This company doesn't know who they want to be and doesn't know where or how they fit in the market.
Insight started out as a reseller. Then they acquired SI capabilities and eventually moved into digital transformation work and "consulting" -- this was layered over their hardware, software, and licensing reseller business.
Account Execs. owned -- and still owns on a lot of accounts -- the client relationship, often times not partnering well with teammates selling solutions and services -- sometimes downright adversarial and combative.
Leaderships strategy for go-to-market was essentially to have solutions execs. sell solutions and services to clients, while partnering with pre-sales SMEs who would help scope projects and draft proposals and SOWs. To do so, leadership created a process-heavy workflow that leverages online forms and clunky CRM services workflows. Eventually, Salesforce services cloud was adopted to help manage and streamline the process, which admittedly improved, but still is glacially slow compared to any other SI or consulting firm I've ever worked for.
Long story short, go-to-market failed as a "solutions integrator", and so rather than hire leaders with real consulting experience to help, they simply fell back onto what Insight leadership only knows: being a reseller. This resulting in another massive reorganization that was not only immensely disruptive, but also immensely demoralizing. Did I mention leadership keep moving the goal line on quotas and pay, resulting is lower overall pay.
The C-suite and executive leadership is horrendous. They all come from mediocre companies and mediocre or worse schools, exception being the CEO, but she came from Dell, which isn't SI or consulting. Speaking of, with the exception of maybe one exec., no senior leaders have any real SI or consulting experience, which is reflected in the company's poor go-to-market strategy and long-term strategy -- continual crash and burn.
Finally, senior leaders simply cannot be trusted. Their own self-interests prevent them from doing what's right. A large part of that is due to the ax being over their necks -- they're a few bad quarters away from having their heads roll. As with most corporations, it's all about quarterly earnings. Never mind market shifts and contractions. It's growth at all cost no matter what. Those unrealistic expectations roll downhill in the form of wildly unrealistic sales quotas, The result is an atmosphere of uncertainty and fear -- rightfully so. Insight is quick to fire people to reduce costs.
