can sign up for the product and the processing in one link, which is very— yeah, super convenient. So the same thing like with Shopify, it's basically there. The way theirs is kind of a two-step program is you got to have the website built before they'll turn on the merchant service. So once you're done building your website, then you can apply for the merchant account. You can't put the cart before the horse, but in this case, when you're dealing with software— so it could be any type of vertical. It could be food trucks. Someone could make a software for dentists. Someone could make a software for, let's say, people clean, uh, washing dogs. Someone can make a software— it could be anything you want— restaurants, right, bakery software, liquor store. So doesn't matter what kind of software you have, anybody can, can integrate onto a program like this. Yeah, so it, so it makes it where, you know, and now especially there's— I mean, I was reading where one company has over 200, 225, um, vendors already integrated onto their platform. I mean, the platform we're working with now, we have about 1, 2, about 5 people integrated on there, you know. And then we working with another platform and we just integrated somebody who has software for a particular educational product. So, so they're just moving along. Yeah, it's moving along. Yeah, we're getting client, we're getting—

so what are some, uh, incentives software companies get with partnering with MPS or Nationwide Payment Systems?

Well, we're basically— we're helping, we're helping them through the process. Okay. One of the other things that we do is we have development teams, so they have access to the developers at all times. So no matter what platform that we're going to place them on, they're assigned to a developer. There's— they have a team over there, they're able to communicate with them. They don't need to call us on the phone. They can work through the process very quickly. So that's the whole thing. Yeah, so that's a good incentive. There's no upfront fee, and as soon as they start boarding customers, they can start making money.

There you go.

So that's the whole thing. And then, you know, what's your company going to be worth? There's one company that was, uh, like, I'm sure Toast, once they integrated payments in, right, and they're controlling it all, and even Shopify, those companies are worth 10 times what they were worth before. For sure, because they're controlling everything, not just the product. They're controlling all the payments and the commerce and everything that's going on around that.

Yeah, from— so it's like from thought to—

right. So I mean, if you look at it like this, let's say we'll just give this food truck guys as an example.

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So let's say they bring on 100 clients, right? And then if they were just selling their software, let's just say their software, I don't know the price, let's just say it's $50 a month. Right? So before, they're just making 50 times 100— what's that, $5,000 a month, right? But now they're adding the payments in. Let's say each customer, they can make another— let's just use a low number because food trucks aren't necessarily all high volume, right? So let's just say they can make another $50 per food truck a month. Well, now they have 100 food trucks and they're making $50,000. Now they doubled their income to $10,000 a month.

Yeah, that's nice.

So you can, you know, and just think about other businesses that could be much— have a much higher volume, like something like a salon software or restaurant software where the volumes could be higher. You're going to make a ton. You're going to make a lot more money off of the— because now you have your software product and then you have the payments engine.

Yeah, man.

Then if you want to go sell your company, guess what? You have double the income or triple the income that you would normally have just as a software company. That's good. Yeah. And then in some cases, you know, in some cases, you know, we might invest in a company, right, if we think that there's a good upside to that, to that company, so that we can help them more. But we also bring to the table is that we can help them get business because we can help them with marketing, right? Right. Because maybe you have a— maybe you're a startup company like this food truck guys. They only have about a dozen clients. So maybe we, you know, we can help them with, you know, press releases. We can have them on the podcast once the system goes live. So there's a lot of different ways that we can help them promote their product and get more people signed up for their product. Cool. So we're, you know, we're partnering with them. We're not just like, okay, you integrated, now go make some sales. You know, we're actually participating with them and helping them, you know, get the word out, get the word out, get out a press release, get out and then a product announcement, get it up on our website, get, get the, uh, the links all built out. You know, the other thing, like, the problems that they have too is, let's say, before they're collecting their fee for the, uh, their fee for the software through, like, through a credit card, you know, or maybe an ACH. Well, we're— we can include that on the platform, so it's all collected for them. So it's all collected. The merchant's just paying one fee. So it's very easy, boom. And they don't have to worry about like, oh, we got to collect money, oh, 10 people didn't pay. Okay, well, they don't— they're not going to be processing credit cards either, right? Which you wouldn't have control over if you didn't have control of the payments.

A lot of good, uh, points, right?

So there's a lot of good points to do that. And the hybrid PayFac model, instead of, you know, let's say a year to 2 years to build out your ISO and a PayFac, hybrid payback model, 30 to 60 days, you can be up and running, right? As fast as you can move.

What are you waiting for?

Yeah, what are you waiting for? We're, we're looking for, you know, independence.

I mean, obviously this is a hot, you know, hot, hot thing in the industry. So yeah, why, why is it hot?

Because software companies are starting to wake up to the fact that they can make a lot more money So they're looking to partner with companies, and we have a lot to offer because we have a semi-integrated platform, no PCI compliance to deal with, less for the customer to deal with. Because with the hybrid PayFac model, you know, it's 10— we can get people approved in like 5 minutes.

Nice.

So they're approved and ready to go. We're not doing the paperwork model We're not negotiating, you know, because if you have, uh, you know, if you're just an ISO and I come to you and I— you want to start negotiating the fees, right? So you can have more of a set fee. I mean, look at Toast and Shopify don't negotiate with people. The rate's the rate, right? Square doesn't negotiate. The rate's the rate. So that's what it is. The rate is the rate. Yeah, somebody came to us and they're doing, you know, million dollars a month. Okay, well, there's some negotiation in there. We can work with you, right?

We can work with that.

Yeah, we're going to work with the— we're going to work with the merchant and we're going to work with our— the software partner and we're going to get them a custom, you know, custom pricing for their, you know, for the— for that customer.

That tea was good.

But I'm just saying, but I'm just saying, in general, you know, you have less— there's less friction and as part of the sale, right? So the sale is the sale. The person wants the product. They sign up for the product, the processing's built in, over and done. That's it. And then, you know, it's good for the software company because the customer is going to be locked in. They're not shopping around for payment processing. They're not driving them crazy about pricing. Because basically, I think that— I think credit card processing is going to make a really big shift in the next, like, 5 years where you're gonna have tons and tons of integrated products Lots of them, more and more products integrating, more companies coming into the— coming in, and they need to look at which model they want to be on. Do you want to be on the paperwork model and going back and forth negotiating with pricing with people, or do you want to be more like Toast, Square, Stripe, like Nationwide Payment Systems? Boom, here's the pricing, everything's built in, frictionless experience for the customer.

Besides the, uh food truck software. Is there any other examples of, you know, partnerships that, that we have already?

Yeah. So we partner— I told you with the education company that's doing a— has a school. So they have their own software. So they integrated onto the platform, the one you built out the questionnaire for.

Oh, yeah.

Yeah. So we have that. So we have that one.

And swimming school.

Yeah, swimming school. So they have their own software. And it's like like, it's like a two-level thing because it's also a franchise.

Man, you are encrypted sometimes, sir.

You know the one?

You know that one? That one, bro? No, I don't know.

Yeah, Swimming School. So it's, it's also, it's a software that they have, and then, and then it's a franchise at the same time.

Wink wink.

And then they're part of the, and then it's part of the PayFac program. So people come in, they're automatically approved Boom, and set up.

So education, restaurant, retail.

Yeah, it can be salon, liquor store, whatever kind of software you have. Maybe it's invoicing software, maybe it's software for any type of business you could possibly think of. I mean, it's infinite, right? It's infinite. There's all kinds of different businesses, and maybe somebody has a tattoo.

I'm just trying to— I'm just You know, I'm just saying, I'm saying what's real right now. Like, how can they use it today?

How can, how can they—

who should use it? Who can integrate today?

Any company who— any— we're looking for software vendors.

Yes.

That they want to integrate.

So that's a great—

yeah, that's an example, right? Any software vendor, you have software and you want to have integrated payments and you don't have integrated payments and you want to be on the PayFac model so you can board your clients faster. Smoother, quickly, and get it done. And then you get all the benefits because they're going to have access to your software. Plus we have the fully built-out dashboard, right, that does everything, that they get access to all, you know, to all the reporting.

And what about web design agencies?

Yeah, we can partner with web design agencies, especially if they're—

because I mean, when you say software, I just think of like these companies who are building websites for other businesses that are going to need to get paid?

Yeah, well, they can set up with us too, and then we give them a unique, uh, landing page. They send their customers there, they get signed up for e-commerce, and we give them the, the tools they need so they can get the person set up with a WooCommerce WordPress shopping cart quickly and easily. And we eliminate a bunch of the expense with that too, because They don't have to buy the plugin like if you're using a third-party gateway, right? So you don't have to deal with that, and there's no extra gateway fees and no extra gateway transaction fees. So in that case, we're similar to what PayPal, Stripe offer their, their merchants, except the only difference is with a web agency, they're getting a piece of the residual, right? So that, that's another great partnership they can partner with us in the PayFac. And that is— that's part of integrated payments also, because as part of that, the payments are integrated to the website, and the web designer can be selling it that way, right? Instead of just selling like, oh, there's— here's the website, here's the website, and with e-commerce comes with solutions, right? Comes with the e-commerce. They could be like their own Shopify.

Well, yeah.

You know what I mean? They could sell it similar to the way Shopify sells it, right? So they, you know, they could come up with that. Or let's say somebody has their own, uh, shopping cart software. Maybe somebody has their own that they made, right? Custom shopping cart software, and they want to integrate. But then, so that way their customers don't have to go out and go get a merchant account and go buy— get third-party gateway software. So there's a lot that I don't know how that will work. It could work.

Shopping cart, you mean like to integrate into WordPress like a plugin like WooCommerce?

Yes, there's people that have custom shopping carts. Yeah, they built that very difficult to get in, into the WordPress repository.

Just, just, I'm just saying, I can be happy it happens for sure. I'm not saying it doesn't happen. But yeah, good luck.

Well, somebody that built something custom. I'm saying maybe it's not WordPress, maybe it's just a custom shopping cart platform that they built out themselves. Or let's say somebody built out like a funnel, right? Okay. And they wanted to link payments into the funnel, right? Right. Well, we could do that for them, right? For sure. So let's say someone has a funnel software, like what's that one called? Funnel—

ClickFunnels.

ClickFunnels, right? Something— let's say somebody— and I see ones all the time, most of them are on most of them I see they're like on Stripe, a lot of them. But this, they could integrate onto our platform and then that's it, boom, they're done. They can integrate and the same, they can make a seamless thing. Oh, you need to accept payments on our funnel platform or whatever it is that they're building out. They can, they can integrate them on, they can integrate to our platform. And then like I said, the 10 questions, get the people approved quickly. Boom, and then they're up and running for payments.

Nice.

Yeah, because with that, with something like that, they can use the API, right, right, and then link it into any type of software you have that's not doing something for card present. Or let's say it needs to be card present, they could do the semi-integration onto the hardware, right, and then it's semi-integrated and they don't have to deal with going through all the PCI compliance and all does different things that you normally would have to go through.

And if you needed POS, you can get that too.

Yeah, we can integrate to a POS. If someone wanted that as a POS system, right, and they go, okay, well, we want to have integrated payments, we're not doing that today. We're talking to somebody now, they have a retail point of sale and they don't have integrated payments, so we're talking to them about how to do integrated payments. And we work with more than one platform for integrated payments. So if you don't fit into one, we can fit you into another one. But it's all— we make it all where it's a seamless, frictionless boarding process. And we can handle collecting the money for your software too, and then getting the vendor paid. So that way it's a smooth— a whole smooth process. The customer is not getting charges from here and there.

Right?

So let's say Justin had Justin's retail software. So instead of Justin billing them, they came through the PayFac system, they would get billed for the software and the credit card processing all in one. Smart. Yeah. So it makes it for, you know, we make it an easy business case. No upfront cash. The only expense you have is your integration cost. It's quick roadmap. 30 to 60 days. I mean, I think most people can complete it in 30 days that we've talked to. We're working on— we're working on— we have one project in process, and there's two projects that are about to get started. Very good. So it's very, you know, it's— and they're very excited to participate with us because we're gonna hand— they don't know anything about merchant services, right? So because they don't know anything about merchant services, We bring out 20 years of experience to them. We can hand— we have the staff, we have the knowledge, we can handle, make sure everybody's getting boarded quickly. If there's a problem, we can get it fixed, you know, like some information is incomplete that the, you know, the merchant provided, and then get it and then get them approved quickly. So everything need— because that's what everybody wants today. They want to be— get set up now, right? Right away. Yep. Quick. Yep. Easy.

Yep.

Boom. And then you get fun. And then all our funding is next-day funding. That's good to know, right? So you get your money the next day. So that's, you know, think— that's things that everybody's, everybody's always worried about, right? Oh, when am I going to get paid? How long does it get to get paid? And then like a software company, a lot of times they don't have a backend built out. Right, for the payment side. And then working with us, that's already done. Yeah, you get that, you get that with the whole PayFac model. So you get like— and then it's like we said with the franchise, we built them out a custom dashboard so they can see all their franchises and how all the payments and everything going through all the franchises.

Nice, very nice.

So it's, you know, It's a pretty cool setup.

So if you want to integrate payments into your software or anything— yeah, any software that's, you know, related to your business— reach out to Nationwide Payment Systems. You can text BOOK to 954-827-9818. Uh, Allen will get back to you. Uh, you can set up an appointment through there, or you can go to b2bvault.info. And apply now. There's a button waiting for you. What are you waiting for? Go get started. Enlighten yourself. Um, or there's two forms down there at the bottom of the page if you'd like to get in touch, if you have any questions for Allen or myself, or if you want to sponsor the podcast. We would always love a new sponsor. Hit us up. Um, follow us on Instagram, Facebook, TikTok, Twitter, LinkedIn, and YouTube @B2BVault. Uh, especially on YouTube, please subscribe, turn on post notifications so that you get, uh, notified every time we post podcasts. Podcasts are Monday, Wednesday, and Friday.

Friday is live. We do the live FinTech Friday. You can come on and you can ask us questions. We want people to come on to the live podcast.

Yes.

You can type in your questions on YouTube, Facebook, or LinkedIn.

Yep.

And you can get more.

You send us emails, whatever, wherever, however you want to get us a question, feel free. You know, we're—

yeah, go to the website, submit a question, leave a note on Facebook or any of our social media, and we'll answer your question on the podcast.

Yep.

So peace out, carpe diem. If you need to integrate, think about Nationwide Payment Systems.

If you need to integrate, don't hesitate. Play up.

That's a good one, I like it. If you need to integrate, don't hesitate. Peace. That's a Facebook post.