PCM Reorganizes Sales Divisions, Hires Two Former Top Zones Execs To Lead Sales, Marketing

In a move that will help the solution provider behemoth better align its operations and drive sales around advanced solutions, PCM has reorganized its sales divisions and hired new top-level leadership for its sales and marketing divisions, CRN has learned.

The El Segundo, Calif.-based company's sales will now be organized into three sales divisions under a single lead: corporate sales, medium-large sales and enterprise sales. To oversee those divisions, PCM has hired former Zones top exec Tom Ducatelli as executive vice president of commercial sales. Ducatelli served as executive vice president of sales and business development at rival Zones until February. He will officially start at the company July 15, though the addition was announced internally Monday.

PCM has also added Anne Wilcox as senior vice president of marketing, officially starting June 6. Wilcox also has worked for Zones, where she served as chief marketing officer until January 2013, according to her LinkedIn profile. Both executives will report to new company President Jay Miley.

[Related: Sources: SoftwareONE Is In Talks To Acquire Zones' Licensing Business]

PCM CFO Brandon LaVerne confirmed both moves with CRN in an email. He praised the extensive experience that both executives bring to the table.

"Anne [Wilcox] brings a wealth of experience from the vendor, distributor and solution provider communities and we are happy to have her as part of the Executive team leading the Marketing organization," LaVerne said in the email.

"Tom [Ducatelli] also comes to PCM with a strong technology background from companies including CompuCom, Tech Data and more recently Zones. Tom has a history of building high performing Sales organizations and we are looking forward to his forthcoming contributions," he continued.

Both Wilcox and Ducatelli had worked with Miley in previous positions, Ducatelli at Zones and Wilcox at Ingram Micro.

LaVerne said in the email that the move is part of a concerted push by the executive team, particularly Miley, to make "strategic additions to the organization to drive accelerated growth."

In PCM's most recent earnings call in February, Miley had also talked about shifting responsibility on the sales team as well as realigning business units and sales territories. He said the company has been making big investments in field sales resources, software sales teams and the advanced solutions group. When asked for additional comment on the reorganization, LaVerne said only that the restructure will help the company focus in the areas of "advanced technologies, endpoint technologies and managed solutions."

In an interview with CRN, Ducatelli echoed the sentiment of accelerated growth, saying that the reorganization move will cut back on complexity and help the company capitalize in its investments around services and advanced technologies.

"It was a really good move to provide very clear alignment and drive the PCM sales culture," Ducatelli said. "[Miley] has made a lot of moves to align the organization. ... It provides a tremendous amount of clarity in the go-to-market strategy."

Ducatelli said his key message for the sales team will be around "turning the heat up on" solutions selling, including leveraging advanced technology capabilities, and end-user computing for mobile and desktop, cloud and data center.

The push fits into the "hyper-growth" that the solution provider is looking for, Ducatelli said, a goal expressed in March by CEO Frank Khulusi when the company announced its acquisition of En Pointe Technologies.

"We have made great progress in positioning PCM for the future, in some ways well beyond some of our larger competitors," Khulusi said in a memo at the time about the acquisition. "Many of our strategic initiatives have begun to grab hold, and we believe they will begin to meaningfully contribute to accelerated growth beginning in the second quarter, on our way to the hyper-growth we all desire."

Ducatelli said part of his job will be to leverage the "great sales people" and "a lot of industry knowledge" from the En Pointe acquisition, as well as those acquired from the company's $55 million Sarcom acquisition in 2007.

"I'm excited," Ducatelli said. "Probably the best-kept secret out there is the amount of capabilities that [PCM has] and now we're going to be poised to leverage it."

PUBLISHED JULY 7, 2015