At Diversified Technology Corp, every department plays a role in fulfilling our mission: making clients’ lives easier through technology and education. For the Sales Department, that mission takes shape in a very direct way — by helping municipalities and utilities modernize their operations, improve efficiency, and ultimately serve their citizens better.
To get an inside look, we sat down with Sales Manager Mark Fracalossi, whose four decades of experience spans everything from international business development to media production to software consulting. His perspective makes clear that sales at Diversified isn’t about “closing deals.” It’s about partnership, problem-solving, and transformation.
A Sales Department That Thinks Like Consultants
When asked to describe his team, Mark made one thing clear: they focus on problem-solving, not selling.
“We’re not just salespeople; we’re consultants who happen to sell software,” Mark explained.
The Sales Department focuses on consultative selling, using platforms like the Citizen Action Center and the Diversified Billing System to address the real challenges local governments face — from manual payment processing to citizens demanding Amazon-level convenience.
Every interaction is approached as an opportunity to educate, align stakeholders, and ensure that clients walk away not just with technology, but with solutions that genuinely improve daily operations.
The Unique Challenges of Government Sales
Government sales isn’t fast or easy — and that’s what makes Diversified’s approach stand out.
Unlike other industries, public sector projects can take 6–18 months or longer, requiring patience, transparency, and stakeholder alignment. Mark shared that Diversified thrives in this space because the team understands both sides:
- Public Sector Needs: Budget cycles, procurement processes, council approvals.
- Technology Solutions: Scalable, flexible systems that can be deployed on-premises, in the cloud, or as managed services.
This dual expertise allows the Sales Department to bridge the gap between taxpayer-funded accountability and cutting-edge innovation.
Collaboration is Key
With a lean team, sales success depends on strong partnerships across Diversified.
- Product Development brings technical expertise to client conversations.
- Marketing extends reach with content and conference presence.
- Customer Success identifies upsell opportunities and nurtures client relationships.
Mark emphasized that open communication isn’t optional — it’s one of Diversified’s core values. Weekly cross-functional meetings ensure issues are resolved quickly and clients always receive unparalleled service.
Mark’s Leadership Style: Integrity and Adaptability
Mark’s leadership style reflects both his diverse career and Diversified’s values.
Having managed teams from Pennsylvania to Hong Kong, he’s learned that effective leadership adapts — whether that means process and discipline, creative problem-solving, or consensus-building across diverse stakeholders.
At Diversified, he leads through collaboration and respect. Daily check-ins ensure alignment, while a culture of transparency keeps the team motivated, even during tough stretches.
“Integrity in all matters is our first core value,” Mark shared. “That applies to how we sell, how we lead, and how we serve.”
A Success Story: Modernizing a Tennessee Utility
One of Mark’s favorite success stories involved helping a small Tennessee community secure grants to modernize their water billing. Previously, residents were charged flat fees regardless of usage.
With Diversified’s solutions in place, the utility transitioned to usage-based billing, ensuring fairness for citizens and creating new revenue streams for the municipality.
“The transformation was remarkable,” Mark said. “High-volume users finally paid their fair share, and conservative users saw their bills decrease. It fundamentally changed the utility’s financial sustainability.”
Stories like this highlight the real-world impact Diversified’s Sales Department has — not just for governments, but for the communities they serve.
What Governments Value Most
According to Mark, municipalities aren’t looking for the cheapest option. They’re looking for:
- Reliability and stability from their vendor.
- Ease of implementation to avoid stalled projects.
- Integration and flexibility with existing systems.
- Partners who understand their world, from council politics to citizen expectations.
Diversified delivers on all fronts — combining decades of expertise with U.S.-based support and customizable solutions.
Beyond Sales: The Person Behind the Title
While Mark’s professional experience is extensive, his personal story makes him even more compelling.
He’s appeared in over 1,000 television commercials, hosted international poker tournaments like the Macau Poker Cup, and produced events that raised millions for charities like United Way.
That media background gives him a unique edge in sales: the ability to communicate complex ideas clearly and connect authentically with diverse audiences. Whether in a city council chamber or on a casino floor, Mark brings the same presence, adaptability, and focus on creating value.
Looking Ahead: Sales as a Driver of Innovation
Mark sees government technology at an inflection point. Citizens increasingly expect “Government as a Service” — accessible, mobile-friendly, and as seamless as their favorite apps.
For Diversified’s Sales Department, that means continuing to be more than just a vendor. It means being a trusted partner who helps municipalities not just adopt new technology, but re-imagine how they serve their citizens.
Final Thoughts
Diversified’s Sales Department, led by Mark Fracalossi, is proof that sales can be about much more than transactions. It’s about integrity, collaboration, and transforming communities through technology and education.
As Mark put it best:
“Every sale represents thousands of citizens who gain convenient access to services and municipal employees who can focus on meaningful work instead of data entry.”
That’s the impact Diversified strives for every day.
Ready to Modernize Your Municipality?
If your government or utility is ready to improve efficiency, reduce manual processes, and better serve your citizens, Diversified Technology Corp is here to help.
👉 Contact us today to learn how our solutions can make your life easier.
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