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The Insight-PCM Deal: 6 Big Things You Need To Know

The $581 million blockbuster will create a $9 billion solutions juggernaut, as Insight gains more than 4,000 employees and 40 locations.

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‘Fewer Throats To Choke In The Channel’ With Deal

Martin Wolf, president of martinwolf M&A Advisors of Walnut Creek, Calif., one of the top channel investment advisory deal-makers, said the acquisition “reaffirms” Insight’s position as a market leader. Insight vendors and customers will “love” the deal, said Wolf.

“There are fewer throats to choke in the channel with a deal like this,” he said. “At the end of the day, resellers, VARs and solution providers serve customers and vendors. Insight just became a lot more meaningful to a big piece of their constituency.”

Bob Venero, CEO of Holbrook, N.Y.-based solution provider Future Tech, No. 101 on the CRN SP500, said he sees the consolidation as inevitable for publicly held SP500 companies trying to beat the quarterly sales shot click.

“Publicly held solution providers are under a lot of stress to hit their marks and their numbers,” he said. “A lot of times the only way these companies can grow at a double-digit rate is to make an acquisition. Over time it gets harder and harder for them to keep the quarterly sales shot clock running the way it should be.”

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