New Insight CEO Faces Geography, Services Challenges

Lamneck was named CEO of Insight Enterprises, a $4.9 billion solution provider based in Tempe, Ariz., starting Jan. 1, 2010.

"The opportunity to be CEO is a significant opportunity. I have a lot of respect for Insight, I've known them over the years. I think they're extremely well positioned in the channel," Lamneck said Thursday.

Lamneck was chosen by the three-member search committee and spent the last few weeks finalizing his package, he said. His hiring surprised many channel observers, who thought that Insight would retain interim CEO Tony Ibarguen on a full-time basis.

According to one channel executive, Ibarguen told a room full of vendors at Insight's partner conference last month in Scottsdale, Ariz., that with a good quarter, they could help him get the job.

"Now, he may say now that he was joking, but I don't think so. We all felt he wanted it," said the executive, who asked not to be named.

Lamneck said he didn't talk during negotiations to Ibarguen, who was not part of the search committee. Insight's board may have selected Lamneck because of respect for the operational discipline that direct marketers like Insight have with distributors like Tech Data, Lamneck said.

"They were looking to bring that skill set to their business. I think they're pleased with the focus and reputation [I have] on the sales and product marketing side, and the vendor side as well," Lamneck said.

Lamneck is relocating from Florida's Gulf Coast to Arizona, where he will begin meeting with customers and employees, he said.

"One of the nice things is there's good overlap with the vendor partners. That's not a new relationship that needs to be forged," he added.

Next year, Lamneck will also tackle starting up a hardware business in Europe, where Insight has a strong software presence after acquiring Software Spectrum. "I'll be spending a good amount of time understanding how to address that. That's a big opportunity and it's an important part of the early agenda," he said.

In addition, Lamneck faces hurdles trying to integrate Insight's legacy product business with more value-added services, such as those picked up by Insight's acquisition of networking solution provider and managed services provider Calence.

Finally, Lamneck said that his Tech Data background won't mean that distributor has a leg up in doing business with Insight in the future.

"We'll do the rational thing. There's good relationships already forged with how products are procured. My intent will not be to change those. That wouldn't serve our purposes at all. Certainly, I think Tech Data would understand that as well. Our relationship doesn't change at all just because I'm going there," Lamneck said.

"We believe the channel exposure will be a key positive for Insight as Lamneck clearly understands the industry." he added.

Lamneck was also instrumental in improving the Americas region at Tech Data and has a reputation as a strong operator. This is an area of need for Insight, which has suffered from a plethora of internal execution issues over the last few years," Alexander wrote in an e-mail Thursday.