BOOST Your ERP Featuring Allison Sobel at Versapay

Join us as we talk to one of our favorite tech partners in the industry Allison at Versapay.  Alison has years of experience helping our customers get accounts payable dialed in and more cash flow. Listen in and hear all that and more.

Ready to lift the veil on common misconceptions? Allison's enlightening explanations of the different card types, the importance of PCI compliance, and a fresh perspective on bank rates will leave you questioning your current credit card processor. Her 18 years of industry experience offer a wealth of knowledge that any business owner will find invaluable.

As we venture further into the intricate world of credit card processing, we shine a light on the significance of 'know your customer' principles and due diligence. Allison's insights bring a whole new meaning to the term 'credit card processing'. Her expertise in the evolving landscape of the industry, coupled with VersaPay's dedication to providing easy payment options, illuminates the path to optimized business operations. We also delve into the power of strong partnerships, taking a look at the impactful collaboration between VersaPay and NestWe.

To round things off, we explore the advantages of using NetSuite integrations for payments. Allison and I sing praises of our teams' proficiency and extend an open invitation for a demo to help you understand the process better. Stressing the essence of frequently reviewing and considering different payment options, we encourage all listeners to take charge of their business operations. At the end of this journey, we hope you'll find yourself one step closer to bringing out the best in your business. So sit back, and let us guide you through the complex labyrinth of credit card processing. Brace yourself for a riveting conversation with Allison, as we leave no stone unturned in creating a clearer path for your business to thrive.

Transcript

Speaker 1: 0:00

Well, hey, everybody, welcome to the Boost your ERP podcast today. I'm thrilled to have on Allison Sobel from VersaPay Allison, versapay used to be Solute Pay and we met years and years ago. They became VersaPay and Allison has always been one of my trusted resources when it comes to third party price. She's been a source of wisdom when it comes to the credit card processing world and I've always been thrilled to be on calls with her with clients, because she really knows this industry inside it out. I was sharing with her earlier that one of the top things that customers that we're talking about with Nesweed that they just don't understand is actually credit card processing. So that's why I'm thrilled to have you on the podcast today. So, allison, welcome to the podcast.

Speaker 2: 0:51

Thanks, todd. Thanks for having me super excited to be here. A little nervous, but really excited.

Speaker 1: 0:56

Yeah, no problem, you're going to do great. So well, first off, tell me a little bit about yourself where you come from, what's your background?

Speaker 2: 1:04

So born and raised in Cleveland, ohio, lived here my whole life, suburb of Cleveland. Have family, two boys, 12-year-old and a two-year-old. Yes, that was planned.

Speaker 1: 1:18

So you're very busy. 12-year-old and a two-year-old.

Speaker 2: 1:21

Don't know if I'm coming or going all over the place. But yeah, so still in Cleveland, not by choice. More so my family's here and they won't let me leave, so stuck in Cleveland Ohio.

Speaker 1: 1:36

So now, Versapay, now are they. They are not based in the United States, so are they? Where are they out of?

Speaker 2: 1:43

So yeah, that's a good question. So the Versapay itself is actually based in Toronto. However, we do have physical locations in a couple of areas of the US. So we have Atlanta and we have some people in Miami where there's actually offices, and Atlanta, miami, and I think there might be one more in drawing of blank. But yes, we are now a Toronto-based entity which is really nice because it gives us the ability to do business in both countries very seamlessly.

Speaker 1: 2:14

Yeah, that's very cool, very cool. So you grew up in Cleveland, so tell me a little about after high school what happens.

Speaker 2: 2:23

So after high school I did go to Cleveland State for a year, transferred to Kent State Most people know about Kent State with all that stuff back in the 70s, and I personally have never felt the you know the mold of being your typical high school college. Figure it out. Two years into college I was like this is not me, I can't find my way here, like it's just, it's not going to work for me. So at year two I did the unpopular choice and did not finish, luckily enough, right after that choice I found a job being in sales, quickly learned that was going to be my career path because I, like most people, I'm sorry, and so I learned that I was definitely going to be in sales.

Speaker 1: 3:15

And.

Speaker 2: 3:15

I worked at a company that sold electronic components, and so what led me to where I'm at? I know that was coming up, but I'll just go there. So what led me to where I was at is super micro-managed you know, every minute where you are what you're doing, not me. I'm more of that free bird. Let me do my thing, but let me do it well. And so learned quickly that did not love that position, love sales, and I found out that Solupay which, VersaPay, was formally merged within 2020, found out that Solupay was ready to hire employee number one, which was a sales position. I gracefully accepted the sales position, which was life-changing. Started working out of the owner's home, literally in an office, out of a bedroom that had a desk that barely fit a computer. Candidate Scripps said good luck, you're going to either learn the industry or not. You're going to see Peter fail. We don't have the time to teach you anything. So good luck. And so I took that opportunity, literally dialed for dollars, called a bunch of cold calls, any business that would give me a time of day and within my first couple of months being a 25-year-old, I landed a huge account and, for transparency, I got that paycheck and I never looked back. It was just goes from there, and so I've been with this Solupay, now VersaPay, for 18 years.

Speaker 1: 4:54

Oh wow, I did not know that you were employee number one. That is so cool.

Speaker 2: 4:58

Yes, employee number one, working out of a tiny desk with a script and a phone.

Speaker 1: 5:06

Wow, that is super cool. So what did you learn? So the sales background coming into the sales what have you learned most in sales? I'm like, when you talk about this is a career and it's a tough career and to do it as long as you have is really a credit to you, because you have to have certain skills that to one succeed professionally and just get paycheck but also live through that. So tell me a little bit what your thoughts are on sales and how you'd be successful in that.

Speaker 2: 5:36

So the first thing is always be honest, be transparent, don't sell fluff. If you're transparent, it's going to carry with you. If you're honest, if you just are very truthful and say true to yourself, you know one thing is you know a lot of times in sales you find that fluff that obviously I have my elevator pitch to talk about who we are and what we do. But if you're just honest, truthful, if you don't know something, don't try to be at your way. Hey, I don't know, let me find out. I don't know everything about everything you know. Especially in my industry. It's always evolving and changing. So even 18 years into my career, there's so many times that I'm like hey, customer, I'm not sure, let me find out where I find. A lot of times people will just try to fluff that answer instead of just being transparent, that they don't know and it's okay to not know.

Speaker 1: 6:27

Yeah, correct, and when we're training our consultants, you know that default reaction is like I have to know everything when I get on the call and you know I would share with them. I'm like, actually the best consultants don't know everything, but they ask the best questions and I'm like focus on learning the right questions. The knowledge will come, you know, and all that comes to place, you know, at this right time. But yeah, so what was it like being the first employee of Versapay? So what was the company culture like at that point?

Speaker 2: 7:00

So it was literally me and the two owners. Oh my God, it was so like antiquated. So now you know we have so many different people doing the different parts of the flowing, of how things get set up. But I would close the deal, fill out the applications. The applications are the agreements are 20 pages. You know there wasn't electronic as far as like email sending it. We literally had a fax page by page for the underwriting department 20 pages of just the agreement plus all the other supporting documents, meaning. So, compared today, it was so antiquated and slow and eye gouging and then your faxing machine gets jammed up. But now you have to start over your 20 pages and you're refaxing those 20 pages. So it's definitely changed a lot. It was very old school, literally. I had paper spreadsheets, that paper script. It was very, very manual and truly just dialing for dollars. I would make hundreds of calls a day.

Speaker 1: 8:02

Oh, wow, that's super cool. So when? When did you know? Because I'm like, when you're that small in the company it's tough. You know, there's times where you're just like, okay, we're going to make it. I'm sure every company kind of has those periods. When did you know that Solupay was going to like they were arrived, or when they were like, okay, we're going to make it? When did you know that? Was there a period of time?

Speaker 2: 8:27

So I think when just people started reaching out to us like oh, and it wasn't in the big ERP space at the time we started we were doing like you know hotels, retail stores. It was a very different customer base.

Speaker 1: 8:44

Yeah.

Speaker 2: 8:45

And actually I almost forgot about this. We did a lot of stuff with the aftermarket auto, and so one thing that I personally got very lucky and kind of was like showing signs everywhere, is I was doing a lot with the aftermarket auto. I worked with a particular company that was a publisher of a huge magazine in this space, and one day he reached out to me and he said Allison, I know we are probably one of your smallest customers. You never made us feel small. We want to put you in our publication for free and endorse your business. Oh wow, and it was. It's huge. And the aftermarket auto space is like family, If you know one person and you feel good, it kind of like carries on.

Speaker 1: 9:30

Yeah.

Speaker 2: 9:30

It's a very tight knit industry and after that publication I had people actually reaching out to me hey, can you, can you look at our process? Saying, hey, what can you do for us? And then I started going to the shows and you just saw things really change. You started seeing things evolve and then obviously, well, that's going on. The partners have saw you pay for doing their own thing. But then we started hiring other people and then we were ready to move into our first building. So the rain was all over the wall. You know, we are going to be successful. We are going to be good at what we do.

Speaker 1: 10:02

Oh, that's awesome and into me and I think that's probably why we always clicked over the years is that you've done such a great job and, like you said, you're one of my preferred third party products because I know that you take care of our customers, which is really important. You know to hand off something that you're trusting. You've always done a fantastic job with that, so kudos to you on that, and that's always been transparent with us. You know we see the fruit of that, so so cool, so so okay. So Salipe grows, they grow, they grow, and I think you guys were one point, Were you partner of the year with Salipe.

Speaker 2: 10:38

We were yeah, so we've gotten two accolades. So free merger. We got innovator of the year, and I don't remember the years, sorry about that. And then after merger so I'm pretty sure it was 2020, we were announced partner of the year, so we've gotten two really big recognitions from from VersaPay.

Speaker 1: 11:01

We are VersaPay. Yeah, oh, that's super cool, that's awesome. So now with VersaPay, you guys went through the merger and stuff like that. So I mean, what's really changed now? What's the role of the merger and what are the benefits of some of that with the merger?

Speaker 2: 11:18

Yeah, so the merger happened in 2020. Prior to 2020, though, we were starting, so Salipe had purchased a couple of other different companies Charge Logic, 2cp and they fell under the Salipe umbrella 2020. Versapay actually was previously a publicly traded entity in Canada and we have private equity firm. That private equity firm is Great Hill, so the owners of Salipe pay knew for us to take it to the next level. We needed to bring it to private equity. The really nice thing about Salipe is we had zero debt, so we were very we were a company that people wanted. Yeah, so they did a lot of betting and they chose Great Hill partners. And so 2020, they took VersaPay private in Toronto, took them off the stock market and merged all of the companies together, which is now under that VersaPay umbrella. A lot of changes, some scary, some super exciting, which is always scary. It was kind of crazy from being a 30-some-person company to being about 500 overnight. So lots of changes there. Some different changes. For my experience you know, being with the company before merger for 15 years it was kind of like make decisions, you don't need to come to my office. If it's a good business decision like you got it, you just do your thing. You know now you have managers and they have to get approval. So that was a big change. A little hard. I understand the change, understand the why I still personally like to be left in my own little bucket, but that's not reality. Yeah, so lots of changes there Again. Just the growth was insane and I know you had other persons to the question and I just kind of went on a tangent.

Speaker 1: 13:10

Yeah, so yeah, no. So what other benefits? So correct our processing. You guys do that. So what else do you guys do? Add versus pay.

Speaker 2: 13:19

Yeah, so that's one thing that I love is we did extend our product offering so we have different product offerings. We don't have just one type of client. We need to be able to accommodate all clients and we have clients from smaller you know, just getting on net we, coming from QuickBooks, maybe a little bit smaller. You're huge, publicly traded, billion dollar companies. So merging not only can we offer credit card processing, but we have automated AR solutions now which will cover a whole entire company's automation. So we really help bring customers and clients together. We automate the AR we take, we bring back that human connection. We allow that AR automation to be more human Instead of just being all electronic. You can collaborate with your customers in real time, you can get notifications. It really helps bring that full cycle AR together. So we offer everything on that AR side and we can accommodate from that small client to that really large client, depending on what the needs are.

Speaker 1: 14:32

Awesome, okay. So and this is the one question that I've been waiting to ask is so credit card? Like I mentioned in the beginning, a lot of our customers like, okay, we need a credit card processor, but we don't really understand the industry. It's something that definitely affects the bottom line, you know. It's usually something that there is a definite cost to that and there's a whole process behind that. So I guess my question that I'm getting to is tell me about the credit card processing industry from really your perspective. I'm like what do you see when, or what do you wish people could see from your perspective when they're looking at an electric credit card processor? Where should they start and what should they look at?

Speaker 2: 15:13

Yeah. So unfortunately, my industry does have a lot of smoking nears. There's a lot of misconceptions and it's easy to be that way because it is complicated and I would say, you know, I've done this every day for 18 years. It took me a solid year and a half to really understand the intricacies. So a lot of people are like oh, it's just one rate, this is what you pay. You know it's very straightforward, it's not. So you know, to me there's or to most people, there's four card types. Well, in the back end there's 1500 cards. You need processing gateway relationships. It's so many different pieces to it. So what I like people to know A just because you're with your bank doesn't mean it's the best. A lot of people think, oh, I'm with my bank, that's a big thing. I come across, that's the best. Well, a lot of banks outsource that. It's an ancillary piece of their business. A lot of people are like well, just give me that flat rate. That's another thing I want people to know that rates are really good. When you're smaller volume, that's fantastic. But when you're larger volume, higher transactions, you don't want to be on a flat rate. That is not the most transparent way to be set up. Now it's easy to calculate. I know I'm going to be charged 3.5%, but you end up paying more. So it's really important to educate customers or merchants on the way things work, and there are some tricks to the trade Interchange management. So that's going to be sending more data on a transactional basis. Not all products can do that. Versapay paired with NetSuite, we do it seamlessly. A lot of people claim it. The reason that's important is it gets you to qualify at lower rates of my cost. So there are tricks to the trade and that's one thing that VersaPay is really good at is educating our customers on those tricks how we can help you reduce fees with staying in the rules and regulations things that are within our control. Yeah, so when?

Speaker 1: 17:13

you mentioned like transaction volume, what's kind of like a threshold for that. You said, like when you get to a higher volume, where does that kind of break off at?

Speaker 2: 17:24

I would say probably starting at like 100,000 off. You don't want to be on a flat rate. You end up paying more Because there are 1500 categories, which means there's 1500 different rates you could fall into. I don't want to be in a bucket of 3.5% when I could be qualifying at rates at 2.25. Especially the higher volume you're running, it's going to again cost you more at the end of the day. If you're in that bucket and a lot of people don't realize that they like that flat, easy rate because it's easy to calculate Again, it's not going to be doing them or their bottom line the most justice.

Speaker 1: 18:02

Okay, so and then. So when you say 100,000, is that like a month? Is that over a year?

Speaker 2: 18:09

Yeah, monthly, definitely monthly.

Speaker 1: 18:11

And to me, does it make a difference on the transaction volume or the transaction amount, or is it really based off volume, or is it kind of combination of both?

Speaker 2: 18:21

It's going to be more. So I would say, based off of dollar volume, although transactional volume affects things at the end of the day, it's going to be more dollar volume.

Speaker 1: 18:31

Got it? And when people are looking at, say, if they've had the credit card processing set up for a while, what are some of the red flags that look like they stick out to you there, like, okay, this is something that you need to raise your hand and say what's going on.

Speaker 2: 18:48

Yeah, so one a couple of things that I see. A lot one and this should be something that processes or educating their clients on, and I don't find that they do PCI compliance. Pci compliance is super important. That's going to be cardholder data security. It's something that's required. However, a lot of providers don't tell their customers, hey, you need to be PCI compliant. So I would say, 90% of the time when you look at your merchant statement, you're going to see a non-PCIC. This is essentially something that could go away and add up over time. I've seen from $29 a month in excess of 100, and some a month a fee for them not filling out, essentially, a questionnaire. That's something that versatility is really good at. We know we educate our clients. You need to be PCI compliant. If you don't, you get non-compliance fees. So that's going to be a real easy thing. That's going to save customers if they do their compliance. Some other things you see are like risk fees. I'm starting to see this a lot more and more, so that's going to be a cash grab. There is not really a fee called a risk fee. And back to your point, todd, this is where it gets really confusing and really hard. If I looked at my statement I didn't understand. I'd be like oh, a risk fee, yeah, we want to pay that. We don't want risk. Well, no, it's just a cash grab. So merchant statements do have a lot of cash grab that aren't real fees in the sense that they don't need to really be there, their ways to pad different things that aren't true costs. Some of the other things that stick out. I'll see people have terminals, so like a payment device. Well, they don't actually have a terminal, but you're being charged for a terminal. You don't have Something. I see a lot too, you know, and I'm like. So when I look at statements and I'll be on a call, I'll be like oh, so you guys have face-to-face payments? No, oh, okay. Well, why are you paying for a device? I don't know, you know that's again cash grab $25 a month over five years. That adds up. There are a lot of little nuances to look through on those statements and again it took me a solid year and a half. So just looking at a statement it's going to be a little hard to know what's real and not enough. That's another thing that VersaPay is really good at walking through somebody what is real, what's not. Where can you improve? And also for transparency there may be fees that you don't have today that you'll see with VersaPay, but will be transparent about it.

Speaker 1: 21:11

Yeah, and that's one thing that, to me, always proved your guys' value is being able to hand off a customer and you know, I know that you would like. Okay, I just need a couple copies of your statements and you need to go through and take a look at that and you would go through that line by line with them and to me, that's where you get into the devil's in the details and you learn a lot through just going through those. So I know I always appreciated that. You mentioned there's some misconceptions and there's smoke and beer. What are some of the, I guess what are some of the top misconceptions that you think about the industry that you work in?

Speaker 2: 21:48

But some of the things I see a lot. Oh, you qualify at special rates. No, you don't. There is really no such thing as special rates. Back to the interchange my cost. There's ways to manipulate it, but there is no such thing as special rates. That's going to be the biggest one that I really come across. Oh God, what other things. That's literally the biggest thing. I call and here you get that special pricing. Or when you're looking at a new provider, oh, you're up for a discount. You've been with us for three years. Oh well, why didn't I hear about my discount?

Speaker 1: 22:24

until I tell you that I'm leaving.

Speaker 2: 22:26

So, really, am I due for a discount?

Speaker 1: 22:28

Yeah.

Speaker 2: 22:31

And if it's okay, Todd, I'm going to actually take a step back. And one thing with merchant statements. So I'm going to just retract on that real quick. So one thing that people are always saying is oh, you want my merchant statement because you want to beat our rates. Obviously, yes, we want to do better. We're not going to always be the cheapest solution. We are typically the best solution because our deeper integration is. But we're not always the cheapest. We don't get the statements necessarily to beat your rates. We get the statements to understand your business because there are so many facets to the industry and tricks to the trade. Again, I know I keep saying, but that interchange management, getting those statements and you alluded to it helps us understand your business better. So that is a big misconception that there are providers that get statements just to beat that rate. That's not why we do it. Obviously we want to be as cost effective as possible, but we get that to understand your business and truly show a side-by-side comparison.

Speaker 1: 23:29

That's really cool and to me, one of the benefits of the job that I do is I get to work with a varying types of industries small business, big business and stuff like that. Each and years you've seen a lot of different businesses. What's some of the best advice that you've seen from a business or seen implemented with the technology? Is there anything that you're like, wow, this customer is really good at that. Or anything that really stands out in your head?

Speaker 2: 24:01

Oh God, the best, best practice or best thing I've seen.

Speaker 1: 24:06

Or best advice.

Speaker 2: 24:09

Best advice on the business side? Oh God, my best advice Always be transparent, be honest. It's kind of going back to what I've always said you don't know, tell them Gosh, tell me your question again.

Speaker 1: 24:31

Yeah.

Speaker 2: 24:32

No, it's okay, it's okay.

Speaker 1: 24:34

So you know, in your 18 years you've learned a lot. You know, by doing this what businesses like stood out to you, like hey, they do this really well on a model myself after, or any advice that like somebody is giving you as far as like operating in business.

Speaker 2: 24:53

So my answer to this isn't going to be technical. It's more just in great customer service, give great experience. I see the customers that are thriving, the ones that have the huge following, the ones that are adding more location, the ones whose volume are increasing, are the ones that give that great customer experience. Respond to your customers and I feel like it's a very generic answer, but it's just the most transparent one I can give. The customers that I see are most successful are the ones when you look at those companies. They have the best reviews, they have the best customer support. They're the ones that are picking up the phone and talking to their customers. Again, so simple, but that's who I see is most successful. So it's not some crazy thing that I've seen that, oh, they're doing this technical or they have this product in place. It's more the experience that you give your customer. Those are the people that I see are most successful. These are the companies that I see that are private, going public, that are just hiring more, can't keep up with the demand because they're doing just so good. And again, just a very simple, kind of like a one-on-one answer.

Speaker 1: 26:01

Yeah, and we see it and sometimes I see it they do a great job of playing the long game, that they're not there for just the short term, that they have the long game in mind in that relationship. So, yeah, we see that as well on our side. And also the ones that treat their vendors better usually the ones that treat their customers better as well. It's always cool to see that they're like oh, I know exactly how to treat your customers because I see how well you treat your vendors as well. So it's always really interesting to see that aspect as well and how it correlates.

Speaker 2: 26:31

Yeah, well, it's important to do business with people that you like. You're not going to be like. Oh hey, call this company. I don't really like the people, but go ahead and call them.

Speaker 1: 26:39

Absolutely, absolutely. So from your perspective, on your side of business, is there anything that you see differently that you wish people could see? I know I asked this a little bit on the misconceptions, but I'm like really, if somebody worked in your industry for like three or six months, what would they learn from that time in your shoes?

Speaker 2: 27:01

That there are a lot of moving parts, that what we do today is not going to be the same that we do down the line. Our industry is always changing. The rules and regulations change a lot. One thing that people don't realize about the industry is that it's heavily regulated. There's signs that we can't board or bring on into our family of products, not because we don't want them, because it's a heavily regulated industry and it is always changing the rules, the regulations, what our requirements are underwriting Underwriting is a big thing that people are always like, oh, we have to send you all these documents. Yeah, so for people or people in my place to understand is again these monies can go anywhere in the world. So unfortunately, there is aiding in a betting of terrorism. There is a lot of illegal activities. So we have to KYC, know our customer, we have to do our due diligence and that's something that people don't understand and people newer in my position need to understand that what you know today is not going to apply in six months, so you always have to be willing to learn. If you're a person that just likes that status quo, this will not be a good fit for you.

Speaker 1: 28:14

Got it? And to me, the question is always like yes, because, like in Nesbete right now, there's certain opportunities that I think that Nesbete is evolving. I'm like, hey, there's opportunities for people to like, hey, take advantage of this, this is not bleeding edge, but it's bleeding edge and you probably can get it ahead and get a strategic advantage by going down this route. So are there any things that you see as like opportunities for people, like right now, as it relates to, like, credit card processing or maybe the AR management? Is there anything that you think that people should be taken advantage of?

Speaker 2: 28:47

So one thing I don't think people look at as much is the full-blown or the AR side of business. People always look at how do we get payments, how do we get paid. Where I think people sometimes need to look at we need to get paid, but how do we make it easy for our customer as well. So that's sometimes something I feel like people don't concentrate on, and that's something that Versapay really strives on. We want it to make it easy for you to get paid. So that's one thing that people need to look at, not only how do we get paid quicker, but how do we make it easy for our customers. That's something I find that not a lot of companies look at. Companies do look at it, but not a lot of companies I come across don't look at it. They just want to say, hey, how can we get credit card processing? We need to integrate, let's just get this done. But one thing that's really nice is there is a lot of ways to automate, make things easier on the end user, and that's one thing that we really bring to the table and something people should look at too how do we make it easy for our customers.

Speaker 1: 29:49

Yeah, and really I see that as well. How do you take that friction out of that? How do you make it easier? Just human nature. The easier it is, the more likely somebody is going to do that. So, going back to your 18 years with Berserpay. So what have you learned in 18 years? Because really think about it, in the society that we live in, not many people work for a business for 10 years, a little on 18 years. So tell me a little bit about being at a business for 18 years. What allowed you to work there for so long? The street you go to. What have you Tell me about 18 years at a company?

Speaker 2: 30:33

Yeah. So gosh, I'm personally a very driven, very motivated person and I haven't gotten off that gas pedal. So that's where some people get burned out. I personally have not. I still love what I do. I love the constant change. We do have a really good team now. Obviously, with that merger my life was turned upside down a little bit, yeah, but we do have a great support team behind us. We can go to the leadership team and go to them when we need to. So that's one thing. That's been a little bit consistent, which is really nice. But for me personally, again, it ties back to that first really large account I got I just never turned back and the evolving of the industry. I like change Let me be very clear, in case my manager is listening Not all change.

Speaker 1: 31:29

Yeah, yeah.

Speaker 2: 31:34

So it's the evolving of the industry. I love that. Our company is always offering more products, so it's more stuff I have to learn. I like to be kept on my toes. I love working, like I said in the beginning, with most people, so that's something I've always wanted to be. I always want to be customer facing, and this allows me to do this, and it allows me to have no cap, like the sky is endless. There's so many opportunities here, and so that's something I really appreciate as well, and that just keeps me going.

Speaker 1: 32:06

Awesome and I do appreciate that as well. I know I've always enjoyed the challenge of what I do and I'm never tired of the challenge. I enjoy it. Every day is a different day. So what's it like with NestWe? So you guys really depend on NestWe as it comes with some of the integrations. I do other stuff as well, but what's it like from your perspective, like working as a partner of NestWe where you guys provide a solution like that? What's that like?

Speaker 2: 32:33

I love it, so NestWe has been an amazing partner because we are so integrated. They're very responsive to us. Now I work with more with other sales reps and they will refer a business and they just have a great group of people. They know their stuff. They're not scared to get nitty gritty, which I really like With the people I've worked with. They've always been very transparent. It's just a really nice synergy. They're always responses. It's similar to me. If they don't have an answer, again in my experience they're willing to find out that answer and they are one of the leading ERPs. So we don't see any. We don't see business slowing down anytime soon. If anything, it's a vamping off. That partnership is great. What the products that they offer are fantastic and they do it right. I have seen other ERPs and they just do a really good job. They are great at what they do and again, I don't see them off the gas pedal either.

Speaker 1: 33:38

Awesome. That's really cool to hear from your perspective and I know that you guys have to be so tightly ingrained to security and everything that goes with that, so that's good to hear on that. So if I was a business and I was looking to change or begin a credit card processing, what is that process? Like I know I mentioned a little bit before that you talked about, we need to see the merchant statements. But walk me through what that process looks like.

Speaker 2: 34:06

Yeah, so we try to make it as easy as possible. So, with our NETSuite integration on the payment side, it's really nice because all of our reps are reversed in NETSuite around payments. So we will get that call scheduled. We'll do a disco and a demo all in one. So that's going to be a really nice benefit of our team being educated in NETSuite. We don't need to have the multiple calls to achieve the same end goal. So, all in one, we'll do a disco and a demo On that call. We really want to understand that customer's needs. I could take two customers that do 100% the same thing, but they're a completely different configuration, so it's really important to understand their needs. On that same call, we're going to go ahead and power up NETSuite. We're going to show them what it's going to look like transacting the way they anticipate, keeping in mind NETSuite's very customizable. So our instance is going to be a little bit different, but it's going to give that idea of that end result. As we have that disco demo call, we usually get those merchant statements that we spoke about. Now there are times that we're on that call and we realize, okay, this customer needs more than payments. So, yes, we do payments in NETSuite, but we have a whole product offering. So, from payments only to a full-blown automated AR solution. So if we find that you need that full automation, we're going to bring in one of our experts in that area. So my team does the payments. We have experts on the AR side. So when that's applicable, we're going to go ahead and bring in one of our teammates to go ahead and tab team to make sure that you get the most that you need. So, depending where you fit goes to that next path. After we have the analysis, we have our calls. One thing that's really nice that we do very different is we hold your hand through that full process. So once that green light is given, we schedule SOW Statements of Work. We want to understand the environment and we bring in a sales engineer. It's going to be a little bit more of a technical person Now then the teams are technical, but obviously we want that real, true technical resource. So we'll bring in a sales engineer outline the SOW execute agreements. One thing that's really different as well is each of our clients get a dedicated IM. So it's not going to be hey, we do your integration. Good luck, figure this out. It's going to hold hands so that person is going to train everything around payments in next week, around the collaborative AR. So whatever that looks like, depending again on the needs, you'll have a dedicated person and then we get you, live, we teach you, we train you and, you know, bring you to success with your next week integration and payments.

Speaker 1: 36:43

Yeah, and to me, I know I've always enjoyed that interactive approach and I've been on customer calls with your staff and with our customers and getting that payment profile set up, getting all that stuff dialed in, and that's been fantastic. So I guess, allison, any last advice for anybody looking at the industry, any questions or anything like that that they should be asking? Oh, gosh.

Speaker 2: 37:09

No Kala reach out to VersaPay. Yeah, yeah, and that is my last question. So how do they reach out?

Speaker 1: 37:16

How do they get a hold of you if they want to learn more?

Speaker 2: 37:19

Yeah, so they should go to VersaPaycom fill out a sales thing. They can call our phone number 888, and I should know this by heart, but I don't. It's going to be in my signature line it's 888-765-8729. You know, we again we have a great team of people that will be able to demo, talk through the solution, really help go through the smoking years. So anybody that's looking at the payments you know, reach out. We may not see the choice hopefully we're your choice but we'll really help you understand, see what NETSuite integrations look like and if you're already live with NETSuite, there's a lot of savvy things that we can bring to the table that other providers don't have today.

Speaker 1: 38:03

Yeah, and to me and I've always recommended people, if they haven't done it in a while, take the time and take a look at it. It's worth the time and, if nothing else, you're going to learn something from that. You may not make a change, but you're going to learn more about that process. So with that, we'll well, alison, thanks so much, A pleasure to have you on and thanks for your time.