How CDW Owns its Market

Jim Garlow: We send our account managers through rigorous training because our target audience consists of IT purchasers and chief information officers, both of which are very tech savvy. They know they want somebody on the phone who knows what they’re talking about. If they’re going to spend $20,000 buying a server, they want someone who can not only complete the sale, but also make sure that any accessories they purchase with that server are going to match up.