Edward W. Petrozelli

President

Ed has extensive experience in product and services strategy development, business development, sales management/marketing and organizational effectiveness. After 30 successful years at IBM, he retired in 2003 as a Senior Executive and member of the Senior Management Group. Over the past several years he held general management positions in several global IBM businesses with revenue responsibility over $1 billion. Ed’s last assignment was General Manager of Product Lifecycle Management (PLM) Solutions.

Ed was also an IBM Corporate Emerging Business Opportunity (EBO) Executive with responsibility for establishing high growth businesses in emerging markets and was the executive lead on coverage transformation.

Prior to joining The INSIGHT Group he assisted in client mergers and acquisitions engagements with venture capital firms and private investment banking firms such as Clayton, Dubilier & Rice, Inc

At INSIGHT, Ed is responsible for Business Development and Market Plan Development. He has led numerous consulting engagements with INSIGHT clients in the areas of strategy, go-to market plans, services initiatives, developing new business models and global coverage structures.

Contact Information: petro@insight-group.com
Ph:203-894-1481

Denny Sigloh

Co-Founder & Managing Partner

Denny co-Founded The INSIGHT Group in 1996. Prior to INSIGHT, an IBM career included executive experience in sales, marketing, product and general management. He managed IBM’s product development and sales/marketing operations in their Analytical Instruments Division. He chaired a task force for IBM North America to develop IBM’s marketing strategy for the 90’ with a specific focus on the development and implementation of services. He then managed IBM’s entry in the commercial systems integration marketplace. Following that assignment, Denny directed IBM’s worldwide development, marketing and sales activities in the GIS software business segment.

At INSIGHT he has been instrumental in the development of the company’s methodologies that have been proven in field use with clients across multiple industry segments with a primary focus in the software, healthcare and process industries for Tier 1, 2 and 3 companies.

This includes the development of Customer “Wants and Needs” Assessment, a customer centric approach that identifies unique, high value customer requirements and the development of highly effective sales coverage / channel management models and strategies which optimize overall revenue growth.

He led the development of an in-depth analysis of the services impact on the growth and profitability of software firms. And, has developed and implemented new customer satisfaction models which include win/loss reporting and analysis to improve customer loyalty.

Denny has also served on the boards of directors of three high technology start-up companies.

Contact Information: dsigloh@insight-group.com
Ph: 434-823-7387

Bill Puso

Managing Partner

Bill’s earlier career spanned 26 years at IBM where he was credited with many innovations in service. Bill led the teams responsible for developing and delivering remote support for IBM’s large systems. As a line executive he was responsible for one of the largest and most successful service organizations in the US. As Vice President of Service Support at Technology Service Solutions he developed and implemented the world’s largest multi-vendor support structure and the first overnight laptop repair depot.

Bill is a member of the Association for Services Management International (AFSMI) and has served as President of the National Capitol Chapter. In 1994 Bill was awarded AFSMI’s prestigious Technology Management Creativity Award for the work done establishing the technology support center in Memphis which provided leading edge multi-vendor support for desktops, overnight laptop repair and network support services.

Bill’s role at INSIGHT is to assist clients with developing, designing, and implementing high-tech end-to-end service delivery processes, optimizing delivery, and efficiently managing Information Technology assets. Delivering higher service levels while reducing service costs by leveraging technology to drive efficiencies sums up much of Bill’s focus. Additionally, Bill assists clients fulfill their outsourcing needs. This might be a client interested in building an outsourcing practice or a client wishing to outsource a part of their business. In either case, Bill’s in-depth experience and proven methodologies guide these clients to successful implementations.

Bill has been the lead consultant on a number of INSIGHT Group engagements. His experience and expertise have consistently produced outstanding results for INSIGHT’s clients, enabling them to significantly improve their services business.

Contact Information: wdpuso@insight-group.com
Ph: 434-973-0817

Peter Del Rio

Managing Partner

Pete has many years of experience in services marketing, selling and executive account management. With IBM for over 30 years, Pete held many key executive positions including Manager of Functional Strategy, Director of Business Practices and Director of Field Operations, a service delivery unit with over 5,000 technical support and service delivery professionals. He was involved in developing and marketing IBM’s Customer based services business, which was the start of IBM’s Global Services.

Prior to joining The INSIGHT Group he ran his own services and marketing consulting company for 5 years. Pete is a graduate of Syracuse University and Columbia University and has served on the Board on three non-Profit organizations.

At INSIGHT, Pete’s primary responsibilities include Solutions & Services Marketing, Hands on "Deal-making", Education and Training.

Contact Information: pdelrio@insight-group.com
Ph:760-564-7326

Thomas 'T' Esposito Jr.

Managing Partner

'T' joined The INSIGHT Group in 1996 as Director of Finance and Business Operations. Before joining INSIGHT, he was Founder President/Executive Director of Community Innovations (CI), one of the largest nonprofit organizations in Hampton Roads,Virginia providing innovative service programs serving at-risk youth and families, focusing on the prevention of institutionalization through intensive home-based therapy, parental education, and mobilization of community resources. Prior to Community Innovations, ‘T’ designed and founded the Family Foundations program, a home-based multi-disciplinary services program out of Tidewater Psychiatric Institute.

‘T’ is also very active in the community, specifically in Faith-Based Leadership Development. He served for 11 years as the Director of Youth Ministry at the Catholic Church of the Ascension, overseeing the high-school youth ministry program at a 5000+ member parish. In this capacity, ‘T’ synthesized Best Business Practices, peer counseling methodology, and traditional faith-based teachings to grow one of the largest and most active youth ministries in the Diocese. During this period he also co-founded the Missioners of Christ, a nonprofit organization engaged in the ministry and discipleship of youth and young adults, with a specific focus on serving the poor and underprivileged in Honduras. He continues to serve as President-Emeritus and heads up Development and Missionary Recruitment for the organization.

‘T’ is a graduate of the University of Notre Dame with a Bachelors of Business Administration (1989) majoring in Management Information Systems (MIS) with a concentration in Psychology, and holds a Masters in Social Work from Norfolk State University.

At INSIGHT, in addition to managing the internal business operations, ‘T’ is responsible for helping clients develop IT requirements and automating their key Services Business Processes including Opportunity Management, Contract Administration, Time & Expense Recording, Practice Management and Revenue Cycle Management. He also provides consulting expertise in helping our clients assess their customers’ services ‘Wants & Needs’

Contact Information: luke@insight-group.com
Ph:757-424-1800

John Devine

Managing Partner

John has more than thirty years of extensive planning, development, marketing and consultative experience with the IBM Corporation. After 33 successful years with IBM, he retired in 1998 as Program Director Worldwide Strategy for IBM Global Services, having played a leading role in the formulation, coordination and execution planning of IBM's Global Services Strategy.

During his IBM career he served as Director of Manufacturing, Distribution, and Product Line Management at the US division level, and as Director of Retail and Distribution Marketing for direct and business partner channels in the Americas & Far East, and as Director of Product & Systems Strategy for European operations.

At INSIGHT John is responsible for the strategy development and assessment practices. He has performed major strategy and business plan assessments and development engagements for multiple INSIGHT Group clients, addressing Services / Service Line Development, e-Business / Internet development, CRM Strategy development, as well as multiple wants and needs assessments with client customers and business partners.

Contact Information: jpdev@insight-group.com
Phone: 757 – 417 - 8106

Michael Sanderson

Managing Partner

Mike brings to client engagements over 30 years of business management experience, having held senior management and professional positions in sales, account management, quality, human resources, and executive/leadership development at IBM. Prior to joining INSIGHT Mike was an Organization Leadership Consultant assigned to IBM’s senior executive team as a leadership coach and consultant on organizational effectiveness and strategy execution. In this role, he facilitated strategic leadership sessions at the Harvard Business School, led a team focused on successfully integrating IBM acquisitions, consulted to executives in the Strategic Outsourcing business and formulated and executed sessions combining customer and IBM executive teams seeking ways to strategically go to market.

Mike’s areas of expertise include problem solving, opportunity development, merger and acquisition integration, alliance formation & execution, change leadership, corporate transformation and cultural and strategic alignment. He has frequently provided his expertise in designing and leading action-based workshops to agencies and non-profits such as a Congressional Action Committee, the National Action Council for Minorities in Engineering (NACME) and the United Way.

At INSIGHT, Mike has worked with firms on improving organizational effectiveness, creating and re-engineering account management programs, and with change management affecting services based cultures. His responsibilities include assessment and implementation of effective and efficient customer satisfaction processes.

Contact Information: msanderson@insight-group.com
Ph:610-296-9830

Michael W. Byrnes

Managing Partner

Mike completed a successful 30 year career at IBM, including extensive sales and general management experience entailing responsibility for businesses with sales over $1 billion. Mike held numerous executive positions at IBM, including Vice President of the US Banking, Finance and Securities unit and Client Managing Director on one of IBM’s largest accounts. Mike’s last assignment was Vice President of IBM’s NA Global Siebel Alliance where he developed the IBM strategic alliance support model and led a global organization of 1400 sales, marketing, services, and software development people.

At The INSIGHT Group, Mike is responsible for Global and Strategic Account Management. He has leveraged his skills and experiences to assist our clients in improving their global account management and their coverage model which has resulted in increasing their revenue and profits, improving customer satisfaction and broadening their senior customer executive relationships. He has also assisted our clients revamp their services organization and assessing their customer’s wants and needs.

Contact Information: mbyrnes@insight-group.com
Ph: 203-222-1119

Michael Poehner

Managing Partner

Michael has extensive experience in business strategy development, market coverage strategies, sales management/marketing and acquisition & mergers. Michael had a distinguished 35-year career in the Technology and Services Business. He has held President and Senior Executive positions in a number of major Information Technology and Services Companies and has led start-ups and emerging high-growth companies. Most recently, he was President and CEO of DMR Consulting where, in his twelve-year tenure, he grew the global organization to $800 million in revenue through aggressive organic growth and five acquisitions.

In addition to his proven Executive Management and Services Business experience, Michael offers clients unique expertise in assisting those that are affected by acquisitions, turnarounds and strategic change. He also brings unique experience to help both start-up companies succeed and to provide strong overall executive management insight to large dynamic enterprises

At INSIGHT, Michael has led numerous consulting engagements with INSIGHT clients in the areas of strategy, global market coverage plans, services initiatives, and new offering develop.

Michael has been a speaker and panelist at numerous industry events including: The World IT Congress, The Australian Business Congress and The Kennedy Professional Services Forum.

Contact Information: mpoehner@insight-group.com
Ph: 908-204-9125

Cosmo P. Santullo

Managing Partner

Cos has extensive sales and marketing experience. He has led transformational projects in a very detailed, hands-on and pragmatic way. His creative intelligence, commitment and passion drives logical and results oriented solutions.

Cos brings 30 plus years of technology industry experience from being CEO and board member at various private and public companies to General manager and SVP in Fortune 500 companies. Prior to joining Insight his career included 20 years at IBM where he held various executive positions worldwide. His most recent IBM role was GM of the $8 billion Personal Computer business in North America leading 5000 employees. Most recently, as SVP at BMC Software, he completely transformed this legacy product company into a profitable, growing, solutions selling and delivery organization. Revenues, profits, and stock performance during his four year tenure were the best of the past decade.

As an INSIGHT Managing Partner Cos focuses on companies needing assistance in areas of leadership and management development, top to bottom skills re-training, operational effectiveness, and solutions sales and marketing initiatives.

Contact information: santullo@insight-group.com
Ph: 832-466-9305

Janet McAllister

Partner

Janet is primarily responsible for managing INSIGHT’s Skills Management and Professional Development Practice. Janet also is the lead partner managing INSIGHT’s Education & Training customer segment.  

Formerly Vice President and Chief Learning Officer for IBM, where she led the creation and integration of the company’s overall global learning strategy into operational business processes, including marketing, business operations, financial planning and resource management.  The role also entailed Integrating learning programs for over 250,000 employees worldwide. 

Director, IBM Global Services Institute, where she created and managed a major component of  IBM’s global services field operations that built the infrastructure needed to ensure success in IBM’s largest and most strategic growth market: I/T consulting and services.

Initiated and successfully deployed employee development programs to reduce business risk and ensure quality of services delivery, including technology enabled learning programs, employee intranets, skills management reengineering and certification.

Director, IT Consulting and Services, where she managed a large IBM field office through transition from a product support to a fee for services business, with full P&L responsibility.

Managing Partner for Business-to-Employee Solutions Group at iXL/Scient, responsible for helping clients realize the value of their investments in human capital through solutions that enhanced employee productivity and reduced costs.

Contact information: janetm@insight-group.com
Ph: 415-380-8611

Gus Maikish

Partner

Gus has over 40 years of experience in IT, sales, business strategy and management.  He was at IBM for 37 years working primarily with Financial Services firms. For his last eight years at IBM, he was the IBM Managing Director for Citigroup with the global responsibility, including revenue and profit, for IBM’s largest financial services client.
 
Prior to this assignment he was Vice President of Sales for the Financial Services Sector.  He had management responsibility for the largest 300 financial firms in the United States.
 
Gus was promoted to that position after successfully managing the Merrill Lynch account team as a Certified Client Executive.  Gus managed the IBM Merrill Lynch sales team for eight years. He also held sales and sales management positions on other financial services accounts including JP Morgan, the New York Federal Reserve Bank, Irving Trust, US Trust and National Westminster USA.
 
Gus also worked at the Corporate level of IBM as an internal marketing consultant.  There he was responsible for reviewing strategies for a number of IBM product sets as well as IBM sales in Asia.
 
 He is currently a guest lecturer at the Columbia University Business School on the subject of Global Account Management.

Contact information: gmaikish@insight-group.com
Ph: 212-521-0831

Bob Giacometti

Partner

Bob applies his extensive human resources leadership experience to help clients better align key HR elements with organizational values, culture, strategies, and critical business functions. Key clients included IBM, Xerox, Lockheed Martin Aero, Time Warner, BMC, EMC/MCI, Marana AZ, PriceChopper, and Serena Software, among others.

During a successful IBM career, Bob led many significant and highly successful HR initiatives. As the IBM Global Services HR executive, he developed new HR models critical to the successful launch of IBM’s integrated services and solutions business, including start up of IBM’s Global Solutions Institute for creating customer valued skills and certified career paths. At IBM’s Asia Area HQ’s in Hong Kong, Bob led an international “expert” team that helped improve management skills, staff commitment and morale across 17 countries during a period of significant change in Asia.

Bob also served as Vice President at the National Action Council for Minorities in Engineering (NACME) for three years. NACME is the nation’s largest private minority engineering scholarship fund.

He was later appointed Vice President, Human and Financial Resources at the Rockefeller Foundation, working to improve the lives and livelihoods of poor and excluded people around the world. Bob’s team helped enhance executive leadership skills, align HR programs, boost staff morale by 30%, and increase foundation financial and organizational effectiveness in the Americas, Africa, Asia and Europe.

During 2009, Bob was the IBM Global HR Integration Leader for two highly complex global divestitures. He advised IBM during the pre-signing HR due diligence and discovery processes, structured guidelines for assessing in-scope critical skills, drove negotiations for comparable compensation, incentives and benefits, managed the integration of key HR programs, and led the smooth transition of over 2,000 employees in 42 countries.

Bob received his B.S. in Business from The Ohio State University and his MBA/HRM from Nova Southeastern University. He was also a purchasing officer in the USAF.

Contact information: bgiaco@insight-group.com
Ph: 203-746-6676

Peter Lyons

Partner

Peter has extensive experience as a business coach and practice leader. He spent 10 years in DuPont’s in-house business consulting organization where he led both the Strategy Execution and Services Business Growth practices. He designed and delivered a Six Sigma based Marketing and Innovation Process Owner training program to over 100 global marketing and technology executives. This leadership certification program is designed to train the future leaders of DuPont.

With 30 years of business management experience at DuPont, Peter has held management and professional positions in research, product development, sales, marketing, and business strategy. He developed the successful value-chain marketing approach for the high growth Tyvek® business and identified unique Tyvek® applications while serving as Asian marketing manager.

Peter led strategic planning for the newly formed Nonwovens Strategic Business Unit that pioneered the flat, flexible networking organization which balanced being both market-focused and asset-centered. He helped launch the composites business in Corporate R&D Planning.

Served in leadership roles in non-profits as Chairman of the National Postal Forum Board; Vice-Chair of Community Impact for United Way of Delaware Board; and Co-Chair of United States Postal Service Marketing Advisory Board. He also pioneered using Gallup’s leading-edge StrengthsFinder approach to staff and manage teams in DuPont. Peter’s top five strengths reflect a strategic thinking leadership style that reinforces his coaching capability.

Education includes technical degrees from Villanova and Princeton where his PhD thesis was published as five journal articles. After starting his career as a practicing scientist in basic research where he received a number of patents, Peter transitioned from a technical to a marketing focus. Most recently DuPont certified him as a marketing black belt - where “Generation Three Six Sigma – The Science of Value Creation” is being practiced.

Contact information: pflyons@insight-group.com
Ph: 302-507-5136