Interview with Terry Roberts, Head of Integrated Partnerships at Clover UK: Unlocking Opportunities in the Clover ISV Business

Could you explain what ISV stands for and how it fits into Clover’s vision?

Absolutely! ISV stands for Independent Software Vendor. These are companies that develop vertical specific software applications that may function independently from the hardware they run on. At Clover, our ISV partners are integral to creating tailored solutions that integrate seamlessly with our point-of-sale (POS) systems. This ultimately enhances the experience for merchants and aligns perfectly with our commitment to innovation in the merchant acquiring financial services industry.

What advantages do you believe Clover offers to potential ISV partners?

Whilst Clover is recognised as an industry leader in card payment processing, we prefer to think global but act local. Many ISVs are contacted daily by “payment companies” offering financial incentives to attract their attention and/or partner up, but quickly fall foul of poor support models and inability to sustain the kind of partnership that was initially promised. At Clover, we do what we say we will do and if we can’t, we explain that too! We spend a lot of time talking with ISVs learning through their experience, understanding what they see, the challenges they and their clients face. It’s important to listen and absorb the many years of experience they have - I mean, why wouldn’t you take the opportunity to learn from the expert?

Another thing, Support (Customer Service) isn’t (and shouldn’t be) a USP, it should be the norm. I have spent many years observing the mechanics of the ISV model and I can tell you that a client will try to hold an ISV accountable for everything. Things go wrong from time to time and ISVs need reassurance (and proof!) that they have the right POC’s when needed, day, night, weekday, or weekend!

Our ISV business acts as a vital link between Clover and the small merchants we support. By partnering with ISVs, we uncover new opportunities and extend innovative solutions that tackle specific challenges faced by our clients. Additionally, we’re actively encouraging new partners to join our ISV program to further expand our ecosystem.

Collaboration seems to be a key focus. Can you elaborate on how Clover engages with its ISV partners in this regard?

Absolutely! Collaboration is essential and key to ensuring our clients experience the best possible solution. We continuously consult with our clients to ensure they have the right expertise, and this collaborative approach allows us to leverage our combined expertise and resources to address diverse market needs effectively. By merging our advanced payment solutions with the niche applications provided by our partners, we can create compelling offerings tailored to small merchants.

Can you share some success stories from your current ISV partnerships?

Certainly! We have forged many strong partnerships that have produced exceptional results for specific industries. To highlight just a few, we work closely with software vendors supporting independent cinemas and theatres providing efficient box office payment experiences and mid-show interval sales. Practice Managers can be safe in the knowledge that Clover is the solution of choice, offering a multitude of payment options and channels to ensure the convenient and timely settlement of bills. We have significant coverage across the Hospitality industry with long lasting partnerships in hotels and food and beverage and cover eCommerce and integrated Chip and Pin. Additionally, Clover has also teamed up with the best software platforms across the vehicle dealership industry.

What message do you have for ISVs looking to collaborate with Clover?

We’d love to hear from ISVs eager to explore new opportunities! Clover is dedicated to nurturing relationships that foster innovation and collaboration, and we invite interested parties to connect with us. Together, we can create exceptional solutions that truly benefit the marketplace. It’s all about unlocking possibilities through collaboration.

How can potential partners reach out to learn more about Clover's ISV program?

For anyone interested in our ISV program or discussing potential partnerships, please reach out to me terry.roberts@Fiserv.com or my team. We’re excited to discover how we can work together and drive success for our partners and clients!

About Terry Roberts

Terry Roberts is the Head of Integrated Partnerships at Clover UK, where he spearheads initiatives that drive collaboration with Independent Software Vendors (ISVs) and other channel partners. With more than 19 years of experience in the payments industry, he has a proven track record of managing complex projects and driving revenue growth. Terry is dedicated to fostering innovative partnerships that enhance the Clover ecosystem, leveraging his deep understanding of payment card processing, merchant services, and electronic payments.

His strategic vision is complimented by a strong capability in recruiting and managing new channel partners, ensuring relationships are productive and beneficial for all stakeholders. Terry's collaborative approach is evident in his ability to influence and build relationships at multiple levels in the merchant acquiring industry, positioning him as a trusted advisor to executive clients and partners alike.

Recognised as a top performer, Terry has been awarded Direct Sales Team Manager of the Year and has led his team to achieve impressive sales targets, generating significant revenue for the organisation. His commitment to understanding the challenges and objectives of small merchants has made him a key leader in Clover's mission to transform the payments landscape.

Outside of work and when family time permits, Terry is passionate about the fitness industry, often found running or training for Hyrox competitions. When not in the gym, he enjoys relaxing by the lake, indulging in his love for fishing. His resilience and adaptable nature shine through both in his professional and personal life, making him a valuable asset to the Clover team and its partners.

Connect with Terry on Linkedin.