August 20, 2025 • 25 mins
Zac Schneiderman shares a deeply personal journey from political science student to VP of ISV at Payarc, where he's become a driving force behind the company's innovative approach to payment integration for software platforms.
What does it take to build successful partnerships in the fast-evolving payments ecosystem? For Schneiderman, it begins with understanding what software companies truly need: feature-rich payment solutions that deliver reliability, flexible pricing models, and exceptional support. "Speed to revenue is the name of the game," he explains, detailing how Payarc's approach combines cutting-edge technology with human expertise to activate partners quickly.
The conversation reveals fascinating insights into the integration process – often the make-or-break moment for ISV partnerships. Schneiderman estimates a third of signed contracts fall apart during integration, which is why Payarc invests heavily in dedicated sales engineers, weekly check-ins, and robust sandbox environments. Their proprietary AI tool, PIE AI, represents the next frontier, helping debug code and streamline developer experiences.
Looking toward the future, Schneiderman predicts a significant "decoupling of SaaS and payments" as technology evolves at breakneck speed. Software companies will increasingly rely on specialized payment partners rather than building in-house payment departments. Meanwhile, AI applications continue expanding beyond integration support to include lead generation, external developer tools, and merchant conversion campaigns.
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Episode Transcript
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Speaker 1 (00:19):
Thank you.
Scale their businesses onepayment at a time.
At Payark, ai is more than abuzzword.
It is integrated intoeverything they do, from
predicting merchant churn torisk assessments, to
self-service tools.
Join us for this special serieson AI in Payments.
Speaker 2 (00:38):
Hello everyone and welcome to the Leaders in
Payments podcast.
I'm your host, greg Myers, andon today's show we have a very
special guest, zacharySchneiderman, who is the VP of
ISV at PayArk.
So, before we get started, I dowant to mention that we've had
several people from PayArk onthe show, as we've kind of gone
through this discussion about AIand ISVs and we've had on
Dustin Siner, who, of course, isthe Chief Revenue Officer, john
(01:01):
Minitaglio, who is the CTO,jared Ronski, the co-founder and
president, and I think about ayear, maybe a little more, we
had Zach Martinez, the CEO, onthe show.
So we've had a lot of greatdiscussions with the folks at
PayArk.
We're going to continue thattoday.
So I want to welcome Zach asour special guest.
So, Zach, thank you so much forbeing here today.
Thanks for having me, greg.
So, if you don't mind, can youstart out telling maybe a little
(01:22):
bit about yourself, maybe whereyou're born, where you grew up,
where you currently live, a fewthings like that.
Speaker 3 (01:27):
Yeah, absolutely.
My name is Zach Schneiderman.
As Greg mentioned, I'm the VPof ISV here at Payark.
I've been in the payment spacefor about 10 years and a little
more than 10 years and I'll getto that in just a moment.
But a little bit about mepersonally.
I'm born and raised in Montreal.
I've lived pretty much my wholelife there and continue to live
there today.
I'm married with two beautifuldaughters.
(01:47):
My oldest is named Ro, she'sfour and a half, and my youngest
is named Via, who's two and ahalf.
So a proud girl dad over here.
As I mentioned, I've lived inMontreal for my whole life.
I went to McGill University,which is the largest university
in Montreal.
I actually studied politicalscience and history, so nothing
to do with technology orbusiness.
I thought I wanted to be alawyer until I realized what my
(02:08):
day-to-day would look like.
No offense to any lawyers outthere, but I think, like a lot
of us in this fintech or paymentspace, kind of stumbled my way
into it After trying my hand atpolitics and law for a little
bit and realizing it wasn't thepath for me.
I was hired by Optimal Payments, which later rebranded as
PaySafe For those of you who arefamiliar, which was a payments
company founded in Montreal.
I was hired as a juniorrelationship manager on the ISV
(02:30):
team, which I think has servedme really well in my career, as
the way I learned the businesswas in supporting our partners
first and foremost.
So I kind of learned thebusiness from the ground up, so
to speak, and understanding whatwent on behind the curtain and
what was important to ourpartners in order to ensure
success of a relationship.
From there I graduated, if youwill, into some sales roles and
some management roles and havefound myself a pair almost a
(02:53):
decade later.
Maybe I'll start with just a bitof a lighthearted anecdote
about my first few moments inpayments.
As I mentioned, I was hired byOptimal Payments in about 2015
as that junior relationshipmanager.
I mentioned that they rebrandedas PaySafe.
That's pretty crucial to mystory here, which is on my first
day of work.
I think the first email I everreceived, first foray into the
corporate world, first forayinto payments, was from our CEO
(03:16):
at the time, whose name wasJolie and Off, and I was
thinking to myself, you know, asa 24-year-old kid, getting an
email from the CEO on the firstday.
This is interesting, but notwhat I expected and the email
was actually an invitation to acall later that day, a
company-wide all-hands call withan important update.
So I joined that call and whatwas shared with us on that call
was that Optimal Payments hadpurchased the Skrill Group, for
(03:37):
I believe the purchase price was1.2 billion pounds, which was
the largest digital wallet inEurope at the time, after PayPal
, of course and as part of thatacquisition they bought a
product called PaySafeCard,which they liked the name, which
led to the rebrand of thecompany.
But all that to say, first dayever in payments, I get broke in
the news by our CEO that thecompany has just doubled in size
(03:57):
and made over a billion dollarpurchase.
So it was an exciting way tostart my career.
And here I am, 10 years later,and haven't looked back Great.
Speaker 2 (04:04):
Well, we have a few things in common.
I'm a girl dad, I've got threegirls, so we'll have that in
common.
Mine are much older, but you'llget there and then we have.
Another thing in common is thatwe both kind of fell into
payments right.
For me it was like 20 years ago, but it's one of those
industries that once you're init's kind of hard to get out.
But if you don't mind for theaudience just to kind of level
set, do you mind giving kind ofa brief overview of Payark and
(04:25):
what the company does?
Speaker 3 (04:27):
Absolutely Brief history of Payark.
Founded in 2016 by Jared Ronskiand Zach Martinez who, as you
mentioned, Greg, have both beenguests on your podcast
previously.
I believe our first transactionwas processed in 2017.
And I came on board about twoand a half years ago following a
major fundraise from privateequity.
That was done at the time wheremyself and some other industry
(04:50):
leaders, if you will, orexperienced payments
professionals, were able to comeover and fuel the.
We're a technology company.
Yes, we do payments, but we'rea tech first company, and what
was very important to both Jaredand Zach in founding the
company was owning ourtechnology stack.
So we own and operate andmaintain our own payments
(05:11):
gateway, which is at the crux ofeverything we do here at PayArk
.
To maybe define ourselves inanother way that's relevant for
this payment space, I thinkwe're a super ISO as well, in
that we own our own technology,but also maintain and manage
multiple sponsor bankingrelationships.
We have four at the moment andwe offer both traditional and
payback platforms here at Payark.
(05:32):
I'd say we're probably apartner-driven business first
and foremost, and our technology, as well as service and support
mentality that driveseverything we do, I think, is
what has led to our success thusfar.
Speaker 2 (05:43):
That drives everything we do, I think is
what has led to our success thusfar.
Great so you've helped play akey role in PayArc's expansion
during a very innovative part ofthe industry, so maybe can you
walk us through that journey,especially how you focused on
ISV partnerships and thedevelopment of Pi AI and how
that's kind of reshaped orshaped the company today.
Speaker 3 (06:03):
Absolutely.
And first of all, I appreciatethe kind words, so thank you for
saying that and mentioning thatI've helped play a role in
getting Payark to where it was,or where we are today, for that
matter.
But it's certainly a teameffort and I think, at the end
of the day, what's mostimportant to us here at Payark
is the people and the talentthat we're able to work with,
and it's really due to thelarger team that we've been able
to achieve this level ofsuccess.
But focusing on ISVspecifically, as well as PyAI,
(06:26):
as you mentioned.
I think it was a couple of yearsago, maybe more like three
years ago, where theorganization decided, or the
leadership of our organizationdecided that a focus on ISV was
crucial if we were going toachieve the level of success
that we were looking for in thisnext chapter of Payark.
So I was fortunate enough to bebrought on board to help run
that channel alongside a verytalented sales professional
(06:49):
named Rob Thayer, who's oursenior vice president of ISV,
and we work hand in hand inhelping to run and develop this
channel together.
And just to focus on the peoplefor just a moment again, I
think that Rob and I have beenable to have success together
because of our complementaryskill sets and the way that
we've been able to form apartnership, working together on
a day-to-day basis and stayingin our lanes, if you will.
(07:11):
As I mentioned, rob is astalented of a sales professional
as I've come across in thisbusiness.
He is really strong at focusingon driving the top of the sales
funnel.
I've found some success infocusing on the operational side
of sales and the technicalexecution of an ISV partnership,
which we'll get into a littlebit more later.
But those are absolutely crucialelements in order to activate
(07:34):
these partnerships together.
So, in working with Rob andhaving these complementary skill
sets, and him driving sales,and I can focus on execution.
I think the team we've beenable to form together has just
worked.
And to talk a little bit moreabout PyAI and how that has
helped us right.
You know AI, of course, is allthe rage these days and we're
still at the infancy in terms ofthis AI craze, so to speak.
(07:55):
You know we've dove inheadfirst, so to speak, where we
determined as an organizationthat AI is going to be a part of
our strategy moving forward.
But I think that journey isconstantly evolving.
We're learning more day by dayin terms of what the best use
cases for AI really are in orderto help drive success of the
channel.
But where we've seen the mosttangible benefits from the
(08:15):
development of PyAI, which isessentially our own GPT here at
Payark thus far, has been inhelping to streamline the
integration experience and inleveraging AI to help debug code
.
And, having trained that GPT onour documentation, we are able
to complement the human elementof support that we offer here at
(08:37):
Payark with some AI tools thatjust further streamline that
experience and, at the end ofthe day, speed to revenue is the
name of the game here.
Right, we are looking toactivate our partners and get
them live with our paymentsolution as quickly as possible,
and if we can use AI tools,such as Pi AI our proprietary
one in order to speed up thateffort, then that's a win-win
for us both.
Speaker 2 (08:56):
Let's talk a little bit about your approach to
building and sustaining theseISV partnerships that you've
been talking about.
What are SaaS companies or ISVs?
What are they really lookingfor in a payment provider right
now?
And sort of how does PayArkdeliver that long-term value and
support differently than someof the other folks out there?
Speaker 3 (09:17):
Those are great questions.
So I think, first and foremost,feature fit and reliability of
the solution are going to beparamount.
Right and probably the mostimportant consideration for
every ISV.
So ensuring that the paymentgateway is up to par and can
accommodate all of the complexpayment flows that an ISV may
need I think that's box numberone to check, so to speak.
And of course, reliability ofthe solution and ensuring uptime
(09:39):
of the gateway goes hand inhand with that.
You can't roll out a solutionwhere there are outage concerns
(10:01):
time.
Maybe a decade ago I think whatwas offered certainly in terms
of the card not present paymentexperience for an integrated
payment solution was a bitclunky, so to speak.
Right, you know, redirects andtaking clients and cardholders
those are out of the ISV'splatform in order to finalize
the payment.
All of that led to abandonmentof transactions and not
converting as many sales assoftware platforms probably
would have liked.
So we're pleased here at Payarkto be able to offer a payment
(10:23):
solution, an integrated paymentsolution, that allows a software
platform to take as muchcontrol over the payments
experience as they'd like, whilealso keeping PCIs go up to a
minimum, so really bringing thatpayment experience in-house
into their own platform in anembedded and clean way I think
is crucial and super importantto these platforms.
Yeah, and, as I mentioned, Ithink PayRx Gateway is well
(10:44):
positioned to be able to offerthat kind of solution.
Next, where I would go fromthere price is always important
and we say in sales we don'twant to sell on price, but price
is, of course, an importantpart of the conversation.
It will be a consideration forany ISV that's looking to strike
a new payments partnership.
When I say pricing flexibility,I really mean that in two ways
A on the payment monetizationfront, right.
Revenue shares, of course, arean important part of any
(11:07):
partnership that may be struck.
But I also mean it on themerchant side of things.
Right, and ISVs may havedifferent strategies when it
relates to pricing theirmerchants.
For some, it may be important tomaximize the payment
monetization aspect of apartnership with a group like
myself and they may say I wantto charge my clients as much as
I can in order to maximize thosemargins and you can share more
(11:29):
of those margins back with me.
On the flip side, some ISVswell, the payments revenue may
still be an important part oftheir revenue stream and they're
not looking to sacrifice that.
It may also be important forthem to provide cost savings to
their clients in terms ofmerchant processing.
So the way we've structured ourprogram here at Payark is to
give full control to ourpartners over what that merchant
pricing looks like.
(11:49):
So we understand that these areyour clients, mr ISV.
You understand what your marketcan bear in terms of pricing,
whether that be low end of themarket or high end of the market
, and you tell us what makes themost sense for your client base
and we'll support you in that.
To keep going from there,there's just two more points I
wanted to touch on.
One is, to use a cliche term,an old school service and
support model.
(12:09):
I think really does set usapart as well and I think I
mentioned this earlier whentalking about Payark's DNA as a
company where service andsupport is crucial to us and
this, of course translates tothe ISV channel as well.
I think that the dedicatedrelationship management we
provide and the dedicatedintegration support really does
(12:30):
set us apart.
And AI is great, as I mentionedbefore, and has allowed us to
streamline the developerexperience a little bit better
in providing these codedebugging tools.
But I think that self-servetools only get you so far and
there's a certain point where ahuman touch needs to complement
a self-serve tool, whether thatbe AI or something else.
And I think the service andsupport model that we put in
place here at Payark reallyallows us to differentiate
(12:51):
against a lot of our competitors, other partnership models with
scale.
Here at Payark we understandthere's no one size fits all for
an ISV.
It may make sense for them tostart as a referral partner, it
may make sense for them to startas a PayFac Lite type of
program, but they may eventuallywant to get to a full register
PayFac or move from a referralto a reseller type model.
(13:13):
So here at Payark, flexibility,as I mentioned earlier, is the
name of the game and we would beable to support partners
through every stage of theirjourney, regardless of what
they're thinking and what makesthe most sense in terms of
go-to-market at that point.
Speaker 2 (13:25):
All that stuff you said is amazing what you guys do
and how you do it.
But I think a key aspect of allof this is the integration
right, so integrating paymentsinto these software companies,
and a lot of times that's wherethings either thrive or they
fall apart.
So what is sort of yourphilosophy?
How do you make sure that thatprocess is smooth with your
clients and your partners andhow do you make sure that you
(13:47):
set them up for success, both onthe technical side and kind of
on the strategy side?
Speaker 3 (13:53):
Again, a great question and I think you hit the
nail on the head whereintegration is the crucial phase
in executing.
On one of these ISV deals, andin my experience working in the
ISV space for a little over adecade, I would venture to say
that as much as a third of allsigned contracts you know end up
falling off in the integrationphase, and it just is the name
of the game in working with ISVs.
That said, we have done a lotof work here at Payark in order
(14:16):
to make that integration processgo as smoothly as possible, so
I'll speak to that a little bit.
For us, streamlining theintegration really starts during
the sales process.
What I mean by that is we makeit a focus to set high-level
expectations around integrationfunctionality and timeline very
early on in the prospectingphase or sales conversations
(14:37):
Again a small tangent oranecdote.
I had a boss early on in mycareer at PaySafe who stressed
the importance of operationaland technical knowledge for
salespeople within the ISVpayment space, and that's
something that I've kept closeto my heart in all my time
working here in the paymentspace.
It's a philosophy that I try topass on to my team as well,
where I don't need mysalespeople to be developers,
(14:59):
but we do need them tounderstand APIs at a high enough
level so that they can speakintelligently about those in the
sales process.
So, again, those expectationscan be set early.
So that's kind of step one.
Step two is once the contract issigned and we want to kick off
the integration.
Like I was saying earlier,self-serve only gets you so far,
so we really try to projectmanage every implementation here
(15:20):
at Payark with as much humansupport as we possibly can.
So for us, an integration kicksoff with a dedicated sales
engineer who will be the ISV'stechnical resource for the
lifecycle of the integrationwith Payark.
As a takeaway from that initialkickoff or discovery call where
we're getting thatimplementation going, we'll
schedule weekly check-ins andthe way we structure these is
(15:41):
office hours type of structure,so to speak.
So we'll put an hour on thecalendar for the ISV's
development team to come in andcheck in with us every week.
Right, bring code questions.
Are you blocked?
Do you need something debugged?
Is some payment flow not makingsense?
But those hours are there ifyou need them and we can cancel
if they're not needed in a givenweek.
But the name of the game for usis availability, right,
(16:02):
communicating early and oftenand making sure we are available
to answer any questions asquickly as they come up so that
there's no delays in rolling upintegration.
I think, more than that, someother things that are crucial to
making sure this integrationgoes well is a robust sandbox to
ensure that testing can happenin a way that makes the ISV's
development team feelcomfortable, and polished API
documentation.
(16:23):
So just ensuring that the docsare absolutely crystal clear
again can just make the efforteasier on the development team
integrating to us.
Last thing we've done here atPayark is, while we have APIs
that are available for ourrobust payment gateway, we also
have released SDKs in fivelanguages, which can
tremendously lighten the lift onan ISV integrating to us should
(16:44):
there be some languagecompatibility.
So that was long winded, butthose are all of the things we
are thinking about as we look tomake this implementation
experience as smooth as possible.
Speaker 2 (16:54):
Well, let's move from sort of the implementation or
integration to support.
So premium support is somethingthat a lot of companies claim
but very few actually deliverthat.
Payarc has something calledyour white glove support.
So maybe walk through what thatlooks like for an ISV and, if
you don't mind, kind of do likeyou did before, like walk us
through the lifecycle of thatsupport, kind of from the
(17:16):
beginning to the ongoing growthaspect.
Speaker 3 (17:19):
Absolutely.
Speaker 2 (17:19):
And happy to do that.
Speaker 3 (17:20):
So if I were to walk through the typical sales cycle
from prospecting all the way togo live with us, how it would
start is probably an initialconversation with a sales rep on
our side, right, you know, wemade contact with an ISV and
there's mutual interest inworking together.
From there, another call wouldbe scheduled and at that point
senior management has brought iton our site.
So, whether that be myself ormy SVP, Rob Thayer, we're
(17:48):
speaking with prospects as soonas the second sales call and we
don't go away we're open aboutthis with our prospects, that we
want to be involved in theseconversations early and we are
there as the DEF CON one button,so to speak, where the front
facing team members are, ofcourse, the first line of
contact for any ISV, but Rob andI are always there in the
background to support.
So that's kind of call numbertwo that I've gotten us to thus
far.
(18:08):
From there, you know, I thinkwe're going to get to a point
where the contract is negotiatedand then signed and we're
looking to kick off theintegration.
So to touch on a little bit ofwhat I did in answering your
previous question.
At that point we would kick offthe integration.
So that is a formal kickoffcall with the lead engineer from
the ISV as well as the assignedsales engineer from our side,
so that everybody can get on thephone together and spend 30
(18:30):
minutes an hour, an hour and ahalf, however long it takes to
fully understand the scope ofthe integration here.
What is the platform that theISV is looking to?
Speaker 2 (18:38):
integrate to us.
Speaker 3 (18:39):
Make sure we have a full understanding of that, what
are the requirements, what arethe payment flows that they're
looking to build, and we willleave that call with a full
project plan and understandingof what that implementation will
look like in terms of ongoingsupport during the
implementation.
I know I touched on this before, but I'll reiterate that we'll
set up weekly office hours forcheck-ins for the ISV's
development team to check inwith our sales engineers and get
(19:01):
unblocked and debug, code anddo all that fun stuff should
those issues come up.
And as the integration isnearing completion, we'll move
to a certification process wherewe'll look to certify that
integration and run some testson our side to ensure that all
is working in the way that wehope before ever processing a
live transaction.
But we'll assign a relationshipmanager at that point who will
(19:22):
serve as the day-to-dayoperational and business contact
for the ISV moving forward.
So one throat to choke, if youwill, for the ISV here at Payark
, someone who can solve the good, the bad, the ugly.
We work in technology at the endof the day, right, and it would
be great if there was 100%uptime and issues never popped
up.
But unfortunately we all knowthat issues will come up,
(19:43):
whether that be merchants whocan't process, or an application
that got declined, that needsto be shuttled through, and that
relationship manager is reallythere to solve all of those
day-to-day problems orchallenges that may come up.
The final line of defense, ifyou will, is our merchant
support team.
We've got an unbelievablemerchant and technical support
team here at Payark.
They are available 24-7, 365days a year and they are trained
(20:06):
to support both merchantsdirectly as well as our partners
.
So if the relationship manageris in another meeting and an ISV
has a question that needs ananswer right away, they can
always call into our supportteam and that support team knows
how to answer partner facingquestions as well.
Speaker 2 (20:21):
Very robust support sounds like for sure.
Well looking ahead.
So where do you see paymentsheaded in this kind of ISV and
embedded payment space?
That's kind of part one wherepayments are headed?
What are some of the trendsthat you guys are preparing for
that's coming up, and how isPayArk and its partners being
set up to kind of lead in thisspace moving forward?
What?
Speaker 3 (20:41):
I'd say is that the speed of innovation within
technology more broadly, butreally even more specifically
within payments technology thatI've kind of referenced, has
been happening over the lastdecade.
That's just going to accelerateeven more, especially with AI
and everything else that hascome about of late.
What that tells me is, I thinkwe'll see actually a further
(21:01):
decoupling of SaaS and paymentsin the next little while, where,
because both technology morebroadly and payments technology
is innovating so quickly, Ithink it's going to become
increasingly difficult forsoftware companies to fully
control the payments experiencein the form of registering as
PayFac or becoming wholesaleISOs or things of that nature.
Where I see this going isgroups like PayArk and other
(21:25):
payments companies who aresupporting ISVs as their
payments partner are going tobecome even more important in
the equation.
As SaaS companies are going tohave to spend the time focusing
on their core technology.
Because of all the reasons Imentioned the speed of
innovation and such it's goingto be important for them to pick
a payments partner that theycan rely on to take the payments
burden off of their plate andensure that the solution will
(21:47):
work in the way that they needand allow them to participate in
the revenue and with paymentmonetization and all that fun
stuff.
But I think the days of softwarecompanies building out payments
departments themselves, I thinkthat's trending the other way,
so I've kind of seen thependulum swinging the other way,
so to speak.
As it relates to AI, I thinkthat, like I mentioned earlier,
(22:09):
we're still learning every dayand because, again, ai is
innovating at such a rapid pace,every day we're learning
something new and we're findingnew ways that we can leverage AI
to help accelerate salesefforts or streamline
integrations and all that.
So more to come there, but it'sabsolutely a work in progress
and a continued learningexperience.
Speaker 2 (22:27):
Well, a lot of the guests we've had on from PayArc
we've talked about Pi, ai andkind of PayArc's dedication to
AI.
Curious your view on sort ofhow AI can help the partners,
specifically in the ISV space.
Where do you see AI reallybenefiting them?
Speaker 3 (22:44):
It's a good question and my mind goes to three places
and I'll outline thosechronologically for you.
So the first would be lead genfor ISV prospecting efforts.
I think we're already doing anelement of this today, where we
are using artificialintelligence to allow us to get
more targeted from a verticalstandpoint.
Right, I think we've done apretty good job of defining our
ICP here at PayArc on the ISVteam and what verticals we are
(23:06):
well positioned to support froma payments perspective, and AI
is allowing us to get moretargeted from a prospecting
perspective at scale.
I think that's number one andwe've seen some tangible
benefits on the prospecting side.
The second and I know I talked alittle bit about this earlier
when we talked about theintegration is AI supporting the
implementation effort, right?
So at the moment, our PI AI isan internal tool that we can use
(23:29):
to debug code, so we're talkingabout making that an external
facing tool, right?
Can we expose this GPT to thedevelopers integrating to us so
that, instead of having to reachout to a human at Payark and
have them plug it into the AI,can we make that exposed
externally?
So that's something we'rethinking about and tinkering
with at the moment, butconceptually, I think AI
(23:50):
absolutely helps in solving codeissues on the fly and
preventing delays in theimplementation phase.
And the third is I would say westill work with a lot of ISVs
who deliberately come to us witha referral model in mind hey,
help me close merchant sales formerchants who want to process
through my platform.
Or I have a back book onanother provider and I want to
(24:13):
work with Payark, but I needhelp.
I need sales resources, if youwill, or marketing resources to
help manage a campaign to helpconvert this back book over to
Payark.
So I think what we're thinkingabout today is how can we use AI
to help with those conversioncampaigns, whether that be, you
know, AI email blasts or AIagents helping with outbound
messaging to these clients inorder to get them interested in
(24:35):
the new integrated paymentsolution.
Those are the elements of AIthat we're thinking about from a
sales perspective at the moment, so tinkering with those ideas
and hope to roll them out inshort order here with a few new
partnerships.
Speaker 2 (24:46):
Great.
Well, Zach, this has been agreat discussion.
Just wanted to see if there'sanything else you'd like to add
before we wrap up the show.
Speaker 3 (24:52):
Not at this time.
I just want to thank you, greg,for the opportunity to come on
here and talk about ISV, andthank you to your listeners as
well for listening to me andgiving me your time.
I hope you all found itinsightful and certainly
appreciate you listening.
Speaker 2 (25:04):
Zach, thank you so much for being on the show.
I know your time is veryvaluable, so again, thank you
for being here today.
Thanks again, greg.
Speaker 1 (25:22):
And to all your listeners out there.
I thank you for your time aswell, and until the next story.
Thank you for joining us todayas we discussed how Payark is
leveraging AI.
Thank you.
Scale their businesses onepayment at a time.
At Payark, ai is more than abuzzword.
It is integrated intoeverything they do, from
predicting merchant churn torisk assessments, to
self-service tools.
Join us for this special serieson AI in Payments.
Speaker 2 (00:38):
Hello everyone and welcome to the Leaders in
Payments podcast.
I'm your host, greg Myers, andon today's show we have a very
special guest, zacharySchneiderman, who is the VP of
ISV at PayArk.
So, before we get started, I dowant to mention that we've had
several people from PayArk onthe show, as we've kind of gone
through this discussion about AIand ISVs and we've had on
Dustin Siner, who, of course, isthe Chief Revenue Officer, john
(01:01):
Minitaglio, who is the CTO,jared Ronski, the co-founder and
president, and I think about ayear, maybe a little more, we
had Zach Martinez, the CEO, onthe show.
So we've had a lot of greatdiscussions with the folks at
PayArk.
We're going to continue thattoday.
So I want to welcome Zach asour special guest.
So, Zach, thank you so much forbeing here today.
Thanks for having me, greg.
So, if you don't mind, can youstart out telling maybe a little
(01:22):
bit about yourself, maybe whereyou're born, where you grew up,
where you currently live, a fewthings like that.
Speaker 3 (01:27):
Yeah, absolutely.
My name is Zach Schneiderman.
As Greg mentioned, I'm the VPof ISV here at Payark.
I've been in the payment spacefor about 10 years and a little
more than 10 years and I'll getto that in just a moment.
But a little bit about mepersonally.
I'm born and raised in Montreal.
I've lived pretty much my wholelife there and continue to live
there today.
I'm married with two beautifuldaughters.
(01:47):
My oldest is named Ro, she'sfour and a half, and my youngest
is named Via, who's two and ahalf.
So a proud girl dad over here.
As I mentioned, I've lived inMontreal for my whole life.
I went to McGill University,which is the largest university
in Montreal.
I actually studied politicalscience and history, so nothing
to do with technology orbusiness.
I thought I wanted to be alawyer until I realized what my
(02:08):
day-to-day would look like.
No offense to any lawyers outthere, but I think, like a lot
of us in this fintech or paymentspace, kind of stumbled my way
into it After trying my hand atpolitics and law for a little
bit and realizing it wasn't thepath for me.
I was hired by Optimal Payments, which later rebranded as
PaySafe For those of you who arefamiliar, which was a payments
company founded in Montreal.
I was hired as a juniorrelationship manager on the ISV
(02:30):
team, which I think has servedme really well in my career, as
the way I learned the businesswas in supporting our partners
first and foremost.
So I kind of learned thebusiness from the ground up, so
to speak, and understanding whatwent on behind the curtain and
what was important to ourpartners in order to ensure
success of a relationship.
From there I graduated, if youwill, into some sales roles and
some management roles and havefound myself a pair almost a
(02:53):
decade later.
Maybe I'll start with just a bitof a lighthearted anecdote
about my first few moments inpayments.
As I mentioned, I was hired byOptimal Payments in about 2015
as that junior relationshipmanager.
I mentioned that they rebrandedas PaySafe.
That's pretty crucial to mystory here, which is on my first
day of work.
I think the first email I everreceived, first foray into the
corporate world, first forayinto payments, was from our CEO
(03:16):
at the time, whose name wasJolie and Off, and I was
thinking to myself, you know, asa 24-year-old kid, getting an
email from the CEO on the firstday.
This is interesting, but notwhat I expected and the email
was actually an invitation to acall later that day, a
company-wide all-hands call withan important update.
So I joined that call and whatwas shared with us on that call
was that Optimal Payments hadpurchased the Skrill Group, for
(03:37):
I believe the purchase price was1.2 billion pounds, which was
the largest digital wallet inEurope at the time, after PayPal
, of course and as part of thatacquisition they bought a
product called PaySafeCard,which they liked the name, which
led to the rebrand of thecompany.
But all that to say, first dayever in payments, I get broke in
the news by our CEO that thecompany has just doubled in size
(03:57):
and made over a billion dollarpurchase.
So it was an exciting way tostart my career.
And here I am, 10 years later,and haven't looked back Great.
Speaker 2 (04:04):
Well, we have a few things in common.
I'm a girl dad, I've got threegirls, so we'll have that in
common.
Mine are much older, but you'llget there and then we have.
Another thing in common is thatwe both kind of fell into
payments right.
For me it was like 20 years ago, but it's one of those
industries that once you're init's kind of hard to get out.
But if you don't mind for theaudience just to kind of level
set, do you mind giving kind ofa brief overview of Payark and
(04:25):
what the company does?
Speaker 3 (04:27):
Absolutely Brief history of Payark.
Founded in 2016 by Jared Ronskiand Zach Martinez who, as you
mentioned, Greg, have both beenguests on your podcast
previously.
I believe our first transactionwas processed in 2017.
And I came on board about twoand a half years ago following a
major fundraise from privateequity.
That was done at the time wheremyself and some other industry
(04:50):
leaders, if you will, orexperienced payments
professionals, were able to comeover and fuel the.
We're a technology company.
Yes, we do payments, but we'rea tech first company, and what
was very important to both Jaredand Zach in founding the
company was owning ourtechnology stack.
So we own and operate andmaintain our own payments
(05:11):
gateway, which is at the crux ofeverything we do here at PayArk
.
To maybe define ourselves inanother way that's relevant for
this payment space, I thinkwe're a super ISO as well, in
that we own our own technology,but also maintain and manage
multiple sponsor bankingrelationships.
We have four at the moment andwe offer both traditional and
payback platforms here at Payark.
(05:32):
I'd say we're probably apartner-driven business first
and foremost, and our technology, as well as service and support
mentality that driveseverything we do, I think, is
what has led to our success thusfar.
Speaker 2 (05:43):
That drives everything we do, I think is
what has led to our success thusfar.
Great so you've helped play akey role in PayArc's expansion
during a very innovative part ofthe industry, so maybe can you
walk us through that journey,especially how you focused on
ISV partnerships and thedevelopment of Pi AI and how
that's kind of reshaped orshaped the company today.
Speaker 3 (06:03):
Absolutely.
And first of all, I appreciatethe kind words, so thank you for
saying that and mentioning thatI've helped play a role in
getting Payark to where it was,or where we are today, for that
matter.
But it's certainly a teameffort and I think, at the end
of the day, what's mostimportant to us here at Payark
is the people and the talentthat we're able to work with,
and it's really due to thelarger team that we've been able
to achieve this level ofsuccess.
But focusing on ISVspecifically, as well as PyAI,
(06:26):
as you mentioned.
I think it was a couple of yearsago, maybe more like three
years ago, where theorganization decided, or the
leadership of our organizationdecided that a focus on ISV was
crucial if we were going toachieve the level of success
that we were looking for in thisnext chapter of Payark.
So I was fortunate enough to bebrought on board to help run
that channel alongside a verytalented sales professional
(06:49):
named Rob Thayer, who's oursenior vice president of ISV,
and we work hand in hand inhelping to run and develop this
channel together.
And just to focus on the peoplefor just a moment again, I
think that Rob and I have beenable to have success together
because of our complementaryskill sets and the way that
we've been able to form apartnership, working together on
a day-to-day basis and stayingin our lanes, if you will.
(07:11):
As I mentioned, rob is astalented of a sales professional
as I've come across in thisbusiness.
He is really strong at focusingon driving the top of the sales
funnel.
I've found some success infocusing on the operational side
of sales and the technicalexecution of an ISV partnership,
which we'll get into a littlebit more later.
But those are absolutely crucialelements in order to activate
(07:34):
these partnerships together.
So, in working with Rob andhaving these complementary skill
sets, and him driving sales,and I can focus on execution.
I think the team we've beenable to form together has just
worked.
And to talk a little bit moreabout PyAI and how that has
helped us right.
You know AI, of course, is allthe rage these days and we're
still at the infancy in terms ofthis AI craze, so to speak.
(07:55):
You know we've dove inheadfirst, so to speak, where we
determined as an organizationthat AI is going to be a part of
our strategy moving forward.
But I think that journey isconstantly evolving.
We're learning more day by dayin terms of what the best use
cases for AI really are in orderto help drive success of the
channel.
But where we've seen the mosttangible benefits from the
(08:15):
development of PyAI, which isessentially our own GPT here at
Payark thus far, has been inhelping to streamline the
integration experience and inleveraging AI to help debug code
.
And, having trained that GPT onour documentation, we are able
to complement the human elementof support that we offer here at
(08:37):
Payark with some AI tools thatjust further streamline that
experience and, at the end ofthe day, speed to revenue is the
name of the game here.
Right, we are looking toactivate our partners and get
them live with our paymentsolution as quickly as possible,
and if we can use AI tools,such as Pi AI our proprietary
one in order to speed up thateffort, then that's a win-win
for us both.
Speaker 2 (08:56):
Let's talk a little bit about your approach to
building and sustaining theseISV partnerships that you've
been talking about.
What are SaaS companies or ISVs?
What are they really lookingfor in a payment provider right
now?
And sort of how does PayArkdeliver that long-term value and
support differently than someof the other folks out there?
Speaker 3 (09:17):
Those are great questions.
So I think, first and foremost,feature fit and reliability of
the solution are going to beparamount.
Right and probably the mostimportant consideration for
every ISV.
So ensuring that the paymentgateway is up to par and can
accommodate all of the complexpayment flows that an ISV may
need I think that's box numberone to check, so to speak.
And of course, reliability ofthe solution and ensuring uptime
(09:39):
of the gateway goes hand inhand with that.
You can't roll out a solutionwhere there are outage concerns
(10:01):
time.
Maybe a decade ago I think whatwas offered certainly in terms
of the card not present paymentexperience for an integrated
payment solution was a bitclunky, so to speak.
Right, you know, redirects andtaking clients and cardholders
those are out of the ISV'splatform in order to finalize
the payment.
All of that led to abandonmentof transactions and not
converting as many sales assoftware platforms probably
would have liked.
So we're pleased here at Payarkto be able to offer a payment
(10:23):
solution, an integrated paymentsolution, that allows a software
platform to take as muchcontrol over the payments
experience as they'd like, whilealso keeping PCIs go up to a
minimum, so really bringing thatpayment experience in-house
into their own platform in anembedded and clean way I think
is crucial and super importantto these platforms.
Yeah, and, as I mentioned, Ithink PayRx Gateway is well
(10:44):
positioned to be able to offerthat kind of solution.
Next, where I would go fromthere price is always important
and we say in sales we don'twant to sell on price, but price
is, of course, an importantpart of the conversation.
It will be a consideration forany ISV that's looking to strike
a new payments partnership.
When I say pricing flexibility,I really mean that in two ways
A on the payment monetizationfront, right.
Revenue shares, of course, arean important part of any
(11:07):
partnership that may be struck.
But I also mean it on themerchant side of things.
Right, and ISVs may havedifferent strategies when it
relates to pricing theirmerchants.
For some, it may be important tomaximize the payment
monetization aspect of apartnership with a group like
myself and they may say I wantto charge my clients as much as
I can in order to maximize thosemargins and you can share more
(11:29):
of those margins back with me.
On the flip side, some ISVswell, the payments revenue may
still be an important part oftheir revenue stream and they're
not looking to sacrifice that.
It may also be important forthem to provide cost savings to
their clients in terms ofmerchant processing.
So the way we've structured ourprogram here at Payark is to
give full control to ourpartners over what that merchant
pricing looks like.
(11:49):
So we understand that these areyour clients, mr ISV.
You understand what your marketcan bear in terms of pricing,
whether that be low end of themarket or high end of the market
, and you tell us what makes themost sense for your client base
and we'll support you in that.
To keep going from there,there's just two more points I
wanted to touch on.
One is, to use a cliche term,an old school service and
support model.
(12:09):
I think really does set usapart as well and I think I
mentioned this earlier whentalking about Payark's DNA as a
company where service andsupport is crucial to us and
this, of course translates tothe ISV channel as well.
I think that the dedicatedrelationship management we
provide and the dedicatedintegration support really does
(12:30):
set us apart.
And AI is great, as I mentionedbefore, and has allowed us to
streamline the developerexperience a little bit better
in providing these codedebugging tools.
But I think that self-servetools only get you so far and
there's a certain point where ahuman touch needs to complement
a self-serve tool, whether thatbe AI or something else.
And I think the service andsupport model that we put in
place here at Payark reallyallows us to differentiate
(12:51):
against a lot of our competitors, other partnership models with
scale.
Here at Payark we understandthere's no one size fits all for
an ISV.
It may make sense for them tostart as a referral partner, it
may make sense for them to startas a PayFac Lite type of
program, but they may eventuallywant to get to a full register
PayFac or move from a referralto a reseller type model.
(13:13):
So here at Payark, flexibility,as I mentioned earlier, is the
name of the game and we would beable to support partners
through every stage of theirjourney, regardless of what
they're thinking and what makesthe most sense in terms of
go-to-market at that point.
Speaker 2 (13:25):
All that stuff you said is amazing what you guys do
and how you do it.
But I think a key aspect of allof this is the integration
right, so integrating paymentsinto these software companies,
and a lot of times that's wherethings either thrive or they
fall apart.
So what is sort of yourphilosophy?
How do you make sure that thatprocess is smooth with your
clients and your partners andhow do you make sure that you
(13:47):
set them up for success, both onthe technical side and kind of
on the strategy side?
Speaker 3 (13:53):
Again, a great question and I think you hit the
nail on the head whereintegration is the crucial phase
in executing.
On one of these ISV deals, andin my experience working in the
ISV space for a little over adecade, I would venture to say
that as much as a third of allsigned contracts you know end up
falling off in the integrationphase, and it just is the name
of the game in working with ISVs.
That said, we have done a lotof work here at Payark in order
(14:16):
to make that integration processgo as smoothly as possible, so
I'll speak to that a little bit.
For us, streamlining theintegration really starts during
the sales process.
What I mean by that is we makeit a focus to set high-level
expectations around integrationfunctionality and timeline very
early on in the prospectingphase or sales conversations
(14:37):
Again a small tangent oranecdote.
I had a boss early on in mycareer at PaySafe who stressed
the importance of operationaland technical knowledge for
salespeople within the ISVpayment space, and that's
something that I've kept closeto my heart in all my time
working here in the paymentspace.
It's a philosophy that I try topass on to my team as well,
where I don't need mysalespeople to be developers,
(14:59):
but we do need them tounderstand APIs at a high enough
level so that they can speakintelligently about those in the
sales process.
So, again, those expectationscan be set early.
So that's kind of step one.
Step two is once the contract issigned and we want to kick off
the integration.
Like I was saying earlier,self-serve only gets you so far,
so we really try to projectmanage every implementation here
(15:20):
at Payark with as much humansupport as we possibly can.
So for us, an integration kicksoff with a dedicated sales
engineer who will be the ISV'stechnical resource for the
lifecycle of the integrationwith Payark.
As a takeaway from that initialkickoff or discovery call where
we're getting thatimplementation going, we'll
schedule weekly check-ins andthe way we structure these is
(15:41):
office hours type of structure,so to speak.
So we'll put an hour on thecalendar for the ISV's
development team to come in andcheck in with us every week.
Right, bring code questions.
Are you blocked?
Do you need something debugged?
Is some payment flow not makingsense?
But those hours are there ifyou need them and we can cancel
if they're not needed in a givenweek.
But the name of the game for usis availability, right,
(16:02):
communicating early and oftenand making sure we are available
to answer any questions asquickly as they come up so that
there's no delays in rolling upintegration.
I think, more than that, someother things that are crucial to
making sure this integrationgoes well is a robust sandbox to
ensure that testing can happenin a way that makes the ISV's
development team feelcomfortable, and polished API
documentation.
(16:23):
So just ensuring that the docsare absolutely crystal clear
again can just make the efforteasier on the development team
integrating to us.
Last thing we've done here atPayark is, while we have APIs
that are available for ourrobust payment gateway, we also
have released SDKs in fivelanguages, which can
tremendously lighten the lift onan ISV integrating to us should
(16:44):
there be some languagecompatibility.
So that was long winded, butthose are all of the things we
are thinking about as we look tomake this implementation
experience as smooth as possible.
Speaker 2 (16:54):
Well, let's move from sort of the implementation or
integration to support.
So premium support is somethingthat a lot of companies claim
but very few actually deliverthat.
Payarc has something calledyour white glove support.
So maybe walk through what thatlooks like for an ISV and, if
you don't mind, kind of do likeyou did before, like walk us
through the lifecycle of thatsupport, kind of from the
(17:16):
beginning to the ongoing growthaspect.
Speaker 3 (17:19):
Absolutely.
Speaker 2 (17:19):
And happy to do that.
Speaker 3 (17:20):
So if I were to walk through the typical sales cycle
from prospecting all the way togo live with us, how it would
start is probably an initialconversation with a sales rep on
our side, right, you know, wemade contact with an ISV and
there's mutual interest inworking together.
From there, another call wouldbe scheduled and at that point
senior management has brought iton our site.
So, whether that be myself ormy SVP, Rob Thayer, we're
(17:48):
speaking with prospects as soonas the second sales call and we
don't go away we're open aboutthis with our prospects, that we
want to be involved in theseconversations early and we are
there as the DEF CON one button,so to speak, where the front
facing team members are, ofcourse, the first line of
contact for any ISV, but Rob andI are always there in the
background to support.
So that's kind of call numbertwo that I've gotten us to thus
far.
(18:08):
From there, you know, I thinkwe're going to get to a point
where the contract is negotiatedand then signed and we're
looking to kick off theintegration.
So to touch on a little bit ofwhat I did in answering your
previous question.
At that point we would kick offthe integration.
So that is a formal kickoffcall with the lead engineer from
the ISV as well as the assignedsales engineer from our side,
so that everybody can get on thephone together and spend 30
(18:30):
minutes an hour, an hour and ahalf, however long it takes to
fully understand the scope ofthe integration here.
What is the platform that theISV is looking to?
Speaker 2 (18:38):
integrate to us.
Speaker 3 (18:39):
Make sure we have a full understanding of that, what
are the requirements, what arethe payment flows that they're
looking to build, and we willleave that call with a full
project plan and understandingof what that implementation will
look like in terms of ongoingsupport during the
implementation.
I know I touched on this before, but I'll reiterate that we'll
set up weekly office hours forcheck-ins for the ISV's
development team to check inwith our sales engineers and get
(19:01):
unblocked and debug, code anddo all that fun stuff should
those issues come up.
And as the integration isnearing completion, we'll move
to a certification process wherewe'll look to certify that
integration and run some testson our side to ensure that all
is working in the way that wehope before ever processing a
live transaction.
But we'll assign a relationshipmanager at that point who will
(19:22):
serve as the day-to-dayoperational and business contact
for the ISV moving forward.
So one throat to choke, if youwill, for the ISV here at Payark
, someone who can solve the good, the bad, the ugly.
We work in technology at the endof the day, right, and it would
be great if there was 100%uptime and issues never popped
up.
But unfortunately we all knowthat issues will come up,
(19:43):
whether that be merchants whocan't process, or an application
that got declined, that needsto be shuttled through, and that
relationship manager is reallythere to solve all of those
day-to-day problems orchallenges that may come up.
The final line of defense, ifyou will, is our merchant
support team.
We've got an unbelievablemerchant and technical support
team here at Payark.
They are available 24-7, 365days a year and they are trained
(20:06):
to support both merchantsdirectly as well as our partners
.
So if the relationship manageris in another meeting and an ISV
has a question that needs ananswer right away, they can
always call into our supportteam and that support team knows
how to answer partner facingquestions as well.
Speaker 2 (20:21):
Very robust support sounds like for sure.
Well looking ahead.
So where do you see paymentsheaded in this kind of ISV and
embedded payment space?
That's kind of part one wherepayments are headed?
What are some of the trendsthat you guys are preparing for
that's coming up, and how isPayArk and its partners being
set up to kind of lead in thisspace moving forward?
What?
Speaker 3 (20:41):
I'd say is that the speed of innovation within
technology more broadly, butreally even more specifically
within payments technology thatI've kind of referenced, has
been happening over the lastdecade.
That's just going to accelerateeven more, especially with AI
and everything else that hascome about of late.
What that tells me is, I thinkwe'll see actually a further
(21:01):
decoupling of SaaS and paymentsin the next little while, where,
because both technology morebroadly and payments technology
is innovating so quickly, Ithink it's going to become
increasingly difficult forsoftware companies to fully
control the payments experiencein the form of registering as
PayFac or becoming wholesaleISOs or things of that nature.
Where I see this going isgroups like PayArk and other
(21:25):
payments companies who aresupporting ISVs as their
payments partner are going tobecome even more important in
the equation.
As SaaS companies are going tohave to spend the time focusing
on their core technology.
Because of all the reasons Imentioned the speed of
innovation and such it's goingto be important for them to pick
a payments partner that theycan rely on to take the payments
burden off of their plate andensure that the solution will
(21:47):
work in the way that they needand allow them to participate in
the revenue and with paymentmonetization and all that fun
stuff.
But I think the days of softwarecompanies building out payments
departments themselves, I thinkthat's trending the other way,
so I've kind of seen thependulum swinging the other way,
so to speak.
As it relates to AI, I thinkthat, like I mentioned earlier,
(22:09):
we're still learning every dayand because, again, ai is
innovating at such a rapid pace,every day we're learning
something new and we're findingnew ways that we can leverage AI
to help accelerate salesefforts or streamline
integrations and all that.
So more to come there, but it'sabsolutely a work in progress
and a continued learningexperience.
Speaker 2 (22:27):
Well, a lot of the guests we've had on from PayArc
we've talked about Pi, ai andkind of PayArc's dedication to
AI.
Curious your view on sort ofhow AI can help the partners,
specifically in the ISV space.
Where do you see AI reallybenefiting them?
Speaker 3 (22:44):
It's a good question and my mind goes to three places
and I'll outline thosechronologically for you.
So the first would be lead genfor ISV prospecting efforts.
I think we're already doing anelement of this today, where we
are using artificialintelligence to allow us to get
more targeted from a verticalstandpoint.
Right, I think we've done apretty good job of defining our
ICP here at PayArc on the ISVteam and what verticals we are
(23:06):
well positioned to support froma payments perspective, and AI
is allowing us to get moretargeted from a prospecting
perspective at scale.
I think that's number one andwe've seen some tangible
benefits on the prospecting side.
The second and I know I talked alittle bit about this earlier
when we talked about theintegration is AI supporting the
implementation effort, right?
So at the moment, our PI AI isan internal tool that we can use
(23:29):
to debug code, so we're talkingabout making that an external
facing tool, right?
Can we expose this GPT to thedevelopers integrating to us so
that, instead of having to reachout to a human at Payark and
have them plug it into the AI,can we make that exposed
externally?
So that's something we'rethinking about and tinkering
with at the moment, butconceptually, I think AI
(23:50):
absolutely helps in solving codeissues on the fly and
preventing delays in theimplementation phase.
And the third is I would say westill work with a lot of ISVs
who deliberately come to us witha referral model in mind hey,
help me close merchant sales formerchants who want to process
through my platform.
Or I have a back book onanother provider and I want to
(24:13):
work with Payark, but I needhelp.
I need sales resources, if youwill, or marketing resources to
help manage a campaign to helpconvert this back book over to
Payark.
So I think what we're thinkingabout today is how can we use AI
to help with those conversioncampaigns, whether that be, you
know, AI email blasts or AIagents helping with outbound
messaging to these clients inorder to get them interested in
(24:35):
the new integrated paymentsolution.
Those are the elements of AIthat we're thinking about from a
sales perspective at the moment, so tinkering with those ideas
and hope to roll them out inshort order here with a few new
partnerships.
Speaker 2 (24:46):
Great.
Well, Zach, this has been agreat discussion.
Just wanted to see if there'sanything else you'd like to add
before we wrap up the show.
Speaker 3 (24:52):
Not at this time.
I just want to thank you, greg,for the opportunity to come on
here and talk about ISV, andthank you to your listeners as
well for listening to me andgiving me your time.
I hope you all found itinsightful and certainly
appreciate you listening.
Speaker 2 (25:04):
Zach, thank you so much for being on the show.
I know your time is veryvaluable, so again, thank you
for being here today.
Thanks again, greg.
Speaker 1 (25:22):
And to all your listeners out there.
I thank you for your time aswell, and until the next story.
Thank you for joining us todayas we discussed how Payark is
leveraging AI.
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