Insight Enterprises NASDAQ: NSIT is targeting growth in artificial intelligence infrastructure and AI services while seeking to improve operating efficiency under its newly introduced three-year “One Insight” plan, CEO Jack Azagury said during a discussion hosted by Canaccord.
Azagury, who joined the company about four months ago after a 30-year career at Accenture, described Insight’s evolution from a value-added reseller into a solution integrator that helps customers with hardware, software, cloud technology and related services.
The company’s strategy is built around three priorities: expanding in AI infrastructure and AI services, reducing operating expenses as a share of gross profit, and competing for and developing AI talent.
AI Infrastructure and Services Drive Growth Plan
Azagury said Insight sees long-term demand for infrastructure, including servers, storage and networking, as customers modernize data centers and build hybrid cloud and on-premises environments. The company reported strong infrastructure performance in the second quarter, with server growth described as “through the roof,” alongside growth in storage and networking.
Insight also plans to expand AI-related services across engineering, data, cloud and security. Azagury said the company is investing organically in talent to deepen its capabilities in those areas.
While device unit volumes are expected to decline in the second half, Insight expects continued upward pressure on average selling prices as original equipment manufacturers signal further price increases. Azagury said server prices have risen substantially, with memory costs representing the largest driver.
“We do not see any abatement to the growth in infrastructure,” Azagury said, pointing to customers’ interest in maintaining both cloud and on-premises computing capabilities.
The company’s cloud business generated 39% gross profit growth in the second quarter, according to Azagury. He identified Microsoft and Google as major partners and said cloud remains a continuing growth area alongside customers’ interest in hybrid technology deployments.
Mid-Market AI Adoption Remains Early
Azagury said many mid-market companies remain in the early stages of translating AI deployments into material financial results. He characterized adoption in that segment as being “probably in the second inning,” with many businesses still using AI for targeted applications rather than redesigning end-to-end processes.
He said companies need to focus on people and processes as well as technology in order to capture AI benefits. Insight is helping clients assess AI governance, business cases, token consumption and security permissions for AI agents, he said.
“At some point, you have to look at the economic and say, ‘I’m going to give you $100 on AI. I want this many benefits,’” Azagury said. “That rigor is not widespread yet.”
CFO James Morgado cited Insight’s own accounts-payable transformation as an example. The company has deployed agents across invoice processing, vendor communications and inbound calls, and Morgado said Insight expects more than 90% of that end-to-end process to be handled by agents over the next 12 months.
Operating-Leverage Opportunity
Insight is also working to reduce operating expenses as a percentage of gross profit. Morgado said the company’s operating expense leverage stood at 67% in the first half, compared with a range of high-50% to low-60% for many peers.
Management identified opportunities in integrating acquisitions, consolidating middle- and back-office operations, reviewing procurement, reducing organizational layers and deploying AI internally. Morgado said Insight’s operations in Manila and the Philippines provide cost-arbitrage opportunities that the company intends to continue leveraging.
Azagury said Insight has paused mergers and acquisitions this year as it focuses on organic improvements and integration of acquisitions completed over the past two to three years, particularly in AI. The company is also buying back $299 million of stock, representing just under 10% of the company, according to Azagury.
Services Execution and Cash Flow Outlook
In core services, Azagury said organic revenue growth improved from the fourth quarter through the first and second quarters, though he said more progress is needed. The company is integrating acquired capabilities, productizing offerings and equipping account executives to sell Insight’s full portfolio of solutions.
For example, Insight relaunched and packaged its security offerings under Insight Managed Exposure Defense, or IMED. Azagury said the productized approach, including faster quotes and standardized statements of work, has increased the company’s pipeline.
Morgado reiterated Insight’s full-year cash-flow target of $300 million to $400 million. He said cash generation is typically weighted to the second half, particularly as the second quarter tends to use cash in the company’s Microsoft-related business. Insight was in a better cash-flow position at midyear than it was at the same point last year, he said.
Looking ahead, Azagury said Insight intends to gain market share across its business, with cloud, core services and AI infrastructure expected to be its principal growth vectors. The company will provide further details on its operating model and three-year plan at an investor day expected toward the end of the year or early next year.
About Insight Enterprises (NASDAQ:NSIT)
Insight Enterprises, Inc is a global technology provider headquartered in Tempe, Arizona. Founded in 1988, the company specializes in helping organizations harness the power of digital transformation by offering a comprehensive portfolio of IT hardware, software, cloud and licensing management solutions. Insight's expertise spans across the full technology lifecycle, from initial strategy and consulting to implementation, integration and ongoing managed services.
At the core of Insight's business are its consulting and professional services, which guide clients through complex technology environments and ensure optimal deployment of solutions.
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