How Rhombus Turned Financing into a Competitive Edge and Won More Deals

Vartana was acquired by Capchase in June 2025. Capchase now powers the Vartana financing platform. 

When Nick Amaro joined Rhombus as Regional Sales Manager for Commercial West, he saw an opportunity to transform how his team approached financing. The company’s cloud-managed physical security solutions were a perfect fit for many organizations, but budget constraints and slow approval processes often stood in the way. By integrating Vartana (powered by Capchase) directly into the sales workflow, Nick turned financing from an afterthought into a competitive advantage.

Before Vartana: Financing as a last resort‍

Prior to leveraging Vartana, financing requests were handled through Deal Desk. If a buyer asked about payment options, the rep would email Deal Desk, who would contact multiple financing partners and then wait for a response. It was reactive, slow, and disconnected from the buyer conversation.

“That delay kills urgency. I don’t want to lose control of my deals this way.” — Nick Amaro, Regional Sales Manager, Rhombus

Putting Financing in the Reps’ Hands

‍Nick’s goal was to make financing part of every deal conversation and to make reps confident in using it, as it would make them sharper and more attuned to their buyers' needs. 

More than 80% of businesses finance their tech purchases. At Rhombus, companies with 500 or fewer employees typically want payment plans, but larger buyers with 6-figure deals also look to financing as a strategic way to hold onto their CapEx budget. 

With Vartana’s Salesforce widget, reps can get buyers approved, run real-time pricing and payment scenarios, and prepare proposals instantly.

“I’ve gotten someone approved for a $70k deal while still on the call with them. The power of that is unbelievable.”

A Win for Reseller Partners, Too

Because Rhombus sells through reseller partners, it was important that financing didn’t add complexity for them. With Vartana, resellers can keep their existing quoting and billing process exactly the same — no extra paperwork or changes to pricing formats — just flexibility for their buyers and faster payout for them. 

This strengthens Rhombus’ partner relationships and makes financing a value-add for every party in the deal chain.

Why It Works

• Speed that wins deals: Buyer and deal approvals in as little as minutes – often before a call ends.
• Confident budget conversations: Reps open the door to larger deals by discussing payment options early.
• Flexible structuring: Ability to buy down interest rates, align with operational budgets, and defer start dates.
• Competitive advantage: Close deals competitors can’t when CapEx is the blocker.

“We beat the competition simply because the buyer could amortize the cost with a Vartana payment plan, and it was easy for everyone involved, including the reseller.”

The Measurable Impact

• Financing is considered for 60–70% of all deals
• Closing deals 25-35% faster, often shaving a month off the sales cycle
• Consistent quota attainment for teams that are confident in discussing financing
• Multiple competitive wins attributed directly to payment flexibility
  

Financing at the Pace of Tech Sales

Vartana’s responsiveness is just as critical as the technology.

“Time wins deals, and Vartana, now powered by Capchase, understands that. I’ve not seen another partner respond with the speed your team does.”

By leveraging faster, tech-forward, seller-led financing with Vartana, Rhombus turned a bottleneck into a sales weapon and proved that when budget isn’t a blocker, more buyers say yes.

‍

Make financing your competitive advantage. Discover how Capchase helps sellers and partners win more. Talk to our team