Double Alert to IT Sales Experts – ABC Supply Announces Leadership Changes
This week the largest distributor of roofing materials in the United States – ABC Supply – has made two significant announcements that will impact IT vendors. First, ABC Supply announced that Kathy Hendricks has transitioned to the newly created position of Executive Director, Customer Connectivity. Additionally, Tony Vaden has replaced Hendricks as Chief Information Officer. Vaden will assume responsibility for overseeing all aspects of the information technology systems.
Connecting with Customers
Hendricks’ new role shows a significant realignment in the strategy for ABC Supply. By defining a Customer Connectivity Executive Director they are signaling a focus on improving and streamlining connectivity with their vast network of customers. To accomplish her mission, Hendricks will likely require new services and technology.
Cloud Computing and Innovation Leader
Prior to joining ABC Supply, Vaden served as Chief Information Officer at American Tire Distributors (ATD) and held various senior information technology positions at Flextronics (previously Solectron), Dell, and TE Connectivity, LTD. (previously AMP). Throughout his career, Vaden has received industry wide recognition for his leadership in cloud computing and innovative solutions. He also received EMC’s 2012 Customer Reference Award for Thought Leadership and was a Quest CIO of the Year nominee in 2009.
His reputation with cloud computing and history with technology companies are clear signals that ABC Supply will soon be revamping their Information Technology Systems. This transformation will likely include a shift towards cloud computing and other new technologies. To make room for these purchases, an increase in the company’s IT budget is also expected.
Leadership Moves Signal 4 Potential Opportunities
As will ABS Supply, when there’s an executive change in the IT department of a major company, this move signals not one but possibly FOUR buying opportunities. This is an ideal example of the snowball effect one leadership change has on the market. Having reliable intelligence about these trigger events as they happen puts you in a prime position to step in at exactly the right time and right place, with a proposal that meets their various IT sales needs. We recently surveyed CIOs who had been in their new position less than 6 months. Results showed that 25% of them spent over a $1 million and 71% of those IT leaders did so in the first 3 month in their new position.