PCM President: Reorganization Is Next Step In Transition To 'Solutions And Services Powerhouse'

Say hello to the new PCM. Long recognized as one of the channel's direct marketer heavyweights, the El Segundo, Calif.-based company officially rolled out a reorganization plan that aims to transform it into a cutting-edge "solutions and services powerhouse" focused on advanced technologies, software and services.

PCM President Jay Miley revealed the changes in an internal email to employees Monday, a copy of which was viewed by CRN. In the email, Miley said the company would be reorganizing, rolling out a new go-to-market framework and a series of leadership changes that will continue the "transformation of PCM into an undisputed, leading solutions and services provider."

"There is a tremendous amount of conversation in our industry around the role the reseller plays in enabling customers to fully leverage the power of technology. Businesses like ours must evolve to more effectively play this role or we run the risk of no longer being relevant to customers or vendors. Here at PCM, I believe we have had the correct vision and understanding of these market forces," Miley wrote in his letter to employees.

[Related: PCM Reorganizes Sales Divisions, Hires Two Former Top Zones Execs To Lead Sales, Marketing]

As part of the reorganization, PCM has created three new organizations: the Advanced Technologies Group (including data center, networking, security and Microsoft solutions), the Endpoint Technologies Group (including endpoint, mobility, digital signage, point-of-sale, print and volume-oriented business), and the Managed Technologies Group (including cloud and managed services). The groups will all report directly to Miley and include their own engineering, post-sales services delivery and vendor management teams.

Herb Hogue, currently senior vice president of services for En Pointe, which PCM acquired in March, will lead the Advanced Technologies Group. Brian York, currently senior vice president of services for PCM, will lead the Endpoint Technologies Group, and Stephen Moss, currently president of services, will lead the Managed Technologies Group.

The changes will break down group silos and build a more "effective, focused and agile organizational structure," Miley wrote. By doing that, Miley said PCM can ensure it has the right approach to drive growth in a world that is moving away from the traditional reseller model.

"These changes are designed to ensure that we have the right go-to-market structure and leadership to accelerate our growth and market relevance. To improve our ability to deliver the level of solutions capability required to become a primary, trusted adviser and provider in the technology marketplace, I am seeking a more effective, focused and agile organizational structure. ... Since we are striving to win big, we need to be ruthless about where we place our bets. Going forward, these will be heavily weighted toward the markets where we believe the customers and best opportunities reside," Miley wrote.

In addition to new business divisions, PCM revamped its executive lineup, promoting internal leadership to new positions and landing key executives from some of its top competitors. Former top Zones and Ingram Micro executive Anne Wilcox has joined the company, Miley said, as senior vice president of marketing, starting July 6. Also from Zones, Miley revealed the addition of Tom Ducatelli as executive vice president of commercial sales. Ducatelli most recently served as vice president of sales and business development at Zones.

PCM also announced internally the promotion of Sean Mollett to a new position of senior vice president of vendor operations, reporting to Miley, as well as Kris Rogers, currently senior vice president of category marketing, to senior vice president of business development. Michael Rapp, president of En Pointe, will also take on responsibility for PCM's software sales specialist teams. Regina Manfredi, senior vice president of corporate sales and software, will be leaving the company.

With the changes, Miley said that he is "100 percent committed to more rapidly driving our strategic transformation and hyper growth and profitability goals."

He said he expects to see a return on investment from the reorganization within the next six months and said employees can expect additional announcements about the company's transformation over the next 45 days.

PUBLISHED JULY 10, 2015