ExtraMile by HiTechNectar is your one-stop destination for staying updated with the tech-driven world. We feature industry top voices to examine the newest technologies and practices in every episode.
For today’s conversation, we are delighted to host Timothy J. McGrath, the President and Chief Executive Officer at Connection, a leader in IT solutions. With a focus on customized and tailored solutions, the firm intends to empower businesses with cutting-edge innovations, boosting their productivity and growth.
As a determined leader for Connection, McGrath follows a customer-first approach and stays competitive while expanding across the industry. Discover his experiences, major challenges in the sales process, the role of AI in IT and cybersecurity, supply chain lifecycle, and more.
Welcome, Timothy; it’s a pleasure to have you with us today!
Q1. With over two decades of professional experience, you have led individuals and diverse teams to success. Share the key moments that have shaped your career and leadership approach.
Ans. Having spent the majority of my career in the technology arena, you learn very quickly that technology is constantly evolving and that adapting to those changes and market conditions is critical to your success. As a sales leader, I learned the importance of hiring, developing, and retaining a strong team. I continued this focus as I moved into executive leadership roles. Our passionate, customer-focused employees are the source of Connection’s success.
Q2. You were associated with sales for a long time. What sales challenges do you think are predominant in the competitive industry?
Ans.For Connection, now in our 43rd year of business, I worry more about complacency and talent acquisition than I do market competition. Technology is always changing, but our focus on the customer must never change. If you take great care of your customers, you should sleep well at night!
Q3. AI is onle of the transformative innovations in the digital era. In your opinion, how has AI revolutionized the IT sector?
Ans. Artificial intelligence offers a once-in-a-generation opportunity to leap forward—for our customers, Connection, and the industry. We are focused on delivering this pivotal technology in a meaningful way. As a trusted technology provider, it’s Connection’s job to help customers sort through the noise and adopt new technologies with confidence and clarity. In 2023, we launched the CNXN Helix Center for Applied AI and Robotics to provide the guidance, tools, and support our customers need to unravel the complexity and confusion around AI—and to properly identify, understand, and access its true potential for their unique environments and business needs. CNXN Helix isn’t just about technology, it’s about catalyzing growth, inspiring innovation, and elevating the success stories of our customers and partners.
Q4. Adopting appropriate risk management strategies is crucial for any organization. How do you identify, assess, and mitigate risks, ensuring minimum impact?
Ans. We invest the time and resources to evaluate our existing plans and market opportunities to ensure we are managing risk. But often, there is more risk associated with execution. When we commit to a strategy, we follow a formal, disciplined approach to execution. We define our goals and ensure support for those goals cascades throughout our organization so everyone understands how they contribute to our success.
Q5. Cybersecurity Assessment and Testing is a core service of Connection. What benefits does this solution offer to businesses? Share any relevant use cases for better comprehension.
Ans. It’s not easy for today’s IT department to monitor potential vulnerabilities, let alone discover new and emerging threats. Research from Willis Towers Watson shows that 90 percent of all cyber breaches stemmed from some type of human error or behavior. Connection’s Cybersecurity Assessment and Testing services help organizations identify and document security flaws, from individual devices to organization-wide security policies. With experience in healthcare, retail, manufacturing, education, and government, Connection is ready to assess risk in even the most highly attacked industries.
One of the most notable trends in the last year has been the rise of AI-powered malware. These malicious programs leverage artificial intelligence to adapt and evade traditional security measures. Our approach is to “fight fire with fire,” utilizing AI-powered detection and defense tools to create secure environments.
Q6. Connection offers services to both private and public sectors. How does the company ensure that it effectively meets the unique needs of diverse industries?
Ans. Focused, dedicated resources enable our team to deliver exceptional service across a broad range of diverse industries. This is possible because we have structured Connection around our customers. Whether we’re addressing the needs of organizations within commercial vs. public sector markets—or different industries such as healthcare, retail, and manufacturing—we have developed the knowledge and focus needed to effectively support our customers and provide added value through a deep understanding of their unique environments, challenges, and opportunities. Even within the public sector, we have established expertise in federal, state, and local government, as well as K-12 and higher education. This industry focus includes market strategy, sales, services, and support.
Q7. What is a supply chain lifecycle? What are the key components to look after in a supply chain lifecycle?
Ans. IT assets are a huge investment and IT supply chain and lifecycle are key elements of a successful technology strategy. According to one survey, 57% of companies say IT supply chain management is key to staying competitive. But most companies don’t have the resources to effectively manage all aspects of their IT supply chain and lifecycle. Connection offers comprehensive supply chain services that include supplier consolidation, supplier management, expense management, and order workflow and asset management. For example, in the retail industry, our “store-in-a-box” approach for new store openings and technology refreshes coordinates and manages all IT activities across numerous different suppliers and contractors. Customers receive their technology configured and ready to go exactly when they need it—so they can focus on running their business.
Our lifecycle services include image build and OS hardening, remote user kits, refresh projects and deployment services, depot repair, and asset disposition services. As an example, customers work with us to optimize their IT lifecycle with reverse logistics and responsible end-of-life disposition options, which support their organizational goals and compliance requirements.
Q8. How do you see the IT service-providing companies progressing in the next decade? Which trends and practices do you think will dominate the industry in the future?
Ans. Technology can be a transformational tool to enhance growth, elevate productivity, and empower innovation—and I believe AI will dominate our industry for the foreseeable future. It’s difficult to overstate the impact of this incredible technology on end-point devices, servers and storage, security, cloud computing, and edge computing. With the rapid changes we are seeing around AI, our focus is on growing our CNXN Helix Center for Applied AI and Robotics and continuing to partner closely with leading technology companies. Throughout these changes, our focus remains clear: we strive to be a trusted advisor to our customers, calming the confusion of IT, and guiding the connection between people and technology.
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