IT distribution veteran Ken Lamneck is leaving his role as
president of the Americas at Tech Data to join
large account reseller Insight Enterprises as CEO. The move comes at a
crucial time, for both Insight and the IT industry as a whole, as they position
themselves to emerge from one of the most difficult economic downturns in
Lamneck recently spoke with Channel Insider about the opportunity at Insight
Enterprises and some of the challenges ahead. Here’s are excerpts of that
Channel Insider: Why the move to Insight?
Ken Lamneck: I think it was a great opportunity. I’ve had a lot of
respect for Insight. I’ve known the company and respected them. It will be a
privilege to lead that company. Tech Data has been great to me. But this was a
significant opportunity for me.
Channel Insider: What are some of the goals for Insight Enterprises when
you take over?
Lamneck: I think the primary thing everyone is looking for is rejuvenating
sales growth. Everyone wants profitable growth. That’s the primary objective
that companies have this year.
I have a strong operational and execution background. As a distributor you have
to have your doctorate in that in order to be successful. And I can certainly
help as Insight has made some acquisitions of Calence and Software Spectrum.
I’ll be working on integrating them into the company and making sure we have
the right sales engagement model that is most efficient for customers and
Channel Insider: What’s your approach?
Lamneck: There’s a wealth of knowledge that my Insight teammates
I will be working to understand all the perspectives from the Insight team, and
then look at issues where we are not executing best in class, and how can we
address those issues so that we could become more efficient. When you adjust
efficiency areas, it gives you an improved customer experience and an improved
Channel Insider: What lessons will you bring from Tech Data?
Lamneck: We’re a very sales- and vendor-focused company at Tech
Data. You’ve got to make sure you are focused on customers and key vendor
partners. Because none of us has a business without our vendor partners. We’ve
got to make sure we are working closely with them and make sure we are bringing
that to customers. And then I will also bring my operational background and
being able to execute as efficiently as possible.
Once I get on the ground, I will look to their IT platform and solutions to see
how we are enhancing those to be more efficient.
Lamneck officially starts at Insight on Jan. 1, but expect him to be on duty
for the Insight-sponsored
Insight Bowl 2009 on Dec. 31.