Channel Opportunities in Payment Systems with Yosemite Bent from Titanium Payments

Enhancing Payment Solutions: A Deep Dive with Yosemite Bent from Titanium Payments

In this episode of 'The Wireless Way,' the host converses with Yosemite Bent, the Head of Strategic Partnerships at Titanium Payments. Celebrating five years of podcasting success, the host introduces Yosemite, highlighting his extensive background in financial technology and payment solutions. The discussion covers Yosemite's journey in the payment industry, significant trends, and how Titanium Payments is addressing market challenges, particularly in reducing transaction costs and integrating omnichannel payment systems. The episode also explores the competitive landscape of the payments industry, the potential for partnerships, and how technology consultants can leverage payment solutions to offer more value and unlock new revenue streams for their clients. Fun anecdotes and insights into Yosemite's unique name add a personal touch to this informative conversation.

00:00 Introduction and Gratitude
00:49 Guest Introduction: Yosemite Bent
01:47 Yosemite's Background and Experience
01:55 The Importance of Payments in Technology
04:22 Yosemite's Journey into the Payment Industry
06:35 Challenges in the Payment Market
07:34 Titanium Payments' Solutions and Innovations
08:44 Verticals and Client Success Stories
12:23 Partner Opportunities and Sales Strategies
13:55 Understanding Payment Statements
15:01 Cross-Selling Opportunities in Contact Centers
15:34 Mobile Payment Solutions
15:58 Setting Minimum Deal Requirements
16:54 Understanding Customer Business
17:53 Unique Use Cases in Payment Processing
20:34 Partner Opportunities and Competition
22:33 Sales Cycle and Partner Involvement
25:14 Podcast Conclusion and Final Thoughts

More on Titanium Payments

More On Yosemite Bent

Transcript

_1_06-17-2025_104758: 0:00

Welcome to another episode of The Wireless Way, and man, I'm just grateful you're here. You keep coming back. So thank you so much. Going on five years, uh, over a hundred episodes, 71 countries. Man, I'm, I'm, I'm really just excited to think of how, um, conversations that I have with great industry folks. Uh. Getting around the world, man. So it's great. So thanks for being here. Uh, as always, I have another great guest for you. This is something a little different, you know, uh, I'm generally technology focused, connectivity focused, wireless focus, of course. Guess what all those things require. In most cases, somebody's gotta pay somebody, you know, like Jerry McGuire says, show me the money. Uh, well, Jerry McGuire didn't say it, but it was in the movie. Yeah. Um, so anyway, I digress. I'm gonna tell you about Yosemite Bent. He's my guest today and, uh, man, he's the head of Strategic Partnerships at Titanium Payments, the largest founder owned, and operated payment processor in the country. With over 22 years of industry leadership, a seasoned financial technology leader, uh, Yosemite is driven by a passion for innovation and building, uh, transformative partnerships. Uh, before joining Titanium Payments, he worked independently as a direct agent, uh, gaining deep insights into the payment industry. Uh, which is what we're gonna benefit from. Uh, he also held roles at Verizon in eight by eight. We developed expertise and channel strategies and, uh, integrated payment solutions and enhancing his ability to drive impactful partnerships. It's always good to work with a supplier that knows more than just that, uh, swim lane, right? It's always good. So, looking forward to hearing more about that Yosemite. Um. A little bit more about'em. Uh, extensive experience and payment operations, as you would imagine. Uh, merchant services and FinTech alliances. Again, somebody's gotta get paid here. We all wanna get paid. Uh, Yosemite advises clients on reducing costs per transaction, implementing secure omnichannel payment flows. Adopting cutting edge platforms like e-invoicing and recurring billing, uh, titanium payments excels and monetizing payment partnerships for SaaS companies and their wholesalers, our suppliers, uh, leveraging over a decade of expertise and passing, uh, the fee programs our full scale development team enables seamless integration of multiple ERP systems into a unified accounting platform addressing complex accounts receivable challenges, frequently advising on payment partnerships. Yosemite is dedicated to supplying complex payments, challenges, and empowering businesses to thrive in a dynamic financial landscape. Man, Yosemite, you know, I couldn't have written that better myself. Uh uh. How are you doing, man? I'm so glad we finally able to get this thing together.

yosemite-bent_1_06-17-2025_074756: 2:57

Yeah, I'm doing great. Great. It's, uh, early morning, uh, had had one coffee so far. Looking forward to my next, but uh, yeah, it's great to meet with you, the man, the legend Beth. So, uh, yeah, yeah, yeah.

_1_06-17-2025_104758: 3:08

kind, man. Only because I know you, only because I know you, you, how many cups of coffee a day do you have?

yosemite-bent_1_06-17-2025_074756: 3:16

Uh, about about three to four at least. Yeah, yeah. Minimum. Yeah. Yeah,

_1_06-17-2025_104758: 3:20

Wow.

yosemite-bent_1_06-17-2025_074756: 3:21

yeah,

_1_06-17-2025_104758: 3:21

the latest cup you'll have and what's like, are you like after dinner even, or is it

yosemite-bent_1_06-17-2025_074756: 3:25

yeah. Oh yeah, definitely. Yeah. A little nightcap. Coffee is great. Yeah. Like, uh, I love the taste of it. I love the taste of it, so Yeah, yeah, yeah. Black.

_1_06-17-2025_104758: 3:33

like ice cream, coffee, uh, ice cream, uh, coffee, ice cream, like ice cream

yosemite-bent_1_06-17-2025_074756: 3:37

Oh, yeah, yeah, yeah. Oh yeah. I Everything. Coffee, espresso.

_1_06-17-2025_104758: 3:41

Coffee flavored ice

yosemite-bent_1_06-17-2025_074756: 3:42

Yeah, a dessert. Chocolate covered ex espresso beans, the whole bit.

_1_06-17-2025_104758: 3:47

Oh yeah. Okay. So I, I, I love it. I love it.

yosemite-bent_1_06-17-2025_074756: 3:50

Yeah.

_1_06-17-2025_104758: 3:50

of a one and done guy. I

yosemite-bent_1_06-17-2025_074756: 3:52

Oh yeah.

_1_06-17-2025_104758: 3:53

you're right at a, at a fancy restaurant or something for like little espresso, little nightcap with, uh, you know, little Bailey's or something. Yeah, some, yeah. I, I can be talked into that too.

yosemite-bent_1_06-17-2025_074756: 4:02

Yeah,

_1_06-17-2025_104758: 4:03

So, you know, as always is the case. I love, I love bios because we all have a story.

yosemite-bent_1_06-17-2025_074756: 4:09

yeah,

_1_06-17-2025_104758: 4:10

You know, one of the goals of this show is to inspire people. And, um, and believe it or not, I think we all inspire somebody.'cause we've

yosemite-bent_1_06-17-2025_074756: 4:17

yeah.

_1_06-17-2025_104758: 4:18

inspired by somebody.

yosemite-bent_1_06-17-2025_074756: 4:19

Absolutely.

_1_06-17-2025_104758: 4:21

so you know what's not in the bio man. How did you get here? I.

yosemite-bent_1_06-17-2025_074756: 4:24

Yeah. Yeah. No, great. Great question. Yeah, so. I think, yeah, I, so my father was, uh, you know, involved in the payment industry, so I kind of grew up in it. I, you saw the trans three 80 machines that, I don't know how many people on this podcast know what those are, but there were these little square machines. Yeah, little square machines. Didn't have a printer attached. The trans three thirties, these large hyper comm machines, they were called T seven Ps and super noisy. Those are the first machines that actually had a printer attached. I, I believe. Um,

_1_06-17-2025_104758: 4:55

And

yosemite-bent_1_06-17-2025_074756: 4:55

but I.

_1_06-17-2025_104758: 4:56

up internet. Right. So is that

yosemite-bent_1_06-17-2025_074756: 4:57

Yeah, yeah,

_1_06-17-2025_104758: 4:58

you hear?

yosemite-bent_1_06-17-2025_074756: 4:59

yeah. First it was the first, it was the knuckle busters, you know?

_1_06-17-2025_104758: 5:04

Yeah.

yosemite-bent_1_06-17-2025_074756: 5:05

Yeah. It would imprint the card right. On a, a carbon copy. But, um, yeah, so I, I fell in love with the industry as a, as a kid and, uh, and just the, I sometimes go with them to knock on doors and, and meet new clients or, or meet some of his clients. And, um, so I, so yeah, I tried some different things and. You know, working for Verizon, um, working for eight by, and it was more of eight by eight, where I kinda learned about the channel and, um, and I, I saw what was missing was payments. I said, you know, this is, payments is largely, um, it's, is becoming, you know, API integrated payments, um, and, and different. Accounting platforms. And so I, I'd say it's starting to become tech. Um, and, and so my, my goal immediately is I thought payments should be part of the channel. And, uh, so we worked hard. Our, me and the company worked hard to, to make it, make it so,

_1_06-17-2025_104758: 6:03

Oh, good for you. And you're right, I mean, as we, when I first met with you and first started understanding what Titan Payments can do for channel partners and their customers. I was like, yeah,

yosemite-bent_1_06-17-2025_074756: 6:15

yeah.

_1_06-17-2025_104758: 6:15

like I said, everybody wants to get paid. Um, every, every client is getting paid by somebody. I mean, uh, it's, it's, it's the ecosystem. No one's doing this for free, so why not, you know? Um, that kinda leads me to my first question. You know, you know, I, I'm sure there's a longer answer here, but take as long as you need. But what problems are you seeing in the market that you are solving for?

yosemite-bent_1_06-17-2025_074756: 6:40

Yeah. Yeah. Um, well first I'll start off the, the initial part is, is, is rates change every April and October, so twice a year, uh, for merchants and, and a lot of merchants haven't taken a look at their payments for five, six years because a lot of our industry is. I hate to put it this way, but, but you know, they're, you know, they a little dishonest, somewhat dishonest. Right. And, uh, so they, they a lot, yeah. Yeah. So businesses have been through, put through the ringer a bit, right? So they, they've gone through three to four companies where they, you know, they raised their costs, they ripped'em off, they told, promised'em one thing and delivered something else. So from the very beginning, titanium payments has had a. A principle of, of never increasing cost. Uh, so once we set a merchant on a certain rate, we cannot raise the cost without them signing, agreeing to it. Um, and then some other things we've implemented throughout the years. We, we tried to implement passing the fee programs before they became a. Really cool, I guess during COVID, a lot of merchants started buying into them and saying, you know, okay, how can I eliminate my fees? Uh, we saw the writing on the wall maybe a decade, a little over a decade ago. So we started perfecting them, working hard on, on accomplishing that. And then, uh, I think we have a, we have a, you know, a partner and a client that we're working on right now. We had a partner come to us with a. Um, an issue of one of their larger clients saying, you know, I've scoured the internet. I'm, I'm trying to look for a ERP system or a CRM that, that does everything. I need it to, but it doesn't exist. And, uh, and integrate our accounts receivable. We have multiple different ERP systems. Um, and, and none of'em does exactly what we need. You know, do you know, do you know of a company that can help us with that? And I'm like, that's our, that's our wheelhouse. Like, it couldn't be any more, any more perfect of a scenario. So we said, absolutely. We have a full scale development team, so let's, uh, let's sit down, let's hear what you know they want, um, and then we can create it for'em.

_1_06-17-2025_104758: 8:42

Is there a certain, um. Vertical that you find is more likely to adapt to your services, or like I said earlier, everybody wants to get paid. I mean,

yosemite-bent_1_06-17-2025_074756: 8:51

Yeah,

_1_06-17-2025_104758: 8:52

but yeah, we, you know, like if you look at your top 10 deals, if you had a break coming by vertical, how many buckets would you have? I.

yosemite-bent_1_06-17-2025_074756: 9:00

so I think our bread and butter, we started with the retail restaurant. I think 25% of our book is restaurants. Um, because they're easy. You know, everybody thinks of restaurants when they think of credit card process.'cause you don't, people don't pay cash at a restaurant anymore. Everybody wants to sell a card. Right. Um, so it's, I'd say that's our biggest, you know, percentage. You know, if you think of an industry, but we s we've seen recently a major shift for B2B. Those wholesale and manufacturing companies that are, are trying to figure out ways, new ways to, you know. Improve their cash flow, right? And, uh,'cause they've been traditionally a CH for maybe the last 50, 60 years. Uh, so new ways to, you know, increase, you know, the amount that they receive and uh, and so we help'em with that and cost cutting initiatives and things like that. So, um, those have been some of our biggest clients probably in the last. I'd say that's, that's the majority of our volume is B2B, uh, maybe not the majority as far as percentage of clients, but majority of our, you know, profit and volume.

_1_06-17-2025_104758: 10:05

For partners that, that, that a lot of clients in the restaurant business, for example, as

yosemite-bent_1_06-17-2025_074756: 10:10

Yeah.

_1_06-17-2025_104758: 10:11

uh, what would that sales cycle look like and um, and what's in, I mean, why would they do it? I mean, again, they're not getting paid on any of this today. Is this, uh, a recurring commission? Is it a one-time fee? Does it vary?

yosemite-bent_1_06-17-2025_074756: 10:26

Yeah, so it's evergreen. So we pay for as long as they stay a client. Most clients I think, stay with us on average,'cause we answer phone, we answer the phone. I think it's 25 seconds or less. You get a live person, an employee in our office, and most of the employees have been. With the company five to seven years. So they, you're not just new entry level employees. So if they have restaurants in their book, so a lot of restaurants use toast now, right? So toast we cannot integrate into, uh, so they would have to get a different point of sale system. Um, but a bit, a bit.

_1_06-17-2025_104758: 10:56

Zebra devices, does that work?

yosemite-bent_1_06-17-2025_074756: 10:57

Ze. Yeah. Zebra is like a, the, the label printers I think a lot of times.

_1_06-17-2025_104758: 11:01

And

yosemite-bent_1_06-17-2025_074756: 11:01

Yeah. Let, let, yeah. Mm-hmm.

_1_06-17-2025_104758: 11:04

Yeah.

yosemite-bent_1_06-17-2025_074756: 11:05

So we,

_1_06-17-2025_104758: 11:05

they have a tablet.

yosemite-bent_1_06-17-2025_074756: 11:07

yeah. Yeah. And we like to mention Control your cash flow. We say that a lot. It's like, kind of like a slogan for us. Uh, so with toast, you're not controlling your cash flow because it's toast operating system. It's toast point of sale system. It's toast payments. It's toast everything. Right? Uh, and so some merchants love that. Some merchants love that. One stop shop, everything's locked in. But then you, you don't really have much control in terms of if they wanna raise the price on something. Right. You have no choice whatsoever. Right. So there's a lot of restaurant point of sale systems that we partner with that. They can control, they can, they can actually get rid of us if we ever raised our cost and slip in another payment company. Or they could, they could slip out the, the, you know, a zebra label printer or they could bring in Zebra and they could, you know, they could use different label printers. They can use different devices on the, you know, on iPads or a point, you know, a pc. So whatever works best we can, they don't have to change out their entire menu system because. You know, some peripheral within that point of sale system isn't working.

_1_06-17-2025_104758: 12:14

Right. So the onus is on you to do

yosemite-bent_1_06-17-2025_074756: 12:17

Yeah.

_1_06-17-2025_104758: 12:17

job and make,

yosemite-bent_1_06-17-2025_074756: 12:18

Yeah.

_1_06-17-2025_104758: 12:18

'cause they could, you, you, you don't handcuff'em. Is that what you're saying? Uh, that, that's Um, so yeah, like if you're a partner listening, all your clients are making a living. They're making money, they're charging their end user customers somehow. How, how would a partner identify an opportunity? I mean, is there some, like if you had to like come up with the golden question, I mean maybe it's different per vertical, but give us, give us some examples of some of the best discovery questions you've used to identify opportunities for titanium payments.

yosemite-bent_1_06-17-2025_074756: 12:52

Yeah, great question is, uh, when's the last time you've reviewed your payments? Right? When's the last time you've taken a look at your statement? Or, or a partner could say, you know, we. We just recently, you know, through a partnership I have, you know, we just recently added that we can do payments, right? Um, we'd love to set up a dis even if they,'cause a lot of times the credit card statement is kind of like, they keep it close to their chest. It's similar to a bank statement'cause it shows exactly what they make every month. Um, but, you know, I'd love to schedule a discovery call with you and this, this new company we partnered with and, and they could tell you why they're great. And then, uh, if, if it all works out, maybe you can send them a statement.

_1_06-17-2025_104758: 13:30

So you mentioned when the question was, you know, when's the last time you looked at your statement? I mean, I hear this from partners a lot like Chris, you gave me discovery questions, but I don't know. What I'm really listening for or what if the customer doesn't understand my question? So when you asked when it's time to look at your statement, what are you looking for? Is it, is it the interest rates or, you know, how much is it costing them to their transaction fees? Is that what they're looking for?

yosemite-bent_1_06-17-2025_074756: 13:55

Yeah, so the transaction fee, so there's, it's what's called a credit card processing statement. Uh, so all businesses have it if, if they use Square or Stripe it, they don't provide them a credit card processing statement, so it's an Excel spreadsheet. That shows their total fees. Um, but it shows the total volume that they did in, in credit card processing, and then it shows how much they paid as far as total fees goes. And it's also a good rule of thumb to, to take those total fees and divide it by how much volume you did. Because a lot of times companies will tell'em, oh, you're paying 2% with us, but. They'll do the, you know, just divide the total that they paid by the total volume and they're paying, you know, three, three and a half. So it's, it's, it's often good to just, just do a rough, you know, division number and just kind of figure it out.

_1_06-17-2025_104758: 14:40

right. One time you and I were talking and my, my colleague Heather Krasinski, you know, she does CX here at Intelysis. Uh, you were talking about how, uh, you know, a lot of credit card transactions take place at call centers. You know, people call in to order some food or order a product or pay for a service. Um. Do you see? Do you see that as a kind of a cross-selling opportunity if partners are selling a lot of contact centers, uh, as a service? Is this another conversation they should be having with the clients?

yosemite-bent_1_06-17-2025_074756: 15:11

Absolutely. Absolutely. So we have a couple partners we work through, um, that offer that, that take care of the PCI scope, uh, within the contact center, and then it can point it to. Any payment processor really. Uh, but in the US we have a couple partnerships that we, we can work with a couple different companies, uh, to point it to us, and then we can provide them the cost savings on the payment processing.

_1_06-17-2025_104758: 15:34

And when you say, uh, even mobile platforms,

yosemite-bent_1_06-17-2025_074756: 15:38

Mm-hmm.

_1_06-17-2025_104758: 15:39

is that. Uh, I mean, I think a square obviously is what I've probably seen the

yosemite-bent_1_06-17-2025_074756: 15:43

Yeah.

_1_06-17-2025_104758: 15:43

but I I What kind of solutions do you have for

yosemite-bent_1_06-17-2025_074756: 15:46

Yeah.

_1_06-17-2025_104758: 15:46

you know, vendors that are maybe a food truck operator, uh, are, you know, landscaping people, they're taking payments on their phone. I mean, what does that look like?

yosemite-bent_1_06-17-2025_074756: 15:57

Yeah, great question. Great question. Yeah. So, uh, I'm glad you asked that. So I, I think that generally, so we, we try to set our minimum. Uh, you know, and, and this is a minimum for, you know, if a partner wants to bring us a smaller deal'cause they have a friend or family and they just want to see how the, the entire process works with us from start to finish, right? Absolutely right. Bring us one, one or two small deals, but, but generally our minimum is 40,000 a month. Um, and so about four, about 500,000 a year. Um, because for one, because if we, you know, if we can only say in the$15 a month, it might not be enough to change. Uh, and, and then the partner might only make five or six bucks a month, so it's really not worth their time, uh, to really bring us an opportunity, you know, sometimes. But if it's a food truck that's doing 40,000 a month, absolutely. Yeah. We have mobile options, we have iPads, we got, we got, you know, sim cards, multi-carrier sims, all that. So.

_1_06-17-2025_104758: 16:53

Interesting. So, and you could always tell partners too, you, you need know your customer's business, you know, know them. And, and let's face it, I think, you know, a lot of us in the channel made a good living selling connectivity,

yosemite-bent_1_06-17-2025_074756: 17:06

Yeah.

_1_06-17-2025_104758: 17:06

it is always, you know, gimme a copy of your phone bill, I'll save you 30% and get you something faster.

yosemite-bent_1_06-17-2025_074756: 17:12

Mm-hmm.

_1_06-17-2025_104758: 17:12

same conversation. You know, it's like, hey, let What's your monthly revenue look like? Oh, it's 40,000, it's 50,000. It's a hundred thousand. When about less time to look at your credit card processing statement. Maybe I can help you save some money there. And by doing that, you can invest that savings back into the technology. Right? You were saying you couldn't afford that sd-wan. You can't afford, you can't afford cybersecurity, you can't afford to upgrade to this technology. Well, what if I saved you money here? I always talk about saving money on expense management too. I mean, I feel like expense management is a way to repurpose budget. You know, you're spending the money already. You might as well spend it on things you wanna spend it on.

yosemite-bent_1_06-17-2025_074756: 17:49

Yeah. Yeah. No, absolutely. Yeah.

_1_06-17-2025_104758: 17:52

yeah. uh, let's talk about, uh, you know, what are some of the most unique use cases you've seen? I mean, is there anything that's, you know, that surprise us as a novice, you know, payment advisors?

yosemite-bent_1_06-17-2025_074756: 18:08

Yeah. Yeah. Um, well, it's some, yeah, I, I think the contact center, the, some of the, some, there's some areas that we didn't, we didn't see as it, you know, it could be a. An industry we could serve. You know, coming into the channel, we've only been in the channel for I think a little over a year now. Um, and so we, we, we didn't see it as much of as of growth area, but like, you know, we've seen opportunities in it. So, so the contact center space is one area that I. Maybe we didn't see as much it, it could be opportunities, but you know, it's grown, grown to be, uh, another area are, um, SaaS platforms. You know, sometimes the deal cycle on those takes a little bit longer. I'd say maybe, you know, six months to a year to integrate. But I. There's some SaaS platforms that, well, every SaaS platform has an integrated payment provider, uh, for their clients. So they might have anywhere from two to 3000 clients. Um, and, uh, so what we can do is we can offer that software platform a better monetization, or if they're using Stripe right now, they don't get any monetization. So we monetize the software, uh, and then we'll plug in the payments and then the partner can get paid on. Two or 3000 opportunities. So, um, so yeah, so you know, there's a few partners. I probably a little more than a handful, maybe 15 to 20 partners that have kind of shifted, you know, and you mentioned that, you know, a lot of has been connectivity in the channel, but there's, it's probably 15 or 20 partners that are primarily selling payments now, um, as their, you know, first, first, you know, kind of. And then they also sell the connectivity as well, but they've seen the profit potential on some of these deals, uh, for payments. So, uh, it's kind of their main focus. Yeah.

_1_06-17-2025_104758: 19:51

What I like about what you just said is, you know, I, I, I think mobility and wireless is the same thing.

yosemite-bent_1_06-17-2025_074756: 19:56

Mm-hmm.

_1_06-17-2025_104758: 19:57

with something different. Everybody's knocking on the door trying to say, let me get you some better fiber pricing

yosemite-bent_1_06-17-2025_074756: 20:02

Yeah.

_1_06-17-2025_104758: 20:03

connectivity, pricing or dial tone, pricing, uh, you know, some kind of CX platform. Still sell that. You still need to sell that. have a different reason to call your existing base of customers. I mean, man, yo send, I gotta imagine you think about a partner that has hundreds and hundreds of customers they've sold over the last 20 years. Over half of'em are all of them are prospects, right? I mean, they're all probably taking payments, right? I mean, you really can't think of a business that doesn't take a credit card payment for something, right?

yosemite-bent_1_06-17-2025_074756: 20:33

Yeah. Yeah.

_1_06-17-2025_104758: 20:34

Yep.

yosemite-bent_1_06-17-2025_074756: 20:34

And I would say one of the toughest areas in our business, because it is hugely competitive, so don't get me wrong, like there's, there's, you know, there's not many people in the channel that sell payments, but there's, there's close to 3000 companies here in the US so I think we're a number 25 card not present, and 31 card present. But, uh, out of those 3000, but. Um, but yeah, there is a lot of competition. So the, the toughest part is the trust factor, right? So a lot of these channel partners have built that trust with their clients already, so it, you know, they, they trust them for their connectivity. They trust them for their, you know, mobile, you know. Um, and so, you know, a lot of times they can go to them and just ask for the card processing statement and, and they trust that they, you know, um, that they'll give it out to them. Uh, whereas. That's a big problem, problem that other, you know, direct payment processors have as an issue.

_1_06-17-2025_104758: 21:28

And I don't normally like to get into comp commissions and compensation a whole lot because I know it

yosemite-bent_1_06-17-2025_074756: 21:32

Yeah.

_1_06-17-2025_104758: 21:33

and there, you know, uh, so, you know, high level, generally speaking, uh, I think this is an area that a lot of people are like, okay, this is interesting.

yosemite-bent_1_06-17-2025_074756: 21:40

Yeah.

_1_06-17-2025_104758: 21:41

mind bringing it up. But like you said, it's, it's a, it's a recurring commission payment. Is it based off of a percentage of how much revenue they pass through your system? So if it's$40,000 a month. But then all of a sudden they grow their business, they add more locations. Now it's$80,000 a month a month. Does the commission stay the same or does it change at all?

yosemite-bent_1_06-17-2025_074756: 22:05

Yeah. So yeah, it, it, it's based on how much they run in, in credit card volume, so it can go up or down, right? So, uh,

_1_06-17-2025_104758: 22:11

Oh, okay. Yeah.

yosemite-bent_1_06-17-2025_074756: 22:12

so some, sometimes they have busy month, you know, the restaurants have busy months in the summer, so their volume can go up, and then sometimes in November, December, or months, maybe they close down if they're seasonal, right. It can go down as well. It can go down to half sometimes. So. Um, would be, you know, kind of the same. So we, yeah, we do pay a percentage of, um, but yeah.

_1_06-17-2025_104758: 22:33

And what does a partner need to do? I mean, so they've asked that discovery question, they got somebody on the hook. They're like, yeah, I haven't looked at that credit card processing statement in a while. Wow, look at that. I'm paying more than I thought I was.

yosemite-bent_1_06-17-2025_074756: 22:45

Yeah.

_1_06-17-2025_104758: 22:46

What happens next and what, what does the a sales cycle look like generally? How much work does a partner need to do really to, to get something to the finish line?

yosemite-bent_1_06-17-2025_074756: 22:54

Yeah. So we, we've closed deals in the channel, um, same day, right. And had them up and running within three days. Uh, but then we've also, we've closed other, yeah. And, and million a month to count, uh, was in, you know, they were up and running in three, four days, but they don't always, always happen that way. So, uh. But typically, yeah, we ask for the credit card statement. We do the proposal, uh, that typically takes about 24 hours to get the proposal back. We have a meet discovery meeting where we discuss the proposal with the client. Um, maybe that, you know it, you know, for the partner to schedule a time with their client, it might take a week. Um, so typically, you know, two weeks to a month, uh, if we have to do development work, uh, to integrate their ERP system, things like that. Yeah. Then it starts, you know. Three to six months. But, but, uh, but generally, yeah, the deal cycle is not, doesn't take too long unless there's, you know, development work that needs to be done.

_1_06-17-2025_104758: 23:49

Interesting. Now that that's, I mean, that's fascinating. Um, you're right. The more lar the larger and more complex, any solution is generally takes more time. In fact, if it's complex and large, you should take your time

yosemite-bent_1_06-17-2025_074756: 24:02

Yeah, yeah,

_1_06-17-2025_104758: 24:02

you don't wanna mess it up. You got,

yosemite-bent_1_06-17-2025_074756: 24:03

yeah.

_1_06-17-2025_104758: 24:04

take our time and do it right the first time.

yosemite-bent_1_06-17-2025_074756: 24:06

Yeah.

_1_06-17-2025_104758: 24:06

Um. Got it. Well, this is really interesting. So definitely an opportunity for trusted advisors, partners, technology, consultants. You know, you're looking for ways to go deeper into your accounts, you're looking for ways to grow your revenue, looking for ways to add more value. It sounds like titanium payments would be a good, a

yosemite-bent_1_06-17-2025_074756: 24:28

Yeah.

_1_06-17-2025_104758: 24:28

do that, right?

yosemite-bent_1_06-17-2025_074756: 24:29

Yeah. Yeah.

_1_06-17-2025_104758: 24:31

I, I hope you agree with me.

yosemite-bent_1_06-17-2025_074756: 24:32

Yeah. Yeah. We, at at least, I, I would, I'd say, you know, the partners that haven't reached out to us yet, uh, at least schedule a call, you know, even before you bring us a client, right. Schedule a call with us to learn more about what we do, uh, or, you know, or email me or, or call me. I'm available on myself, um, anytime. And then, uh, and then let, yeah. You know, try to hear, hear more about what we do and, and see if it's a, yeah.

_1_06-17-2025_104758: 24:55

Yeah. Well definitely if you're listening, check the show notes. I'll have Yosemite's uh, uh, contact information, their website, his LinkedIn profile. You definitely wanna check the show notes, um, and reach out and contact him. You can obviously work through your intelligence sales team as well to encourage that. Uh, uh, this has been great. Uh, is there anything, Yosemite, that we haven't talked about that you wanted to cover or any last words you wanna leave us with?

yosemite-bent_1_06-17-2025_074756: 25:22

Nothing I can think of. No, I, I'm just Chris. Chris, I thank you again for, for making time, for, for, you know, this podcast. I haven't done too many of these podcasts, but, uh, but I, I appreciate you, uh, including us, including our company in this. Yeah. Yeah.

_1_06-17-2025_104758: 25:36

Well, I, I, it's my pleasure. I love doing this. Like I said, I love sharing stories. I love adding value. And I think, you know, podcast is something that I've just really enjoyed. Uh, I don't know, in the last seven, eight years or so, and I. And I hardly ever listen. I used to love listening to talk radio, and I, I don't, I don't, don't, I listen to podcasts. There's so many great ones out there. And shout out to my fantasy, my, my, in my fantasy world, Mike Row and I are good friends. Mike from Dirty Jobs. He has a great podcast called The Way I Heard It. It's been out for years. Very entertaining, funny, uh, and there's so many great ones. I mean, but I, I like, I like his format and, uh, he inspired me to even start this show. So, uh, there you go. I do, I have one more question.

yosemite-bent_1_06-17-2025_074756: 26:19

Yeah, absolutely.

_1_06-17-2025_104758: 26:20

I gotta believe, you gotta tell me how often you get this question. Do, do, do I wonder if

yosemite-bent_1_06-17-2025_074756: 26:28

I.

_1_06-17-2025_104758: 26:28

I, I, okay. Are you telling me if this is what's thinking? Tell me the, the background. Your name,

yosemite-bent_1_06-17-2025_074756: 26:36

Oh, yeah, yeah, I know, I know it.

_1_06-17-2025_104758: 26:39

Yous come on. Tell me, is there a story there? Is that your

yosemite-bent_1_06-17-2025_074756: 26:42

Yeah.

_1_06-17-2025_104758: 26:43

Is there something else? What is that?

yosemite-bent_1_06-17-2025_074756: 26:45

Yeah. No, there, there's, well, it's kind of, it's not too long of a story. May, maybe it's a story I wish I didn't know. I didn't know. But, uh, my, uh, my parents conceived me at Yosemite Park, so, uh, yeah.

_1_06-17-2025_104758: 26:59

So this I know.

yosemite-bent_1_06-17-2025_074756: 27:03

Not what I wanna think about, but, uh, but no, but my son's name is also, I have a 15-year-old, uh, or soon to be 15, July 7th. So he is 14 still. Um, but he's, uh, he is also Yosemite, but not for the same reason. So, uh,

_1_06-17-2025_104758: 27:16

so I thought you, you, you should have gone from some other, uh, uh, national parks

yosemite-bent_1_06-17-2025_074756: 27:20

Yellowstone.

_1_06-17-2025_104758: 27:21

or

yosemite-bent_1_06-17-2025_074756: 27:21

Yeah. Yeah. Yeah.

_1_06-17-2025_104758: 27:23

family start covering that. I mean, I hope you get like a discount when you go to Yosemite. I mean, uh, um, that would be well, and just think if we all were named after, where we were conceived at, you know. Hey, holiday Inn. Come over here. I mean, or hey, uh uh, yeah, you know, I'm gonna stop right there. I'm, I'm, yeah, this is going the wrong direction, but, uh, but, uh, too funny. Well, that's cool. I, I, I love that name, man. It says a good cowboy name too or something. And, well, and being Chris. You yell Chris, in any crowd, you're gonna get at least 15 people turn around. So I, I, I, I, I'm not making fun of, I genuinely love unique names. Yeah. I think it's fa that's fantastic because, you know, in fact, I actually had a, uh, a sales guy work for me one time. His name was Jimmy Hendrick. I said, if your name is Jimmy, I mean the only, right. The only other name that's gonna make you memorable is that last name of Hendricks. And, and that was his given name. And, and he said, oh yeah, I get a lot of attention out of that. People always remember me, you know, I thought, well, that's pretty good. That's pretty good. Yeah. Well, um,

yosemite-bent_1_06-17-2025_074756: 28:25

It's similar with me. Yeah. So I did, you know, you know, but they remember me for the right reasons. But, uh, but yeah, so yeah, my name is people, people don't forget it too much. So, yo, so, uh.

_1_06-17-2025_104758: 28:35

do, how, how many different ways has it been mispronounced.

yosemite-bent_1_06-17-2025_074756: 28:38

Yeah, ch uh, I get Yosemite quite a bit, but, uh, but then I say, you know, yeah, like you said, cowboy name. So I say, you, you never watch cartoons as a kid, you know? Remember Bugs Bunny and Yo Sam, right?

_1_06-17-2025_104758: 28:51

That's a good way to, that, that's a good way to make light of it. And you're right, when you say Yosemite Sam, depending on their generation, they may or may not know,

yosemite-bent_1_06-17-2025_074756: 28:58

Yeah,

_1_06-17-2025_104758: 28:58

I definitely know Yosemite Sam. That's, that's so funny. Well,

yosemite-bent_1_06-17-2025_074756: 29:01

yeah.

_1_06-17-2025_104758: 29:01

you being a great sport Yosemite. I, I

yosemite-bent_1_06-17-2025_074756: 29:03

Yeah.

_1_06-17-2025_104758: 29:03

you making time for this conversation and bringing some extra value to the channel that didn't exist.

yosemite-bent_1_06-17-2025_074756: 29:10

Yeah.

_1_06-17-2025_104758: 29:11

is there any competition in the channel that you know of for payments?

yosemite-bent_1_06-17-2025_074756: 29:16

Not that I know of. Not that I know of. Yeah. So, uh, yeah, I'm sure

_1_06-17-2025_104758: 29:19

if you don't know of'em,

yosemite-bent_1_06-17-2025_074756: 29:21

it'll change eventually. Right. But, uh.

_1_06-17-2025_104758: 29:23

At some point, yeah, it's either someone's there and I'm, we missed it or ours coming. But, uh, what a unique opportunity to add value to the clients and to have another revenue stream. You're right, you know, technology, it's not just cash anymore. And you need technology for these transactions. You need internet connectivity, you need devices, you need SaaS, you know, you need software, you need managed services. It all kind of, it fits, you know, probably

yosemite-bent_1_06-17-2025_074756: 29:48

Yeah.

_1_06-17-2025_104758: 29:49

ago you couldn't make that argument.

yosemite-bent_1_06-17-2025_074756: 29:51

Yeah,

_1_06-17-2025_104758: 29:51

you call that knuckle buster? You wasn't a whole lot of technology in the knuckle busters, but, uh, but now there's technology, so, uh, involved in credit card processing. So, hey,

yosemite-bent_1_06-17-2025_074756: 30:00

yeah.

_1_06-17-2025_104758: 30:00

for making time. I really appreciate it.

yosemite-bent_1_06-17-2025_074756: 30:02

Thank you, Chris.

_1_06-17-2025_104758: 30:04

And thank you for listening to another episode of The Wireless Way. As always, you know, if you heard something that you like, something that resonated, you thought of a client, check the show notes, reach out to Yosemite and his team, and if you had a. Colleague or a customer that you think would enjoy this, uh, this episode, share it with them as well. You can always check the wireless way.net for more episodes and more information about the show. And you can also contact me@thewirelessway.net, uh, from the website. Contact us if you have any, uh, uh, suggestions or, uh, feedback. I'd love to hear from you. And there you go. Uh, another episode in the books. We'll see you next time on the Wireless Way