Merchant QR payments: telecom as an SME acceptance channel

Where the market sits today

In Uzbekistan QR payments have been adopted significantly in recent years — from single installations to mass acceptance in large and mid-size cities. Local payment systems (Click, Payme) and national networks (Uzcard, Humo) hold the market.

For SMEs (small and medium business) QR payments deliver real value — less reliance on cash, fast reconciliation, easier reporting. For customers — convenience, no need to carry cash, instant transactions.

Within this landscape, the operator can play several different roles. Distribution channel (issuing QR through the dealer network). Trust authority (merchant verification). Consolidation hub (unifying acceptance across multiple payment systems). Service bundler (QR + connectivity + cybersecurity for SME).

Where the operator has a unique position

The operator has assets the payment systems themselves do not:

A wide retail and dealer network. Especially in regions where payment system distribution is limited.

Direct billing relationships with SME (if the SME is the operator’s corporate customer).

Connectivity and infrastructure for merchants — internet, telephony.

SIM-level identification — for merchants in some scenarios, an identity layer.

Trust as an established brand with history.

These assets can combine into a “one-stop shop for SME digital” proposition: connectivity + payment acceptance + cybersecurity + cloud, through a single supplier.

What the operator can build

Several options at increasing ambition:

Light role. Distribution channel for existing payment systems. SMEs sign up to Click, Payme, etc. through operator retail. Operator earns commission.

Medium role. Aggregator. The operator offers a single QR that accepts payments from any of the payment networks. The merchant signs one agreement, customers pay from any app.

Heavy role. Own payment processor. The operator gets licensing and builds its own QR network. Full fintech ambition — competitor to established systems.

Bundled role. Combine QR with SME tariff plans. Connectivity + QR + cybersecurity bundle. Customer benefits from integration, operator differentiates.

Each level requires increasing investment, capability and time.

What usually becomes a barrier

Existing networks have first-mover advantage. Click, Payme are widely accepted. Building a new network from scratch — uphill battle.

Merchant acquisition is time-consuming. Each merchant signing — sales effort. Not quick scale.

Per-transaction revenue is low. QR transaction commission in the region is typically 1-2 percentage points maximum. Volume needed for meaningful revenue is large.

Customer education for adoption. Merchants without QR tend to be smaller and less digital. Education and handholding required.

Integration complexity. If the operator builds an aggregator, integration with multiple payment systems requires cooperation with each.

A realistic entry strategy

Start with light or bundled role. Do not try to compete immediately with established networks.

Phase 1 (Months 1-9). Distribution. Partnership with established payment systems. Operator dealers distribute QR setups. SMEs sign up through operator channels. Operator earns acquisition commission.

Phase 2 (Months 10-18). Bundling. Tariff bundles include QR acceptance setup. Existing payment systems remain as the back-end.

Phase 3 (Months 19-30). Selective aggregation. If the operator has acquired a significant SME base, evaluate aggregation. Pricing leverage with payment systems improves.

Phase 4 (if justified). Own processor. Only if scale is sufficient and the regulatory environment supports it. Major investment.

What often goes wrong

Skipping light phases for own processor. Operator immediately builds proprietary QR network. Merchant acquisition struggles, customers do not use, network effects do not materialise. Significant cost.

Bundling without real value. SME gets connectivity + QR in a bundle but cheaper standalone. The bundle is no differentiator.

Distribution without dealer training. Dealers do not understand the payment landscape adequately. Setup errors. SME frustration.

Underestimating merchant acquisition cost. Each SME signing requires 5-10 dealer visits on average. CAC high. Without sufficient margin — economics negative.

No integration with operator billing. SME pays for QR through separate billing. Customer confusion. Less stickiness.

When not to enter QR

If existing payment networks already cover the SME landscape adequately, marginal operator value.

If the SME segment is a small percentage of revenue and unlikely to grow strategically.

If the retail network is constrained in SME-dense regions.

If the organisation is in an acute phase of other fintech initiatives — bandwidth issue.

If payments capability does not exist internally and a partner is not identified.

Discussion points for the committee

What is the current SME revenue distribution and growth trajectory? That determines the size of the opportunity.

What existing relationships with payment networks? Friendly or competitive?

What level of ambition in QR — distribution, bundling, aggregator, processor?

What 18-30 month investment commitment is needed for the chosen level?

What is the retail and dealer capability in SME engagement?

How SamaraliSoft can help

SME Payment Acceptance Strategy — analysis of the SME opportunity for the operator, decision matrix for the level of ambition (distribution / bundling / aggregator / processor), partner identification and evaluation, operating model design, and a phased rollout with a pilot over 12-18 months.

Related reading

• /en/insights/telecom-wallet-or-bills/ — wallet vs bills
• /en/insights/telecom-arpu-bundles-devices/ — ARPU growth
• /en/insights/telecom-growth-after-connectivity/ — growth beyond connectivity
• /en/insights/telecom-wallet-trap/ — when wallet is a trap

Sources

• Central Bank of Uzbekistan — biometric verification for digital banking
• The Paypers — digital banking verification UZ
• Ministry of Digital Technologies — telecom infrastructure UZ
• Digital Government Portal — digital infrastructure UZ
• UzDaily — telecom market