How to talk to merchants about CPoI — and get them hooked
This is the page to hand your sales team. CPoI isn’t another fraud add-on — it’s the card-present rail delivered online. Here’s the framing, the talk track and the answers that land.
CPoI is not another fraud tool bolted onto card-not-present. It is the card-present rail, delivered online — which means it changes the economics for you, not just the merchant.
Four ways to hook a merchant
Lead with liability, not features
The merchant’s first question is always “who eats the fraud?” With CPoI the answer is the issuer. That single sentence reframes the whole conversation.
Frame it as revenue recovered
Don’t sell fraud reduction — sell the false-decline tax. Show a merchant the good customers they turn away and CPoI becomes a growth product, not a cost centre.
It rides your existing rails
CPoI uses the card networks and the acquiring relationship you already own. There is no rip-and-replace — you are upgrading how a payment is authenticated.
Stickier merchants, richer interchange mix
Card-present authentication earns better rates and fewer disputes. Merchants who settle same-day with near-zero chargebacks do not churn.
Copy-ready pitch lines
The 20-second pitch
For a cold intro
CPoI lets your merchants take online payments as card-present — the customer taps their card to their phone and enters their PIN, just like in store. Fraud liability shifts to the issuing bank, chargebacks fall away, and the good customers your fraud filter blocks get through. It runs on the rails you already own.
The liability line
The single most persuasive sentence
With CPoI the transaction is authenticated card-present, so the fraud liability sits with the cardholder’s bank — not the merchant. That’s the same protection they get from an in-store terminal, online.
The revenue line
Reframe fraud as growth
Don’t sell them fraud reduction — sell them the sales they’re losing. Up to 65% of transactions their fraud AI blocks are real customers, and 41% never come back. CPoI removes the guesswork, so those sales complete.
Objection handling
“We already have a fraud stack.”
That stack scores card-not-present risk and still leaves you liable. CPoI removes the risk at the source by making the payment card-present — it complements the stack, it doesn’t compete with it.
“Merchants won’t change their checkout.”
They don’t rip anything out. CPoI is an added payment method on the platform and PSP they already use. The ask is small; the chargeback and decline upside is not.
“Will this cannibalise our card-not-present volume?”
It upgrades it. Card-present authentication earns better economics and fewer disputes — you keep the volume and lose the losses.
Questions partners ask us
Do merchants need new hardware?
No. The customer’s phone is the contactless reader. Merchants integrate CPoI as a checkout payment method alongside their existing options.
Does this replace our acquiring relationship?
No. CPoI runs on the existing card networks and settles through the acquirer. You are adding a card-present authentication path, not swapping rails.
What changes on the liability side?
Because the transaction is authenticated as card-present with Chip & PIN, fraud liability shifts to the issuing bank — the same as an in-store tap.
How do we position it to a sceptical merchant?
Start with their chargeback ratio and their decline rate. CPoI attacks both at once: it removes the disputes they lose and recovers the customers they wrongly block.
Why CPoI is a win for the acquirer / PSP, not just the merchant
Fewer disputes
Card-present authentication collapses chargeback volume you have to process.
Better economics
Card-present transactions carry more favourable rates and risk profiles.
Stickier merchants
Merchants who settle same-day with near-zero chargebacks don’t churn.
A differentiator
Offer card-present online before your competitors do.
Bring card-present online to your merchant book.
Let’s talk about rolling CPoI out across your portfolio.