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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 vendors is CDI betting on for 2022 and beyond?

Having a commercial model for on-prem infrastructure that feels like the commercial model of the public cloud in terms of pay as you utilize – you’re seeing a lot of activity in this space. Dell is coming out with Apex in that space, obviously HPE with GreenLake, Pure Storage has very similar services -- so the companies that get that right will make a significant impact. The customers want that. The channel community is working with the with the vendors to get that right for the client, get it right from a capital perspective, and get it right from the channel partner. I’m seeing a lot of progress there with some of the companies we just mentioned.

We’re going to continue to bet on ServiceNow because it brings a ton of value to the workplace and the workflows. [ServiceNow CEO Bill McDermott] said something along the lines of, ‘Behind every great experience is a great workflow.’ And that’s true and there’s a lot that we can do to digitally transform our customers in that space.

Security is always interesting because there’s so many companies so it’s tough to single out one or two. I think we’re betting on ourselves there with some of our managed security offerings and the controls assessment.

Cisco remains a critical partner to us and to our customers. They’re incredibly strategic to many aspects of our client’s infrastructure.

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