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Southern Oregon University

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Title: Southern Oregon University


1
  • Southern Oregon University
  • School of Business
  • February 19, 2008
  • Dave Robino

2
My Assignment
  • Insight Enterprises, Inc.
  • The Role of the Board of Directors
  • How I got where I am

3
My Assignment
  • Insight Enterprises, Inc.
  • The Role of the Board of Directors
  • How I got where I am

4
Insight at a Glance
  • Founded in 1988, headquartered in Tempe, AZ
  • 3.8 billion revenue in 2006
  • 4.8 billion revenue in 2007
  • Over 4,500 employees worldwide
  • Leading provider of computing products, software
    and advanced IT services
  • 300,000 skus, billions of dollars in virtual
    inventory
  • 18,000 software titles from 3,700 publishers
  • Worlds largest software reseller
  • Serve Enterprise, SMB and Public Sector clients
  • Serve in 170 countries

5
Insight at a Glance (cont.)
  • Software lifecycle support for a majority of
    Fortune and Global 500
  • No. 1 ranked Microsoft reseller in the world
  • Microsoft Gold Certified Partner
  • HP Platinum Partner
  • Cisco Gold Certified Partner
  • One of IBM's top business partners 16 years
  • Premier Lenovo Business Partner

6
Record of Growth
7
Strategic Opportunity
  • Insight can continue to grow profitable market
    share through continuing its transformation to an
    IT solutions company and by capturing the
    differentiated position of a Global Value Added
    Reseller (G-VAR).

8
A People Business
Teammate Relationships
In today's marketplace, the focus of competition
has shifted from what companies do, to how they
do it!
9
Evolution of Vision
Insights Old Vision is
To be the best source for computer products and
services for business.
Insights New Vision is
To be the trusted advisor to our clients, helping
them enhance their business performance through
innovative technology solutions.
10
Strategy
Insight IT Products Provider
Insight IT Solutions Provider
Solutions are not what you sell, but how you
sell
11
Client Conversation Historical View
Hello, I am calling from Insight and I wanted to
know if you had any plans to buy some IT
products?
Desktops
Notebooks
Servers
Accessories
Networking
Software
300,000Products
12
Client Conversation New Strategy
Hello, I am calling/visiting from Insight
Enterprises, can I ask you a couple of specific
questions about your IT infrastructure relative
to security?
Greater Share of Wallet and Increased Client
Loyalty
13
Insights Culture Transformation
  • Transactional Relationships
  • Products Solutions
  • Sales Led Marketing Led
  • Entrepreneurial Process Discipline
  • Silo Management Horizontal Mgmt
  • Customer Service Client Satisfaction
  • Employees Teammates

14
Key Changes To Drive Transformation
1Q 2005
2Q 2005
3Q 2005
  • New Organization Design
  • New Chief People Officer
  • New Chief Information Officer
  • New Monthly Client Satisfaction Process
  • New Teammate Satisfaction Process
  • New Chief Marketing Officer
  • New President, Insight U.S.
  • New VP, Insight SMB
  • New Compensation Plans
  • New Skills Development Program
  • Downsized U.S./U.K. Operations
  • New SVP, Insight U.S. Services
  • New Vision and Values
  • New Performance Planning Program
  • New Management Development Approach
  • Restructured Solutions Organization

15
Key Investments To Drive Transformation
Systems
mySAP upgrade
Skills
Insight World Class
Leadership
Management strength and development
Marketing
Increased gross spend by 25
16
Vision
To be the trusted advisor to our clients,
helping them enhance their business performance
through innovative technology solutions.
17
Now A Global IT Solutions Company
Located in 22 countries, supporting clients in
170 countries, 17 languages, 13 currencies
18
Insights Evolved Value Proposition The Global
VAR (G-VAR)
19
Business Results
Sales Growth
3.8 Billion Net Sales in 2006 4.8 Billion in
Net Sales in 2007
Earnings Growth
65.7 Million in Net Earnings in 2006 (37
YTY) 53.2 Million in Net Earnings thru Q3 2007
(8 YTY)
  • Net earnings from continuing operations, includes
    12.5M in expenses
  • associated with stock option review and 2.8M for
    severance expense.

20
Insight Has Captured a Differentiated Market
Position
Represents Insights view on the competitive
landscape across key client requirements
21
The Future is Bright
Forrester forecast
22
My Assignment
  • Insight Enterprises, Inc.
  • The Role of the Board of Directors
  • How I got where I am

23
The Role of the Board of Directors
  • 75,000 feet
  • Ultimate responsibility
  • Policy and broad direction
  • Protect assets
  • Ensure returns

24
The Role of the Board of Directors
  • 50,000 feet
  • Manage the CEO
  • Manage the stock
  • Dividends
  • Splits
  • Repurchase shares
  • Review Financial Performance
  • Review Strategic Plan Performance

25
The Role of the Board of Directors
  • 25,000 feet
  • Audit Committee
  • Financial Reporting
  • Annual Audit
  • Compensation Committee
  • Executive Compensation and Benefits
  • Special programs
  • Nominating and Governance Committee
  • Nominate candidates to fill vacancies
  • Review and Adopt policies related to corporate
    governance

26
The Role of the Board of Directors
  • 100,000 feet
  • The Duty of Care
  • The Business Judgment Rule
  • The Duty of Loyalty

27
My Assignment
  • Insight Enterprises, Inc.
  • The Role of the Board of Directors
  • How I got where I am

28
How I got where I am
  • Maytag Operational Fidelity Quality
  • Pepsi Human Impact on a Brand
  • A.C. Nielsen International Information
  • ATT Billions, not millions Pipes
  • Gateway Total transformation Equipment
  • Memec Distribution (semi-conductors)
  • Insight Distribution of all IT

29
How I got where I am
  • Set Goals Beyond the Horizon
  • Take the Time to Prepare
  • Work Hard to Contribute
  • Say what you Mean Mean what you Say
  • Take Responsibility and Take Risks
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