PO: We designed our product strategy in a three-prong approach.

The first prong is a direct EMVCo certification. ISVs can bring their own software, their own hardware and deliver any services, as well as provide value-added services with that type of integration. For example, we have an ISV that sells cellphones and part of their workflow is using the card on file to have the insurance company bill the insurance premium if they buy coverage. In that scenario they need their own hardware and their own custom workflow. The downside is they have to go through the cost and time of that EMVCo certification. On average, we see the hard costs to the network range between $80,000 and $120,000, depending on how many kernels are certified and how many certification efforts are taking place. Those average numbers are also based on the assumption that the supporting processor is going to prioritize the certification.

The second part of our strategy lies with strategic third-party partners, who we will certify and then they will go out and also support the ISV community with their hardware and software compliance. It’s a one-to-many certification for us. We did an announcement at a recent trade show with our first partner in this approach, called Handpoint, which is a group out of Europe and we are really excited about them. They will be supporting us with the strategic third-party integration both in Europe and in the U.S.

The third piece, which is where we spent the better part of a year developing, is with our brand new Commerce Driver SDK product. You can think about it as essentially an installable printer driver, so when you get a new printer you just plug it in and the drivers are embedded into the operating system to find that printer and use that printer.

We have built the Commerce Driver to support iOS, Android and Windows platforms with our own hardware that comes pre-certified, so they can literally download the SDK, install the drivers, pick whatever hardware they want to support and they’re out of the EMVCo compliance process. Since we are leveraging the EVO Snap tokenization and point-to-point encryption service, they are greatly reduced from a PCI perspective.