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Insight Enterprises' Burger: Solutions Integrator Vision Will Double Customer Share

"I want to focus on picking a set of things that we're absolutely great at – not just running the inventory list," Dee Burger told Channel Futures.

James Anderson

January 24, 2023

10 Slides

For Dee Burger and Insight Enterprises, cornering the newly minted solutions integrator market requires narrowing the partner’s focus.

So said Burger, who joined Insight in May 2022 as the president of its North America segment. He joined the company after a 29-year stint at Capgemini, where he led multiple business units. He said he moved to Insight partially due to its vision to establish itself as a leading solutions integrator whose capabilities span from consulting to design to installation to management to analytics.

Burger said although many partners can handle individual aspects like sourcing or managed services, his new company can bring them all together.

“There’s nobody with the level of balance that we have across those categories. It gives us a unique ability to help many, many different types of customers out there,” he told Channel Futures in a recent interview.

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Insight’s Dee Burger

The 35-year-old publicly traded company has evolved from the label of a traditional value-added reseller in the last decade. Insight in 2015 acquired technology architecture firm BlueMetal with the stated goal of adding more services geared toward customer experience. Insight went on to acquired a cadre of managed service providers, consultancies, cloud service providers and other partners over the last seven years. CEO Joyce Mullen in 2022 detailed a five-year plan to turn Insight into a solutions integrator.

Multiple MSP 501 wins have helped validated the transformation the company is making.

Focused Investments

But in order to achieve that solutions integrator identity, Insight will be focusing on “depth and not breadth,” Burger said. That means narrowing the vendor portfolio to the technologies it does best and focusing on cross-selling services into existing customers.

“It doesn’t mean everything else goes away. We’ll still do that. But in terms of where we’re going to bet, invest, focus, measure and incentivize the team, it’s going to be a pretty select set of things,” he said.

Burger sat down virtually with the Channel Futures to discuss why he joined Insight, what he means by “solutions integrator” and why he believes Insight is primed to accelerate its investments in 2023 despite a beleaguered macroeconomy.

Scroll through the 10 images above to view the Q&A, which Channel Futures has edited for length and clarity.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.

 

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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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