What’s Driving the Final Quarter of 2026
A conversation with Ron Yannai on what he’s hearing from partners, where the opportunities are, and what it will take to finish 2026 with momentum.
The payments industry never stands still — and neither do the conversations happening in the field.
Throughout 2026, our Sales team has been in constant conversation with ISOs, partners, and businesses across the payments ecosystem. Those conversations give us a firsthand look at how priorities are changing, where new challenges are emerging, and, most importantly, where the opportunities are.
For this edition of From the Field, we sat down with Ron Yannai to get his perspective on what he has seen throughout the year and what he believes will matter most as we enter the final quarter of 2026
Ron Yannai
VP of Sales
Ron Yannai
VP of Sales
For Ron, one shift stands out: partners are becoming much more intentional about how they compete.
“Partners aren’t just looking for another terminal or another processing solution. They’re looking at how they can differentiate themselves, protect their merchant relationships, and ultimately make more money from each relationship.”
“Partners aren’t just looking for another terminal or another processing solution. They’re looking at how they can differentiate themselves, protect their merchant relationships, and ultimately make more money from each relationship.”
The Conversation Has Changed
There are more choices in the payments market than ever before. That means the questions partners are asking have changed, too.
Earlier in the year, many conversations centered around pricing, hardware availability, features, and integrations. Those factors still matter, but Ron says the discussion is increasingly moving toward speed to market, merchant retention, differentiation, and protecting margins.
ISOs are also looking at how they can own more of their technology stack — from POS and boarding to the broader merchant experience — as they work to increase wallet share and create stickier merchant relationships.
The question is no longer simply, “What does this product do?”
Increasingly, it is:
“How does this help me compete?”
And:
“How does this help me win the merchant?”
That shift is also changing what merchants expect from their providers.
“A merchant doesn’t necessarily want five different vendors anymore,” Ron explains. “They want someone who can solve multiple problems for them.”
“A merchant doesn’t necessarily want five different vendors anymore,” Ron explains. “They want someone who can solve multiple problems for them.”
That creates an opportunity for partners who can bring a broader toolbox to the conversation—from vertical-specific solutions and business integrations to POS, automated boarding, unattended solutions, and Dejavoo’s omni-commerce platform, iPOSpays.
Q4 Is About Execution
When asked what will drive growth through the remainder of the year, Ron’s answer is simple:
Execution.
The products, technology, relationships, and opportunities are already there. The challenge now is turning those capabilities into revenue while simultaneously laying the groundwork for 2027.
And some of the biggest opportunities may already exist inside a partner’s portfolio.
“Sometimes the fastest way to grow isn’t finding another thousand merchants,” Ron says. “It’s figuring out what else you can provide to the merchants who already trust you.”
“Sometimes the fastest way to grow isn’t finding another thousand merchants,” Ron says. “It’s figuring out what else you can provide to the merchants who already trust you.”
For a merchant who originally came to a partner for a terminal, the next conversation could be about a gateway, POS, unattended, mobile, alternative payment options, or another solution that addresses how their business has evolved.
The same thinking applies to long-standing merchant relationships.
A merchant signed three, five, or even ten years ago may operate very differently today. Going back, asking what has changed, and understanding what they need now can create entirely new opportunities inside an established relationship.
Sell Value, Not Just Features
That approach connects directly to something Ron believes is fundamental to sales: owning the conversation.
And owning the conversation does not mean talking the most.
It means understanding the customer well enough to lead.
Instead of immediately pitching a product or lowering a price, Ron encourages salespeople to start with better questions:
What are they trying to accomplish?
What isn’t working today?
Where are they losing money?
What frustrates their merchants?
Once those questions are answered, the conversation changes.
You are no longer simply selling features. You are selling value.
“There will always be somebody willing to sell something cheaper,” Ron says. “If price is the only reason someone buys from you, price can also be the reason they leave you.”
“There will always be somebody willing to sell something cheaper,” Ron says. “If price is the only reason someone buys from you, price can also be the reason they leave you.”
The goal is to give partners and merchants a reason to choose you that goes beyond the number on the quote.
Finish With Momentum
There is one quarter left in 2026, but Ron isn’t only thinking about where Dejavoo and its partners finish this year.
He’s thinking about where they start the next one.
I want us to finish the year with momentum, not just hit a number.”
I want us to finish the year with momentum, not just hit a
number.”
A strong Q4 matters. But so does what that quarter creates: more opportunities, deeper merchant relationships, stronger pipelines, and partners making fuller use of the technology and solutions available to them.
As Ron puts it:
“If we finish December saying we had a great quarter, that’s good. If we finish December saying we had a great quarter and we’ve already built the foundation for an even bigger 2027, that’s a win.”
“If we finish December saying we had a great quarter, that’s good. If we finish December saying we had a great quarter and we’ve already built the foundation for an even bigger 2027, that’s a win.”
That may be the biggest takeaway from the field as we enter the final stretch of the year.
The opportunity is already in front of us.
Now it’s about execution.
Would you like to have a more in-depth discussion about any of the subjects mentioned in this newsletter?
Get in touch with Ron Yannai.
