THERE ARE PLENTY OF REASONS why channel pros might want to partner with Diverse Technology Solutions Inc. The bigger question is whether they want to partner with you.
“We’re not looking to partner with everybody in the world,” says Clayton Hart (pictured), the Islip Terrace, N.Y.-based company’s founder and CEO. “We’re very particular about who we decide to do business with.”
They need to be too. Unlike most providers of VoIP services, virtual desktops, email hosting, and other cloud services, Diverse gives its partners exclusive control over a local region and invests heavily in feeding them sales leads.
“We’re a business development team for them,” Hart says. “We’re bringing them as much business as they’re bringing us, if not more.”
That’s one of several channel-friendly perks Diverse offers its partners, including direct access to Level 3 and 4 support technicians and a pricing scheme free of complex commission layers and discount schedules.
“We just really dumb it down. It’s one price,” Hart says, noting that partners can buy solutions wholesale and set margins where they choose or let Diverse do the billing at standard rates and collect a monthly referral fee for the life of the customer’s contract.
Meanwhile, he adds, because Diverse operates its own cloud infrastructure the company can integrate its solutions to perform tricks like pulling up a CRM record inside a virtual desktop based on ID information from an inbound VoIP call. “We can do some things that some other providers can’t,” Hart says.
Diverse has about 40 partners today and aims to reach as many as 300 eventually—assuming Hart can find that many with an established track record, solid revenues, and strong engineering skills.
“We screen our partners pretty thoroughly,” Hart says. “You have to find the right people in the right territory.”