ISO to SaaS: The Strategic Shift

In this episode, James Shepherd sits down with Bl…

An episode of the Merchant Sales Podcast podcast, hosted by Merchant Sales Podcast, titled "ISO to SaaS: The Strategic Shift" was published on January 9, 2026 and runs 30 minutes.

January 9, 2026 ·30m · Merchant Sales Podcast

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Summary

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on. This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

Episode Description

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on. This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

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