PCM Hires CompuCom, SHI Sales And Services Superstars As The Company Chases More Growth

PCM has hired CompuCom Executive Vice President of Professional Services David Hall and SHI Senior Vice President Keith Joseph to supercharge the fast-growing solution provider's lifecycle services and commercial inside sales practices.

PCM CEO Frank Khulusi told CRN that a minor reorganization has resulted in the departure of commercial sales leader Tom Ducatelli and endpoint technology group leader Brian York from the El Segundo, Calif.-based company, No. 28 on the CRN Solution Provider 500. Ducatelli and York left PCM last week, Khulusi said, while Hall and Joseph started at the company Monday.

"We're always going to be fine-tuning our process," Khulusi said. "We like to stay one step ahead of the competition."

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Khulusi said PCM is looking to significantly increase its capabilities by bringing in people to widen the company's technology and sales expertise. PCM saw sales grow by 44 percent in its most recent quarter thanks to the fact that it acquired three companies in 2015 with combined revenues totaling $1.3 billion. In the last 12 months, the S&P 500 Index has gained more than 18 percent but PCM's stock price has climbed to over 145 percent, reaching its highest price in more than a decade.

"PCM is going to be a dominant force in the industry for a long time to come," said Tom Ducatelli, the company's former executive vice president of commercial sales. "I was proud of my time there, and pleased with the success we had."

David Hall comes to PCM after 27 years leading professional services, integration services, managed services and consulting for Plano, Texas based CompuCom, No. 23 on the 2014 CRN SP 500. He will be in charge of PCM's lifecycle services business, tasked with overseeing the services organization around the company's mobility-centric solutions, data center networking and Wi-Fi practices.

PCM President Jay Miley praised Hall's knowledge across many technology categories and deep relationships with key vendors and end users. Khulusi, meanwhile, said he was impressed by Hall's steady hand behind the wheel during both periods of hypergrowth and periods of adversity for CompuCom.

A CompuCom spokesperson said David Hall left the company at the end of December and is being replaced on an interim basis by Andy Deltuvia, vice president of professional services.

Keith Joseph, meanwhile, joins PCM after nine years as a sales general manager and senior director at Somerset, N.J.-based SHI, No. 13 on the CRN SP 500, and nine years as a regional sales manager at Lincolnshire, Ill.-based CDW, No. 5 on the CRN SP 500. He will be working for PCM's inside sales business inside the company's commercial sales organization, which is led by Michael Rapp.

Miley said PCM was impressed by Joseph's track record leading large inside sales organizations toward hyper-growth, while Khulusi praised Joseph's resume, commitment to culture and deep experience across multiple aspects of business.

"We're looking forward to having a great year with them," Miley said.

Tom Ducatelli's and Brian York's departures, meanwhile, came about as a result of structural changes in PCM's Endpoint Technologies and Commercial Sales organizations. Ducatelli was with PCM for 18 months while York was there for three years, spending the first 1.5 years as senior vice president of services before transitioning into the newly-created senior vice president of endpoint technologies role.

"The executive team at PCM is incredibly tenured and incredibly solid," York told CRN. "I'm leaving some really good people."

PCM's Endpoint practice – which includes endpoint, mobility, digital signage, point-of-sale, print and volume-oriented business – is being broken up by functional area, Miley said. Hall will take stewardship of the services capabilities while the endpoint vendor management responsibility will fall under the purview of marketing leader Adam Shaffer. Both areas had previously been led by York.

"PCM wants to have one consolidated service organization that spans all the way from networking to end-user computing," said York. "It was time for them to structure things differently, and as a result, it was my time to provide value elsewhere … It was an extremely amicable thing."

As a result of consolidating the services organization, David Hall's reach will extend into the data center and networking portions of PCM's Advanced Technologies group, which is led by Herb Hogue. Khulusi said Hogue would play a large role in bringing the cloud expertise of Calgary, Albert-based Microsoft Gold partner Stratiform, which PCM acquired last week, to the U.S.

Meanwhile, Rapp will lead the combined inside and field sales teams for PCM's commercial practice, which accounted for nearly 80 percent of company's $585 million of revenue last quarter. Ducatelli was brought in 18 months ago to lead PCM's field sales organization, but ultimately ended up integrating hundreds of salespeople from the December 2015 acquisition of Systemax's TigerDirect business.

"You can't have two Type A sales leaders running around in the same organization," Ducatelli said. "This is the right business decision."

Ducatelli said he helped integrate 700 TigerDirect account executives from across the United States and Canada, with a focus on training them in Microsoft and Cisco technologies and teaching them how to sell to businesses rather than consumers. He also on-boarded 120 account executives at PCM's brand new outbound sales center in Rio Rancho, N.M., which will eventually employ some 300 account execs.

York, meanwhile, said he shepherded PCM's Endpoint Technologies organization to more than 30 percent sales growth in 2016. This was done, he said, by aligning the company's internal services portfolio to the programs and portfolios of the company's manufacturers and taking a holistic approach to the company's sales and services capabilities.

"Structurally, we had a lot of flexibility to do that over the past year and a half, and we took advantage of it however we could," York said. "I will carry that solutions approach with me wherever I go."