Looking To Deal

"We're not looking to compete with the likes of Deloitte Touche or anything, but we see an excellent opportunity to compete for large systems-integration projects that require a company with terrific expertise and multiple-geographic presence," Varel says.

Last year under Varel's leadership, FusionStorm VB297 grew a whopping 284.62 percent to $60 million in 2003. The former Oracle partner of the year (2002) and current Cisco Western Region DVAR of the Year for 2003 is eyeing new acquisitions to add new clients, offices and infrastructure. Varel explains that the principals of the companies still standing have gotten to know one another over the past several years and have a good sense as to which combinations might make sense to pursue. In his case, Varel is looking to acquire complete companies and hold onto their principals through any transitional period and beyond.

"What you're likely to see is more companies like mine trying to do the same thing. A year from now, we'll know who was able to deal and who was not," he says, adding that only one or two of the companies he's considering buying at this juncture will ever join the growing FusionStorm family.