The VAR Guy

Paul Nadjarian is suffering — in a good way — from deja vu. As a senior VP at OnForce, Nadjarian can peer into the company’s online marketplace to track key IT trends during these uncertain economic times. This is a familiar role for Nadjarian, who worked at eBay Motors during the bumpy economy in 2002. Nadjarian sees parallels between OnForce’s current marketplace and his time at eBay. Now, for the twist: The current trends reveal some positive signs for solutions providers, Nadjarian asserts.

The ocean called. They’re running out of shrimp. The VAR Guy consumed a few pounds of shrimp cocktail at OnForce last night during an open house to celebrate the company’s new headquarters. He stopped chewing long enough to hear a few good rumors — including one involving OnForce launching its online marketplace for VARs in Germany and the U.K.

The following blog entry is a theory — rather than fact — from The VAR Guy. Based on some recent business moves at Dell, The VAR Guy thinks he knows where Michael next needs to spend Dell’s acquisition dollars. Ultimately, the king of direct sales will need to offer face-to-face support to small and mid-size businesses (SMBs). Here’s how The VAR Guy expects that strategy to play out — along with at least two potential acquisition targets for Dell.

So, you’re a VAR looking for new customer and project engagements. With that goal in mind, roughly 10,000 VARs now use an online marketplace from OnForce to win on-site IT service contracts. What’s next from OnForce? The VAR Guy toured the company’s new headquarters near Boston, and met with CEO Peter Cannone and Senior VP Paul Nadjarian. Here are 10 key takeaways from today’s conversation.

The VAR Guy enjoys a lite beer from time to time. But Lite software? No thanks. Generally speaking, “Lite” versions of software have tanked over the years. Anybody else remember NetWare Lite?

Ingram Micro and Best Buy’s Geek Squad are teaming up to offer on-site IT services for select Best Buy business customers. The move calls for the Ingram Micro Services Network to be the “premier” on site service providers for select participants in the Best Buy for Business program in the US.

It’s nice to partner with one rich uncle. But two rich uncles? OnForce pulled off that rare feat this week, launching a new learning and certification initiative with Microsoft and Hewlett-Packard. The effort will initially focus on Windows Vista and small business solutions.