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Jeskell also will get access to FusionStorm's professional services arm, as long as it's in such areas such as WAN, security and Cisco services, where FusionStorm doesn't compete with IBM, Varel said.
Looking at the solution provider channel overall, Varel said the Jeskell acquisition reflects a continuing consolidation trend.
"We're seeing that customers want the value proposition of working with larger companies, and vendors want the value proposition," he said. "It's a win-win for everybody, even smaller companies. If they get acquired, they get the support of vendors that they couldn't get before."
Varel should know. His company has a list of acquisitions. In November, it acquired the Sun Software business unit of Orinda, Calif.-based Intraware, which sold about $20 million in SunOne software to 1,700 new customers. In July 2005, FusionStorm acquired BMD Solutions, a security solution provider with offices in Los Angeles and Las Vegas.
And the previous March, FusionStorm hired a dozen salespeople and a few engineers from Marathon International, Sunnyvale, Calif., which gave FusionStorm a presence in Boston, where many of those employees were based. FusionStorm also acquired CAT Technology in 2003.
By focusing on companies with a single product or technology focus, FusionStorm has been able to increase its value to customers, Varel said.
"Our per-customer sale has doubled in the last year. That's an average across all customers, not just the top 10. And the number of customers we serve is up 25 percent," he said.
And FusionStorm is far from finished in terms of doing its part to consolidate the channel, Varel added.
"I hope you will see two or three more acquisitions from FusionStorm by year-end," he said. "I'll be at a half-billion dollars [in annual revenue], and I expect to double that within two to three years. That's a promise."
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