The ISO-to-ISV Transition

The payments industry is shifting, and for ISOs, the future increasingly belongs to software. In this episode of the Merchant Sales Podcast, James Shepherd sits down with David Robinson, CEO of MyDevTeam, to discuss how payment companies and agents can transition from traditional processing models into software-driven businesses. They break down what it really takes to build technology, how ISOs can identify opportunities within their merchant base, and why vertical software and integrated solutions are becoming essential for long-term growth. They also explore the realities of software development, common misconceptions about AI, investment expectations, and the massive valuation upside of becoming a technology-driven organization. Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later trends, surcharging debates, ATM fraud, and major industry developments impacting merchants and payment professionals. If you want to understand where merchant services is headed, and how to stay competitive, this episode is a must-listen.