In This Section

Executive Perspective

The martinwolf  Executive Perspective is a monthly publication featuring a thought-provoking interview with a leader in the mid-market space. Previous interviewees range from sectors across the IT industry, from SaaS to technology hardware companies.

JOHN WOZNIAK

February 2017

CEO

SMS | CURVATURE

February's issue of Executive Perspective features John Wozniak, CEO of SMS | CURVATURE. John details the growth of SMS and his role in the company's global expansion. He also gives us an exclusive look forward into the future for SMS | CURVATURE as a combined organization, from its initial motivations to its focus in 2017. The interview also looks beyond SMS | CURVATURE to explore what 2017 means as a "year of change" for the broader IT industry, the growing role of private equity in the services space and the ongoing effects of the rise of the cloud and other major trends that affect today's solution and services providers.

To read the complete interview, click here.  


BOB FALETRA

November 2016

CEO

The Channel Company

November's issue of Executive Perspective features Robert Faletra, CEO of The Channel Company. Bob has more than 30 years of experience in the channel and has witnessed firsthand many of the shifts and developments that have transformed the industry. In the wide-ranging interview, Bob takes us on a historical tour of the channel, sharing some of his memories interacting with and reporting on the visionaries who shaped the technology industry. He addresses some of the differences between the initial tech giants and today's leaders, and addresses how the concept of "the channel" has fundamentally evolved to be what it is today.

To read the complete interview, click here.  


Mark Marron

October 2016

CEO & President

ePlus

October's issue of Executive Perspective features Mark Marron, CEO and President of ePlus. Named to the CEO and President position on Aug. 1, Mark is a 30-year industry veteran with extensive experience in the solutions and services industry. ePlus has been in business for 26 years, and Mark begins by walking us through some of the most significant industry transformations it has experienced in that time. He details how the company has responded both to technological shifts and changing economic conditions - and what opportunities he sees for ePlus and other solution providers in 2017.

To read the complete interview, click here.  


Rune Syversen

September 2016

Founder & CEO

Crayon Group

This month's issue of Executive Perspective features Rune Syversen, Founder and CEO of Crayon Group. The company is a leading provider of software asset management, cloud and volume licensing, and associated consulting services. In the interview, Rune discusses the history of Crayon, outlining the challenges the company faced as it grew first into a regional Nordic leader and then into a global player. The conversation also touches on major trends affecting IT companies today, from changes in vendor incentive programs to the broad industry shift to the cloud and its implications. Rune also shares his thoughts on how Brexit and other economic considerations affect Crayon's growth strategy.

To read the complete interview, click here.  

Frank Khulusi

August 2016

CEO & Chairman

PCM

This month's issue of Executive Perspective features Frank Khulusi, Chairman of the Board and CEO of PCM. The company is a leading provider of technology products, services and solutions from many leading vendors and generated net sales of nearly $2.0 billion in the twelve months ended June 30, 2016. In the interview, Frank describes what it means and what it takes to be the fastest grower in his space, from strong partnerships with leading vendors to building out deep expertise in the solutions that matter most to customers. He describes some of the biggest changes he's seen in the technology industry throughout his tenure, and how they have affected the growth and development of PCM.

To read the complete interview, click here.  

Gustavo MÖller-Hergt

July 2016

CEO & Chairman

ALSO

This month's issue of Executive Perspective features Gustavo Möller-Hergt, CEO and Chairman of the Board of ALSO Holding, AG. ALSO is a solutions aggregator and distributor with revenues of approximately €8 billion, operating in 15 European countries. In the interview, Gustavo provides a comprehensive look at the European IT supply chain and some of the major changes that are underway, from the rise of the cloud to geopolitical considerations like the recent Brexit decision. He also provides a unique perspective on the requirements for running a global business, including dealing with various regulatory considerations and how having vendors in multiple markets fuels a diverse set of offerings. .

To read the complete interview, click here.  

Mike Sheldon

June 2016

President and CEO

Curvature

This month's issue of Executive Perspective features Mike Sheldon, President and CEO of Curvature. Mike began his career at Curvature in 2001 and was named CEO in 2006. Over the course of his tenure, Curvature has continued to expand its operations, and today employs more than 600 people in the United States, Europe and Asia-Pacific. In the interview, Mike describes the history of Curvature and how the company adapted its business model to succeed despite the volatility of the IT market. He goes into the requirements for being successful in the third-party maintenance space, and how the entire space is being transformed by consolidation among both vendors and solution providers.

To read the complete interview, click here.  

Firoz Lalji

May 2016

CEO, Chairman and Co-Founder

Zones

This month's issue of Executive Perspective features Firoz Lalji, Chairman, President, CEO and Co-Founder of Zones, Inc. Firoz has overseen the company's growth and development into a global solutions provider throughout its 30-year history, and he offers a unique perspective on the future for the solution provider space. In the interview, Firoz describes some of the most significant shifts and trends he has observed throughout his time at Zones, outlining how the company has responded to the rise of cloud, convergence and other disruptive factors. He sees the rate of innovation as having "increased astronomically," creating multiple opportunities for all types of solution providers. Firoz also talks about what he expects to see in the channel going forward, identifying significant growth areas that have the potential to transform the industry.

To read the complete interview, click here

Mont Phelps

April 2016

CEO

NWN

This month's issue of Executive Perspective features Mont Phelps, CEO of NWN Corporation. Following a career at DuPont and at Bayer Corp., Mont has led NWN through a period of expansion and dramatic growth. In the interview Mont goes through his unique background and how it prepared him to transform NWN from a VAR to a cloud solution provider. He describes the technology industry as "the best industry in the world": it is "pervasive, always in transition, and favors well-managed organizations that know how to constantly evolve or adapt." Mont also talks about what it means to be a cloud solution provider, including what customers are saying today and how the broader industry shift to the cloud is reshaping relationships with both customers and vendor partners. He closes by explaining how NWN is working with private equity partner New State Capital Partners, and addressing what next steps we can expect as NWN continues to grow.

To read the complete interview, click here

Ken Lamneck

March 2016

President & CEO

Insight

Ken holds more than 20 years of industry experience, having begun his career as an engineer at IBM following five years in the US Army. He rose through the ranks at Arrow Electronics, becoming president of the company's Industrial Computer Products business. Following a period as President of the Americas for Tech Data Corp., Ken joined Insight in 2010. In the interview, Ken discusses what inspired him to begin a career in the IT industry, and how today's economic conditions have shifted the landscape - especially for small businesses who are now empowered to "compete like they've never been able to before." Ken also goes into detail about the cloud, big data and analytics, Internet of Things, and the effects that they and other items in the news are having on Insight and other solution providers.

To read the complete interview, click here

Don Doctor

February 2016

CEO

CompuCom

Don Doctor is CEO of CompuCom, responsible for providing global leadership and operational excellence to advance CompuCom’s mission. Don shapes and executes CompuCom’s strategy, enabling it to deliver "best-in-breed" IT services and solutions to its clients and harnessing the company’s people, culture, capabilities and portfolio to pursue market opportunities that drive growth. In the interview, Don walks us through his background and describes the changes he has seen over his more than 20 years of experience in the channel. He also goes into detail regarding the rise of the cloud and how it affects traditional solution providers and their clients.

To read the complete interview, click here

Bob Cagnazzi

January 2016

President and CEO

Presidio

Bob Cagnazzi is President and CEO of Presidio, a $2.5 billion US-based IT solution provider. He joined Presidio in February 2012 following the acquisition of his company, BlueWater Communications Group. Bob has led numerous technology service organizations, including Dimension Data North America and Integrated Systems Group. In the interview, Bob uses his unique experience to discuss several key issues facing the solution provider community, including the need for and strategy behind M&A activity, the role and benefits of private equity in facilitating growth, and to what extent size matters given the industry's current growth rates.

To read the complete interview, click here

Joe Mertens

November 2015

President and CEO

Sirius Computer Solutions

Joe began his career with Sirius (then known as Star Data Systems) in 1984 and oversaw the company's wholesale and distribution divisions. After those divisions were acquired, Joe spent time at other leading IT companies before returning to Sirius in 2002 and being named president in 2008, and then CEO in 2011. In the interview, Joe shares his unique perspective on IBM, detailing how the company has diversified away from commodity-oriented products and toward the cloud, services, and related technologies. He also talks about what makes Sirius unique, both in terms of its own relationship with IBM and its focus on diversification. Joe also details some of the top market opportunities for Sirius, especially in light of Sirius' new partnership with Kelso & Company. He closes with commentary on today's market and how it affects private equity investment.

 To read the complete interview, click here

Michael Duran

October 2015

Partner

Millstein & Co.

Michael is a veteran private equity investor and leads Millstein's principal investing activities. In the interview, Michael talks about what led him to transition from investment banking to private equity, and how Millstein evaluates potential investments. He provides a behind the scenes look at Millstein's purchase of martinwolf client DLT Solutions earlier this year, detailing what attracted them to the company and what they have in store for the company going forward. Along the way, Michael looks at the opportunities for IT companies operating in the government space, current market conditions and their impacts on Millstein's investment practice, and finally what companies can do to position themselves for investment from a private equity firm

 To read the complete interview, click here

Srikar Reddy

September 2015

CEO & Managing Director

Sonata Software

Founded in 1986, Sonata Software is a publicly traded IT consulting and software services company headquartered in Bangalore, India. Srikar has been with the company since 1986 and has helped build it into one of the largest software systems integrators in India. From the start of the Indian outsourcing concept to the incorporation of higher-end services, Srikar discusses what has been behind the major industry shifts and what opportunities he sees going forward.

To read the complete interview, click here.   

Stuart Fenton

August 2015

CEO

QuantiQ

At QuantiQ, a Microsoft Dynamics Gold partner, Stuart works closely with the Board of Directors and his leadership team to launch new divisions such as CRM and Business Intelligence, develop the organization and engage with clients and vendors on a daily basis. In the interview, Stuart draws on both his current role and his past experiences as President of EMEA and Asia Pacific at Insight Enterprises Inc. to discuss the past, present and future for both services providers and IT solution providers.

To read the complete interview, click here

Tony DiBenedetto

July 2015

CEO and Chairman

Tribridge

With 30 years of experience in the technology services industry, Tony leads the strategic direction, development, and vision of Tribridge, a technology services firm specializing in business applications and cloud solutions. In the interview, Tony shares his thoughts about everything from his experience working with private equity to the past, present and future of the cloud. He discusses the relationship between newer cloud companies and large enterprise companies, and talks about how customers' needs are addressed with the hybrid cloud concept and other recent developments.

To read the complete interview, click here

Vince DeLuca

June 2015

CEO

Logicalis, Inc.

Vince, responsible for the overall strategy of Logicalis, Inc. and responsible for managing the company’s portfolio of solutions and go-to-market offerings, brings a wealth of direct experience in technology services and solutions. In the interview, Vince talks about some of the major challenges and opportunities facing solution providers, particularly concerning the cloud. He also discusses the rise of software and its impact on traditional infrastructure, his thoughts on Cisco's future, and what's behind the M&A strategy for Logicalis.

To read the complete interview, click here

Ken HubbS

April 2015

MANAGING DIRECTOR

Riordan, Lewis & Haden Equity Partners (RLH)

Ken provides his perspective on what private equity firms look for when evaluating potential investments, particularly as many technology firms shift from on-premise software and solutions to recurring revenue-based SaaS models. He finishes by detailing some of the differences between private equity investment and strategic acquisition for firms looking to pursue an M&A transaction.

To read the complete interview, click here

 

Dr. Chen Yuhong

March 2015

CEO and Chairman of the Board

ChinaSoft International

Dr. Chen gives his perspective on the Chinese IT landscape and the opportunities therein, particularly as global currencies and economies are in flux. He talks about how he sees new opportunity in a slowing Chinese domestic market. Dr. Chen shares his predictions for 2015 and beyond, as technology provides the means for what he calls a "mass innovation movement." 

To read the complete interview, click here

 

Orion Hindawi

February 2015

Co-founder and CTO

Tanium, Inc.

An accomplished entrepreneur and inventor, Orion has led the development of security management platforms for over fifteen years. He provides his perspective on what private equity firms look for when evaluating potential investments, particularly as many technology firms shift from on-premise software to recurring revenue-based SaaS models. 

To read the complete interview, click here

 

Richard Leeds

January 2015

Chairman and CEO

Systemax

Richard has been with Systemax for more than 30 years, and in that time he has seen significant transformations in all aspects of the IT industry. In this interview, he addresses the state of the market today, then touches on what's next for the technology industry and how the global business climate affects Systemax's sales. Richard also speaks to how today's focus on cloud computing and cloud technology is an example of the industry "going back to the future."

To read the complete interview, click here

 

 

Jeff Reed

December 2014

CTO

Arrow Electronics

Jeff shares his experiences and knowledge from working with various companies in the IT industry, such as Microsoft and T-Mobile. In this interview, he faces the challenge of bridging the gap between sales and engineering as a CTO. Jeff furthermore details his experience with M&A and gives his perspective on dominant trends in cloud computing.

To read the complete interview, click here

 

 

Rich Fennessy

November 2014

CEO

FishNet Security

Rich Fennessy is the CEO of Fishnet Securities, which just announced two weeks ago that it would be merging with Accuvant to create a new $1.5 billion security solutions provider: one of the year's most significant transactions. Rich provides detailed commentary on both the reasoning behind the transaction and some of the broader market trends facing the IT Security space.

 

To read the complete interview, click here

 

Bill Stone

October 2014

Founder, CEO, and Chairman of the Board

SS&C Technologies

Bill discusses how the evolution of technology has accelerated SS&C's growth and enabled it to vastly expand both its offerings and its accessibility. He also shares his unique perspective on the current state of the economic recovery, the most significant challenges facing the market today and how smaller companies can best position themselves for a potential sale or acquisition.

To read the complete interview, click here

 

Harry Zarek

September 2014

President and CEO

Compugen

Harry founded Compugen, one of Canada's largest IT solutions providers, in 1981. In our interview, Harry shares his thoughts on the industry's evolution since Compugen was founded - and how Compugen has itself changed to capitalize on that evolution. He also touches on the advantages of remaining private, the effects of the consumerization of IT and the growth opportunities in cloud technology.

To read the complete interview, click here

 

Robert Herjavec

August 2014

Founder and CEO

The Herjavec Group

Robert Herjavec, featured in a leading role in ABC's Shark Tank, has built and sold several IT companies to major players including AT&T and Nokia. He recently launched The Herjavec Group (THG), a $125 million managed security company. In our interview, Robert shares his thoughts on the IT industry as a whole and the changes he sees in store, especially in the IT Security and Cloud sectors.

To read the complete interview, click here

 

Matthew Carroll

July 2014

General Partner

Westview Capital Partners

Matt has a long history in the IT space, both from the private equity side and the executive team. WestView Capital is a Boston-based private equity firm focused on lower middle market companies currently manages approximately $1 billion, with 2/3 of their investments fall in what Matt refers to as "the continuum of software and services." In the interview, he provides a unique perspective on the different types of private equity funds, control vs. non-control investments, and the current state of industry valuations.

To read the complete interview, click here

 

William Tauscher

June 2014

CEO and Chairman of the Board

Blackhawk Network

William Tauscher has decades of experience in the IT space, and has witnessed firsthand many major shifts as the industry has evolved from batch computing to cloud computing. He provides his unique perspective on how major tech companies have transformed, from Computerland (which he headed beginning in 1987) to industry stalwarts like Apple and Microsoft.

To read the complete interview, click here

 

Sam Katz

April 2014

Managing Partner

TZP Group

Sam Katz, with over twenty-five years of experience in financial services, gives his prediction on the direction of the US market for 2013 and beyond. He walks us through his thought process in what he looks for in an acquisition, and identifies the key traits that differentiate investments in IT companies.

To read the complete interview, click here

 

Dave MacDonald

January 2014

President and CEO

Softchoice

Dave MacDonald has led the transformation of Softchoice from a software direct marketer to one of North America’s largest providers of technology solutions and services. This work has included the integration of five acquisitions and the formation of a senior leadership team responsible for the company’s transition to a full solutions business model. Dave describes the current opportunity in the Canadian market for solution providers, and explains how he sees cloud computing disrupt traditional IT services lines of business.

To read the complete interview, click here

 

Rob Palumbo

October 2013

Managing Director

Accel-KKR

With knowledge in the software investment banking practice and executive level experience, Rob shares his perspective on what he believes to be the most significant trends that affecting tech mergers & acquisitions in 2013. He also goes on to explain the opportunities in the M&A space from the buyer’s standpoint, sharing advice on what action steps a CEO should look out for when interested in private equity versus a strategic buyer.

To read the complete interview, click here

 

Tim Crown

May 2013

Co-founder and Chairman

Insight

Tim has been in the IT space for 25 years, and has seen Insight enterprises, which began as a hard drive reseller in 1988, grow into a global IT solutions provider with $5.3 billion in revenue. In this issue, Tim shares his perspective on the current state of the economy, and the evolution of Insight’s growth strategy. Furthermore, he explains his use of acquisitions in the company’s growth strategy, specifically for geographic advantages. 

To read the complete interview, click here

Dr. Jiren Liu

January 2013

Chairman and CEO

Neusoft

Dr. Jiren Liu has led Neusoft, a remarkable success story, in maintaining 30% annual revenue growth as the IT industry grows, changes, and matures in the Chinese domestic market. He shares his perspective on innovation in the context of a slowing Chinese economy, and the unique traits of Neusoft’s business model. He gives insight on his M&A strategy, and how it fits into his overall business strategy.

To read the complete interview, click here

 

Tom Richards

July 2012

President and CEO

CDW

Tom Richards gives insight not only on what he believes to be the most significant trends in the IT business today, but also on CDW’s growth strategy. He talks us through his cross-border M&A strategy, as well as how other factors such as cloud, may impact his go-to marketing strategy.

To read the complete interview, click here

 

Ben Eazzeta

April 2012

President and CEO

Rolta

As a top level executive manager at Rolta, multinational technology services provider, for over 30 years, Ben provides his thoughts on the crisis in Europe, the economic future for China and Rolta’s cross-border M&A strategy. He also gives insight in how Cloud alters the company’s go-to market strategy.

To read the complete interview, click here