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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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Why has there been so much M&A consolidation in the channel in recent years, like how CDI bought four companies in just one year?

Think about it. Why didn’t they have their business be acquired five years ago? Why was it this year?

A lot of what’s happening is the pace of change is tough to keep up with, but you have to because that’s what the customers are doing. They’re moving to these hybrid cloud, digitally transformed models. They’re moving to digital workflows. They’re moving away from spreadsheets and emails, and wanting everything be a digital experience. They’re moving to put the workload where it makes sense: on-prem, off-premise, public cloud, hyperscaler, etc. and let business logic and automation drive that outcome. It’s just difficult for a lot of companies to meet these needs and it makes sense to partner sometimes at that point.

Our M&A has been a win-win. CDI is having tremendous growth this year across all the businesses. We’re looking at potentially 20 percent growth this year overall. That’s great and that’s coming off our best revenue year ever for all the individual organizations.

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