Depth Over Breadth

DB: What we’re saying is, let’s start with the customer. Remember those 29,000 Insight customers out of 34,000 [that do more than $100 million in revenue] that I mentioned? While those aren’t completely overlapped, let’s say we’re doing some level of business with half of the possible customers in our universe more or less. Our market growth is about depth and not breadth. Going and finding the other half is a fool’s errand. We’ll always add more customers, but that’s not really where our growth is going to come. Going into customers where we’ve got 1% market share and going into 10% because we can combine is the opportunity. That’s how we can really advance the ball in what we do. Our goal with services is to say, “Let’s start with the relationship we want to have with the different types of customers. Let’s be the right Insight for that type of customer. And let’s build a services portfolio that drives depth in that relationship.”