The Revenue Squeeze
Processing margins keep shrinking.
Closed-loop players (think Square, Toast) steal wallet share.
Merchants expect security baked in—zero patience for fragmented, multi-vendor setups or add-on hassles.
Savannah Keys set the stage: "Processing alone won’t drive ISO growth in 2025."
Instead, ISOs that match real solutions to real-world problems will win the long game.
The Compliance Opportunity
Here’s the thing: 40% of cyber-attacks now aim at small businesses. That stat—dropped by Chris Buccolo—creates urgency. Turn that risk into recurring revenue and everyone wins.
What merchants really hear
Risk – breaches, lawsuits, ADA fines.
Relief – a single partner who blocks threats and automates operations.
ROI – higher uptime, better security, peace of mind.
Three Monetization Playbooks
John Newton broke it down into bite-size strategies:
"In the absence of value, the only thing left is price." – John Newton
The Operations Multiplier
One portal. One login. All reporting, PCI tools, security dashboards.
Automate onboarding and underwriting—free reps to talk strategy, not paperwork.
Offer affordable breach protection that can save merchants thousands when disaster strikes.
Real-World Wins
1,000-merchant ISO layered Aperia’s white-label program.
Result: $400K–$500K in new annual revenue.
Zero additional headcount.
A seasonal retailer identified and contained two breach attempts within 90 days of activation—no damage, no fines, no downtime
Quick Takeaways
Lead with protection and value, not price.
Match solutions to real risk; skip the overkill.
Bundle, segment, or freemium—just make it easy and transparent.
Use data (cost of breaches, attack percentages) to create urgency.
Position yourself as a growth partner.
TL;DR
Margins are tight. Attacks are up. ISOs that turn compliance, security, and streamlined ops into value packs will grow faster and merchants stick around longer.
Ready to Act?
Audit your portfolio for risk gaps.
Pick a playbook and pilot it on a segment.
Measure lift—then scale.
Need help? Book a consult before Money20/20.
Protect merchants. Grow revenue. Simple as that.