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CDI’s New CEO Rich Falcone Talks ‘Change Or Die’ Motto, M&A

“We’re adapting to what the market’s doing. We’re pushing our competition out. Quite frankly, we’re share shifting, we’re growing and that’s exciting to people. Change or die is real,” says CDI’s new CEO, Rich Falcone, in an interview with CRN.

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What do customers want that CDI can provide that another channel partner who hasn’t adapted to change yet, or even large vendor, can’t offer?

Customers ideally would like to speak with one firm through that lifecycle, and through that experience, and we see a lot of our competitors can only compete in aspects of it. Maybe they know VMware really well or maybe they know ServiceNow really well -- there’s not a lot that know both really well. In many cases, those two products can combine for a better experience for that developer to access his environment, leverage VMware, leverage service portal, leverage ServiceNow, etc. So we just see a gap.

Then on top of that, customers now want a lot of these things managed. So our managed ServiceNow product is our fastest growing managed services product. It’s our number one seller from an MSP perspective. That was a market where there was a gap. … Back to the change or die theme, it’s something we came out with just a few years ago that now it’s our number one revenue producer for managed services.

If I look at the market, I see a lot of frustrated clients who are frustrated with their legacy partners, not personally, just with their inability to get them where they need to go in this new, multi-cloud digital transformation world we’re living in. So it’s a great opportunity for CDI to provide those solutions to those clients and more opportunity for our people to learn different technologies across the businesses. We’ve always had a great change or die culture, but now the way the market is changing and the pace it’s changing, it’s more important than ever.

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