You joined as Insight EMEA President in January 2023. What is your key investment priority moving into 2024.
I was brought in to help Insight realise its vision of becoming the leading solutions integrator.
It’s about taking what we do in technology – helping customers buy the right technology, at the right price and configuration – and then also bringing in the ability to help them design, build, implement and run that technology as well.
Services are around 10% [of Insight’s overall] revenues but that will grow quite significantly with the acquisitions we’ve made [of Amdaris and SADA]. For us in EMEA at least, probably where the balance is on that over the next few years is getting it to somewhere around the 20-25% mark.
Has anything surprised you in your first 12 months at Insight?
Not having a legacy that has to be addressed from a solutions perspective is quite nice. It’s just all about the future and about growth.
I’ve got a nearly 30-year background in SIs, and have seen the nature of the relationship with customers change. They’ve taken the technology strategy much more back in-house, and so they should, because technology is becoming more central to every business.
With the SI community a lot of those relationships have got broken up, so then you’ve got to run a business that’s saying ‘how do I manage the transition from an old set of revenue and margin streams to a new set?’. And that’s quite choppy waters.
For us, we don’t have that legacy.