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mE oT b l eR p mE eD n It A s tGoRdO aU yP .

c o m N Wi O La Dy M

2013

Joseph Grove

Executive Editor

hen Greifeld took over the helm of Captain Ds in 2010, the Nashville, Tenn.-based brand had been sailing in the doldrums for quite a while, but the company now seems to be heading in the right direction. The 500-plus unit brand had a record year in 2012 thanks to 9.2 percent same-store sales growth in company restaurants and a 7.5 percent increase in franchised restaurants. Captain Ds also reported a new all-time average unit volume record for the year and 16 consecutive months of growth. The company credits these results to a new executive team, changes in menu, equipment and store design. Prior to coming to Captain Ds, Greifeld served as CEO for Atlanta-based family dining chain Huddle House. While there, he updated the companys logo, menu and store designs. He also got the company connected by using social media. At Captain Ds, one of Greifelds first moves was to bring a new crew on board, including a new executive vice president of operations, vice president of purchasing, vice president of product development and executive vice president of marketing. The company has increased its TV advertising and introduced the new tagline, When you love seafood this much, its gotta be Ds. Captain Ds is also taking advantage of its position as a seafood QSR. While people are looking for more healthful choices, the brand has kept its popular batter-dipped whitefish but added grilled and other items. Research has shown that people are eating less fried fish but want more grilled fish. Greifeld has said, Were a seafood concept in a burger nation, and he plans to take advantage of what he called white space in the
2013 Networld Media Group

Top 10 Most Influential People in Mobile Payments

m o b i l e p a y m e n t s t o d a y . c o m

INTRODUCTION

Joseph Grove

Executive Editor

Upwardly mobile hen Greifeld took over the helm of Captain Ds in 2010, the Nashville, Tenn.-based

W O

ur original concept for this was to call it 2013 Mobile Payments Movbrand had been sailing in publication the doldrums for quite a the while, but the company now ers &be Shakers. After some debate, we concluded that thebrand concept of and seems to heading in the right direction. The 500-plus unit had amoving record year shaking is redundant in an industry that is rocking from shockwaves of innovation in 2012 thanks to 9.2 percent same-store sales growth inthe company restaurants and a and (dare we apply it here?) paradigm-shifts that are part of the day-to-day life of leaders 7.5 percent increase in franchised restaurants. Captain Ds also reported a new all-time in mobile payments. average unit volume record for the year and 16 consecutive months of growth. The company credits these results to a new executive team, changes in menu, equipment As executive editor of Networld Media Group, the publisher of MobilePaymentsToday. and store design. com, I find mobile payments to be fascinatinglyand sometimes frustratinglycomplex. No other beat among our seven B2B properties is as elusive to 360-degree underPrior to coming to Captain Ds, Greifeld served as CEO for Atlanta-based family dining standing. Business models where we cover foodservice are eons old by comparison. chain Huddle House. While there, he updated the companys logo, menu and store Next to coverage of how to improve the customer experience of shopperswhere the designs. He also got the company connected by using social media. goal is to link retailers with the technology and service providers who can help make it stakeholders here are seemingly everywhere. signage Athappenthe Captain Ds, one of Greifelds first moves was to bring a newDigital crew on board,and kiosks? Deployer, meet provider. But where mobile payments is there or will including a new executive vice president of in operations, vice president ofyet, purchasthere ever be, suchof linear connections? ing, vice president product development and executive vice president of

Another marketing. If stakeholders are everywhere, just as present are the people pushing the fronpart of tier, sifting for scalable revenue strategies, wresting the technology from thin the The company has increased its TV advertising and introduced the new tagair and fretting over the willingness of consumers to adopt, adopt, adopt. original line, When you love seafood this much, its gotta be Ds. concept Another part of the original concept here was to present 10 most influenhere was to Captain Ds We is also taking ofto its position as 11. a seafood QSR. tial people. failed. Ouradvantage editors had present you We could have present 10 While people looking for more healthful choices, the brand has come up withare a hundred. most influential kept its popular batter-dipped whitefish but added grilled and people. We failed. other items. Research has shown that people are eating less Our editors had to 2013 Networld Media Group fried fish but want more grilled fish. Greifeld has said, Were Written by Darlene Grove, MobilePaymentsToday.com present you 11. We Tom Harper, president and in publisher a seafood concept a burger nation, and he plans to could have come up with Joseph Grove, executive editor take advantage of what he called white space in the a hundred. Tiffany Smith, custom content editor

m o b i l e p a y m e n t s t o d a y . c o m

Jack Dorsey CEO and founder of Square

Where he came from: Although hes only 36, Dorsey has been changing things in the tech world for 20 years. In high school, Dorsey pondered the complex communications needs of cab and delivery drivers, and he developed dispatch software that allowed drivers to stay in touch in real time. Later, he combined the principles of that software with instant messaging and cofounded the micro-blogging site Twitter. What makes him a leading influencer: Started in 2009, Square is already valued at $3.25 billion. With Square, a little card reader that plugs into a smartphone as easily as a pair of earbuds, just about anyone can accept credit card payments. Cab drivers, street food vendors, even the guy down the street having a garage sale can sign up, download the app and pay the flat rate of 2.75 percent a swipe. Earlier this year, Square partnered with consumer advice website Angies List to make it easier for tradespeople and service providers, from the plumber to the cleaning lady, to easily accept credit payments right in customers homes. Whats ahead: Square is introducing Square Stand, a base for iPad registers that cradles the iPad and includes an encrypted card reader. It will work with accessories such as barcode scanners and receipt printers, and for about $300 will provide retailers with a comCab plete point-of-sale solution. drivers, Online, Square Market will allow small merchants to have a presence on the Web. street Rather than a listing fee, sellers will pay 2.75 percent of each purchase. food With Smart Wallet, users will download an app and upload their credit card inforvendors, mation and a photo of themselves to serve as ID. Consumers can already use even the the platform at select merchants, including Starbucks. guy down the Look for Square to go global in the future. Square recently announced street having a that it was going to expand into Japan, and in May, Dorsey told Londongarage sale can based newspaper The Daily Telegraph that he wanted to bring sign up, download Square to the world. the app, and pay the flat rate of 2.75 percent a swipe.

m o b i l e p a y m e n t s t o d a y . c o m

Bill Gajda Head of Global Mobile Products at Visa


Where he came from: When Gajda joined Visa in 2010, he brought with him 15 years of experience in mobile communications and marketing. Gajda spent seven years with the GSMA. While there, he held several senior-level positions, including Chief Commercial Officer and Chief Marketing Officer. What makes him a leading influencer: Gajda is poised to make a big impact in the mobile payments landscape. V.me, Visas digital wallet platform, became available in late 2012 for mobile and online use, and, in June, Visa announced that it had inked deals with several leading mobile point-of-sale (mPOS) providers to enable merchants of all sizes to accept Visa payments using mobile technology. The Visa Ready Partner Program for mPOS enables hardware and software developers to integrate Visa. SumUp, iZettle, and SCCP Groups Swiff will participate in the program. As part of Visas deal with Samsung, Samsung agreed to preload Visas payWave applet onto mobile devices. The applet lets users make contactless payments by waving a mobile device in front of a secure reader. In another part of the deal, Visa agreed to offer its Mobile Provisioning Service to financial institutions. Whats ahead: In a video Gajda posted to Twitter, he said that, Weve got the physical point of sale where people use their plastic and then we have other new remote payments, whether its person-to-person payments, bill payments or others, and I think mobile is going to be the channel that brings these all together. He went on to say that, while there will most likely continue to be developments in technology in mobile payments, the next step will be figuring out how to make it all work together. I think the I think the technology is broadly in place to see widespread adoption technology is of digital wallets and now weve got to work with new partners in this broadly in place space that are providing this technology to make sure that we can to see widespread adoption of digital build the ecosystem and achieve the scale that we have with wallets. our traditional business, he said.

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Peter Hazelhurst Director, Product Management Google Wallet


Where he came from: Hazlehurst joined Google in 2011 after seven years at Yodlee, where he developed payment solutions for many of the largest banks in the United States. What makes him a leading influencer: Hazelhurst is in the drivers seat of product management for Google Wallet. According to a presentation Hazelhurst gave in 2012, 70 percent of consumers would not use the Internet for financial transactions as recently as 15 years ago. Now, many people dont think twice about logging on to pay bills or shop. Google Wallet is in a move towards letting consumers pay almost instantly across all Google services, such as Chrome Store, YouTube, PlayStore and even within apps. In May, Google announced that it was scrapping its plan for a physical Google Wallet and also phasing out Google Checkout in favor of a transition to Google Wallet, which includes Instant Buy, a 2-click checkout system. Whats ahead: As consumers get used to carrying their virtual wallet on their phones, they soon wont even need the phone itself. Online shoppers frequently get frustrated with lengthy checkout processes and abandon their full virtual shopping carts before completing the checkout, which is one reason Google Wallet will be using its new Instant Buy. No longer will users have to type in their name, address and payment information every time they want to buy something. Instant Buy will allow users to make purchases in a matter of seconds wherever they see the Pay With Google icon. Merchants will be able to accept payments through Google Checkout until November, but then will need to make a switch to another processor. Google has partnered with Braintree, Shopify and Freshbooks to help merchants with the migration. Google also integrated Google Wallet with its email client, Gmail, so users can send money using Gmail. Account holders need only to link their Google Google Wallet to the Gmail and then they can send money to nearly anyone. Wallet is in a move towards They can click an icon and attach money as they would a document. letting consumers pay almost instantly across all Google services.

m o b i l e p a y m e n t s t o d a y . c o m

Henry Helgeson CEO of Merchant Warehouse

Where he came from: Helgeson started out selling United Processing Corporation terminals and printers to merchants door to door. In 1998, he co-founded Merchant Warehouse, which offered low-cost merchant credit card processing equipment and software. Merchant Warehouse started out as a payments processor, but Helgeson soon realized that payments were only one piece of a transaction. What makes him a leading influencer: Early this year, Merchant Warehouse introduced its Genius platform, which will enable merchants to engage with customers for more than just payments. The simple interface for POS developers is flexible. Helgeson said it was created with the future of payments in mind. We know merchants want the targeted marketing, loyalty and rewards, and convenience of mobile payments, but are worried about buying into new technology too early Genius gives them access to traditional payment types (credit, PIN debit and EMV) but also allows them the ability to connect to the future of payments without having to make changes to the merchants system or complete incremental major integrations. Genius launched with LightSpeed and VeriFone but will be available to other terminal makers as well. In June, Merchant Warehouse partnered with POS provider e-Nabler. In April, Merchant Warehouse partnered with LevelUp to co-sponsor a $1 million development fund. Interested merchants who qualify will be eligible for financial backing from the fund to cover 25 percent of their development costs for a custom LevelUp white label app. Merchants will be able to use their own brand along with the The payGenius platform and LevelUps customer data to create a customer engagement ments of the strategy. future will make Whats ahead: The payments of the future will make your credit card your credit card look like that old black-and-white TV in your grandparents basement, look like that old Helgeson said. He hopes for a time when consumers arent thinkblack and white TV in your grandparents ing about the technology, but rather theyre just thinking basement. about what a great shopping experience they had and coming back again.

m o b i l e p a y m e n t s t o d a y . c o m

Dave Marcus President of PayPal

Where he came from: Marcus has been referred to as a serial entrepreneur. A native of France, Marcus started GTN, a Swiss telecommunications company that went on to become one of the largest operators in Switzerland. He then founded Echovox, followed by Zong. eBay subsidiary PayPal acquired Zong in 2011 for $240 million,. First serving as PayPals vice president of mobile, Marcus was named the companys president after less than a year. What makes him a leading influencer: Marcus understands that security and convenience in mobile payments are of utmost importance to consumers, and PayPal has earned enough trust from its customers to generate $14 billion in mobile transaction volume in 2012. The lines are blurring between online, mobile and offline, he told Bloomberg We need to take PayPal where our customers go. He said for PayPal thats about reinventing the shopping experience, not the payments experience, because the payments experience in-store is not really broken. One way PayPal is reinventing the shopping experience is with its alliance with Jamba Juice, which lets customers use an app to order and pay for their smoothies and other goods ahead of time, bypassing the line when they arrive at the store. Window shoppers can start shopping closed stores by using large touchscreens in store windows to order the products they want. Customers then get their items delivered by courier and pay with PayPal. For merchants, PayPal is offering incentives for those who trade in their old cash register systems and start using PayPal Here or a pre-integrated partner solution POS through its Cash for Registers program. Whats ahead: PayPal announced in June that it wants to be ready when people start living, working and traveling in space in the future. Space tourism is opening up to all of us in the next decade or so, Marcus said in a video PayPal posted on YouTube. We want to make sure that PayPal is the preferred way to pay from space and in space. The lines are blurring between online, mobile and offline. We need to take PayPal where our customers go.

m o b i l e p a y m e n t s t o d a y . c o m

Felix Marx CEO of C-SAM

Where he came from: Felix spent the first 14 years of his career with Ericsson Telecom. hen Greifeld took over the helm of Captain Ds in 2010, the Nashville, Tenn.-based In the 1990s, Marx joined telecom operator Global One. From there he went to Philips Semiconbrand had been sailing in the doldrums for quite a while, but the company now ductors, who requested his help bringing near-field communication, or NFC, to market. seems to be heading in the right direction. The 500-plus unit brand had a record year Marx went on to serve as the CEO of Identive Group (initially joining as CEO of SCM Microsystems in 2012 thanks to 9.2 percent same-store sales growth in company restaurants and a and later transforming the company to Identive Group), where he focused on contactless tech7.5 percent increase in franchised restaurants. Captain Ds also reported a new all-time nology. average unit volume record for the year and 16 consecutive months of growth. The He then received a call from the founders of C-SAM regarding taking the company to the next company credits these results to a new executive team, changes in menu, equipment level. So, in 2011, he relocated his entire life from Europe to the United States According to and store design. Marx, its been two very exciting years.

Prior coming to a Captain Ds, Greifeld served as CEO forIsis Atlanta-based family dining Whatto makes him leading influencer: C-SAM provided with its mobile wallet, and chain Huddle House. While there, he updated the companys logo, menu and store the technology provider partnered last year with Dai Nippon Printing Co. Ltd. to expand its designs. He also got the company connected by using social media. services agreement across Asia by bundling C-SAMs mobile transaction platform with DNP products. At Captain Ds, one of Greifelds first moves was to bring a new crew on board, Recently, C-SAM also formed an alliance with MasterCard to offer a new white label mobile including a new executive vice president of operations, vice president of purchaswallet solution. The new mobile wallet will be based on C-SAMs Mobile Transaction Plating, vice president of product development and executive vice president of form and will allow integration with MasterCards prepaid platform and other services. In marketing. addition, MasterCard became an investor in C-SAM. The company has its TV advertising andgiant introduced the new tagWhats ahead: In increased May, Australian debit card system eftpos announced that line, When love seafood this much, its gotta be a Ds. it had signedyou a five-year contract with C-SAM to provide mobile wallet and NFC widget. The platform will also allow for the possibility of loyalty offers and more. Captain Ds isis also taking advantage its position a seafood For us, what happening in mobile isof more than justas payments. At QSR. the end While people are looking for more healthful choices, the brand has of the day there is financial transaction or there is a payment, he said. But kept its popular batter-dipped whitefish but added grilled and we believe it is a lot more than just payments only. other items. Research has said shown that people are eating less Whatever lies ahead, Marx he is excited about whats happening For us, what is fried fish but want more grilled fish. Greifeld has said, Were in the present. Its all happening now, so this is the time. Its not happening in mobile a seafood concept in a burger nation, and he plans to is more than just happening in 24 months from now, he said. take advantage of what he called white space in the payments.

Coming Soon
Mobile Payments

Mobile Payments State of the Industry

STATE OF THE INDUSTRY

2014

2014

Available September 23rd

A comprehensive, state-of-the-industry survey polling both consumers and industry experts on current and future trends in mobile payments.

Pre-order now and save 25%! Click here and enter coupon code MPT2014 at checkout
Our latest report compares the results of three years worth of data, showing how consumers are adapting to the growing mobile payment industry. How have chosen payment methods changed for mobile phone purchases? Are consumers warming to the idea of sending money to a friend with a mobile phone? Has the use of mobile banking apps increased? How have thoughts changed regarding security? New this year we asked those in the industry to provide their input on consumer adoption of mobile payments. Retailers and foodservice professionals also weigh in on topics such as mobile apps and mobile-optimized websites.

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Ed McLaughlin Chief Emerging Payments Officer at MasterCard


Where he came from: McLaughlin was cofounder and CEO of Paytrust, an online payments company, which included Citibank, American Express, Capital One, and Goldman Sachs among its investors and partners. In 2002, Metavante acquired Paytrust and also McLaughlin. He joined MasterCard in 2005. What makes him a leading influencer: MasterCard has been rolling out its digital wallet MasterCard has been rolling out its digital wallet MasterPass with plans to go global. As of May, it was available at 180 merchants in the United States and should be available to merchants in countries such as Brazil, China, France and Spain by the end of 2013. The digital wallet lets users save their personal information and payment methods in the cloud. Purchases can be then made with a minimum number of clicks. In a recent press release, McLaughlin said, MasterPass brings together all of the ways we pay for things, from traditional plastic cards to digital wallets, and gives consumers the ability to make payments, wherever they are. MasterPass, which MasterCard has referred to as the future of digital payments, will allow users to shop easily online or via their mobile device, but it will also work in physical stores. MasterCard announced a partnership with VeriFone, a global leader in point-of-sale solutions. The companys GlobalBay mobile point-of-sale solution will integrate cloud-based MasterPass as a payment method shoppers can use within a store. Whats ahead: MasterCard recently partnered with Web.com Group Inc., which provides Internet services and online marketing solutions for small businesses. This means that more merchants will be able to offer MasterPass. In May, MasterCard announced that MasterPass would be available to BK Delivers customers and more quick service providers will likely follow. Just out in June is MasterCards Simplify Commerce, intended as a way to streamline things, especially for smaller businesses. It will allow MasterPass brings together all of the ways businesses to get a merchant account and a payment gateway we pay for things. and begin accepting payments within minutes.

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Seth Priebatsch Chief Ninja at LevelUp

Where he came from: When Boston native Priebatsch was 12, he took the idea of a wish list and launched his first start-up, Giftopedia, a website that helped people find the best deals on items on their wish lists. Ten years later, with about $4 million from Google Ventures, he developed SCVNGR, a locationbased app with the intention of placing a virtual game layer on top of the world. What makes him a leading influencer: In a recent guest post on Forbes.com, 25-year-old Priebatsch addressed the idea that innovation is dead. The reasoning of innovation pessimists goes something like this: innovations of the past like the toilet, refrigeration, and the polio vaccine solved massive problems and changed the world. But innovations of today like Facebook, Android, and the Nintendo Wii solved nothing (unless you consider boredom a problem), he wrote. Priebatsch also wrote that problems today have to do with gaps in infrastructure, and that those problems need to be solved by innovations in infrastructure. One example is mobile payments. Mobile payments may not be the complete solution to fixing our payment infrastructure, but it has already proven to be a part of the solution. By allowing for commerce to more easily occur, were building the foundation for a better functioning economy. In the past year, LevelUp has partnered with both Heartland Payment Systems and Merchant Warehouse. It recently announced a partnership with Chartwells Higher Mobile Education Dining Services, which provides food services to colleges. payments Whats ahead: In a recent post Priebatsch penned for fastcompany.com, he may not be said that getting consumers to switch to something new is never easy but that the complete branding can make it easier. solution to fixOften your brand, your initial imagery, is the first and only impression ing our payment youll get. If you can use that brand to teach consumers that they infrastructure, but already know how to use your product, you win an extra powerful it has already proven to be a part of the tool to facilitate important, yet marginal, shifts in behavior, he solution. wrote.

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Bill Ready CEO of Braintree

Where he came from: Kentucky native Ready has said that his humble background not only gave him a drive to help others, but also helps him listen to others. We have a product that helps other entrepreneurs get their businesses up and running and so its great to feel that in some way Im helping other entrepreneurs succeed now, he told Crains Chicago Business. Before joining Braintree in 2011, Ready served as executive in residence for venture and growth firm Accel Partners and president of iPay Technologies. What makes him a leading influencer: Chicago-based Braintree provides online and mobile payment processing for more than 40 million consumers and thousands of e-commerce sites and applications. It recently reported that it is handling $10 billion in payments, with onefourth of that originating outside the United States. Last year, it expanded across Europe and into Australia. Ready said that the problem was that mobile shoppers often dont complete transactions. You have now 30 to 40 percent of e-commerce shopping sessions happening on mobile devices; however, the conversion rate on those shopping sessions falls by some two-thirds to 75 percent, he said. Thats real pain for the consumer and real pain for the merchant. With Braintree technology, we can completely bridge that gap, he said. A year ago, nobody was doing that. We started to do that and we have fantastic traction with it, but I think thats getting traction because were solving a real problem both consumers and merchants are experiencing right now. Whats ahead: In an interview with Business Insider, Ready said that it would become difficult for new players to enter the landscape, and some may not We have a make it. Which ones do will be determined by consumers. Those that can product that help consumers and merchants connect will survive. Consumers and helps other merchants are not going to look for fifteen or twenty companies, entrepreneurs get their businesses up and he said. I think theres going to be three or four or five winners running. that do that.

m o b i l e p a y m e n t s t o d a y . c o m

Dodd Roberts Executive at Merchant Customer Exchange (MCX)


Where he came from: Roberts is a veteran in the payments industry and has long been an advocate for merchants. Before joining MCX, he was the president and CEO of the trade association Merchant Advisory Group (MAG), which he led from a few members to an organization with a membership of more than 60 corporations. What makes him a leading influencer: MCX, which was formed late last year by several Fortune 500 retailers,including Walmart, Target, Lowes, Best Buy, 7-Eleven, Sears and others. The group has been adding merchants. Southwest Airlines and RaceTrac are among the most recent to jump on board, and by now, the group includes more than 30 merchants, most of which are retailers and restaurants. His goal with MCX is to create a mobile wallet, combining payments, loyalty, rewards and marketing that will work across partners but will enable each merchant to control its own data. Third parties will not have access to customers information, as might be the case with other mobile wallets. In April, MCX announced that digital security provider Gemalto will build the wallet, citing the The Amsterdam-based companys trustworthiness among banks, governments and merchants. goal The wallet will be cloud-based. of The platform will also likely reduce the merchants payments processing costs. Rather than MCX is partnering with major payment networks, such as MasterCard or Visa, the MCX platform to create a mobile reportedly will use direct debit payments, such as Target offers now with its store-brandwallet, ed card. MCX retailers also will not likely support competitors such as Isis or Google. combing Whats ahead: The platform is reportedly going to launch sometime this fall. Conpayments, sidering that the merchants involved process more than $1 trillion in payments loyalty, rewards yearly in 75,000-plus stores, whatever happens, its likely to be big. According and marketing to MCX, the app will be available on nearly every smartphone, and the parthat will work across ticipating merchants serve nearly every smartphone-enabled American partners but will enable each merchant to on a weekly basis, giving MCX the unique ability to offer a mobilecontrol their own data. commerce solution that truly works for consumers.

m o b i l e p a y m e n t s t o d a y . c o m

Jim Stapleton Chief Sales Officer at Isis

Where he came from: Stapleton spent more than 22 years with AT&T. He played a key role in the joint venture that would become Isis. What makes him a leading influencer: As the man responsible for selling Isis, Stapleton has an important role in helping people understand how the mobile wallet works. The alliance of AT&T Mobility, T-Mobile USA, and Verizon Wireless was founded in 2010 with the aim of transforming how people shop, pay, and save. In 2011, the carriers invested $100 million in the venture. Shortly after, VeriFone, Ingenico, ViVOtech and Equinox Payments were on board with plans to integrate and support the Isis Mobile Commerce Application in its product lines. After a bit of a delay, Isis had a much-anticipated launch late last year in test cities Austin, Texas, and Salt Lake City, Utah. To use it, consumers in the test cities first get an Isis Ready phone from one of the carriers, download the app and then load their information. Offering an open platform, Isis lets users load their payment information and loyalty cards, as well as scan to download coupons and savings offers, and then tap their phones to pay. Unlike some other digital wallets, Isis is not cloud-dependent. Isis is accepted at numerous retailers and some gas stations in Austin and Salt Lake City. In Austin, Isis users can tap to buy a soda from some 200 Coca-Cola vending machines, and Isis reported that thousands of the machines will be available across the country soon. Whats ahead: Coca-Cola predicts that up to 10 percent of its U.S. vending machine sales may come from mobile payments by 2017. Isis reported that CocaCola machines that accept Isis will be available across the country soo.,The company has reportedly spent between $250 and $350 million on their application. Because of the joint venture of three of the countrys biggest mobile carriers, Isis has the potential to reach a combined 200 millionplus customers. Isis is expected to roll out nationwide in 2013. Unlike some other digital wallets, ISIS is not cloud-dependent.