VAR handle: FusionStorm
Hails from: San Francisco
Born-on date: 1994
Top dog: John Varel, CEO
Raison d'etre: Managed services
Getting it done: FusionStorm (No. 183 on the VARBusiness 500) capped a year of explosive growth by winning VARBusiness' VAR of the Year award for Sales & Marketing Excellence, and acquiring government solutions specialist Jeskell.
According to Varel, FusionStorm is evolving dramatically as more of its revenue comes from managed services.
"We have a very, very broad customer base -- several thousand, including those that most probably buy one product from us," Varel says. "Now we have a dedicated and exclusive team who just sells managed services into every one of our accounts. We look at that revenue to continue with 100 percent growth as we've done every year for the past three years."
Going forward, FusionStorm is committed to selling expertise and becoming a trusted adviser across multiple technologies as well as managed services. The emerging business model requires the company to remain nimble as different customers look for different things from their service providers.
"There are a lot of customers, probably larger customers, that tend to be candidates more for remote managed services, while SMB customers tend to be candidates for hosted services," Varel says.
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