Dell’s Joyce Mullen Jumps To Insight: 5 Big Things To Know

From financial compensation to her career at Dell Technologies, here are the five most important things you know about Joyce Mullen joining channel powerhouse Insight Enterprises.

Insight Enterprises Hires New North American President In Joyce Mullen

Insight Enterprises was able to nab one of the industry’s most experienced channel leaders in Joyce Mullen, whose financial compensation could exceed $5 million in her first year at Insight.

“I couldn’t be more excited by the opportunity to join this exceptional company,” said Mullen in a statement. “I’ve had a first-hand view of Insight’s rapid transformation over the past few years, completing strategic acquisitions, broadening its solutions portfolio and scaling to serve more clients. However, the deciding factors for me in joining Insight were its strong solutions portfolio and its inclusive culture and values orientation.”

Mullen was previously Dell Technologies’ worldwide global channel chief, responsible for driving more than $50 billion in channel sales for the company. Next month, she will become president of Insight’s North America business.

Here are the five most important things to know about Insight’s hiring of Mullen.

Insight’s Five Biggest Vendors

Insight’s top five vendor partners last year were Microsoft, Dell Technologies, Cisco, HP Inc. and Lenovo, according to a 10-K filing with the U.S. Securities and Exchange Commission in February. In 2019, Insight generated net sales of $7.7 billion, up 9 percent compared with 2018.

In terms of vendor revenue, Microsoft products accounted for 16 percent of Insight’s total net sales last year, followed by Dell products at 11 percent. No other vendor’s products accounted for more than 10 percent of Insight’s net sales last year, according to the SEC filing. Combined product sales from Cisco, HP and Lenovo accounted for roughly 24 percent of Insight’s total net sales in 2019.

With the hiring of one of Dell’s longest-tenured executives in Mullen, it will be interesting to see if Dell sales increase and if sales from Dell competitors—such as HP and Cisco—stay the same.

Mullen’s Financial Compensation Could Exceed $5 Million

According to an Insight Enterprises 8-K SEC filing on Sept. 17, Mullen will receive a one-time grant of RSUs (restricted stock units) with a value of $3 million as well as a one-time relocation benefit of $500,000.

Her annual base salary at Insight will be $600,000 when she begins next month, according to the SEC filing.

Additional financial benefits include eligibility to participate in annual equity-based compensation awards with a value of $1 million, according to the SEC filing. Lastly, Mullen will be participating in the company’s 2020 cash incentive compensation plan with a target incentive bonus of 100 percent of her base salary.

Mullen’s Channel, OEM And Distribution Expertise

Mullen’s career with Dell Technologies dates back to 1999 when she first joined Dell, well before the company’s acquisition of EMC in 2016.

She held various vice president and top-level executive positions over her 21-year tenure at Dell with her later years focused on global alliances, OEMs and channel partners.

Soon after Dell closed its blockbuster $67 billion acquisition of EMC, she took the reins as worldwide channel chief for Dell Technologies with her official title being president of global channel, embedded and edge solutions. Mullen played a critical role in driving channel sales to over $50 billion as she was responsible for Dell’s massive channel strategy, partner programs, solution provider enablement and channel sales execution along with Dell’s relationships with OEMs and distributors.

Her close relationships with OEMs, distributors and Dell customers as well as top-notch industry knowledge will likely help Insight capture new customers.

Why She Left Dell

In an interview with CRN in July, Mullen said the main reason for leaving Dell after 21 years was to pursue a new opportunity at a smaller company inside the IT industry and that she had nothing but respect for Dell.

“I’ve been able to contribute to making Dell Technologies the great company that it is. When I stepped back and talked about it with my husband and my kids, it became really clear that I want to go be a member of a very senior leadership team at a smaller company and do it again—make another company really terrific. I’ve had a great opportunity at Dell Technologies, and I’m really grateful for that, but I want to do it again at another company,” said Mullen at the time.

“Dell Technologies is never going to stop innovating, is never going to stop listening, it’s never going to stop trying to improve [its] processes, programs and effectiveness. Partners should bet on Dell,” said Mullen. “I loved [my time at Dell] and I loved meeting each and every one of our partners. I hope to work with them again in some other capacity.”

Although Mullen did not land at a startup, Insight is a smaller company compared with Dell. She will also be working closely with Dell “in some other capacity” in her new position at Insight. Her final day at Dell was on Aug. 14.

‘We Have Found An Exceptional Leader;’ Mullen’s Start Date

Insight President and CEO Ken Lamneck (pictured) is a channel superstar in his own right, having led the company for more than a decade into a $7.7 billion solution provider powerhouse that ranks No. 15 on CRN’s 2020 Solution Provider 500 list.

Lamneck praised Mullen as a leader who will drive net-new sales and give Insight a leg up over the competition.

“We have found an exceptional leader to take our North America business into the future,” said Lamneck in a statement. “In addition to her engaging leadership style, far-reaching expertise in technology services and solutions and sales acumen, Joyce has established strong relationships within our organization, which will facilitate a quick assimilation into our business.”

Mullen’s official first day as Insight’s president of North America will be Oct. 26.