2023
Insight Annual Report
Dear fellow stockholder,
Insight delivered solid results in 2023, demonstrating we are making good progress toward our ambition to create and lead a new category in our industry:
Solutions Integrator.
Highlights include:
• Diluted earnings per share (“EPS”) were $7.55.
• Adjusted diluted earnings per share were a record $9.69.
• Gross profit (“GP”) increased 2% year over year, and gross margin expanded by 250 basis points to a record 18.2%.
• Cloud gross profit grew 26% year over year to $429 million.
• Adjusted earnings before interest, taxes, depreciation and amortization (“EBITDA”) margin expanded year over year.
• For the year, we generated $620 million of cash flow from operations, compared to $98 million in 2022.
I am proud that our Insight team delivered these results in a very challenging device market, which drove the overall decline in revenue in 2023.
We’re more committed than ever to our unrelenting focus on our clients’ needs:
• They need efficient access to technology, a streamlined experience and deep expertise they can trust.
• They need a partner who can architect, build and manage an increasingly complex technology environment.
• And they expect results and return on their investment — fast.
In short, our clients need a partner who brings solutions — a combination of hardware, software and services — that can be integrated into their environment and
produce meaningful results. They need a Solutions Integrator.
Becoming the go-to Solutions Integrator for our clients is our long-term strategy, and we’ve continued our pursuit of these four strategic objectives to get us there:
• Client first. We put our clients first, delivering value that contributes to their success and making us the partner they can’t live without.
• Deliver differentiation. Our combination of innovative and scalable solutions, exceptional talent and compelling portfolio strategy gives us a differentiated
advantage.
• Champion culture. Our teammates and our culture are our biggest assets. We champion them to deliver the best.
• These strategies, when combined with high performance and operational excellence, work in concert to drive profitable growth.
We’re proud of the progress our teammates delivered together in 2023. Here are a few highlights:
• We improved our client experience by:
– Deploying our new digital engagement tools to dramatically improve our cloud management and eCommerce experiences, resulting in a global Net
Promoter Score of 55.9 for 2023 that is steadily rising.
Investing in a state-of-the-art client fulfillment and integration center in Fort Worth, Texas, which opens this year.
–
– Modernizing our internal technical stack, including the addition of Salesforce.
• We also enhanced our portfolio and access to talent to deliver differentiation with:
– Two significant acquisitions that expanded our services capabilities in cloud and apps: Amdaris (in EMEA) and six-time Google Cloud Partner of the
Year, SADA (in North America).
– More than 130 patent applications filed with the U.S. Patent and Trademark Office and 14 patents granted so far.
– New generative artificial intelligence (“gen AI”) offerings focused on readiness, governance, security and specific use cases, mirroring our own internal
deployment of gen AI.
– Our new global managed cloud offering, leveraging our strong teammates in India.
– Repeat recognition in the 2023 Gartner® Magic Quadrant™ for Public Cloud information technology (“IT”) Transformation Services and Software Asset
Management Managed Services.
– Over 35 recognitions from our partners around the globe.
We continued investment in our culture and teammates by:
• Welcoming several leaders to our executive team, including our President of EMEA, Canadian leader, several services practice leaders, a Chief Digital Officer
and our first-ever Chief Marketing Officer.
• Continuing our focus on culture, teammate well-being, diversity and inclusion, and leadership development, with recognition as:
– No. 20 on Fortune’s World’s Best Workplaces.
– Among IT companies, No. 14 in Forbes’ 2023 World’s Best Employers, No. 12 in Forbes’ 2023 America’s Best Employers for Diversity and No. 23 in
Forbes’ 2023 Best Employers for Women.
– A perfect score on the Human Rights Campaign Foundation’s 2023-2024 Corporate Equality Index.
– Best Place to Work for Disability Inclusion, earning a score of 100 on the 2023 Disability Equality Index.®
– One of Newsweek’s 2024 America’s Greatest Workplaces for Diversity and Newsweek’s 2024 America’s Greatest Workplaces for Women.
– No. 48 on Barron’s 2024 list of the 100 Most Sustainable Companies.
These efforts resulted in earnings growth and expanded profitability despite the challenging demand environment. Highlights include:
Insight Core Services gross profit grew 8% year over year.
• Net sales decreased 12% year to year to $9.2 billion in 2023.
• Gross profit grew 2% year over year and gross margin expanded 250 basis points to 18.2%.
•
• Cloud gross profit grew 26% year over year.
• Earnings from operations (“EFO”) increased 1% year over year.
• Adjusted earnings from operations increased 5% year over year.
• Operating cash flow was a record $620 million.
The opportunity for our clients to improve their businesses with technology has never been greater — and the complexity and choices for our clients have never
been broader. Whether their priorities are to improve customer experience, drive employee engagement, de-risk their environments or drive profitable growth,
investment in digital transformation is critical. As a Solutions Integrator, we meet these priorities, deliver results fast and earn the right to do more — becoming the
partner they can’t live without.
Thank you for your trust and confidence.
Sincerely,
Joyce Mullen
President and Chief Executive Officer, Insight Enterprises, Inc.
UNLOCKING THE POWER OF
PEOPLE AND TECHNOLOGY
Modern
Infrastructure
Cybersecurity
Data
and AI
Modern
Workplace
Modern
Apps
Intelligent
Edge
OUR EXPERTISE
OUR SERVICES
Managed
Services
Consulting
Services
Hardware, Software
and Lifecycle Services
GLOBAL SCALE AND TECHNICAL EXPERTISE
BROAD EXPERTISE
FINANCIAL STABILITY
total client-facing
teammates
DEEP PORTFOLIO
& RELATIONSHIPS
hardware, software
and cloud partners
inncccluuddiinngg
skilled, certified
consulting and service
delivery professionals
in revenue in 2023
GLOBAL REACH
Operations in
2666 cooouuunnttriiees,,
ENGAGED WORKFORCE
serving clients around
the globe
Insight teammates
worldwide
LONG LEGACY & KNOWLEDGE
MULTI-CLOUD SOLUTIONS
No. 379 on the Fortune 500
founded in
FINANCIAL PERFORMANCE SUMMARY
Net Sales Trend 2018-2023
GP and Margin Trend 2018-2023
5% CAGR
$7.1
$9.2
18.2%
$1,669.5
11% CAGR
14.0%
$993.7
Cloud Gross
Profit
2018-2023
Insight Core
Services Gross Profit
2018-2023
$429
26%
CAGR
14%
CAGR
$273
$134
$142
2018
2023
$ in Billions
2018
2023
2018
2023
2018
2023
$ in Millions
$ in Millions
Adjusted EFO and Margin Trend 2018-2023
Adjusted Diluted EPS Trend 2018-2023
Adjusted EBITDA 2018-2023
5.4%
$492.1
14% CAGR
3.6%
$252.9
14% CAGR
$4.95
$9.69
14% CAGR
$525.0
$275.9
2018
2023
$ in Millions
2018
2023
$ in Millions
2018
2023
$ in Millions
U.S. Dollar in $000s, except per-share data
2023
2018
Adjusted Consolidated Earnings from Operations:
Twelve Months Ended December 31,
GAAP consolidated EFO
Amortization of intangible assets
Other
Adjusted non-GAAP consolidated EFO
Adjusted Diluted Earnings Per Share:
GAAP diluted EPS
Amortization of intangible assets
Other
Income taxes on non-GAAP adjustments
Impact of benefit from note hedge
Adjusted non-GAAP diluted EPS
Adjusted EBITDA:
GAAP consolidated net earnings
Interest expense
Income tax expense
Depreciation and amortization of property and equipment
Amortization of intangible assets
Other
Adjusted non-GAAP EBITDA
$419,795
$233,483
36,231
36,101
15,737
3,706
$492,127
$252,926
$7.55
0.97
0.97
(0.48)
0.68
$9.69
$4.55
0.43
0.10
(0.13)
–
$4.95
$281,309
$163,677
48,576
96,545
26,245
36,231
36,101
22,812
48,225
21,721
15,737
3,706
$525,007
$275,878
Use of Non-GAAP
Financial Measures
The non-GAAP financial measures (referred
to as Adjusted EFO, Adjusted Diluted EPS and
Adjusted EBITDA) exclude the items noted for
each in the tables. Other consists of severance
and restructuring expenses, certain executive
recruitment and hiring related expenses,
transformation costs, data center service
outage related expenses, net of recoveries
and certain acquisition and integration-related
expenses, as applicable. The Company
excludes these items when internally
evaluating its results of operations. These
non-GAAP measures are used by management
to evaluate financial performance against
budgeted amounts, to calculate incentive
compensation, to assist in forecasting future
performance and to compare the Company’s
results to those of the Company’s competitors.
The Company believes that these non-GAAP
financial measures are useful to investors
because they allow for greater transparency,
facilitate comparisons to prior periods and the
Company’s competitors’ results, and assist
in forecasting performance for future periods.
These non-GAAP financial measures are not
prepared in accordance with GAAP and may
be different from non-GAAP financial
measures presented by other companies.
Non-GAAP financial measures should not be
considered as a substitute for, or superior to,
measures of financial performance prepared
in accordance with GAAP.
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
(Mark One)
x
Annual Report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 For the fiscal year ended
December 31, 2023
o
Transition report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934
or
For the transition period from __________ to ___________.
Commission File Number: 0-25092
INSIGHT ENTERPRISES, INC.
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction of
incorporation or organization)
86-0766246
(IRS Employer
Identification No.)
2701 E. Insight Way, Chandler, Arizona 85286
(Address of principal executive offices, Zip Code)
Registrant’s telephone number, including area code: (480) 333-3000
Securities registered pursuant to Section 12(b) of the Act:
Title of each class
Trading Symbol
Name of each exchange on which registered
Common stock, par value $0.01
NSIT
The NASDAQ Global Select Market
Securities registered pursuant to Section 12(g) of the Act:
n/a
(Title of Class)
Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act.
Yes
x
No
o
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act.
Yes
o
No
x
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange
Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been
subject to such filing requirements for the past 90 days.
Yes
x
No
o
Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to
Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required
to submit such files).
Yes
x
No
o
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting
company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and
“emerging growth company” in Rule 12b-2 of the Exchange Act.
Large accelerated filer
Smaller reporting company
x
o
Accelerated filer
Emerging growth company
o
o
Non-accelerated filer
o
o
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying
with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o
Indicate by check mark whether the registrant has filed a report on and attestation to its management’s assessment of the effectiveness of its
internal control over financial reporting under Section 404(b) of the Sarbanes-Oxley Act (15 U.S.C. 7262(b)) by the registered public accounting
firm that prepared or issued its audit report. x
If securities are registered pursuant to Section 12(b) of the Act, indicate by check mark whether the financial statements of the registrant
included in the filing reflect the correction of an error to previously issued financial statements.
Indicate by check mark whether any of those error corrections are restatements that required a recovery analysis of incentive-based
compensation received by any of the registrant’s executive officers during the relevant recovery period pursuant to § 240.10D-1(b).
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act).
Yes
o
No
x
The aggregate market value of the voting and non-voting common equity held by non-affiliates of the registrant, based upon the closing price
of the registrant’s common stock as reported on The Nasdaq Global Select Market on June 30, 2023, the last business day of the registrant’s most
recently completed second fiscal quarter, was $4,070,368,369.
The number of shares outstanding of the registrant’s common stock on February 16, 2024 was 32,590,162.
Portions of the registrant’s Proxy Statement relating to its 2024 Annual Meeting of Stockholders to be filed with the Securities and Exchange
Commission within 120 days after December 31, 2023 have been incorporated by reference into Part III, Items 10, 11, 12, 13 and 14 of this
Annual Report on Form 10-K.
DOCUMENTS INCORPORATED BY REFERENCE
INSIGHT ENTERPRISES, INC.
ANNUAL REPORT ON FORM 10-K
Year Ended December 31, 2023
TABLE OF CONTENTS
PART I
ITEM 1.
Business
ITEM 1A.
Risk Factors
ITEM 1B.
Unresolved Staff Comments
ITEM 1C.
Cybersecurity
ITEM 2.
ITEM 3.
ITEM 4.
Properties
Legal Proceedings
Mine Safety Disclosures
PART II
ITEM 5.
ITEM 6.
ITEM 7.
Market for Registrant’s Common Equity, Related Stockholder Matters
and Issuer Purchases of Equity Securities
[Reserved]
Management’s Discussion and Analysis of Financial Condition and
Results of Operations
ITEM 7A.
Quantitative and Qualitative Disclosures About Market Risk
ITEM 8.
ITEM 9.
Financial Statements and Supplementary Data
Changes in and Disagreements with Accountants on Accounting and
Financial Disclosure
ITEM 9A.
Controls and Procedures
ITEM 9B.
Other Information
ITEM 9C.
Disclosure Regarding Foreign Jurisdictions that Prevent Inspections
PART III
ITEM 10.
Directors, Executive Officers and Corporate Governance
ITEM 11.
Executive Compensation
ITEM 12.
Security Ownership of Certain Beneficial Owners and Management and
Related Stockholder Matters
ITEM 13.
Certain Relationships and Related Transactions, and Director
Independence
ITEM 14.
Principal Accountant Fees and Services
ITEM 15.
Exhibits and Financial Statement Schedules
PART IV
ITEM 16.
Form 10-K Summary
EXHIBITS TO FORM 10-K
SIGNATURES
Page
3
13
24
24
25
27
27
28
29
30
45
46
98
98
99
99
100
100
100
100
100
101
101
102
107
INSIGHT ENTERPRISES, INC.
FORWARD-LOOKING STATEMENTS
References to "the Company," “Insight,” “we,” “us,” “our” and other similar words refer to
Insight Enterprises, Inc. and its consolidated subsidiaries, unless the context suggests otherwise.
Certain statements in this Annual Report on Form 10-K, including statements in “Management’s
Discussion and Analysis of Financial Condition and Results of Operations” in Part II, Item 7 of this
report, are forward-looking statements within the meaning of the Private Securities Litigation
Reform Act of 1995. These forward-looking statements may include: projections of, and matters
that affect, net sales, gross profit, gross margin, operating expenses, earnings from operations,
non-operating income and expenses, net earnings or cash flows, cash needs and the payment of
accrued expenses and liabilities; our expectations regarding current supply constraints, including
our belief that supply constraints and extended lead times for certain infrastructure, including
networking products, have now normalized back to near historic levels; our belief that the general
slowdown in our clients' decision making will continue in the short term; our expectations
regarding certain trends for our business, including that lower sales of devices and infrastructure
could continue into the second half of 2024 and that gross margin expansion could continue into
future periods as we focus on selling solutions and increasing our services net sales, including
cloud solution offerings; our expectation that we will continue to incur further transformation costs
in 2024, which are not expected to recur in the longer term; the expected effects of seasonality on
our business, including as a result of recent acquisitions; expectations of further consolidation and
trends in the Information Technology (“IT”) industry; our business strategy and our strategic
initiatives, including our efforts to grow our core business in the current environment, develop and
grow our global cloud business and build scalable solutions; expectations regarding the impact of
partner incentives and changes to partner incentive programs; our expectations about future
benefits of our acquisitions and our plans related thereto, including potential expansion into wider
regions; the increasing demand for big data solutions; the availability of competitive sources of
products for our purchase and resale; our intentions concerning the payment of dividends; our
acquisition strategy and our expectation that we will incur additional acquisition expenses in
executing such strategy; our expectations regarding the impact of inflation, including our
expectation that higher interest rates and higher interest expense will continue into 2024, and our
ability to offset the effects of inflation and manage any increase in interest rates; projections of
capital expenditures; our plans to continue to evolve our IT systems; our expectation that our
gross margins will improve as our mix of services and solutions increase; plans relating to share
repurchases, including our expectation to repurchase shares of our common stock in 2024 under
our share repurchase plan to cover the dilutive impact of stock-based awards vesting; our liquidity
and the sufficiency of our capital resources, the availability of financing and our needs or plans
relating thereto; our expectation that the majority of holders of our convertible senior notes (the
“Notes”) will not opt to convert their Notes early and that we have sufficient funds available from
capacity under our senior secured revolving credit facility, as well as cash we expect to generate
from operations, to fund any early conversions that may occur; the effects of new accounting
principles and expected dates of adoption; the effect of indemnification obligations; projections
about the outcome of ongoing tax audits; our expectations regarding future tax rates; adequate
provisions for and our positions and strategies with respect to ongoing and threatened litigation
and expected outcomes; our ability to expand our client relationships; our expectations that
pricing pressures in the IT industry will continue; our intention to use cash generated in 2024 in
excess of working capital needs to pay down our senior secured revolving credit facility and
inventory financing facilities and for strategic acquisitions; our belief that our office facilities are
adequate and that we will be able to extend our current leases or locate substitute facilities on
satisfactory terms; our belief that we have adequate provisions for losses; our expectation that we
will not incur interest payments under our inventory financing facilities; our expectations that
future income will be sufficient to fully recover deferred tax assets; our exposure to off-balance
sheet arrangements; statements of belief; and statements of assumptions underlying any of the
foregoing. Forward-looking statements are identified by such words as “believe,” “anticipate,”
“expect,” “estimate,” “intend,” “plan,” “project,” “will,” “may” and variations of such words and
similar expressions and are inherently subject to risks and uncertainties, some of which cannot be
predicted or quantified. Future events and actual results could differ materially from those set
forth in, contemplated by, or underlying the forward-looking statements. There can be no
assurances that results described in forward-looking statements will be achieved, and actual
results could differ materially from those suggested by the forward-looking statements. Some of
the important factors that could cause our actual results to differ materially from those projected
in any forward-looking statements include, but are not limited to, the following, which are
discussed in “Risk Factors” in Part I, Item 1A of this report:
1
INSIGHT ENTERPRISES, INC.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
actions of our competitors, including manufacturers and publishers of products we sell;
our reliance on our partners for product availability, competitive products to sell and
marketing funds and purchasing incentives, which can change significantly in the
amounts made available and in the requirements year over year;
our ability to keep pace with rapidly evolving technological advances and the evolving
competitive marketplace;
general economic conditions, economic uncertainties and changes in geopolitical
conditions, including the possibility of a recession or as a result of the ongoing conflicts
in Ukraine and Gaza;
changes in the IT industry and/or rapid changes in technology;
our ability to provide high quality services to our clients;
our reliance on independent shipping companies;
the risks associated with our international operations;
supply constraints for products;
natural disasters or other adverse occurrences, including public health issues such as
pandemics or epidemics;
disruptions in our IT systems and voice and data networks;
cyberattacks, outages, or third-party breaches of data privacy as well as related
breaches of government regulations;
intellectual property infringement claims and challenges to our registered trademarks
and trade names;
potential liability and competitive risk based on the development, adoption, and use of
Generative Artificial Intelligence ("GenAI");
legal proceedings, client audits and failure to comply with laws and regulations;
risks of termination, delays in payment, audits and investigations related to our public
sector contracts;
exposure to changes in, interpretations of, or enforcement trends related to tax rules
and regulations;
our potential to draw down a substantial amount of indebtedness;
the conditional conversion feature of the Notes, which has been triggered, and may
adversely affect the Company’s financial condition and operating results;
the Company is subject to counterparty risk with respect to certain hedge and warrant
transactions entered into in connection with the issuance of the Notes (the "Call
Spread Transactions");
increased debt and interest expense and the possibility of decreased availability of
funds under our financing facilities;
possible significant fluctuations in our future operating results as well as seasonality
and variability in client demands;
potential contractual disputes with our clients and third-party suppliers;
our dependence on certain key personnel and our ability to attract, train and retain
skilled teammates;
risks associated with the integration and operation of acquired businesses, including
achievement of expected synergies and benefits; and
future sales of the Company’s common stock or equity-linked securities in the public
market could lower the market price for our common stock.
Additionally, there may be other risks described from time to time in the reports that we
file with the Securities and Exchange Commission (the “SEC”). Any forward-looking statements in
this report are made as of the date of this filing and should be considered in light of various
important factors, including the risks and uncertainties listed above, as well as others. We assume
no obligation to update, and, except as may be required by law, do not intend to update, any
forward-looking statements. We do not endorse any projections regarding future performance that
may be made by third parties.
2
INSIGHT ENTERPRISES, INC.
PART I
Item 1. Business
Our Company
Today, every business is a technology business. We help our clients accelerate their digital
journey to modernize their businesses and maximize the value of technology. We serve these
clients in North America; Europe, the Middle East and Africa (“EMEA”); and Asia-Pacific (“APAC”).
As a Fortune 500-ranked solutions integrator, we enable secure, end-to-end digital transformation
and meet the needs of our clients through a comprehensive portfolio of solutions, far-reaching
partnerships and 35 years of broad IT expertise. We amplify our solutions and services with global
scale, local expertise and our e-commerce experience, enabling our clients to realize their digital
ambitions in multiple ways.
The Company is organized in the following three operating segments, which are primarily
defined by their related geographies:
Operating Segment*
Geography
North America
EMEA
APAC
United States and Canada
Europe, Middle East and Africa
Asia-Pacific
Percent of 2023
Consolidated Net
Sales
80%
17%
3%
* Additional detailed segment and geographic information can be found in
“Management’s Discussion and Analysis of Financial Condition and Results of
Operations” in Part II, Item 7 and in Note 19 to the Consolidated Financial Statements
in Part II, Item 8 of this report.
Insight began operations in Arizona in 1988, incorporated in Delaware in 1991 and
completed its initial public offering in 1995. Our corporate headquarters are located in Chandler,
Arizona. From our original location in the United States, we expanded nationwide and then entered
Canada in 1997 and the United Kingdom in 1998. Through a combination of acquisitions and
organic growth, we continued to increase our geographic coverage and expand our technical
capabilities. Our acquisitions were as follows:
Prior to 2018, we acquired Software Spectrum, Inc. (2006), Calence, LLC (2008), MINX
Limited (2008), Ensynch, Inc. (2011), Inmac GmbH (2012), Micro Warehouse BV (2012),
BlueMetal Architects, Inc. (2015), Ignia, Pty Ltd (2016), Datalink Corporation (2017), and Caase
Group B.V. (2017).
Our acquisitions from 2018 through today included:
•
•
•
•
2018 – Cardinal Solutions Group, Inc. (“Cardinal”), a digital solutions provider that
strengthened our digital innovation capabilities;
2019 – PCM, Inc. (“PCM”), a provider of multi-vendor technology offerings, including
hardware, software and services which complemented our supply chain expertise,
adding scale and clients in the commercial space primarily in North America;
2020 – vNext SAS (“vNext”), a French digital consulting services and managed
services provider, increasing our capacity to deliver consulting and implementation
services to support clients’ digital transformation initiatives to our clients in EMEA;
2022 - Hanu Software Solutions, Inc. and Hanu Software Solutions (India) Private Ltd.
(collectively, "Hanu"), a global leading cloud technology services and solutions
provider, which increased our capacity to provide cloud solutions to clients. Hanu also
has a recruiting and development academy which expanded our technical expertise in
India;
3
INSIGHT ENTERPRISES, INC.
•
•
2023 - Amdaris Group Limited ("Amdaris"), a service provider with core expertise in
providing software application and development services for clients, which adds to
Insight’s global application and Data & AI practices. Amdaris also specializes in
customized solutions for cloud, mobile, data analytics and web helping clients digitally
transform faster; and
2023 - SADA Systems, LLC ("SADA"), a Google cloud service provider with engineering
capabilities across the entire Google Cloud stack specializing in Google Cloud priority
workloads. The SADA acquisition positions Insight to further benefit from the growing
trend of multicloud adoption and GenAI, accelerating Insight’s progress toward its
strategic objective of growing cloud services and solutions.
Our Purpose and Values
Our purpose: We accelerate digital transformation by unlocking the power of people and
technology. We live by our core values of hunger, heart and harmony, which guide how we act as
an organization and as a team, capturing the essence of our culture, and reminding us of what
we’ve promised to live up to every day.
Our core values are:
Hunger – We are change agents, driven to improve every day.
Heart – We are teammates. We take care of each other, our clients and our
communities.
Harmony – We are a team of individuals who seek out unique perspectives
and value differences and diversity.
We believe that these values strengthen the overall Insight experience for our clients,
partners and teammates. We refer to our customers as “clients,” our suppliers as “partners” and
our employees as “teammates”.
Our Market
The worldwide total addressable market for enterprise IT spend is forecasted to be $4.7
trillion by 2027 according to Gartner, a leading IT research and advisory company. We believe our
addressable market represents approximately $730 billion in annual sales and for the year ended
December 31, 2023, our net sales of $9.2 billion represented approximately 1% of that highly
diverse market. Based on our peer analysis of market data, we believe the top ten most
comparable global solution providers represent less than 20% of the market. We believe that we
are well positioned in this highly fragmented global market with sales locations in 19 countries and
our deep experience delivering IT solutions across the globe.
Our Strategy
Our ambition is clear — we aspire to be the leading solutions integrator, setting the pace
and defining a new category in our industry. Building upon the strong foundation of our traditional
technology business, we bring innovative and scalable solutions — a combination of services and
product — that accelerate transformation and produce meaningful outcomes for our clients.
To achieve our ambition, teammates are focused on our strategic objectives — put clients
first, deliver differentiation, champion our culture, and drive profitable growth.
Put Clients first
Our primary goal is to put our clients first, becoming the partner they cannot live without,
by delivering essential value for their transformation needs. We help our clients make the complex
simple and look beyond the problems they are facing today to drive outcomes that energize future
success. We help them modernize their business by offering solutions that maximize the value of
technology and enable secure, end-to-end transformation solutions and services.
4
INSIGHT ENTERPRISES, INC.
Deliver differentiation
We deliver differentiation through our innovative and scalable solutions, exceptional
technical talent and a compelling portfolio built on over 35 years of IT experience. Combined with
thoughtful strategic acquisitions, differentiated expertise and deep partner relationships, we
deliver a compelling client experience driving faster outcomes. Our simple and strong portfolio of
offerings and our robust roster of technical experts and industry leaders help us deliver client
value efficiently and with the accountability our clients expect.
Champion our culture
We see our strong culture as a driver for growth. We are purpose-driven and values-led
and are focused on championing our teammates to deliver exceptional client experience. We are
building on this foundation, developing a culture of high performance, and continuing to push
forward our culture of diversity and inclusion.
Drive profitable growth
We relentlessly pursue high performance, operational excellence and profitable growth. We
are transforming our sales capabilities and aligning our incentives to focus on our solutions
portfolio. We will continue to streamline our account coverage to match skills with client needs and
propensity to buy services. We believe the key to our success is focusing on doing a finite number
of things and doing them really well. This leads to successful outcomes with our clients and will
drive profitable growth for our shareholders.
Our Solutions Expertise
We are differentiated in our ability to combine the power of our technology expertise with
our technical services capabilities to create solutions to deliver meaningful client outcomes at
scale. We adapt quickly to new innovative technology trends such as Generative Artificial
Intelligence ("GenAI"). We invest internally as well as through acquisitions to advance our
technical capabilities. We have strong solutions expertise in six high growth areas of the IT market
that allows us to drive digital transformation and business outcomes for our clients. The solutions
areas are pivotal to our strategy of becoming the leading solutions integrator. Our most recent
acquisitions of Amdaris and SADA, enhance these areas of expertise and enhance the services that
are most meaningful to our clients.
We believe our six key areas of solutions expertise are critical to our clients' success and
to our identity as a solutions integrator:
• Modern platforms/infrastructure
•
Cybersecurity
• Data & Artificial Intelligence ("AI")
• Modern Workplace
• Modern Apps
•
Intelligent Edge
Each of the six key areas of solutions expertise are described below:
Modern Platforms/Infrastructure – Architect and modernize multicloud and networking
solutions.
Our modern platforms solutions expertise is about adopting and building modern platforms
from cloud (multicloud and hybrid) to data center to edge. We architect and deliver modern
infrastructure solutions, provide management and support spanning cloud and data center
platforms, modern networks, and edge technologies, to enable our clients' businesses digital
transformation. Typical outcomes for our clients include scaling their infrastructure foundation for
innovation, increasing workload agility, resiliency and flexibility, improving visibility and control of
5
INSIGHT ENTERPRISES, INC.
data assets, delivering better user and customer experiences, and enabling purposeful digital
transformation.
Cybersecurity – Mitigate risks and secure business assets.
Our cybersecurity solutions expertise relates to automating and connecting modern
platforms securely (network, security and automation). We prioritize security in our architecture
design and deployment to cloud services and IT transformation. This way, clients can integrate
security across platforms, business units and operations. We also help clients manage security
initiatives that are required to protect their business. Typical outcomes for our clients include
improving threat detection, containment and neutralization, minimizing large scale security teams
through simplified security management, implementing governance and maintaining compliance,
better management and mitigation of organizational risk and effective and thorough responses to
security incidents.
Data and AI – Leverage analytics and AI to transform business operations and user
experiences.
Our data and AI solutions expertise pertains to innovating on top of modern platforms with
strategic and secure solutions delivered through reference architectures, leveraging GenAI, and
enhanced through our intellectual property. We modernize data platforms and architectures and
build data analytics and AI solutions that transform our clients’ business operations and user
experiences. Typical outcomes for our clients include enabling scalability at high speed, preparing
data estates and access to support the adoption of GenAI, increasing visibility and data-driven
decision making, optimizing resources and costs via new operational efficiencies and providing
opportunities to grow revenue with new offerings.
Modern Workplace – Create a productive, flexible and secure workplace.
Our modern workplace solutions expertise deals with helping clients navigate workplace
changes along with employee needs for seamless work experiences. Great companies know their
people are the key factor — improving attraction and retention, providing great collaborative
experiences through technology, leading through change. Typical outcomes for our clients include
elevating employee and user experiences, increasing return on workplace technology investments,
enhancing protection for users and business data to reduce risk, boosting productivity and mobile
capabilities, simplifying IT lifecycle management and enabling and securing “work anywhere”
operations in the hybrid work environment.
Modern Apps – Create new product experiences and transform legacy applications to
drive increased business value.
Our modern apps solutions expertise is about helping clients migrate and modernize
strategically. The number of applications in use is growing exponentially — and using them to
differentiate business identities, unlock new revenue streams and create great user experiences is
critical. Typical outcomes for our clients include future-proofing critical business applications,
increasing innovation and organizational agility, accelerating business growth and product sales,
and leveraging GenAI to optimize operations, increase productivity and deliver differentiated client
experiences.
Intelligent Edge – Gather and utilize data in the most efficient way to enable real-time
decision-making and affect pivotal outcomes.
Our Intelligent edge solutions expertise is where all our capabilities come together. It is
the combination of industry-based business outcomes, our intellectual property, our technology
provider legacy, and the ability to deploy tens of thousands of devices and build secure platforms.
Our capabilities and portfolio allow for large-scale intelligent edge solutions. Typical outcomes for
our clients include, improving decision making and business intelligence, increasing
responsiveness to customer and market demands, optimizing operational processes and gaining
predictive capabilities, creating new revenue streams, driving differentiation, and scaling and
expanding business operations to new areas.
6
INSIGHT ENTERPRISES, INC.
We deliver our solutions expertise to our clients through consulting, managed and life-
cycle services.
Our Solutions Mix
Our solutions generally include hardware, software and services, including cloud solutions.
On a consolidated basis, product (hardware and software) and services represented approximately
83% and 17%, respectively, of our consolidated net sales in 2023. This compares to 86% and
14%, respectively, of our consolidated net sales in both 2022 and 2021. On a consolidated basis,
product (hardware and software) and services represented approximately 46% and 54%,
respectively, of our gross profit in 2023. This compares to 51% and 49%, respectively, of our
gross profit in 2022 and 2021. Additional detailed sales mix information by operating segment can
be found in “Management’s Discussion and Analysis of Financial Condition and Results of
Operations” in Part II, Item 7 and in Note 19 to the Consolidated Financial Statements in Part II,
Item 8 of this report.
Our Competition
The IT industry is very fragmented and highly competitive. Our competition primarily
includes:
•
•
Systems integrators and digital consultants such as ePlus, Presidio, World Wide
Technology, EPAM, Perficient, Accenture, Atos and Capgemini; and
Solution providers, value-added resellers and direct marketers such as CDW,
Cognizant, Zones, Connection, SHI, Softchoice, Computacenter, Bechtle, SoftwareONE
and Crayon.
The competitive landscape in the industry is continually changing as various companies
expand their product and services offerings. In addition, the shift to digital business such as data
analytics, edge computing, hybrid infrastructure, modern workplace, cybersecurity, and other
similar service offerings, has led to the emergence of new competitive players and opportunities
through emerging models like AI and X as-a-service. As with other areas, we compete with
solutions providers, systems integrators, value-added resellers, and hyperscale vendors. We
sometimes compete directly with publishers and manufacturer partners for many of these
offerings, including Microsoft, Cisco Systems, Dell, HP Inc. and Adobe Systems. They sell products
and services directly to business customers, particularly large enterprise and corporate customers.
For a discussion of risks associated with the actions of our competitors, see “Risk Factors –
Risks related to Our Business, Operations and Industry – The IT hardware, software and services
industry is intensely competitive, and actions of our competitors, including manufacturers and
publishers of products we sell, can negatively affect our business,” in Part I, Item 1A of this report.
Our Partners
We partner with market leaders offering the top technology brands as well as emerging
entrants in the marketplace. During 2023, we purchased and resold products and software from
over 8,000 partners. Approximately 69% (based on dollar volume) of these purchases were
directly from manufacturers or software publishers, with the remaining balance purchased through
distributors. Purchases from Microsoft and TD Synnex accounted for approximately 27% and 12%,
respectively, of our aggregate purchases in 2023. No other partner accounted for more than 10%
of purchases in 2023. Our top five partners as a group for 2023 were Microsoft, TD Synnex (a
distributor), Cisco Systems, Ingram Micro (a distributor), and Dell, and approximately 60% of our
total purchases during 2023 came from this group of partners. Although brand names and
individual products are important to our business, we believe that competitive sources of supply
are available in substantially all of our product categories such that, with the exception of
Microsoft, we are not dependent on any single partner for sourcing products.
During 2023, sales of Microsoft and Cisco Systems products accounted for approximately
17% and 10% of our consolidated net sales, respectively. No other manufacturer’s or publisher’s
7
INSIGHT ENTERPRISES, INC.
products represented 10% or more of our consolidated net sales in 2023. Sales of product from
our top five manufacturers/publishers as a group (Microsoft, Cisco Systems, Dell, Lenovo, and HP
Inc.) accounted for approximately 51% of our consolidated net sales during 2023.
We obtain incentives from certain product manufacturers, software publishers and
distribution partners based typically upon our volume of sales or purchases of their products and
services. In other cases, such incentives may be in the form of participation in our partner
programs, which may require specific services or activities with our clients, discounts, marketing
funds, price protection or rebates. Manufacturers and publishers may also provide mailing lists,
contacts or leads to us. We believe that these incentives (or partner funding) and other marketing
assistance allow us to increase our marketing reach and strengthen our relationships with leading
manufacturers and publishers.
We are focused on understanding our partners’ objectives and developing plans and
programs to grow our mutual businesses. We have invested in our digital marketing capabilities
over the past few years and plan to continue investing in such capabilities moving forward. We
believe these digital marketing investments increase the effectiveness of our marketing campaigns
and client interactions. We consider that we are emerging as a leader in our industry in digital
marketing, striving to deliver an outstanding service experience to our clients. We implemented
business intelligence tools that enable us to track performance in this area and demonstrate the
return on our partners’ investments with us. We measure partner satisfaction regularly and hold
quarterly business reviews with our largest partners to review business results, discuss plans for
the future and obtain feedback. Additionally, we host annual partner forums in North America,
EMEA and APAC to articulate our plans for the upcoming year.
As we move into new service areas, we may become even more reliant on certain partner
relationships. For a discussion of risks associated with our reliance on partners, see “Risk Factors –
Risks related to Our Business, Operations and Industry – We rely on our partners for product
availability, competitive products to sell and marketing funds and purchasing incentives, which can
change significantly in the amounts made available and the requirements year over year,” in Part
I, Item 1A of this report.
Our Teammates
Successful execution of our business strategy and strategic initiatives involves attracting,
developing and retaining teammates who share our core values of hunger, heart and harmony. We
are shaping the future of work at Insight with a focus on (1) enhancing teammate engagement
and culture, (2) attracting and developing top technical and strategic talent globally, (3)
developing a high-performance culture, and (4) driving diversity programs that enhance inclusion
and belonging globally.
Various ways that we attract, develop and retain qualified and motivated teammates
include:
•
•
Insight offers robust leadership training for teammate managers and aspiring leaders.
Our training is centered around our Leadership Commitments where we enhance our
leaders' skills in the following areas: (1) Creating clarity; (2) Inspiring people; (3)
Demonstrating thought leadership; and (4) Delivering results.
An important part of the Company’s culture is its commitment to diversity and
inclusion. Insight supports eleven teammate resource groups, which represent various
diverse groups of teammates and boast 1,900+ active members.
• Our leaders carefully review and monitor our Teammate Pulse Survey results year over
year and create action plans to increase teammate engagement.
•
•
A charitable foundation funded by the Company, its teammates and its partners
provides financial support in crisis situations to support teammates and their families.
Insight offers teammates paid days off to either volunteer their time to charitable
organizations in the communities where they live and work or to use for mental health.
8
INSIGHT ENTERPRISES, INC.
Insight continues to receive recognitions that we believe demonstrate the success of our strategy
to attract, develop, and retain qualified and motivated teammates.
•
•
Fortune #20 best places to work (2023);
Insight was recognized as an employer of choice in Forbes Best Workplaces and
World’s Best Employers lists (2023);
• We maintained our achievement of earning a perfect score on the Human Rights
Campaign Foundation’s Corporate Equality Index; and
•
Fortune World’s Most Admired Companies list (2021).
As of December 31, 2023, we employed 14,437 teammates. Our teammates by operating
segment were as follows:
Operating Segment
North America
EMEA
APAC
Number of Teammates
10,957
2,946
534
Certain of our teammates provide services to clients and/or provide back-office support in
offshore locations such as Armenia, India, Moldova, the Philippines, and Romania. These
teammates are included in the above table on the basis of the primary operating segment they
provide direct services or back office support to.
Our teammates in the United States are not represented by a labor union. Our work forces
in certain foreign countries, such as Germany, have worker representative committees or work
councils with which we maintain strong relationships. We believe our relations with our teammates
are good, and we have never experienced a labor related work stoppage.
Our teammates by job function were as follows:
Job Function
Sales
Skilled, certified consulting and service delivery professionals
Total sales and client facing teammates
Management, support services and administration
Distribution
Number of Teammates
3,839
6,487
10,326
3,689
422
For a discussion of risks associated with our dependence on certain personnel, including
sales personnel, see “Risk Factors – General Risk Factors – We depend on certain key personnel,”
in Part I, Item 1A of this report.
Our Seasonality
We experience some seasonal trends in our net sales. For example:
•
•
•
•
software and certain cloud sales are typically higher in our second and fourth quarters;
business clients, particularly larger enterprise businesses in the United States, tend to
spend more in our fourth quarter and less in the first quarter;
sales to the federal government in the United States are often stronger in our third
quarter, while sales in the state and local government and education markets are
stronger in our second quarter; and
sales to public sector clients in the United Kingdom are often stronger in our first
quarter.
9
INSIGHT ENTERPRISES, INC.
These trends create overall seasonality in our consolidated results such that sales and
profitability are expected to be higher in the second and fourth quarters of the year. Historically
we have experienced higher net sales in our second quarter, however, with the addition of SADA,
we now anticipate our fourth quarter will be our highest quarter for net sales.
Our Backlog
The majority of our backlog historically has been and continues to be open cancelable
purchase orders; however, we have not experienced significant cancellations historically. Our
backlog has fluctuated significantly in the past few years, primarily due to the mix of products
available and our client's responses to supply chain constraints. The supply chain constraints that
existed in the previous two years have now been almost fully alleviated and our previously
elevated backlog has largely normalized across all product categories. We do not believe that
backlog as of any particular date is predictive of future results.
Our Intellectual Property
We do not maintain a traditional research and development group, but we recognize the
importance of intellectual property and its ability to differentiate us from our competitors. As part
of our business, we provide value to clients based, in part, on our technical innovations,
methodologies, know-how, and other reusable proprietary assets that we protect through different
forms of intellectual property protection, including trademarks, patents, copyrights, and trade
secrets in the United States and select foreign jurisdictions where we believe it is appropriate to
seek such legal protection. We also seek to maintain our trade secrets and confidential information
by non-disclosure policies and agreements, with teammates, clients, partners, and other third
parties. There can be no assurance, however, that the rights obtained can be successfully enforced
against infringers in every jurisdiction. Although we believe the protection afforded by our
trademarks, patents, copyrights and trade secrets has value, the rapidly changing technology in
our industry and uncertainties in the legal process make our future success dependent primarily
on the innovative skills, technological expertise, and management capabilities of our teammates.
Our Insight brand is a valuable intangible asset that is protected using common law and registered
trademark rights. We also license our intellectual property rights to third parties. We have
registered our key domain names and brands in the United States and in certain relevant foreign
jurisdictions, and, from time to time, filed patent applications for our qualifying technical solutions.
Our intellectual property assets are important to us, and we continue to invest in their promotion
and protection.
For a discussion of risks associated with our intellectual property, see “Risk Factors – We
may not be able to protect our intellectual property adequately, and we may be subject to
intellectual property infringement claims,” in Part I, Item 1A of this report.
Our Information Technology Systems
We have committed significant resources to the IT systems that we own and use to
manage our business and believe that our success is dependent upon our ability to provide prompt
and efficient service to our clients based on the accuracy, quality and utilization of the information
generated by our IT systems. Because these systems affect our ability to manage our sales, client
service, partner relationships, distribution, inventories, accounting systems and internal networks,
we have significantly improved our system security through investment in a highly skilled and
tenured cybersecurity team as well as implementation of some of the most up to date tools and
processes available in the market to help harden and improve our cybersecurity defenses.
We are focused on driving improvements in sales productivity through increased
innovation and enhancements to our e-commerce and IT systems with the goals of improved client
satisfaction and attracting new clients, while increasing overall business efficiency.
We use a common set of core IT applications to run our business, across all of our
operating segments, having migrated EMEA onto the same core systems as North America and
APAC in early 2022.
10
INSIGHT ENTERPRISES, INC.
For a discussion of risks associated with our IT systems, see “Risk Factors – Risks related
to Our Technology, Data and Intellectual Property – Disruptions in our IT systems and voice and
data networks could affect our ability to service our clients and cause us to incur additional
expenses,” in Part I, Item 1A of this report.
Information about our Executive Officers
The following are our current executive officers:
Glynis A. Bryan, Chief Financial Officer, Age 65
Ms. Bryan joined Insight in December 2007 as our Chief Financial Officer. Prior to joining
Insight, Ms. Bryan served as Executive Vice President and Chief Financial Officer at Swift
Transportation Co., Inc., a provider of truckload transportation and logistics services, as Chief
Financial Officer at APL Logistics in Oakland, California and in various finance roles at Ryder
System, Inc., including Chief Financial Officer of Ryder’s largest business unit, Ryder
Transportation Services. Ms. Bryan is a member of the board of directors and the audit committee
of WESCO International, Inc., a leading provider of business-to-business distribution, logistics
services and supply chain solutions, and of Pinnacle West Capital Corporation, a public utility
holding company. In January 2018, she was appointed to the Economic Advisory Council for the
Federal Reserve Bank of San Francisco.
Dee Burger, President North America, Age 54
Mr. Burger joined Insight in May 2022 as President of the North America business. Prior to
joining Insight, Mr. Burger worked at Capgemini, a global leader in consulting, technology services
and digital transformation, for 29 years in a diverse range of roles. His responsibilities
encompassed leading integration of mergers and acquisitions, digital and cloud solutions, business
applications, consulting, strategy, and transformation. Most recently, he led Capgemini's global
business lines in the North America market, with prior leadership roles spanning business services
and engineering, U.S. strategy and portfolio, consulting, and innovation and digital services.
Samuel C. Cowley, Senior Vice President, General Counsel and Secretary, Age 63
Mr. Cowley joined Insight in June 2016 as our Senior Vice President and General Counsel.
Prior to joining Insight, Mr. Cowley served as General Counsel and Vice President, Business
Development of Prestige Brands Holdings, Inc., a company that markets and distributes over-the-
counter healthcare products, as Executive Vice President, Business Development and General
Counsel of Matrixx Initiatives, Inc. and Executive Vice President and General Counsel of Swift
Transportation Co., Inc. Prior to that, he practiced law in the business and finance groups with the
law firms of Snell & Wilmer and Reid & Priest.
Rachael A. Crump, Chief Accounting Officer, Age 49
Ms. Crump joined Insight in December 2016 as Vice President of Finance, Controller –
North America. She was appointed Principal Accounting Officer and Global Corporate Controller in
September 2018, with her title being consolidated to Chief Accounting Officer in September 2023.
Ms. Crump is a Certified Public Accountant. She began her career in public accounting in 1997 with
Ernst & Young LLP. Ms. Crump has held controller positions with several public multinational
companies in the software, medical services and semiconductor industries. Prior to joining Insight,
Ms. Crump served as the Senior Director Controller, Global Accounting at Amkor Technology, Inc.
a semiconductor product packaging and test services provider, from 2006 to 2016.
Rob Green, Chief Digital Officer, Age 56
Mr. Green was appointed Chief Digital Officer of Insight in December 2023. Mr. Green
joined Insight in August 2021 as Senior Vice President, eCommerce and was appointed Senior Vice
President, Digital Transformation in July 2023. Mr. Green had previously spent eight years in
various roles with Amazon, an online retailer and web services provider, including as General
11
INSIGHT ENTERPRISES, INC.
Manager, Amazon Business Public Sector from December 2019 to June 2021 and General
Manager, Amazon Business Marketplace from January 2016 to December 2019. Prior to joining
Amazon, Mr. Green held various executive level roles within the Oracle Corporation.
Adrian Gregory, President – Insight EMEA, Age 50
Mr. Gregory joined Insight in January 2023 as EMEA President. Prior to joining the
Company, he served as Chief Executive Officer for North Europe and APAC at Atos, an IT services
and consulting company. Prior to being named Chief Executive Officer in February of 2022, Mr.
Gregory spent 10 years in various other executive positions at Atos, including serving as Senior
Executive Vice President, Global Head of Financial Services & Insurance, where he led the
integration of Atos Syntel in India and served as Chief Executive Officer of Atos UK and Ireland.
Prior to Atos, he held roles at Hewlett-Packard Development Company, L.P., Fujitsu ICL, and
Petroleum Shipping Ltd.
James A. Morgado, Senior Vice President of Finance, Age 51
Mr. Morgado joined Insight in January 2022 as Senior Vice President of Finance. For the
previous four years, he served as the Vice President of Finance for Synopsys, Inc., an enterprise
software engineering company focused on electronic design automation, where he was responsible
for Corporate Planning, FP&A, Treasury, Procurement and Supply Chain Finance. Prior to
Synopsys, Mr. Morgado worked for Juniper Networks, Inc., Cisco Systems, Inc., The Stephenz
Group, Inc., Aramark Uniform Services, and Citigate Cunningham, Inc. in various positions within
Finance.
Joyce A. Mullen, President and Chief Executive Officer, Age 61
Ms. Mullen was appointed President and Chief Executive Officer and a director of Insight
effective January 1, 2022. Ms. Mullen joined Insight in October 2020 as our President of the North
America Region. Prior to joining Insight, Ms. Mullen spent 21 years at Dell Technologies, a
technology company, in a variety of sales, service delivery, and IT solutions roles. Ms. Mullen also
serves on the board of directors as well as the nominating and governance and compensation &
human resources committees of The Toro Company.
Jennifer Vasin, Chief Human Resources Officer, Age 49
Ms. Vasin was appointed Chief Human Resources Officer of Insight in February 2022. Ms.
Vasin joined Insight as a Director of Human Resources in April 2008 when Insight acquired
Calence LLC, a professional services consulting firm where Ms. Vasin had served as a Leader of
Human Resources since March 2002. Ms. Vasin was named a Vice President of Human Resources
in February 2012 and Senior Vice President of Human Resources in January 2019. Prior to
Calence, Ms. Vasin worked in the airline industry in a variety of roles, including human resources
leadership positions.
Available Information
Our annual report on Form 10-K, quarterly reports on Form 10-Q, current reports on Form
8-K and amendments to such reports filed pursuant to Sections 13(a) and 15(d) of the Securities
Exchange Act of 1934, as amended (the “Exchange Act”), proxy statements and the reports filed
pursuant to Section 16(a) of the Exchange Act are available free of charge on our web site at
www.insight.com, as soon as reasonably practicable after we electronically file them with, or
furnish them to, the SEC. The information contained on our web site is not included as a part of,
or incorporated by reference into, this Annual Report on Form 10-K.
The SEC also maintains an internet site that contains reports, proxy and information
statements and other information regarding issuers that file electronically with the SEC at
www.sec.gov.
12
INSIGHT ENTERPRISES, INC.
Item 1A. Risk Factors
Risks Related to Our Business, Operations and Industry
The IT hardware, software and services industry is intensely competitive, and
actions of our competitors, including manufacturers and publishers of products we sell,
can negatively affect our business. Competition in the industry is based on price, product
availability, speed of delivery, credit availability, quality and breadth of product lines, and,
increasingly, on the ability to provide services and tailor specific solutions to meet client needs.
Many of our manufacturer and publisher partners are also our competitors, as many sell directly to
business customers, particularly large enterprise and corporate customers. In addition to the
manufacturers and publishers of products we sell, we compete with a large number and wide
variety of providers and resellers of IT hardware, software and services. We believe our industry
will see further consolidation as product resellers and direct marketers combine operations or
acquire or merge with other resellers, service providers and direct marketers to increase
efficiency, service capabilities and market share. Moreover, current and potential competitors have
established or may establish cooperative relationships among themselves or with third parties to
enhance their product and service offerings. Accordingly, it is possible that new competitors or
alliances among competitors may emerge and acquire significant market share.
The competitive landscape in which we operate continues to change as new technologies
are developed. While innovation helps our business as it creates new offerings for us to sell, it can
also disrupt our business model and create new and stronger competitors. For instance, while
cloud-based solutions present an opportunity for us and make up a significant part of our business
and future, cloud-based solutions and technologies developed by manufacturer and publisher
partners are alternatively marketed directly to customers without utilizing solutions providers like
us, and our partners could otherwise reduce the volume of hardware, software or services we sell,
leading to a reduction in our sales and/or profitability. Accordingly, we are dependent on continued
innovations by our current vendor partners and our ability to partner with new and emerging
technology providers.
Generally, pricing competition is very aggressive in the industry, and we expect pricing
pressures to continue. There can be no assurance that we will be able to negotiate prices as
favorable as those negotiated by our competitors or that we will be able to offset the effects of
price reductions with an increase in the number of clients, higher net sales, cost reductions or
higher sales of services, which are typically at higher gross margins, or otherwise. Price reductions
by our competitors that we either cannot or choose not to match could result in an erosion of our
market share and/or reduced sales or, to the extent we match such reductions, could result in
reduced operating margins or inventory impairment charges, any of which could have a material
adverse effect on our business, financial condition and results of operations.
Some of our competitors in each of our operating segments may have greater technical,
marketing and other resources than we do. In addition, some of these competitors may be able to
respond more quickly to new or changing opportunities, technologies and client requirements.
Many current and potential competitors also may have greater name recognition and engage in
more extensive promotional activities, offer more attractive terms to their customers and adopt
more aggressive pricing policies than we do. Additionally, some of our competitors have higher
margins and/or lower operating cost structures, allowing them to price more aggressively. There
can be no assurance that we will be able to compete effectively with current or future competitors
or that the competitive pressures we face will not have a material adverse effect on our business,
financial condition and results of operations.
13
INSIGHT ENTERPRISES, INC.
We rely on our partners for product availability, competitive products to sell and
marketing funds and purchasing incentives, which can change significantly in the
amounts made available and the requirements year over year. We acquire products for
resale both directly from manufacturers and publishers and indirectly through distributors, and the
loss of a significant partner relationship could cause a disruption in the availability of products to
us. We typically do not have long-term contracts with our vendor partners. As such, many of these
arrangements with partners are easily terminable, and there can be no assurance that
manufacturers and publishers will continue to sell or will not limit or curtail the availability of their
product to resellers like us. The loss of, or change in business relationship with, any of our key
vendor partners could negatively impact our business.
In addition, certain manufacturers, publishers and distributors provide us with substantial
incentives in the form of rebates, marketing funds and other investments, purchasing incentives,
early payment discounts, referral fees and price protections (collectively, “partner funding”).
Partner funding is used to offset, among other things, inventory costs, costs of goods sold,
marketing costs and other operating expenses. Certain of these funds are based on our volume of
sales or purchases, growth rate of net sales, increases in client usage, or purchases and marketing
programs. If we do not meet the goals of these programs or if we are not in compliance with the
terms of these programs, there could be a material negative effect on the amount of incentives
offered or paid to us by manufacturers and publishers. We regularly experience partner funding
program changes that reduce the incentives many partners make available to us and that change
the requirements for earning such incentives. If we are unable to react timely to remediate and
effectively respond to these changes in the partner funding programs of publishers and
manufacturers, including the elimination of, or significant reductions in, partner funding for some
of the activities for which we have been compensated in the past, the changes could have a
material adverse effect on our business, financial condition and results of operations. This is
especially true in connection with the incentive programs of our largest partners: Microsoft, Dell,
Cisco Systems, HP Inc., Google and Lenovo. There can be no assurance that we will continue to
receive such incentives in the future.
We may not be able to keep pace with rapidly evolving technological advances
and the evolving competitive marketplace in which we sell our service offerings. Our
success depends on our ability to continue to develop and implement services and solutions that
anticipate and respond to rapid and continuing changes in technology and market demand to
serve the needs of our clients. For example, cloud, security, and digital-related solutions are
continuously evolving, and there is rapid development and technological evolution in areas such as
IoT, edge-computing, computer vision, advanced machine learning and AI (including GenAI),
automation, augmented reality, blockchain and as-a-service solutions. If we do not invest
sufficiently in new technologies, successfully adapt to industry developments and evolving client
demand at sufficient speed and scale, we may be unable to develop or maintain a competitive
advantage in the market and execute on our growth strategy and initiatives, which could have a
material adverse effect on our business.
General economic and political conditions, including unfavorable conditions in a
particular region, business or industry sector, may lead our clients to delay or forgo
investments in IT hardware, software and services. Weak economic conditions generally or
any broad-based reduction in IT spending would adversely affect our business, operating results
and financial condition. A prolonged slowdown in the global economy, including the possibility of
recession or financial market instability or similar crisis, or in a particular region or business or
industry sector, or the tightening of credit markets, could cause our clients to have difficulty
accessing capital and credit sources, delay contractual payments, or delay or forgo decisions to
upgrade or add to their existing IT environments, license new software or purchase products or
services (particularly with respect to discretionary spending for hardware, software and services).
Such events could have a material adverse effect on our business, financial condition and results
of operations. Economic or industry downturns could result in longer payment cycles, increased
collection costs and defaults in excess of our expectations. A significant deterioration in our ability
14
INSIGHT ENTERPRISES, INC.
to collect on accounts receivable could also impact the cost or availability of financing under our
accounts receivable securitization program.
Our sales to public sector clients are also impacted by government spending policies,
government shutdowns, budget priorities and revenue levels. An adverse change in government
spending policies (including budget cuts at the federal, state and local level), budget priorities or
revenue levels could cause our public sector clients to reduce their purchases or to terminate or
not renew their contracts with us. These possible actions or the adoption of new or modified
procurement regulations or practices could have a material adverse effect on our business,
financial position and results of operations.
Worldwide economic conditions and market volatility as a result of political leadership in
certain countries and other disruptions to global and regional economies and markets, including
continuing increases in inflation and interest rates, the possibility of recession, or financial market
instability, may impact future business activities. External factors, such as potential terrorist
attacks, acts of war, geopolitical and social turmoil or epidemics and other similar outbreaks in
many parts of the world, could prevent or hinder our ability to do business, increase our costs and
negatively affect our stock price. More generally, these geopolitical, social and economic conditions
could result in increased volatility in the United States and worldwide in financial markets and in
the economy, as well as other adverse impacts. Potential impacts related to conflicts, such as
those ongoing in Ukraine and Gaza, include further market disruptions, including significant
volatility in commodity prices, credit and capital markets, supply chain and logistics disruptions,
adverse global economic conditions resulting from escalating geopolitical tensions, volatility and
fluctuations in foreign currency exchange rates and interest rates, inflationary pressures on raw
materials and heightened cybersecurity threats, all of which could adversely impact our business,
particularly our European operations.
Changes in the IT industry and/or rapid changes in technology may reduce
demand for the IT hardware, software and services we sell or change who makes
purchasing decisions for IT hardware, software and services. Our results of operations are
influenced by a variety of factors, including the condition of the IT industry, shifts in demand for,
or availability of, IT hardware, software, peripherals and services, and industry innovation and the
introduction of new products and technologies. The IT industry is characterized by rapid
technological change and the frequent introduction of new products and changing delivery
channels and models, which can decrease demand for current products and services and can
disrupt purchasing patterns. If we fail to react in a timely manner to such changes, we may
experience lower sales and, with respect to hardware, as has occurred we may have to record
write-downs of obsolete inventory. In addition, in order to satisfy client demand, protect ourselves
against product shortages, obtain greater purchasing discounts and react to changes in original
equipment manufacturers’ terms and conditions, we may decide to carry inventory of products
that may have limited or no return privileges. There can be no assurance that we will be able to
avoid losses related to inventory obsolescence on these products. Additionally, if purchasing power
within our clients shifts from centralized procurement functions to business units or individual end
users and we are unable to react timely to any such changes, these shifts in purchasing power
could have a material adverse effect on our business, financial conditions and results of
operations.
The cloud and “as-a-service” models are transforming the IT market and introducing new
products, services and competitors to the market. In many cases, these new distribution models
allow enterprises to obtain the benefits of commercially licensed, internally operated software with
less complexity and lower initial set-up, operational and licensing costs, which increases
competition for us. There can be no assurance that we will be able to adapt to, or compete
effectively with, current or future distribution channels or competitors or that the competitive
pressures we face will not have a material adverse effect on our business, financial condition and
results of operations.
15
INSIGHT ENTERPRISES, INC.
Failure to provide high quality services to our clients could adversely affect our
reputation, brand, business, results of operations or cash flows. Our services include
professional, managed, configuration and partner services as well as warranties. In addition, we
deliver and manage mission critical software, systems and network solutions for our clients. We
also offer certain services, such as implementation and installation services and repair services, to
our clients through various third-party service providers engaged to perform these services on our
behalf. If we or our third-party service providers fail to provide high quality services to our clients
or such services result in an unplanned disruption of our clients' businesses, this could, among
other things, result in legal claims and proceedings and liability for us. As we expand our services
and solutions offerings and provide increasingly complex services and solutions, we may be
exposed to additional operational, regulatory and other risks. We could also incur liability for
failure to comply with the rules and regulations applicable to new services and solutions we
provide to our clients. The occurrence of any of the aforementioned could adversely affect our
reputation, brand, business, results of operations or cash flows.
We rely on independent shipping companies for delivery of products and are
subject to price increases or service interruptions from these carriers. We generally ship
hardware products to our clients by FedEx, United Parcel Service and other commercial delivery
services and invoice clients for delivery charges. If we are unable to pass on to our clients current
costs and future increases in the cost of commercial delivery services, our profitability could be
adversely impacted. Additionally, strikes, inclement weather, natural disasters, public health
issues such as pandemics or endemics, terrorist attacks or other service interruptions sustained by
such shippers could adversely impact our ability to deliver products on a timely basis. Such events
could have a material adverse effect on our business, financial condition and results of operations.
There are risks associated with our international operations that are different
than the risks associated with our operations in the United States, and our exposure to
the risks of a global market could hinder our ability to maintain and expand
international operations. Outside of the United States, we have operation centers in Armenia,
Australia, Canada, France, Germany, India, the Netherlands, the Philippines, Ukraine and the
United Kingdom, as well as sales offices throughout EMEA and APAC. In the regions in which we do
not currently have a physical presence, we serve our clients through strategic relationships. In
implementing our international strategy, we may face barriers to entry and competition from local
companies and other companies that already have established global businesses, as well as the
risks generally associated with conducting business internationally.
The success and profitability of international operations are subject to numerous risks and
uncertainties, many of which are outside of our control, such as:
•
•
•
•
•
•
political or economic instability, including the possibility of recession or financial
market instability, or acts of war;
changes in governmental regulation or taxation (foreign and domestic);
currency exchange fluctuations;
changes in import/export laws, regulations, customs, duties and tariffs (foreign and
domestic);
trade restrictions (foreign and domestic);
difficulties of conducting business, managing operations, and costs of staffing in
certain foreign countries;
• work stoppages or other changes in labor conditions;
•
•
•
•
taxes and other restrictions on repatriating foreign profits back to the United States;
extended payment terms;
seasonal reductions in business activity in some parts of the world; and
natural disasters, terrorism, civil unrest, public health issues such as pandemics or
endemics and other geopolitical uncertainties.
16
INSIGHT ENTERPRISES, INC.
In addition, changes in policies and/or laws of the United States or foreign governments,
including data privacy restrictions such as the General Data Protection Regulation (“GDPR”)
resulting in, among other changes, higher taxation, tariffs or similar protectionist laws, currency
conversion limitations, limitations on business operations, or the nationalization of private
enterprises could reduce the anticipated benefits of international operations and could have a
material adverse effect on our business, financial condition and results of operations.
We have currency exposure arising from both sales and purchases denominated in foreign
currencies, including intercompany transactions outside the United States, and we currently
conduct only limited hedging activities. International operations also expose us to currency
fluctuations as we translate the financial statements of our foreign operations to the U.S. dollar,
which has been very strong in recent years in foreign currency exchange rates and which has, at
times, adversely impacted our results of operations and cash flows from our operations in EMEA.
In addition, some currencies may be subject to limitations on conversion into other currencies,
which can limit the ability to otherwise react to rapid foreign currency devaluations. We cannot
predict with precision the effect of future exchange-rate fluctuations, and significant rate
fluctuations could have a material adverse effect on our business, financial condition and results of
operations.
The interruption of the flow of products from our suppliers has and could
continue to disrupt our supply chain. Our business depends on the timely supply of products in
order to meet the demands of our clients. Manufacturing interruption or delays, including as a
result of the financial instability or bankruptcy of manufacturer, labor and supply shortages,
significant labor disputes such as strikes, natural disasters (which may increase in number or
severity as a result of climate change), political or social unrest, public health issues, such as
pandemics or endemics, or other adverse occurrences affecting our suppliers' facilities, could
disrupt our supply chain. We have experienced and could continue to experience product
constraints due to the failure of suppliers to accurately forecast demand, or to manufacture
sufficient quantities of product to meet demand (including as a result of shortages of product
components), among other reasons.
A natural disaster or other adverse occurrence at one of our primary facilities
could damage our business. We have warehouse and distribution facilities in the United States
and Canada and in the United Kingdom and Germany. If the warehouse and distribution
equipment at one of our distribution centers were to be seriously damaged, or negatively
impacted, by a natural disaster, act of terrorism, or public health issue or other adverse
occurrence, we could utilize another distribution center or third-party distributors to ship products
to our clients. However, this may not be sufficient to avoid interruptions in our service and may
not enable us to meet all of the needs of our clients and would cause us to incur incremental
operating costs. In addition, we operate numerous sales offices which may contain both business-
critical data and confidential information of our clients. A natural disaster, act of terrorism, or
public health issue or other adverse occurrence at any of our major sales offices could also
negatively impact our business, results of operations or cash flows.
17
INSIGHT ENTERPRISES, INC.
Risks Related to Our Technology, Data and Intellectual Property
Disruptions in our IT systems and voice and data networks could affect our
ability to service our clients and cause us to incur additional expenses. We believe that
our success to date has been, and future results of operations will be, dependent in large part
upon our ability to provide prompt and efficient service to our clients. Our ability to provide that
level of service is largely dependent on the ease of use, accuracy, quality and utilization of our IT
systems, which impacts our ability to manage our sales, client service, distribution, inventories
and accounting systems, and the reliability of our voice and data networks and managed services
offerings. If our current technology is determined to have a shorter economic life or the value of
our current system is impaired, or necessary improvements to our technology are significantly
delayed, we could incur additional expense and/or charges. The continuing development of our IT
systems is crucial for our success. Accordingly, some of our IT systems are subject to ongoing IT
projects designed to streamline or optimize the information systems. In addition, a substantial
interruption in our IT systems or in our voice and data networks, however caused, could occur and
could have a material adverse effect on our business, financial condition and results of operations.
Cyberattacks, data incidents and breaches in the security (i) of our information
systems and networks, (ii) of the products we sell and services we provide, and (iii) of
the electronic and confidential information in our possession could materially adversely
impact our financial condition, results of operations, reputation, and relationships with
clients, partners, vendors, and teammates. We are dependent upon automated information
technology processes. Privacy, security, and compliance concerns have continued to increase as
technology has evolved to facilitate commerce and as cross-border commerce increases. As part of
our normal business activities, we collect and store or have access to certain proprietary
confidential, and personal information, including information about teammates and information
about partners, vendors, and clients which may be entitled to protection under a number of
regulatory regimes. In the course of normal and customary business practice, we may share some
of this information with vendors and partners who assist us with certain aspects of our business.
Moreover, the success of our operations depends upon the secure transmission of confidential and
personal data over public networks, including the use of cashless payments. The protection and
security of our network systems, our clients’ systems, applications, and platforms to which we
have access, and our own information, as well as information relating to our clients, partners,
vendors, and teammates, is vitally important to us as the compromise, loss, theft, misuse, or
unauthorized access to such networks or information could lead to significant reputational or
competitive harm, result in litigation involving us or our business partners, expose us to regulatory
proceedings, and cause us to incur substantial liability or expenses.
As with many other businesses, we, our third-party service providers and a number of our
vendors have been and are continually subject to cyberattacks and the risk of data security
incidents, the frequency, intensity, and sophistication of which continue to increase year over
year. Due to the constant risk of these types of attacks and incidents, we expend significant
resources on information technology and data security tools, measures, and processes designed to
protect our networks systems, services, and the personal, confidential or proprietary information
in our possession, and to ensure an effective response to any cyber-attack or data security
incident. We have privacy and data security policies in place that are designed to detect, prevent,
and/or mitigate cyberattacks and data security incidents. Whether or not these policies, tools, and
measures are ultimately successful, the expenditures could have an adverse impact on our
financial condition and results of operations, and divert management’s attention from pursuing our
strategic objectives. As newer technologies evolve, and the portfolio of the service providers we
share confidential information with grows, we could be exposed to increased risks from
cyberattacks, data security events, and data breaches, including those from human error,
negligence or mismanagement or from illegal or fraudulent acts.
Although we take the security of our network systems and information very seriously,
there can be no assurance that the security measures we employ will effectively prevent
unauthorized persons from obtaining unauthorized access to our systems and information due to
the evolving nature and intensity of cyberattacks and threats to data security. New and
sophisticated tools and methods are constantly being developed by criminals and cyber terrorists
18
INSIGHT ENTERPRISES, INC.
to penetrate and compromise systems, including computer viruses, malware, ransomware,
phishing, misrepresentation, social engineering and forgery, which make it increasingly challenging
to anticipate, harder to detect, and more difficult to adequately mitigate these risks. Malicious
individuals, organizations, and nation-state threat actors have and may continue to attempt to
penetrate or compromise our network systems, the products we sell, or services we and our third-
party contractors provide in order to access, acquire, misappropriate, disclose, alter, or otherwise
compromise our teammates’, clients’, and partners’ proprietary, confidential, technical business,
and/or personal information in our possession or to which we have access, create system
disruptions, cause system or operations shutdowns or perpetrate secondary attacks against our
clients, partners, and teammates. Such individuals or organizations also may develop or deploy
viruses, worms, ransomware or otherwise exploit security vulnerabilities of our systems or our
product offerings, or attempt to fraudulently induce our employees, clients or others to disclose
passwords or other sensitive information or unwittingly provide access to our systems, data, or
client environments.
Any failure on the part of us, our third-party service providers or our vendors to maintain
the security of our network systems and the proprietary, confidential, and personal data in our
possession, including via the penetration of our network security and attempted or actual
misappropriation, disclosure, alteration, or compromise of proprietary, confidential and personal
information, could disrupt the security of our systems and business applications, as well as impair
our ability to provide services to our clients and protect the privacy of their data. These disruptions
could further result in costly investigations and remediation, business disruption, damage to our
reputation, financial obligations to third parties, fines, penalties, regulatory proceedings and
private litigation with potentially large costs, and also result in deterioration in our teammates’,
partners’ and clients’ confidence in us and other competitive disadvantages, and thus could have a
material adverse effect on our business, financial condition and results of operations.
Some of the hardware and software products we resell could have defects, viruses,
vulnerabilities, or otherwise be the subject of cyberattacks, data security events, or data breaches.
We would consider the consequences of such attacks to be the responsibility of the respective
manufacturers and publishers of such products, however, if such circumstances were to arise, we
may be required to notify clients, regulators and individuals and thereby could be subject to
litigation, regulatory inquiry, loss of business, and reputational harm.
We may not be able to protect our intellectual property adequately, and we may
be subject to intellectual property infringement claims. To protect our intellectual property,
we rely on copyright, trademark and trade secret laws, unpatented proprietary know-how, and
patents, as well as confidentiality, invention assignment, non-solicitation and non-competition
agreements. There can be no assurance that these measures will afford us sufficient protection of
our intellectual property, and it is possible that third parties may copy or otherwise obtain and use
our proprietary information without authorization or otherwise infringe on our intellectual property
rights. The disclosure of our trade secrets could impair our competitive position and could have a
material adverse effect on our business, financial condition and results of operations. In addition,
our registered trademarks and trade names are subject to challenge by third parties. This may
impact our ability to continue using those marks and names. Likewise, many businesses are
actively investing in, developing and seeking protection for intellectual property in the areas of
search, indexing, e-commerce and other Web-related technologies, as well as a variety of on-line
business models and methods, all of which are in addition to traditional research and development
efforts for IT products and application software, and non-practicing entities continue to invest in
acquiring patent portfolios for the purpose of turning the portfolios into income-generating assets,
whether through licensing campaigns or litigation. If there is a determination that we have
infringed the proprietary rights of others, we could incur substantial monetary liability, be forced
to stop selling infringing products or providing infringing services, be required to enter into costly
royalty or licensing agreements, if available, or be prevented from using the rights, which could
force us to change our business practices or hardware, software or services offerings in the future.
These types of claims and challenges could have a material adverse effect on our business,
financial condition and results of operations.
19
INSIGHT ENTERPRISES, INC.
The development, adoption and use of GenAI may result in increased liability
exposure and competitive risk. The development, adoption, and use of GenAI technologies are
complex and still in their early stages, and there are technical challenges associated with achieving
the desired level of accuracy, efficiency, and reliability. For example, GenAI systems that we
deploy may be flawed or may be based on datasets that are biased or insufficient. In addition, any
latency, disruption, or failure in our GenAI systems could result in vulnerabilities, delays or errors
in our offerings and compromise the integrity, security, or privacy of the generated content and
applicable infrastructure. These limitations or failures could result in reputational damage, legal
liabilities, increased regulatory scrutiny, or loss of client confidence which, in turn, could result in
lower than anticipated demand and have a material adverse effect on our business, financial
condition and results of operations.
Risks Related to Regulatory and Legal Matters
We are exposed to risks from legal proceedings and client audits and failure to
comply with the laws and regulations applicable to our operations could adversely
impact our business, results of operations or cash flows. We are party to various legal
proceedings that arise in the ordinary course of our business, which include commercial,
employment, tort and other litigation. Because of our significant sales to governmental entities, we
also are subject to audits by federal, state, international, national, provincial and local authorities
in the ordinary course of our business. We also are subject to and currently engaged in audits by
various vendor partners and large clients, including government agencies, relating to purchases
and sales under various contracts. In addition, we are subject to indemnification claims under
various contracts. Current and future litigation, infringement claims, governmental proceedings
and investigations, audits or indemnification claims that we face may result in substantial costs
and expenses and significantly divert the attention of our management regardless of the outcome.
Additionally, our operations are subject to numerous U.S. and foreign laws and regulations in a
number of areas including areas of labor and employment, advertising, e-commerce, tax, import
and export requirements, anti-corruption, data privacy requirements, including data privacy
restrictions such as the GDPR or the California Consumer Privacy Act (“CCPA”), data breach
notification laws, and certain data security regulations, anti-competition, and environmental,
health, and safety. Compliance with these laws, regulations and similar requirements may be
onerous and expensive, and they may be inconsistent from jurisdiction to jurisdiction, further
increasing the cost of compliance and doing business, and the risk of noncompliance. We have
implemented policies and procedures designed to help ensure compliance with applicable laws and
regulations, but there can be no guarantee against teammates, contractors, or agents violating
such laws and regulations or our policies and procedures.
Our public sector contracts are subject to unique risks and uncertainties,
including termination rights, delays in payment, audits and investigations, any of which
could have a material adverse effect on our business. Revenue from public sector contracts
is derived from sales to federal, state and local governmental entities, as well as to educational
institutions, through open market sales and various contractual frameworks and programs. Non-
compliance with requisite procurement, billing or ordinance-specific administrative rules,
procedures, and processes could subject our contracts to protest or make them voidable
regardless of whether we bear any responsibility for non-compliance. This could also subject us to
debarment, suspension, or disqualification from doing business with governmental entities, and
could also result in civil, criminal, and administrative liability. Public sector contracts can contain
one-sided provisions and certifications in favor of public sector clients, including broad
indemnification obligations, uncapped liability or liquidated damages obligations, which can impose
financial risks that are beyond those associated with ordinary course commercial contracts with
non-public sector clients. In addition, public sector contracts may be subject to audits and
investigations by government agencies. Public sector contracts are generally terminable at any
time for convenience and in some instances contracting agencies are subject to non-appropriation
of funding which impairs their ability to pay us for multi-year contract obligations. Any of the
foregoing or any other reduction in revenue from public sector clients could have a material
adverse effect on our business, financial condition, and results of operations.
20
INSIGHT ENTERPRISES, INC.
Changes in, interpretations of, or enforcement trends related to tax rules and
regulations may adversely affect our effective income tax rates or operating margins
and we may be required to pay additional tax assessments. We conduct business globally
and file tax returns in various U.S. and foreign tax jurisdictions. Our effective income tax rate
could be adversely affected by various factors, many of which are outside of our control, including:
•
•
•
•
•
changes in pre-tax income in various jurisdictions in which we operate that have
differing statutory tax rates;
increases in corporate tax rates and the availability of deductions or credits in the
United States and elsewhere;
changes in tax laws, regulations, and/or interpretations of such tax laws in multiple
jurisdictions, including but not limited to U.S. federal and state regulations or
interpretations and enforcement trends;
tax effects related to acquisition accounting; and
resolutions of issues arising from tax examinations and any related interest or
penalties.
The determination of our worldwide provision for income taxes and other tax liabilities
requires estimation, judgment and complex calculations in situations where the ultimate tax
determination may not be certain. Our determination of tax liabilities is always subject to review
or examination by tax authorities in various jurisdictions. Any adverse outcome of such review or
examination could have a material adverse effect on our financial condition and results of
operations.
Risks Related to Our Indebtedness
We have a substantial amount of indebtedness, which could have important
consequences to our business. We have a substantial amount of indebtedness. As of
December 31, 2023, we had $940.5 million of total long-term debt outstanding, as defined by U.S.
generally accepted accounting principles (“GAAP”), and an additional $231.9 million of obligations
outstanding under our inventory financing agreements. At December 31, 2023, $348.0 million of
our outstanding debt relates to the Notes that are convertible at the option of the holders and as a
result are classified as a current liability. We also have the ability to borrow an additional $1.1
billion under our senior secured credit facility. Our substantial indebtedness could have important
consequences, that could have a material adverse effect on our business, financial condition and
results of operations, including the following:
•
•
•
•
•
•
requiring us to dedicate a substantial portion of our cash flow from operations to debt
service payments on our and our subsidiaries’ debt, which reduces the funds available
for working capital, capital expenditures, acquisitions and other general corporate
purposes;
requiring us to comply with restrictive covenants in our senior secured debt facility,
which limits the manner in which we conduct our business;
limiting our flexibility in planning for, or reacting to, changes in the industry in which
we operate;
placing us at a competitive disadvantage compared to any of our less-leveraged
competitors;
increasing our vulnerability to both general and industry-specific adverse economic
conditions; and
limiting our ability to obtain additional debt or equity financing to fund future working
capital, capital expenditures, acquisitions or other general corporate requirements and
increasing our cost of borrowing.
21
INSIGHT ENTERPRISES, INC.
The conditional conversion feature of the Notes, which has been triggered, may
adversely affect our financial condition and operating results. In the event the conditional
conversion feature of the Notes continues to be triggered, holders of Notes will be entitled to
convert the Notes at any time during specified periods at their option. If one or more holders elect
to convert their Notes, we would be required to settle the principal portion or all of our conversion
obligation through the payment of cash, which could adversely affect our liquidity. In addition,
even if holders of Notes do not elect to convert their Notes, we are required under applicable
accounting rules to reclassify all of the outstanding principal of the Notes as a current rather than
long-term liability, which has and could continue to result in a material reduction of our net
current assets.
We are subject to counterparty risk with respect to the Call Spread Transactions.
The option counterparties are financial institutions or affiliates of financial institutions, and we are
subject to the risk that one or more of such option counterparties may default under the Call
Spread Transactions. Our exposure to the credit risk of the option counterparties will not be
secured by any collateral. If any option counterparty becomes subject to insolvency proceedings,
we will become an unsecured creditor in those proceedings with a claim equal to our exposure at
that time under the Call Spread Transaction. Our exposure will depend on many factors but,
generally, the increase in our exposure will be correlated to the increase in our common stock
market price and in the volatility of the market price of our common stock. In addition, upon a
default by the option counterparty, we may suffer adverse tax consequences and dilution with
respect to our common stock.
Our acquisition strategy may increase our outstanding debt and interest expense
and decrease the availability under our financing facilities, all of which could have a
material adverse effect on our results of operations and financial condition. To fund our
acquisition initiatives, we increase our total borrowings from time to time, such as with the recent
acquisition of SADA. These additional borrowings have the effect of increasing our future interest
expenses and require escalating amortization payments. Additionally, certain of our financing
facilities have interest rates that vary based on market conditions and on utilization, which
increases our exposure to interest rate fluctuations and may result in greater interest expense
than we have forecasted.
Our financing facilities contain covenants that we must comply with in order to avoid an
occurrence of an event of default. The covenants include, among other things, limitations on the
payment of dividends and compliance with certain minimum fixed charge ratio and minimum
receivables requirements, as well as meeting monthly, quarterly and annual reporting
requirements. Our ability to maintain compliance with our financial covenants and to make
scheduled payments on our financing facilities depends on our financial and operating
performance. If we were unable to maintain compliance or to repay the borrowed amounts, the
lenders under our financing facilities could declare an event of default and demand payment within
a specified period of time.
General Risk Factors
Our future operating results may fluctuate significantly. Our operating results are
highly dependent upon our level of gross profit as a percentage of net sales, which fluctuates due
to numerous factors, including changes in prices from partners, changes in the amount and timing
of partner funding, volumes of purchases, changes in client mix, management of our cash
conversion cycle, the relative mix of products and services sold during the period, general
competitive conditions, and strategic product and services pricing and purchasing actions. As a
result of significant price competition, our high mix of hardware sales, and our higher
concentration of large enterprise clients, our gross margins have been relatively low. We expect
our gross margins to improve as our mix of services and solutions increase. Increased competition
arising from industry consolidation and low demand for certain IT products and services may
hinder our ability to maintain or improve our gross margins. These low gross margins magnify the
impact of variations in revenue and operating costs on our operating results. In addition, our
expense levels are based, in part, on anticipated net sales and the anticipated amount and timing
22
INSIGHT ENTERPRISES, INC.
of partner funding, and a portion of our operating expenses are relatively fixed. Therefore, we may
not be able to reduce spending quickly enough to compensate for any unexpected net sales
shortfall, and we may not be able to reduce our operating expenses as a percentage of revenue to
mitigate any further reductions in gross margins in the future. If we cannot proportionately
decrease our cost structure, our business, financial condition and results of operations could be
impacted. In addition, a reduction in the amount of credit granted to us by our partners could
increase our need for and cost of working capital and have a material adverse effect on our
business, financial condition and results of operations.
Contractual disputes with our clients and third-party suppliers could be costly,
time-consuming, and harm our business and reputation. Our business is contract intensive
and we are party to contracts with our clients and suppliers in all of our regions. Our contracts can
contain a variety of terms, including passthrough terms from our suppliers, data security and
privacy obligations, indemnification obligations, and regulatory requirements. Contract terms may
not always be standardized across our clients and suppliers and can be subject to differing
interpretations, which could result in disputes from time to time. Our contracts with clients may
also include indemnification provisions under which we agree to indemnify for losses incurred as a
result of claims of third-party intellectual property rights infringement or other violations of
intellectual property rights, damages caused by us to property or persons, or other liabilities
relating to or arising from sale of our solutions or the resale of our suppliers’ hardware, cloud,
software, and services. Large contract damages payments could harm our business, reputation,
operating results, and financial condition. Any dispute with respect to such obligations could have
adverse effects on our relationships with existing or potential clients and suppliers, and harm our
business, financial condition, reputation, and operating results.
We depend on certain key management personnel and our ability to attract, train
and retain skilled teammates to satisfy client demand, including highly skilled technical
resources with experience in key digital areas. We rely on key management and qualified
engineering, marketing, and sales teammates to execute our strategy to grow profitable market
share. Competition for skilled and non-skilled workers in the IT industry is intense and there are
risks of sustained labor shortages in key digital areas across various regions. If we are unable to
continue to attract and retain highly qualified executives, management, sales, service and
technical teammates, it could have a material adverse effect on our business, financial condition
and results of operations. We make significant investments, and incur significant costs, in the
recruitment and development of our leadership team, sales executives, solution architects,
services engineers, project managers and other IT resources. If we are not able to retain such
personnel or to train them quickly enough to meet changing market conditions, we could
experience a drop in the overall quality and efficiency of our teammates, which could have a
material adverse effect on our business, financial condition and results of operations. Furthermore,
if we are unable to maintain an environment for teammates that is competitive and appealing, it
could have an adverse effect on engagement and retention, and a material adverse effect on our
business.
23
INSIGHT ENTERPRISES, INC.
The acquisition, integration and operation of acquired businesses may disrupt
our business and create additional expenses, and we may not achieve the anticipated
benefits of the acquisitions. In connection with our strategic initiatives, we regularly acquire
new businesses to expand our technical capabilities, product and service offerings and client base
and to realize cost savings. All acquisitions entail various risks such as difficulties in realizing the
intended benefits of the acquired business, exposure to unexpected liabilities, difficulties in
retaining key employees and adverse client reactions. In addition, integration of an acquired
business involves numerous risks, including assimilation of operations of the acquired business
and difficulties in the convergence of IT systems, the diversion of management’s attention from
other business concerns, risks of entering markets in which we have had no or only limited direct
experience, assumption of unknown or unquantifiable liabilities, the potential loss of key clients,
difficulties assimilating and retaining teammates of those businesses into our culture and
organizational structure, difficulties in completing strategic initiatives already underway in the
acquired company, and unfamiliarity with partners of the acquired company, each of which could
have a material adverse effect on our business, results of operations and financial condition. The
continued integration activities of the acquired businesses into our business are difficult and time
consuming, and we may be unable to achieve expected synergies and operating efficiencies over
the long term. We cannot assure that these risks or other unforeseen factors will not offset the
intended benefits of the acquisitions, in whole or in part.
Future sales of the Company’s common stock or equity-linked securities in the
public market could lower the market price for our common stock. In the future, we may
sell additional shares of our common stock or equity-linked securities to raise capital. In addition,
a substantial number of shares of our common stock are reserved for issuance upon the exercise
of stock options, upon vesting of restricted stock units, upon conversion of the Notes and upon
exercise of the warrants that were issued in connection with the Call Spread Transactions. We
cannot predict the size of future issuances or the effect, if any, that they may have on the market
price for our common stock. The issuance and sale of substantial amounts of common stock or
equity-linked securities, or the perception that such issuances and sales may occur, could
adversely affect the market price of our common stock and impair our ability to raise capital
through the sale of additional equity or equity-linked securities.
Item 1B. Unresolved Staff Comments
Not applicable.
Item 1C. Cybersecurity
Our information security program is managed by a dedicated Chief Information Security
Officer (“CISO”) who is responsible, along with his team, for leading enterprise-wide cybersecurity
strategy, policy, standards, architecture, and processes. Our CISO has served in that role since
2021 and has been in cybersecurity related roles for 25 years, including with two publicly traded
companies. Our Board of Directors has delegated oversight of risks from cybersecurity threats
through our information security program to our Audit Committee, which receives updates on an
as needed basis from our CISO regarding risks from cybersecurity threats. Our CISO additionally
provides periodic updates to our Board of Directors, our Chief Executive Officer and other senior
management members, including at least twice per year through our overall Enterprise Risk
Management Program. These updates include, among other risk management issues, updates on
the Company’s cybersecurity risks and threats, the status of projects to strengthen our
information security systems, assessments of the information security program, and the emerging
threat landscape.
Our information security program leverages components from industry frameworks and
generally recognized best practices, including International Organization for Standardization 27001
and National Institute of Standards and Technology ("NIST") standards, such as the NIST
Cybersecurity Framework, which emphasizes identification, protection, detection, response and
recovery. Our program is regularly evaluated by internal and external experts with the results of
those reviews reported to senior management and the Board of Directors. We also collaborate with
24
INSIGHT ENTERPRISES, INC.
thought leaders in cybersecurity including with key vendors, clients, business partners, industry
participants, and intelligence and law enforcement communities as part of our continuing efforts to
evaluate and improve the effectiveness of our information security policies and procedures. This
collaboration allows us to rapidly adopt industry best practices developed through firsthand
experience mitigating cyber incidents. Our program also includes processes to oversee and identify
risks from cybersecurity threats associated with our use of third-party service providers.
We do not believe that risks from cybersecurity threats, including as a result of any
previous cybersecurity incidents, have materially affected or are reasonably likely to materially
affect our overall business strategy, results of operations, or financial condition over the long
term.
Item 2. Properties
Our principal executive office is located in Chandler, Arizona. At December 31, 2023, we
owned or leased approximately 1.8 million square feet of office and warehouse space, and, while
approximately 75% of the square footage is in the United States, we own or lease office and
warehouse facilities in Canada and in 16 countries in EMEA and we lease office facilities in 7
countries in APAC. We believe that our facilities are suitable and adequate for our present
purposes, and we anticipate that we will be able to extend our existing leases on terms
satisfactory to us or, if necessary, to locate substitute facilities on acceptable terms. Information
about significant sales, distribution, services and administration facilities in use as of
December 31, 2023 is summarized in the following table:
25
INSIGHT ENTERPRISES, INC.
Operating
Segment
Location
Primary Activities
Own or Lease
North America
Chandler, Arizona, USA
Eden Prairie, Minnesota, USA
Hanover Park, Illinois, USA
Lewis Center, Ohio, USA
Plano, Texas, USA
Executive Office, Sales and
Administration, Network
Operations Center and Client
Support Center
Sales, Services and
Administration
Services, Distribution and
Administration
Services, Distribution and
Administration
Sales and Administration
Liberty Lake, Washington, USA
Sales and Administration
Tampa, Florida, USA
Conway, Arkansas, USA
Fort Worth, Texas, USA
Edmonton, Alberta, Canada
Sales and Administration
Sales and Administration
Services, Distribution and
Administration
Sales, Distribution and
Administration
Winnipeg, Manitoba, Canada
Sales and Administration
Montreal, Quebec, Canada
Sales and Administration
Montreal, Quebec, Canada
Calgary, Alberta, Canada
Distribution
Distribution
Mississauga, Ontario, Canada
Sales and Administration
EMEA
Sheffield, United Kingdom
Sales and Administration
Sheffield, United Kingdom
Distribution
Uxbridge, United Kingdom
Sales and Administration
APAC
Frankfurt, Germany
Frankfurt, Germany
Vélizy, France
Apeldoorn, Netherlands
Chisinau, Moldova
Timisoara, Romania
Sydney, Australia
Perth, Australia
Auckland, New Zealand
Hong Kong
Shanghai, China
Manila, Philippines
Sales and Administration
Distribution
Sales and Administration
Sales and Administration
Services
Services
Sales and Administration
Sales and Administration
Sales and Administration
Sales and Administration
Sales and Administration
Operations Center
Own
Lease
Lease
Own
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
Lease
In addition to those listed above, we have leased sales offices in various cities across
North America, EMEA and APAC. For additional information on property and equipment and
operating leases, see Notes 4 and 9 to the Consolidated Financial Statements in Part II, Item 8 of
this report.
26
INSIGHT ENTERPRISES, INC.
Item 3. Legal Proceedings
For a discussion of legal proceedings, see “Legal Proceedings” in Note 16 to the
Consolidated Financial Statements in Part II, Item 8 of this report, which is incorporated by
reference herein.
Item 4. Mine Safety Disclosures
Not applicable.
27
INSIGHT ENTERPRISES, INC.
PART II
Item 5. Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer
Purchases of Equity Securities
Market Information
Our common stock trades under the symbol “NSIT” on The Nasdaq Global Select Market.
As of February 16, 2024, we had 32,590,162 shares of common stock outstanding held by 37
stockholders of record. This figure does not include an estimate of the number of beneficial holders
whose shares are held of record by brokerage firms and clearing agencies.
We have never paid a cash dividend on our common stock, and we currently do not intend
to pay any cash dividends in the foreseeable future. Our senior secured revolving credit facility
contains certain covenants that restrict the payment of cash dividends.
Issuer Purchases of Equity Securities
(c)
Total
Number
of Shares
Purchased
as Part of
Publicly
Announced
Plans or
Programs
(d)
Approximate
Dollar Value
of Shares
that May
Yet Be
Purchased
Under
the Plans or
Programs
(a)
Total
Number
of Shares
Purchased
(b)
Average
Price
Paid per
Share
— $
—
—
—
—
—
—
— $ 200,020,373
200,020,373
200,020,373
—
—
—
Period
October 1, 2023 through October 31,
2023
November 1, 2023 through November
30, 2023
December 1, 2023 through December
31, 2023
On September 19, 2022, we announced that our Board of Directors had authorized the
repurchase of up to $300.0 million of our common stock, including $50.0 million that remained
available from a prior authorization. On May 18, 2023, we announced that our Board of Directors
authorized the repurchase of up to $300.0 million of our common stock, including $100.0 million
that remained available from the prior authorization. As of December 31, 2023, approximately
$200.0 million remained available for repurchases under this share repurchase plan.
In accordance with the share repurchase plan, share repurchases may be made on the
open market, subject to Rule 10b-18 or in privately negotiated transactions, through block trades,
through 10b5-1 plans or otherwise, at management’s discretion. The number of shares purchased,
and the timing of the purchases will be based on market conditions, working capital requirements,
general business conditions and other factors. We intend to retire the repurchased shares.
See further information on our share repurchase programs in Note 15 to the Consolidated
Financial Statements in Part II, Item 8 of this report.
28
INSIGHT ENTERPRISES, INC.
Stock Price Performance Graph
Set forth below is a graph comparing the percentage change in the cumulative total
stockholder return on our common stock with the cumulative total return of the Nasdaq US
Benchmark TR Index (Market Index) and the Nasdaq US Benchmark Computer Hardware TR Index
(Industry Index). The graph assumes that $100 was invested on December 31, 2018 in our
common stock and in each of the two Nasdaq indices, and that, as to such indices, dividends were
reinvested. We have not, since our inception, paid any cash dividends on our common stock.
Historical stock price performance shown on the graph is not necessarily indicative of future price
performance.
NSIT
Market Index
Industry Index
$650
$600
$550
$500
$450
$400
$350
$300
$250
$200
$150
$100
$50
$0
Dec. 31, 2018 Dec. 31, 2019 Dec. 31, 2020 Dec. 31, 2021 Dec. 31, 2022 Dec. 31, 2023
Dec. 31,
2018
Dec. 31,
2019
Dec. 31,
2020
Dec. 31,
2021
Dec. 31,
2022
Dec. 31,
2023
$ 100.00 $ 172.00 $ 187.00 $ 262.00 $ 246.00 $ 435.00
100.00
131.00
159.00
200.00
161.00
203.00
100.00
183.00
325.00
440.00
324.00
482.00
Insight Enterprises, Inc.
Common Stock (NSIT)
Nasdaq US Benchmark TR
Index (Market Index)
Nasdaq US Benchmark
Computer Hardware TR
Index (Industry Index)
Item 6. [Reserved]
29
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS
Item 7. Management’s Discussion and Analysis of Financial Condition and Results of
Operations
The following discussion and analysis of our financial condition and results of our
operations should be read in conjunction with the Consolidated Financial Statements and notes
thereto included in Part II, Item 8 of this report. Our actual results could differ materially from
those contained in forward-looking statements due to a number of factors, including those
discussed in “Risk Factors” in Part I, Item 1A and elsewhere in this report.
Overview
Today, every business is a technology business. We help our clients accelerate their digital
journey to modernize their businesses and maximize the value of technology. We serve these
clients in North America; Europe, the Middle East and Africa (“EMEA”); and Asia-Pacific (“APAC”).
As a Fortune 500-ranked solutions integrator, we enable secure, end-to-end transformation and
meet the needs of our clients through a comprehensive portfolio of solutions, far-reaching
partnerships and 35 years of broad IT expertise. We amplify our solutions and services with global
scale, local expertise and our e-commerce experience, enabling our clients to realize their digital
ambitions in multiple ways. Our offerings in North America and certain countries in EMEA and
APAC include hardware, software and services, including cloud solutions. Our offerings in the
remainder of our EMEA and APAC segments consist largely of software and certain software-
related services and cloud solutions.
Full year 2023 financial and operational highlights included the following:
• We reported record gross profit of $1.7 billion and record gross margin of 18.2%,
primarily driven by expansion in North America.
• We generated cash flows from operations of $619.5 million.
•
In December 2023, we acquired SADA to strengthen our digital transformation
capabilities and accelerate the growth of our cloud services and solutions.
In August 2023, we acquired Amdaris to support our EMEA services and solution
offerings.
•
On a consolidated basis, for the year ended December 31, 2023:
• Net sales of $9.2 billion decreased 12% compared to 2022.
• Gross profit of $1.7 billion increased 2% compared to 2022.
•
Consolidated gross margin expanded approximately 250 basis points to a record
18.2% of net sales in 2023. This increase reflects expansion in margin from services
net sales, primarily from growth in cloud solution offerings, and an expansion in
product margin.
Earnings from operations increased to $419.8 million in 2023, an increase of 1%
compared to the prior year, which represented 4.6% of net sales.
•
• Our effective tax rate in 2023 was 25.6%, which compares to our effective tax rate of
25.1% in 2022.
• Net earnings and diluted net earnings per share were $281.3 million and $7.55,
respectively, in 2023. In 2022, we reported net earnings of $280.6 million and diluted
net earnings per share of $7.66.
The results of operations for 2023 include the following items:
•
•
•
severance and restructuring expenses, net of $6.1 million, $4.4 million net of tax;
acquisition and integration related expenses of $7.4 million, $6.0 million net of tax;
and
the repurchase of approximately 1.6 million shares of the Company’s common stock
for an aggregate cost of $217.1 million.
30
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
The results of operations for 2022 include the following items:
•
•
severance and restructuring expenses of $4.2 million, $3.2 million net of tax; and
the repurchase of approximately 1.1 million shares of the Company’s common stock
for an aggregate cost of $107.9 million.
Throughout the “Overview” and “Results of Operations” sections of “Management’s
Discussion and Analysis of Financial Condition and Results of Operations,” we refer to changes in
net sales, gross profit, selling and administrative expenses and earnings from operations on a
consolidated basis and in North America, EMEA and APAC excluding the effects of fluctuating
foreign currency exchange rates. In computing these amounts and percentages, we compare the
current period amount as translated into U.S. dollars under the applicable accounting standards to
the prior period amount in local currency translated into U.S. dollars utilizing the weighted average
translation rate for the current period.
Net of tax amounts referenced above were computed using the statutory tax rate for the
taxing jurisdictions in the operating segment in which the related expenses were recorded,
adjusted for the effects of valuation allowances on net operating losses in certain jurisdictions.
During 2023, we generated $619.5 million of cash from operating activities and primarily
utilized cash for strategic acquisitions and to repurchase shares of our common stock. We had net
borrowings of $299.6 million under our senior secured revolving credit facility (the “ABL facility”).
We ended the year with $268.7 million of cash and cash equivalents and $940.5 million of debt
outstanding under our long-term debt facilities, including $348.0 million related to the Notes that
are classified as a current liability at December 31, 2023.
Details about segment results of operations can be found in Note 19 to the Consolidated
Financial Statements in Part II, Item 8 of this report.
Our discussion and analysis of financial condition and results of operations is intended to
assist in the understanding of our consolidated financial statements, including the changes in
certain key items in those consolidated financial statements from year to year and the primary
factors that contributed to those changes, as well as how certain critical accounting estimates
affect our consolidated financial statements.
Supply Chain Constraints and Inflation Update
Supply constraints that have had an industry-wide impact since the beginning of 2020
continued to ease in the second half of 2023. We believe that the remaining supply constraints
and extended lead times for certain infrastructure, including networking products have now
normalized back to historic levels. However, we continue to see a general slowdown in our clients'
decision making, which we believe will continue in the near term. In addition, inflation resulted in
higher interest rates on all of our variable rate facilities when compared to 2022 and we expect
these higher rates will continue into 2024. We are actively monitoring changes to the global
macroeconomic environment, including those impacting our supply chain and interest rates, and
assessing the potential impacts these challenges may have on our current results, financial
condition and liquidity. We are also mindful of the potential impact these conditions could have on
our clients, partners and prospects for 2024 and beyond.
31
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
The following table sets forth certain financial data as a percentage of net sales for the
years ended December 31, 2023 and 2022:
RESULTS OF OPERATIONS
Net sales
Costs of goods sold
Gross profit
Operating expenses:
Selling and administrative expenses
Severance and restructuring expenses and acquisition-related
expenses
Earnings from operations
Non-operating expense, net
Earnings before income taxes
Income tax expense
Net earnings
2023
2022
100.0 %
100.0 %
81.8
18.2
13.5
0.1
4.6
0.5
4.1
1.0
84.3
15.7
11.7
—
4.0
0.4
3.6
0.9
3.1 %
2.7 %
Our gross profit across the business and related to product versus services sales are, and
will continue to be, impacted by partner incentives, which can and do change significantly in the
amounts made available and the related product or services sales being incentivized by the
partner. Incentives from our largest partners are significant and changes in the incentive
requirements, which occur regularly, could impact our results of operations to the extent we are
unable to shift our focus and respond to them. For a discussion of risks associated with our
reliance on partners, see “Risk Factors – Risks related to Our Business, Operations and Industry –
We rely on our partners for product availability, competitive products to sell and marketing funds
and purchasing incentives, which can change significantly in the amounts made available and the
requirements year over year,” in Part I, Item 1A of this report.
Our results of operations include the results of Hanu, Amdaris and SADA from their
respective acquisition dates.
2023 Compared to 2022
Net Sales. Net sales decreased 12%, or $1.3 billion, in 2023 compared to 2022. Net sales
of products (hardware and software) decreased 15%, year to year, while net sales of services
increased 4%, year over year, in 2023 compared to 2022. Our net sales by operating segment for
2023 and 2022 were as follows (dollars in thousands):
North America
EMEA
APAC
Consolidated
2023
2022
% Change
$ 7,382,354 $ 8,484,392
1,563,654
1,712,521
229,832
234,278
$ 9,175,840 $10,431,191
(13 %)
(9 %)
(2 %)
(12 %)
32
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Our net sales by offering category for North America for 2023 and 2022 were as follows
(dollars in thousands):
Sales Mix
Hardware
Software
Services
North America
2023
2022
% Change
$ 4,498,466 $ 5,738,586
(22 %)
1,669,046
1,552,715
1,214,842
1,193,091
7 %
2 %
$ 7,382,354 $ 8,484,392
(13 %)
Net sales in North America decreased 13%, or $1.1 billion, in 2023 compared to 2022.
This net decrease reflects a decrease in hardware net sales, partially offset by increases in
software and services net sales. Net sales of hardware decreased 22%, year to year. Net sales of
software and services increased 7% and 2%, respectively, year over year. The net decrease year
to year was primarily the result of the following:
•
•
•
The decrease in hardware net sales was due to lower volume of sales to large
enterprise and corporate clients. This decrease reflects lower sales of devices
throughout the year and decreases in infrastructure sales in the latter part of 2023.
We believe these decreases reflect client decisions around timing of device refreshes
and investments in infrastructure in response to challenges in the broader
macroeconomic environment. We expect this trend could continue into the second half
of 2024.
The increase in software net sales was primarily due to higher volume of software
licensing. This increase was partially offset by the continued trend toward higher sales
of cloud solution offerings that are recorded on a net sales recognition basis in the
services net sales category.
The increase in services net sales was primarily due to the continued trend toward
higher sales of cloud solution offerings, including net sales attributable to SADA, which
we acquired in December 2023, partially offset by decreases in Insight Delivered
services net sales.
Our net sales by offering category for EMEA for 2023 and 2022, were as follows (dollars in
thousands):
Sales Mix
Hardware
Software
Services
EMEA
2023
2022
% Change
$
546,621 $
654,381
784,717
232,316
857,516
200,624
$ 1,563,654 $ 1,712,521
(16 %)
(8 %)
16 %
(9 %)
Net sales in EMEA decreased 9% (also decreased 9% excluding the effects of fluctuating
foreign currency exchange rates), or $148.9 million, in 2023 compared to 2022. This net decrease
reflects a decrease in hardware and software net sales, partially offset by an increase in services
net sales. Net sales of hardware and software were down 16% and 8%, respectively, year to
year, partially offset by an increase in services net sales of 16%, year over year. The changes
were primarily the result of the following:
•
•
The decrease in hardware net sales was primarily due to lower sales to public sector,
large enterprise and corporate clients.
The decrease in software net sales was due to the continued trend toward higher sales
of cloud solution offerings that are recorded on a net sales recognition basis in the
services net sales category.
33
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
•
The increase in services net sales was due to increased sales of Insight Delivered
services, including from Amdaris, which we acquired in August 2023, and higher sales
of cloud solution offerings.
Our net sales by offering category for APAC for 2023 and 2022, were as follows (dollars in
thousands):
Sales Mix
Hardware
Software
Services
APAC
2023
2022
% Change
$
43,850 $
88,688
97,294
57,928
86,661
89,689
$
229,832 $
234,278
(24 %)
2 %
8 %
(2 %)
Net sales in APAC decreased 2% (increased 1% excluding the effects of fluctuating foreign
currency rates), or $4.4 million, in 2023 compared to 2022. Net sales of hardware decreased 24%
year to year, partially offset by increases in software and services net sales of 2% and 8%,
respectively, year over year. The net changes were primarily the result of the following:
•
•
•
The decrease in hardware net sales was due to lower volume of sales to large
enterprise and corporate clients.
The increase in services net sales was due to higher volume of Insight Delivered
services and higher sales of cloud solution offerings that are recorded on a net sales
recognition basis in the services net sales category.
The increase in software net sales was primarily due to higher volume of sales to
corporate and public sector clients, partially offset by the continued trend toward
higher sales of cloud solution offerings.
Net sales by category for North America, EMEA and APAC were as follows for 2023 and
2022:
Sales Mix
2023
2022
2023
2022
2023
2022
North America
EMEA
APAC
Hardware
Software
Services
61 %
23 %
16 %
68 %
18 %
14 %
35 %
50 %
15 %
38 %
50 %
12 %
19 %
39 %
42 %
25 %
37 %
38 %
100 %
100 %
100 %
100 %
100 % 100 %
Gross Profit. Gross profit increased 2%, or $33.0 million, in 2023 compared to 2022, with
gross margin increasing approximately 250 basis points to 18.2% of net sales. Our gross profit
and gross profit as a percent of net sales by operating segment for 2023 and 2022 were as follows
(dollars in thousands):
2023
% of Net
Sales
2022
% of Net
Sales
North America
$ 1,345,955
18.2 % $ 1,328,333
EMEA
APAC
Consolidated
259,987
63,583
16.6 %
27.7 %
247,269
60,965
$ 1,669,525
18.2 % $ 1,636,567
15.7 %
14.4 %
26.0 %
15.7 %
34
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
North America’s gross profit increased 1%, or $17.6 million, in 2023 compared to 2022. As a
percentage of net sales, gross margin expanded by approximately 250 basis points year over year.
The year over year net increase in gross margin was primarily attributable to the following:
•
•
A net increase in product margin of 41 basis points year over year. This increase was
primarily due to higher margins on both hardware and software net sales compared to
the prior year. The expanded margins on hardware are due in part to the decline in
lower margin devices and also reflect the results of profitability and pricing initiatives
started in 2022.
An expansion in services margin year over year of 216 basis points was due to higher
margins generated from increased cloud solution offerings, including margin
contributed by SADA, software maintenance and on Insight Core services, (consisting
of Insight Delivered and managed services).
EMEA’s gross profit increased 5% (increased 4% excluding the effects of fluctuating
foreign currency exchange rates), or $12.7 million, in 2023 compared to 2022. As a percentage of
net sales, gross margin expanded 220 basis points to 16.6%. The year over year net increase in
gross margin was primarily attributable to the following:
•
•
A net increase in product margin of 50 basis points year over year. This increase was
primarily due to higher margins on both hardware and software net sales compared to
the prior year, partially offset by a decrease in partner funding.
An expansion in services margin year over year of 169 basis points was due to higher
margins generated from increased cloud solution offerings and on Insight Core
services from Amdaris.
APAC’s gross profit increased 4% (increased 8% excluding the effects of fluctuating foreign
currency exchange rates), or $2.6 million, in 2023 compared to 2022. As a percentage of net
sales, gross margin increased by approximately 170 basis points year over year. The expanded
gross margin for APAC in 2023 compared to 2022 was due primarily to changes in sales mix to
services net sales, including Insight Core services at higher margins than product net sales.
Our overall gross margins expanded in 2023 compared to 2022, as expected. We believe
this trend could continue into future periods as we focus on selling solutions and increasing our
services net sales, including cloud solution offerings.
Operating Expenses.
Selling and Administrative Expenses. Selling and administrative expenses increased
$19.6 million in 2023 compared to 2022. Selling and administrative expenses also increased
approximately 180 basis points as a percentage of net sales in 2023 compared to 2022. The
overall net increase in expenses reflects a $7.3 million increase in personnel costs, including
teammate benefits, and a $19.8 million increase in other expenses, year over year. The increase
in personnel costs reflects increases in overall teammate headcount from the acquisitions of
Amdaris and SADA. The increase in other expenses is partially due to costs incurred related to a
third-party data center service outage, net of recoveries of $5.0 million and an increase of $4.2
million in transformation costs incurred and paid to third parties in 2023 compared to 2022. On
July 29, 2023, a third-party data center that hosts network environments for certain Insight
managed services clients, experienced a security incident that resulted in a service outage at the
data center. The incident did not impact any of Insights' information systems, credentials, or data.
To support our clients that were impacted, the Company paid for certain equipment and services
required to resolve the outage. Transformation costs are costs we incur to transform our business
to help us achieve our strategic objectives, including becoming a leading solutions integrator. We
expect to continue to incur further transformation costs in 2024; however, these costs are unique
in nature and are not expected to recur in the longer term. Depreciation and amortization expense
also increased $6.2 million, year over year, primarily as a result of the Amdaris and SADA
acquisitions. These increases were partially offset by decreases in legal and professional fees of
$8.3 million and marketing costs of $3.1 million.
35
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Severance and Restructuring Expenses, Net. During 2023, we recorded severance
expense, net of adjustments, totaling $12.9 million. These expenses were partially offset by net
gains on the sale of properties due to restructuring of $6.8 million. During 2022, we recorded
severance expense, net of adjustments, totaling $4.2 million.
Acquisition and Integration-related Expenses. During 2023, we incurred $7.4 million
in direct third-party costs primarily related to the acquisitions of SADA and Amdaris. During 2022,
we incurred $2.0 million in direct third-party costs primarily related to the acquisition of Hanu. See
Note 20 to the Consolidated Financial Statements in Part II, Item 8 of this report for further
discussion of our acquisitions.
Earnings from Operations. Earnings from operations increased 1%, or $6.1 million, year
over year, in 2023 compared to 2022. Our earnings from operations and earnings from operations
as a percentage of net sales by operating segment were as follows for 2023 and 2022 (dollars in
thousands):
2023
% of Net
Sales
2022
% of Net
Sales
North America
$
362,082
4.9 % $
350,436
EMEA
APAC
Consolidated
38,128
19,585
2.4 %
8.5 %
44,264
19,000
$
419,795
4.6 % $
413,700
4.1 %
2.6 %
8.1 %
4.0 %
North America’s earnings from operations increased 3%, or $11.6 million, year over year,
in 2023 compared to 2022. As a percentage of net sales, earnings from operations increased by
approximately 80 basis points to 4.9%. The increase in earnings from operations was primarily
driven by an increase in gross profit in excess of increases in selling and administrative expenses,
severance and restructuring expenses and acquisition and integration related expenses.
EMEA’s earnings from operations decreased 14% (also decreasing 14% excluding the
effects of fluctuating foreign currency exchange rates), or $6.1 million, year to year, in 2023
compared to 2022. As a percentage of net sales, earnings from operations decreased by
approximately 20 basis points to 2.4%. The decrease in earnings from operations was primarily
driven by increases in selling and administrative expenses and acquisition and integration related
expenses, partially offset by an increase in gross profit.
APAC’s earnings from operations increased 3% (increasing 6% excluding the effects of
fluctuating foreign currency exchange rates), or $0.6 million, year over year, in 2023 compared to
2022. As a percentage of net sales, earnings from operations increased by approximately 40 basis
points to 8.5%. The increase in earnings from operations reflects an increase in gross profit,
partially offset by an increase in selling and administrative expenses in 2023 compared to 2022.
Non-Operating (Income) Expense.
Interest Expense, net. Interest expense, net primarily relates to borrowings under our
financing facilities and imputed interest under our inventory financing facilities and the Notes,
partially offset by interest income generated from interest earned on cash and cash equivalent
bank balances. Interest expense increased 4%, or $1.6 million, in 2023 compared to 2022
primarily due to higher interest rates under our ABL facility. This was partially offset by lower
average daily balances under our ABL facility, higher interest income earned in 2023 and
decreased imputed interest under our inventory financing facilities. Imputed interest under our
inventory financing facilities decreased $2.2 million due to lower average daily balances in 2023
compared to 2022. For a description of our various financing facilities, see Notes 7 and 8 to our
Consolidated Financial Statements in Part II, Item 8 of this report.
36
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Other Expense (Income), Net. Other expense (income), net, consists primarily of
foreign currency exchange gains and losses. Foreign currency exchange gains and losses result
from foreign currency transactions, including foreign currency derivative contracts and
intercompany balances that are not considered long-term in nature. The changes in net foreign
currency exchange gains/losses are due primarily to the underlying changes in the applicable
exchange rates, partially mitigated by our use of foreign exchange forward contracts to offset the
effects of fluctuations in foreign currencies on certain of our non-functional currency assets and
liabilities.
Income Tax Expense. Our effective tax rate for 2023 was 25.6% compared to 25.1% in
2022. The increase in the tax rate was primarily due to reduced foreign and research tax credit
benefits available in 2023 as compared to 2022 and the effect of valuation allowances on certain
foreign loss carryforwards. These increases were partially offset by the release of reserves related
to tax years whose statute expired during the current year.
The effective tax rate in 2023 was higher than the federal statutory rate of 21.0%
primarily due to state income taxes and higher taxes on earnings in foreign jurisdictions. These
increases were offset partially by research tax credits. See Note 11 to the Consolidated Financial
Statements in Part II, Item 8 of this report for further discussion of income tax expense.
2022 Compared to 2021
For a comparison of our results of operations for the fiscal years ended December 31, 2022 and
2021, see “Management’s Discussion and Analysis of Financial Condition and Results of
Operations” in Part II, Item 7 of our Annual Report on Form 10-K for the fiscal year ended
December 31, 2022 filed with the SEC on February 16, 2023.
Liquidity and Capital Resources
The following table sets forth certain consolidated cash flow information for 2023 and 2022
(in thousands):
Net cash provided by operating activities
$
619,531 $
98,106
2023
2022
Net cash used in investing activities
Net cash (used in) provided by financing activities
Foreign currency exchange effect on cash, cash equivalent
and restricted cash balances
Increase in cash, cash equivalents and restricted cash
Cash, cash equivalents and restricted cash at beginning of
period
(505,201)
(137,841)
(16,712)
114,007
7,449
105,067
165,718
(14,531)
59,741
105,977
165,718
Cash, cash equivalents and restricted cash at end of period
$
270,785 $
Cash and Cash Flow
• Our primary uses of cash during 2023 were to fund the strategic acquisitions of SADA
and Amdaris, to repurchase shares of our common stock, to repay our inventory
financing facilities and to purchase property and equipment.
• Operating activities generated $619.5 million in cash in 2023, compared to $98.1
million in 2022.
• We received proceeds from the sale of assets, including our properties held for sale, of
$15.5 million in 2023, compared to $1.3 million in 2022.
• We had net repayments under our inventory financing facilities of $70.4 million in
2023 compared to net repayments of $8.3 million in 2022.
37
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
• Net borrowings under our ABL facility were $299.6 million in 2023. Net borrowings
under our ABL facility were $244.7 million in 2022.
•
Capital expenditures were $39.3 million in 2023 compared to $70.9 million in 2022.
• During 2023, we repurchased an aggregate of $217.1 million of our common stock
compared to an aggregate of $107.9 million repurchased during 2022.
We anticipate that cash flows from operations, together with the funds available under our
financing facilities, will be adequate to support our cash and working capital requirements for
operations as well as other strategic investments over the next 12 months and beyond. We expect
existing cash and cash flows from operations to continue to be sufficient to fund our operating
cash activities and cash commitments for investing and financing activities, such as capital
expenditures, strategic acquisitions, repurchases of our common stock, debt repayments, including
conversion of the Notes, and repayment of our inventory financing facilities for the next 12
months. While we expect the majority of holders of the Notes will not opt to convert their Notes
early, the Notes become freely convertible at the option of the holders beginning in June 2024. We
believe we have sufficient funds available from capacity under our ABL facility as well as cash we
expect to generate from operations, to fund any early conversions that may occur. We currently
expect to fund known cash commitments beyond the next 12 months through operating cash
activities or other available financing resources.
Net cash provided by operating activities.
•
Cash flow from operating activities in 2023 was $619.5 million, a significant increase in
cash generation compared to 2022. The increase in cash flow from operating activities
was primarily driven by the decline in devices net sales experienced throughout 2023
when compared to 2022. We have an inverted cash cycle resulting from typically
paying partners on shorter terms than we provide to our clients. This generally means
in periods of declining hardware sales, and particularly of devices, we typically
generate increased cash from operations.
Our consolidated cash flow operating metrics for the quarters ended December 31, 2023
and 2022 were as follows:
Days sales outstanding in ending accounts
receivable (“DSOs”) (a)
Days inventory outstanding (“DIOs”) (b)
Days purchases outstanding in ending accounts
payable (“DPOs”) (c)
Cash conversion cycle (days) (d)
2023
2022
147
9
(127)
29
120
12
(92)
40
(a)
(b)
(c)
Calculated as the balance of accounts receivable, net at the end of the period divided by daily net
sales. Daily net sales is calculated as net sales for the quarter divided by 92 days.
Calculated as average inventories divided by daily costs of goods sold. Average inventories is
calculated as the sum of the balances of inventories at the beginning of the period plus inventories at
the end of the period divided by two. Daily costs of goods sold is calculated as costs of goods sold for
the quarter divided by 92 days.
Calculated as the sum of the balances of accounts payable – trade and accounts payable – inventory
financing facilities at the end of the period divided by daily costs of goods sold. Daily costs of goods
sold is calculated as costs of goods sold for the quarter divided by 92 days.
(d)
Calculated as DSOs plus DIOs, less DPOs.
• Our cash conversion cycle was 29 days in the quarter ended December 31, 2023, a
decrease of 11 days when compared to the fourth quarter of 2022.
The changes in our cash conversion cycle compared to the same period in the prior
year resulted from the net effect of a 35 day increase in DPOs and a 3 day decrease in
DIOs partially offset by a 27 day increase in DSOs.
The changes in our cash conversion cycle year over year were primarily the result of:
•
•
38
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
•
the impact to DPOs of the SADA and Amdaris acquisitions combined with
changes in vendor mix away from discount vendors;
the benefit to DIOs of the easing of supply constraints; and
the impact to DSOs of the SADA and Amdaris acquisitions combined with an
increase in other receivables including multi-year transactions.
• Our cash conversion cycle is impacted by netted costs that we apply to our services
•
•
net sales to appropriately record net sales that we earn as an agent. These netted
costs, while excluded from both net sales and cost of goods sold, are processed and
applied to accounts receivable and accounts payable in each reporting period. As a
result, our DSO and DPO calculated on the basis of unadjusted net sales and
unadjusted cost of goods sold are inherently inflated. Netted costs were $1.8 billion
and $1.6 billion in the fourth quarter of 2023 and 2022, respectively. Adjusting our
cash conversion cycle calculation by adding netted costs to both daily net sales and
daily costs of goods sold results in a reduction to our cash conversion cycle from 29
days to 22 days in the fourth quarter of 2023 and from 40 days to 28 days in the
fourth quarter of 2022, which we believe provides a more accurate reflection of our
cash flow operating metrics.
• We expect that cash flow from operations will be used, at least partially, to fund
working capital as we typically pay our partners on average terms that are shorter
than the average terms we grant to our clients in order to take advantage of supplier
discounts.
• We intend to use cash generated in 2024, in excess of working capital needs, to pay
down our ABL facility and our inventory financing facilities as well as to fund strategic
acquisitions.
Net cash used in investing activities.
• We acquired SADA and Amdaris for approximately $398.6 million and $82.9 million,
respectively, net of cash and cash equivalents acquired and excluding earn outs and
hold backs in 2023.
• We received proceeds from the sale of assets, including our properties held for sale, of
•
$15.5 million and $1.3 million in 2023 and 2022, respectively.
Capital expenditures were $39.3 million and $70.9 million in 2023 and 2022,
respectively. The majority of the capital expenditures in 2023 was used to fund
technology related projects.
• We expect total capital expenditures in 2024 to be in the range of $50.0 to $55.0
million.
Net cash (used in) provided by financing activities.
• During 2023, we had net borrowings on our long-term debt under our ABL facility of
$299.6 million and had net repayments under our inventory financing facilities of
$70.4 million.
• During 2022, we had net borrowings on our long-term debt under our ABL facility of
$244.7 million and had net repayments under our inventory financing facilities of $8.3
million.
In 2023, we made earn out and acquisition related payments associated with our Hanu
acquisition of $15.6 million in the aggregate, with the earnout finalized in November
2023.
In 2023, we also funded $217.1 million of repurchases of our common stock,
compared to $107.9 million purchased during 2022.
•
•
• We expect to repurchase shares of our common stock in 2024 under our share
repurchase plan to cover the dilutive impact of stock-based awards vesting.
39
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
2022 Compared to 2021
For a comparison of our cash flows for the fiscal years ended December 31, 2022 and 2021, see
“Management’s Discussion and Analysis of Financial Condition and Results of Operations” in Part
II, Item 7 of our Annual Report on Form 10-K for the fiscal year ended December 31, 2022 filed
with the SEC on February 16, 2023.
Financing Facilities
As of December 31, 2023, our long-term debt balance includes $591.5 million outstanding
under our $1.8 billion ABL facility. As of December 31, 2023, the current portion of our long-term
debt relates to the Notes and other financing obligations.
• Our objective is to pay our debt balances down while retaining adequate cash balances
to meet overall business objectives.
• Our Notes are subject to certain events of default and certain acceleration clauses. As
of December 31, 2023, no such events have occurred.
• Our ABL facility contains various covenants customary for transactions of this type,
including complying with a minimum receivable and inventory requirement and
meeting monthly, quarterly and annual reporting requirements.
•
The credit agreement contains customary affirmative and negative covenants
and events of default.
•
At December 31, 2023, we were in compliance with all such covenants.
• While the ABL facility has a stated maximum amount, the actual availability
under the ABL facility is limited by a minimum accounts receivable and
inventory requirement. As of December 31, 2023, eligible accounts receivables
and inventory were sufficient to permit access to $1.7 billion of the full $1.8
billion under the ABL facility.
We also have agreements with financial intermediaries to facilitate the purchase of
inventory from certain suppliers under certain terms and conditions. These amounts are classified
separately as accounts payable - inventory financing facilities in our consolidated balance sheets.
Notes 7 and 8 to the Consolidated Financial Statements in Part II, Item 8 of this report
also include: a description of our financing facilities; amounts outstanding; amounts available and
weighted average borrowings and interest rates during the year.
40
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Cash Requirements From Contractual Obligations
At December 31, 2023, our contractual obligations for continuing operations primarily
consist of:
•
•
•
•
•
•
•
•
$231.9 million under our inventory financing facilities due in 2024;
$102.4 million under operating leases, the majority of which are due from 2024 through
2027;
contingent consideration (earnout payments) associated with our acquisition of SADA, up
to a maximum of $390.0 million, payable upon certain defined contingencies being met
from 2024 through 2027;
contingent consideration (earnout payments) associated with our acquisition of Amdaris,
up to a maximum of $54.4 million, payable upon certain defined contingencies being met
from 2024 through 2026;
a purchase commitment related to cloud services of $95.8 million that must be met by
September 2029;
a purchase commitment related to software as a service of $33.9 million that must be met
by November 2026;
$591.5 million outstanding under our ABL facility maturing in 2027; and
$350.0 million principal amount due on the Notes maturing in 2025.
Undistributed Foreign Earnings
Cash and cash equivalents held by foreign subsidiaries may be subject to U.S. income
taxation upon repatriation to the United States. Certain of our foreign earnings were deemed
distributed as a result of the Tax Cuts and Jobs Act of 2017; however, for years subsequent to
2017, we continue to assert indefinite reinvestment of foreign earnings for certain of our foreign
subsidiaries. As of December 31, 2023, we had approximately $209.1 million in cash and cash
equivalents in our foreign subsidiaries, the majority of which reside in Canada, The Netherlands,
New Zealand and Australia. Certain of these cash balances will be remitted to the U.S. by paying
down intercompany payables generated in the ordinary course of business or through dividend
distributions.
Off-Balance Sheet Arrangements
We have entered into off-balance sheet arrangements, which include guarantees and
indemnifications. These arrangements are discussed in Note 16 to the Consolidated Financial
Statements in Part II, Item 8 of this report. We believe that none of our off-balance sheet
arrangements have, or are reasonably likely to have, a material current or future effect on our
financial condition, sales or expenses, results of operations, liquidity, capital expenditures or
capital resources.
Acquisitions
Our strategy includes the possible acquisition of, or investments in, other businesses to
expand or complement our operations or to add certain services capabilities. The magnitude,
timing and nature of any future acquisitions or investments will depend on a number of factors,
including the availability of suitable candidates, the negotiation of acceptable terms, our financial
capabilities and general economic and business conditions. Financing for future transactions would
result in the utilization of cash, incurrence of additional debt, issuance of stock or some
combination of the three. See Note 20 to the Consolidated Financial Statements in Part II, Item 8
of this report for a discussion of our acquisitions of SADA in December 2023, Amdaris in August
2023 and Hanu in June 2022.
Inflation
We have historically not been adversely affected by inflation, as technological advances
and competition within the IT industry have generally caused the prices of the products we sell to
decline and product life cycles tend to be short. This requires our growth in unit sales to exceed
41
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
the decline in prices in order to increase our net sales. We believe that most price increases could
be passed on to our clients, as prices charged by us are not set by long-term contracts; however,
as a result of competitive pressure, there can be no assurance that the full effect of any such price
increases could be passed on to our clients.
General
Critical Accounting Estimates
Our consolidated financial statements have been prepared in accordance with GAAP. For a
summary of significant accounting policies, see Note 1 to the Consolidated Financial Statements in
Part II, Item 8 of this report. The preparation of these consolidated financial statements requires
us to make estimates and assumptions that affect the reported amounts of assets, liabilities, net
sales and expenses. We base our estimates on historical experience and on various other
assumptions that we believe to be reasonable under the circumstances, the results of which form
the basis for making judgments about the carrying values of assets and liabilities that are not
readily apparent from other sources. Actual results, however, may differ from our estimates.
Members of our senior management have discussed the critical accounting estimates and related
disclosures with the Audit Committee of our Board of Directors.
We consider the following to be our critical accounting estimates used in the preparation of
our consolidated financial statements:
Sales Recognition
Description
For each of our product and services offerings, the determination needs to be made as to
whether we are the principal or the agent in the transaction. This determination leads to how the
revenue for each offering is recognized, either gross, where we are the principal in the transaction,
or net, where we are the agent in the transaction. This determination is made by assessing
whether or not we control the product or service prior to delivery to the client.
Judgments and Uncertainties
If we take control of the product or service prior to delivery to the client, then we are the
principal in the transaction. If we do not take control of the product or service prior to delivery to
the client, we are the agent in the transaction. The determination of whether we take control of
products or services prior to delivery to the client can be judgmental and depends upon the
specific facts and circumstances for each transaction. Key assumptions used in our estimates for
transactions where we have determined we are the agent are the consistency of transactions with
multiple performance obligations and consistency of transactions involving security software.
Based on our current methodology to recognize net sales, the amount of reported net sales is not
highly sensitive to changes in these key assumptions. For example, a 5% change in one of our
key assumptions would not materially affect our reported net sales.
Effect if actual results differ from assumptions
We do not believe there is a reasonable likelihood there will be a material change in the
estimates or assumptions used to recognize net sales. However, if actual results are not consistent
with our estimates or assumptions, it could have a material effect on our reported net sales,
timing of revenue recognition and our results of operations. We have not made any material
changes in accounting methodology or key assumptions used to recognize net sales during the
past three fiscal years. We have not made any material adjustments to our financial statements
as a result of actual results not being consistent with our estimates in the past three fiscal years.
42
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
See Note 1 to the Consolidated Financial Statements in Part II, Item 8 of this report for
further discussion of our accounting policies related to sales recognition and for a detailed
description of our product and services offerings.
Partner Funding
Description
We receive payments and credits from partners, including consideration pursuant to
volume sales incentive programs, volume purchase incentive programs and shared marketing
expense programs. Partner funding received pursuant to volume sales incentive programs is
recognized as it is earned as a reduction to costs of goods sold. Partner funding received pursuant
to volume purchase incentive programs is allocated as a reduction to inventories based on the
applicable incentives earned from each partner and is recorded in costs of goods sold as the
related inventory is sold. Partner funding received pursuant to shared marketing expense
programs is recorded as it is earned as a reduction of the related selling and administrative
expenses in the period the program takes place if the consideration represents a reimbursement of
specific, incremental, identifiable costs. Partner funding received pursuant to certain services
delivered is recorded as services net sales. Consideration that exceeds the specific, incremental,
identifiable costs is classified as a reduction of costs of goods sold.
Judgments and Uncertainties
We make period-end estimates about the anticipated achievement levels under the various
partner programs in order to accrue amounts earned. These estimates and assumptions primarily
include whether we have met key net sales targets under the various partner programs. Based on
our current methodology to recognize partner funding, the amount of reported net sales and gross
profit is not highly sensitive to changes in key assumptions around achievement levels. For
example, a revised assessment of the achievement level for any individual partner program would
not materially affect our reported net sales or gross profit.
Effect if actual results differ from assumptions
We have not made any material changes in the methodology or key assumptions used to
evaluate estimates of anticipated achievement levels under individual partner programs during the
past three fiscal years. We do not believe there is a reasonable likelihood there will be a material
change in the estimates or assumptions used to recognize partner funding. However, if our actual
results are not consistent with our assumptions it could have a material effect on our results of
operations and our cash flows. We have not made any material adjustments to our financial
statements as a result of actual results for partner funding not being consistent with our estimates
in the past three fiscal years.
See Note 1 to the Consolidated Financial Statements in Part II, Item 8 of this report for
further discussion of our accounting policies related to partner funding.
Goodwill
Description
We perform an annual review of our goodwill in the fourth quarter of every year. We
continually assess if an event occurs or circumstances change that would more likely than not
reduce the fair value of the reporting unit below its carrying value and assess whether any
indicators of impairment exist. Events or circumstances that could trigger an impairment review
include a significant adverse change in legal factors or in the business climate, unanticipated
competition, significant changes in the manner of our use of the acquired assets or the strategy
for our overall business, significant negative industry or economic trends, significant declines in
our stock price for a sustained period or significant underperformance relative to expected
historical or projected future cash flows or results of operations. Any adverse change in these
43
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
factors, among others, could have a significant effect on the recoverability of goodwill and could
have a material effect on our consolidated financial statements.
Judgments and Uncertainties
We may first perform a qualitative assessment to determine whether it is more likely than
not that the fair value of a reporting unit is less than its carrying value. If it is concluded that this
is the case, it is necessary to perform a quantitative goodwill impairment test. Otherwise, the
goodwill impairment test is not required. In completing a quantitative test for a potential
impairment of goodwill, we compare the estimated fair value of each reporting unit in which the
goodwill resides to its book value, including goodwill. Our reporting units are our operating
segments.
Management must apply judgment in determining the reporting units and in estimating
the fair value of our reporting units. Multiple valuation techniques can be used to assess the fair
value of the reporting unit, including the market and income approaches. All of these techniques
include the use of estimates and assumptions that are inherently uncertain. Changes in these
estimates and assumptions could materially impact the determination of fair value or goodwill
impairment, or both. These estimates and assumptions primarily include, but are not limited to, an
appropriate control premium in excess of the market capitalization of the Company, future market
growth, forecasted sales and costs and appropriate discount rates. Due to the inherent uncertainty
involved in making these estimates, actual results could differ from those estimates.
Management evaluates the merits of each significant assumption, both individually and in
the aggregate, used to determine the fair value of the reporting units. If the estimated fair value
exceeds book value, goodwill is considered not to be impaired. If the carrying amount of the
reporting unit exceeds its fair value, then an impairment charge is recognized for the amount by
which the carrying value exceeds the fair value. To ensure the reasonableness of the estimated
fair values of our reporting units, we perform a reconciliation of our total market capitalization to
the estimated fair value of all of our reporting units. Based on qualitative assessments performed
in most recent years a quantitative assessment has not been determined to be necessary for any
of our reporting units. As such, the amount of reported goodwill is not sensitive to changes in key
assumptions.
Effect if Actual Results Differ from Assumptions
We have not made any material changes in the methodology or key assumptions used to
evaluate impairment of goodwill during the past three fiscal years. Our assessments in the past
three fiscal years have been qualitative assessments and no quantitative assessments have been
deemed necessary. Additionally, during the three years ended December 31, 2023, 2022 and 2021
we analyzed each of our reporting units and determined that no impairment charge was
necessary.
Acquisition Accounting/Business Combinations
Description
We account for acquired businesses using the acquisition method of accounting, which
requires that once control of a business is obtained, all of the assets acquired and liabilities
assumed, be recorded at the date of acquisition at their respective fair values, or other basis as
applicable. The excess purchase price over the estimated fair value of net assets acquired is
recorded as goodwill.
We use various models to determine the value of assets acquired and liabilities assumed
such as the cost method, market method, relief from royalty method, multi-period excess earnings
and discounted cash flow methods. We engage outside appraisal firms to assist in the fair value
determination of identifiable intangible assets. We may adjust the preliminary purchase price
44
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
allocation, after the acquisition closing date and through the end of the measurement period of
one year or less, as we finalize the valuation of acquired assets and liabilities.
Judgments and Uncertainties
Significant judgment is often required in estimating the fair value of assets acquired
(particularly intangible assets), liabilities assumed, and contingent consideration. We make
estimates and assumptions about projected future cash flows including net sales, gross margin,
attrition rates, growth rates, and discount rates based on historical results, business plans,
expected synergies, if any, perceived risk and marketplace data considering the perspective of
marketplace participants. Based on our current methodology to estimate the fair value of assets
acquired and liabilities assumed, the amount of intangible assets recognized in each business
combination is not highly sensitive to changes in these key assumptions. For example, with the
exception of the discount rate, a 5% change in one of our key assumptions would not materially
affect our reported intangible assets balance.
Effect if Actual Results Differ from Assumptions
We have not made any material changes in the methodology or key assumptions used to
evaluate the fair value of assets acquired and liabilities assumed during the past three fiscal years.
While management believes the expectations and assumptions used in valuing assets acquired and
liabilities assumed are reasonable, they are inherently uncertain. Unanticipated market or
macroeconomic events and circumstances may occur, which could affect the accuracy or validity of
the estimates and assumptions, which could then result in subsequent impairment. Any such
impairment charges could have a material effect on our results of operations. We completed two
business combinations in fiscal 2023 and one business combination in fiscal 2022. We have not
made any material adjustments to our financial statements as a result of business combination
key assumptions not being consistent with our estimates in the past three fiscal years.
See Notes 1 and 20 to the Consolidated Financial Statements in Part II, Item 8 of this
report for further discussion of our accounting policies related to acquisition accounting and recent
acquisitions.
Recently Issued Accounting Standards
The information contained in Note 1 to the Consolidated Financial Statements in Part II,
Item 8 of this report concerning a description of recent accounting pronouncements, including our
expected dates of adoption and the estimated effects on our results of operations and financial
condition, is incorporated by reference herein.
Item 7A. Quantitative and Qualitative Disclosures About Market Risk
The information contained in Note 12 to the Consolidated Financial Statements in Part II,
Item 8 of this report concerning a description of market risk management, including interest rate
risk and foreign currency exchange risk, is incorporated by reference herein.
45
INSIGHT ENTERPRISES, INC.
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Item 8. Financial Statements and Supplementary Data
Reports of Independent Registered Public Accounting Firm
Consolidated Balance Sheets – December 31, 2023 and 2022
Consolidated Statements of Operations – For each of the years in the three-year period
ended December 31, 2023
Consolidated Statements of Comprehensive Income – For each of the years in the
three-year period ended December 31, 2023
Consolidated Statements of Stockholders’ Equity – For each of the years in the three-
year period ended December 31, 2023
Consolidated Statements of Cash Flows – For each of the years in the three-year period
ended December 31, 2023
Notes to Consolidated Financial Statements
Page
47
51
52
53
54
55
56
46
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the Stockholders and Board of Directors
Insight Enterprises, Inc.:
Opinion on the Consolidated Financial Statements
We have audited the accompanying consolidated balance sheets of Insight Enterprises, Inc. and
subsidiaries (the Company) as of December 31, 2023 and December 31, 2022, the related
consolidated statements of operations, comprehensive income, stockholders’ equity, and cash
flows for each of the years in the three-year period ended December 31, 2023, and the related
notes (collectively, the consolidated financial statements). In our opinion, the consolidated
financial statements present fairly, in all material respects, the financial position of the Company
as of December 31, 2023 and December 31, 2022, and the results of its operations and its cash
flows for each of the years in the three-year period ended December 31, 2023, in conformity with
U.S. generally accepted accounting principles.
We also have audited, in accordance with the standards of the Public Company Accounting
Oversight Board (United States) (PCAOB), the Company’s internal control over financial reporting
as of December 31, 2023, based on criteria established in Internal Control – Integrated
Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway
Commission, and our report dated February 22, 2024 expressed an unqualified opinion on the
effectiveness of the Company’s internal control over financial reporting.
Change in Accounting Principle
As discussed in Note 1 to the consolidated financial statements, the Company changed its method
of accounting for its convertible debt instrument in 2022 due to the adoption of the FASB’s
Accounting Standards Update No. 2020-06, Accounting for Convertible Instruments and Contracts
in an Entity’s Own Equity.
Basis for Opinion
These consolidated financial statements are the responsibility of the Company’s management. Our
responsibility is to express an opinion on these consolidated financial statements based on our
audits. We are a public accounting firm registered with the PCAOB and are required to be
independent with respect to the Company in accordance with the U.S. federal securities laws and
the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audits in accordance with the standards of the PCAOB. Those standards require
that we plan and perform the audit to obtain reasonable assurance about whether the consolidated
financial statements are free of material misstatement, whether due to error or fraud. Our audits
included performing procedures to assess the risks of material misstatement of the consolidated
financial statements, whether due to error or fraud, and performing procedures that respond to
those risks. Such procedures included examining, on a test basis, evidence regarding the amounts
and disclosures in the consolidated financial statements. Our audits also included evaluating the
accounting principles used and significant estimates made by management, as well as evaluating
the overall presentation of the consolidated financial statements. We believe that our audits
provide a reasonable basis for our opinion.
Critical Audit Matter
The critical audit matter communicated below is a matter arising from the current period audit of
the consolidated financial statements that was communicated or required to be communicated to
the audit committee and that: (1) relates to accounts or disclosures that are material to the
consolidated financial statements and (2) involved our especially challenging, subjective, or
complex judgments. The communication of a critical audit matter does not alter in any way our
opinion on the consolidated financial statements, taken as a whole, and we are not, by
47
communicating the critical audit matter below, providing a separate opinion on the critical audit
matter or on the accounts or disclosures to which it relates.
Evaluation of revenue recognition
As discussed in Note 1 to the consolidated financial statements, the Company recognizes
revenue when it satisfies a performance obligation by transferring control of a product or
service or by arranging for the sales of a vendor’s product or service to a client. The
Company measures revenue based on the consideration received in a contract with a
client, and excludes any sales incentives and amounts collected on behalf of third parties.
The Company offers hardware and software products, as well as services. Given the
number of product and service offerings, significant judgment is exercised by the Company
in recognizing revenue, including the following decisions:
■ Determining the point in time when a customer takes control of hardware.
■ Determining the point in time when the customer acquires or renews the right to
use or copy software under license and control transfers to the customer.
■ Evaluating the Company as either a principal or an agent for hardware and
software products and services, and the related recognition of revenue from the
customer on a gross or a net basis.
■ Determining an appropriate pattern of revenue recognition for service performance
obligations.
We identified the evaluation of revenue recognition as a critical audit matter because the
audit effort to evaluate the Company’s revenue recognition judgments, including those
noted above, was extensive and required a high degree of auditor judgment.
The following are the primary procedures we performed to address this critical audit
matter. We evaluated the design and tested the operating effectiveness of certain internal
controls over the revenue recognition process, including controls related to the timing and
pattern of revenue recognition and gross versus net revenue recognition. As part of testing
the Company’s internal controls, we also involved information technology (IT)
professionals with specialized skills and knowledge, who assisted in testing of general IT
controls over significant systems and the evaluation of system interface controls and
automated controls designed to determine the existence, accuracy, and completeness of
revenue. We evaluated the Company’s significant accounting policies related to its product
and service offerings by reviewing the terms of certain vendor and customer contracts and
comparing the policies to the revenue recognition standard. We selected a sample of
revenue transactions and performed the following for each selection:
■ Obtained evidence of a contract with the customer.
■ Compared the amounts recognized and timing of revenue recognition to underlying
documentation, including purchase orders, shipping documentation, and evidence
of payment, if applicable.
■ Evaluated the Company’s application of their accounting policies to determine the
timing and amount of revenue to be recognized.
■ Tested the presentation of revenue as gross or net by comparing the Company’s
gross or net presentation to the attributes of the underlying vendor support and
the Company’s accounting policy.
We have served as the Company’s auditor since 1990.
/s/ KPMG LLP
Phoenix, Arizona
February 22, 2024
48
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the Stockholders and Board of Directors
Insight Enterprises, Inc.:
Opinion on Internal Control Over Financial Reporting
We have audited Insight Enterprises, Inc. and subsidiaries' (the Company) internal control over
financial reporting as of December 31, 2023, based on criteria established in Internal Control –
Integrated Framework (2013) issued by the Committee of Sponsoring Organizations of the
Treadway Commission. In our opinion, the Company maintained, in all material respects, effective
internal control over financial reporting as of December 31, 2023, based on criteria established in
Internal Control – Integrated Framework (2013) issued by the Committee of Sponsoring
Organizations of the Treadway Commission.
We also have audited, in accordance with the standards of the Public Company Accounting
Oversight Board (United States) (PCAOB), the consolidated balance sheets of the Company as of
December 31, 2023 and 2022, the related consolidated statements of operations, comprehensive
income, stockholders’ equity, and cash flows for each of the years in the three-year period ended
December 31, 2023, and the related notes (collectively, the consolidated financial statements),
and our report dated February 22, 2024 expressed an unqualified opinion on those consolidated
financial statements.
The Company acquired SADA Systems, LLC during 2023, and management excluded from its
assessment of the effectiveness of the Company’s internal control over financial reporting as of
December 31, 2023, SADA Systems, LLC’s internal control over financial reporting associated with
approximately 15% of total assets as of December 31, 2023 and less than 1% of net sales for the
year ended December 31, 2023 included in the consolidated financial statements of the Company
as of and for the year ended December 31, 2023. Our audit of internal control over financial
reporting of the Company also excluded an evaluation of the internal control over financial
reporting of SADA Systems, LLC.
Basis for Opinion
The Company’s management is responsible for maintaining effective internal control over financial
reporting and for its assessment of the effectiveness of internal control over financial reporting,
included in the accompanying Management's Annual Report on Internal Control Over Financial
Reporting. Our responsibility is to express an opinion on the Company’s internal control over
financial reporting based on our audit. We are a public accounting firm registered with the PCAOB
and are required to be independent with respect to the Company in accordance with the U.S.
federal securities laws and the applicable rules and regulations of the Securities and Exchange
Commission and the PCAOB.
We conducted our audit in accordance with the standards of the PCAOB. Those standards require
that we plan and perform the audit to obtain reasonable assurance about whether effective
internal control over financial reporting was maintained in all material respects. Our audit of
internal control over financial reporting included obtaining an understanding of internal control
over financial reporting, assessing the risk that a material weakness exists, and testing and
evaluating the design and operating effectiveness of internal control based on the assessed risk.
Our audit also included performing such other procedures as we considered necessary in the
circumstances. We believe that our audit provides a reasonable basis for our opinion.
Definition and Limitations of Internal Control Over Financial Reporting
A company’s internal control over financial reporting is a process designed to provide reasonable
assurance regarding the reliability of financial reporting and the preparation of financial
statements for external purposes in accordance with generally accepted accounting principles. A
company’s internal control over financial reporting includes those policies and procedures that (1)
pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the
49
transactions and dispositions of the assets of the company; (2) provide reasonable assurance that
transactions are recorded as necessary to permit preparation of financial statements in accordance
with generally accepted accounting principles, and that receipts and expenditures of the company
are being made only in accordance with authorizations of management and directors of the
company; and (3) provide reasonable assurance regarding prevention or timely detection of
unauthorized acquisition, use, or disposition of the company’s assets that could have a material
effect on the financial statements.
Because of its inherent limitations, internal control over financial reporting may not prevent or
detect misstatements. Also, projections of any evaluation of effectiveness to future periods are
subject to the risk that controls may become inadequate because of changes in conditions, or that
the degree of compliance with the policies or procedures may deteriorate.
Phoenix, Arizona
February 22, 2024
/s/ KPMG LLP
50
INSIGHT ENTERPRISES, INC.
CONSOLIDATED BALANCE SHEETS
(in thousands, except per share data)
ASSETS
Current assets:
Cash and cash equivalents
Accounts receivable, net
Inventories
Contract assets, net
Other current assets
Total current assets
Long-term contract assets, net
Property and equipment, net
Goodwill
Intangible assets, net
Long-term accounts receivable
Other assets
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities:
Accounts payable—trade
Accounts payable—inventory financing facilities
Accrued expenses and other current liabilities
Current portion of long-term debt
Total current liabilities
Long-term debt
Deferred income taxes
Long-term accounts payable
Other liabilities
Commitments and contingencies
Stockholders’ equity:
December 31,
2023
2022
$
268,730 $
163,637
3,568,290
3,272,371
184,605
120,518
189,158
265,154
7,909
191,597
4,331,301 $ 3,900,668
132,780
210,061
684,345
369,687
412,666
145,510
—
204,260
493,033
204,998
160,818
148,804
$ 6,286,350 $ 5,112,581
$ 2,255,183 $ 1,785,076
231,850
538,346
348,004
301,314
433,789
346,228
3,373,383
2,866,407
592,517
27,588
353,794
203,335
291,672
32,844
127,004
156,586
4,550,617
3,474,513
Preferred stock, $0.01 par value, 3,000 shares authorized; no
shares issued
Common stock, $0.01 par value, 100,000 shares authorized;
32,590 and 34,009 shares issued and outstanding in 2023 and
2022, respectively
Additional paid-in capital
Retained earnings
Accumulated other comprehensive loss – foreign currency
translation adjustments
Total stockholders’ equity
—
—
326
340
328,607
327,872
1,448,412
1,368,658
(41,612)
(58,802)
1,735,733
1,638,068
$ 6,286,350 $ 5,112,581
See accompanying notes to consolidated financial statements.
51
INSIGHT ENTERPRISES, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except per share data)
Net sales:
Products
Services
Total net sales
Costs of goods sold:
Products
Services
Total costs of goods sold
Gross profit:
Products
Services
Gross profit
Operating expenses:
Years Ended December 31,
2023
2022
2021
$ 7,631,388 $ 8,947,787 $ 8,120,127
1,544,452
1,483,404
1,315,986
9,175,840
10,431,191
9,436,113
6,859,178
8,111,252
7,380,908
647,137
683,372
607,648
7,506,315
8,794,624
7,988,556
772,210
897,315
836,535
800,032
739,219
708,338
1,669,525
1,636,567
1,447,557
Selling and administrative expenses
1,236,243
1,216,660
1,117,130
Severance and restructuring expenses, net
Acquisition and integration related expenses
6,091
7,396
4,235
1,972
(1,634)
—
Earnings from operations
419,795
413,700
332,061
Non-operating (income) expense:
Interest expense, net
Other expense (income), net
Earnings before income taxes
Income tax expense
Net earnings
Net earnings per share:
Basic
Diluted
Shares used in per share calculations:
Basic
Diluted
41,124
817
377,854
96,545
39,497
(230)
374,433
93,825
40,516
(1,012)
292,557
73,212
281,309 $
280,608 $
219,345
8.53 $
7.55 $
8.04 $
7.66 $
6.27
5.95
32,991
37,241
34,903
36,620
35,011
36,863
$
$
$
See accompanying notes to consolidated financial statements.
52
INSIGHT ENTERPRISES, INC.
CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME
(in thousands)
Years Ended December 31,
2023
2022
2021
Net earnings
$
281,309 $
280,608 $
219,345
Other comprehensive income (loss), net of tax:
Foreign currency translation adjustments
17,190
(31,708)
(11,639)
Total comprehensive income
$
298,499 $
248,900 $
207,706
See accompanying notes to consolidated financial statements.
53
.
C
N
I
,
S
E
S
I
R
P
R
E
T
N
E
T
H
G
I
S
N
I
Y
T
I
U
Q
E
’
S
R
E
D
L
O
H
K
C
O
T
S
F
O
S
T
N
E
M
E
T
A
T
S
D
E
T
A
D
I
L
O
S
N
O
C
)
s
d
n
a
s
u
o
h
t
n
i
(
)
5
9
7
,
0
1
(
1
5
9
,
8
2
)
8
0
1
,
7
1
2
(
—
)
2
8
8
,
1
(
0
9
1
,
7
1
9
0
3
,
1
8
2
3
3
7
,
5
3
7
,
1
7
2
2
,
9
0
5
,
1
)
5
0
9
,
7
(
)
2
4
9
,
6
2
(
0
1
7
,
2
2
)
2
2
9
,
7
0
1
(
l
a
t
o
T
l
'
s
r
e
d
o
h
k
c
o
t
S
y
t
i
u
q
E
d
e
n
i
a
t
e
R
i
s
g
n
n
r
a
E
d
e
t
a
l
u
m
u
c
c
A
r
e
h
t
O
e
v
i
s
n
e
h
e
r
p
m
o
C
s
s
o
L
l
a
n
o
i
t
i
d
d
A
n
i
-
d
i
a
P
l
a
t
i
p
a
C
8
6
0
,
8
3
6
,
1
$
8
5
6
,
8
6
3
,
1
$
)
2
0
8
,
8
5
(
$
2
7
8
,
7
2
3
$
—
—
—
—
—
)
5
5
5
,
1
0
2
(
—
—
—
—
—
0
9
1
,
7
1
9
0
3
,
1
8
2
—
)
7
9
7
,
0
1
(
—
1
5
9
,
8
2
)
2
8
8
,
1
(
)
7
3
5
,
5
1
(
—
—
$
$
2
1
4
,
8
4
4
,
1
0
9
6
,
7
6
1
,
1
$
$
)
2
1
6
,
1
4
(
)
4
9
0
,
7
2
(
$
$
7
0
6
,
8
2
3
2
8
2
,
8
6
3
$
$
—
)
9
2
4
,
7
9
(
)
8
0
7
,
1
3
(
—
)
8
0
7
,
1
3
(
)
9
0
1
,
9
(
8
0
6
,
0
8
2
8
6
0
,
8
3
6
,
1
9
2
4
,
2
4
3
,
1
—
1
0
2
,
8
1
)
0
0
0
,
0
5
(
8
0
6
,
0
8
2
—
$
$
5
4
2
,
3
9
9
8
5
6
,
8
6
3
,
1
$
$
)
2
0
8
,
8
5
(
)
5
5
4
,
5
1
(
—
—
—
)
0
0
9
,
4
4
(
—
—
—
—
5
4
3
,
9
1
2
5
4
3
,
9
1
2
—
)
9
3
6
,
1
1
(
—
)
9
3
6
,
1
1
(
—
—
—
9
8
7
,
7
1
—
—
—
—
—
)
7
0
9
,
7
(
)
1
3
7
,
4
4
(
—
0
1
7
,
2
2
)
2
8
4
,
0
1
(
—
—
—
—
—
1
0
2
,
8
1
)
5
9
0
,
5
(
$
$
2
7
8
,
7
2
3
8
8
2
,
4
6
3
)
2
1
1
,
9
(
$
$
7
2
2
,
9
0
5
,
1
$
0
9
6
,
7
6
1
,
1
$
)
4
9
0
,
7
2
(
$
2
8
2
,
8
6
3
$
k
c
o
t
S
y
r
u
s
a
e
r
T
k
c
o
t
S
n
o
m
m
o
C
t
n
u
o
m
A
s
e
r
a
h
S
e
u
l
a
V
r
a
P
s
e
r
a
h
S
—
—
—
)
8
0
1
,
7
1
2
(
8
0
1
,
7
1
2
—
—
—
—
—
—
—
—
)
2
2
9
,
7
0
1
(
2
2
9
,
7
0
1
—
—
—
—
—
—
—
—
—
)
0
0
0
,
0
5
(
0
0
0
,
0
5
$
$
$
$
$
$
—
—
—
)
4
3
6
,
1
(
4
3
6
,
1
—
—
—
—
—
—
—
—
)
9
0
1
,
1
(
9
0
1
,
1
—
—
—
—
—
—
)
7
9
4
(
7
9
4
—
—
—
2
0
4
3
—
—
)
6
1
(
—
—
—
6
2
3
9
4
3
—
2
—
—
)
1
1
(
—
—
3
0
4
3
1
5
3
—
—
)
5
(
—
—
9
4
3
$
9
0
0
,
4
3
2
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
5
1
2
—
—
)
4
3
6
,
1
(
—
—
—
$
$
0
9
5
,
2
3
7
9
8
,
4
3
—
0
2
2
—
—
—
—
)
8
0
1
,
1
(
$
$
9
0
0
,
4
3
3
0
1
,
5
3
1
9
2
—
—
)
7
9
4
(
—
—
e
e
y
o
p
m
e
l
r
e
d
n
u
k
c
o
t
s
n
o
m
m
o
c
f
o
e
c
n
a
u
s
s
I
r
o
f
l
d
e
h
h
t
i
w
s
e
r
a
h
s
f
o
t
e
n
,
s
n
a
p
l
k
c
o
t
s
s
e
x
a
t
l
l
o
r
y
a
p
e
s
n
e
p
x
e
n
o
i
t
a
s
n
e
p
m
o
c
d
e
s
a
b
-
k
c
o
t
S
,
s
t
n
e
m
t
s
u
j
d
a
n
o
i
t
a
l
s
n
a
r
t
y
c
n
e
r
r
u
c
i
n
g
e
r
o
F
s
e
s
a
h
c
r
u
p
e
r
k
c
o
t
s
n
o
x
a
t
e
s
i
c
x
E
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
e
s
a
h
c
r
u
p
e
R
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
t
n
e
m
e
r
i
t
e
R
e
e
y
o
p
m
e
l
r
e
d
n
u
k
c
o
t
s
n
o
m
m
o
c
f
o
e
c
n
a
u
s
s
I
r
o
f
l
d
e
h
h
t
i
w
s
e
r
a
h
s
f
o
t
e
n
,
s
n
a
p
l
k
c
o
t
s
s
e
x
a
t
l
l
o
r
y
a
p
e
g
n
a
h
c
g
n
i
t
n
u
o
c
c
a
f
o
t
c
e
f
f
e
l
e
v
i
t
a
u
m
u
C
e
s
n
e
p
x
e
n
o
i
t
a
s
n
e
p
m
o
c
d
e
s
a
b
-
k
c
o
t
S
,
s
t
n
e
m
t
s
u
j
d
a
n
o
i
t
a
l
s
n
a
r
t
y
c
n
e
r
r
u
c
i
n
g
e
r
o
F
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
e
s
a
h
c
r
u
p
e
R
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
t
n
e
m
e
r
i
t
e
R
2
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
0
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
i
s
g
n
n
r
a
e
t
e
N
x
a
t
f
o
t
e
n
e
e
y
o
p
m
e
l
r
e
d
n
u
k
c
o
t
s
n
o
m
m
o
c
f
o
e
c
n
a
u
s
s
I
r
o
f
l
d
e
h
h
t
i
w
s
e
r
a
h
s
f
o
t
e
n
,
s
n
a
p
l
k
c
o
t
s
s
e
x
a
t
l
l
o
r
y
a
p
e
s
n
e
p
x
e
n
o
i
t
a
s
n
e
p
m
o
c
d
e
s
a
b
-
k
c
o
t
S
,
s
t
n
e
m
t
s
u
j
d
a
n
o
i
t
a
l
s
n
a
r
t
y
c
n
e
r
r
u
c
i
n
g
e
r
o
F
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
e
s
a
h
c
r
u
p
e
R
k
c
o
t
s
y
r
u
s
a
e
r
t
f
o
t
n
e
m
e
r
i
t
e
R
i
s
g
n
n
r
a
e
t
e
N
x
a
t
f
o
t
e
n
3
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
1
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
i
s
g
n
n
r
a
e
t
e
N
x
a
t
f
o
t
e
n
$
7
9
8
,
4
3
1
2
0
2
,
1
3
r
e
b
m
e
c
e
D
t
a
s
e
c
n
a
a
B
l
.
s
t
n
e
m
e
t
a
t
s
l
a
i
c
n
a
n
i
f
d
e
t
a
d
i
l
o
s
n
o
c
o
t
s
e
t
o
n
i
g
n
y
n
a
p
m
o
c
c
a
e
e
S
4
5
55,421
7,862
18,201
11,858
16,875
(3,259)
(289,009)
(148,941)
(4,757)
11,750
(25,093)
303,395
INSIGHT ENTERPRISES, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
Cash flows from operating activities:
Net earnings
$
281,309
$
280,608
$
219,345
Years Ended December 31,
2023
2022
2021
Adjustments to reconcile net earnings to net cash
provided by operating activities:
Depreciation and amortization
Provision for losses on accounts receivable
Non-cash stock-based compensation
Deferred income taxes
Amortization of debt issuance costs
Other adjustments
Changes in assets and liabilities:
62,476
6,879
28,951
(13,080)
4,870
(1,583)
56,614
6,066
22,710
(9,251)
6,105
2,035
Increase in accounts receivable
(11,892)
(406,370)
Decrease (increase) in inventories
Increase in contract assets
(Increase) decrease in long-term accounts
receivable
Decrease (increase) in other assets
Increase in accounts payable
Increase (decrease) in long-term accounts
payable
(Decrease) increase in accrued expenses and
other liabilities
Net cash provided by operating activities:
Cash flows from investing activities:
Proceeds from sale of assets
Purchases of property and equipment
Acquisitions, net of cash and cash equivalents
acquired
Net cash used in investing activities:
Cash flows from financing activities:
75,729
(13,840)
53,711
(3,152)
(126,850)
(17,015)
34,061
216,229
48,025
53,607
111,790
7,931
(18,454)
(35,518)
619,531
15,515
(39,252)
(481,464)
(505,201)
(3,518)
98,106
8,517
163,711
1,346
(70,939)
(68,248)
(137,841)
31,005
(52,079)
—
(21,074)
(14,355)
(50,000)
—
Borrowings on ABL revolving credit facility
4,587,596
4,678,212
3,953,496
Repayments on ABL revolving credit facility
(4,288,036)
(4,433,510)
(4,040,496)
Net repayments under inventory financing facilities
(70,408)
(8,307)
Repurchases of common stock
(217,108)
(107,922)
Earnout and acquisition related payments
Other payments
(15,615)
(13,141)
—
(14,466)
(10,030)
Net cash (used in) provided by financing
activities:
Foreign currency exchange effect on cash, cash
equivalents and restricted cash balances
Increase (decrease) in cash, cash equivalents and
restricted cash
Cash, cash equivalents and restricted cash at
beginning of period
Cash, cash equivalents and restricted cash at end of
period
(16,712)
114,007
(161,385)
7,449
(14,531)
(5,857)
105,067
59,741
(24,605)
165,718
105,977
130,582
$
270,785
$
165,718
$
105,977
See accompanying notes to consolidated financial statements.
55
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
(1)
Operations and Summary of Significant Accounting Policies
Description of Business
We help our clients accelerate their digital journey to modernize their businesses and
maximize the value of technology. We serve these clients in North America; Europe, the Middle
East and Africa (“EMEA”); and Asia-Pacific (“APAC”). As a Fortune 500-ranked solutions integrator,
we enable secure, end-to-end digital transformation and meet the needs of our clients through a
comprehensive portfolio of solutions, far-reaching partnerships and 35 years of broad IT expertise.
We amplify our solutions and services with global scale, local expertise and our e-commerce
experience, enabling our clients to realize their digital ambitions in multiple ways. Our company is
organized in the following three operating segments, which are primarily defined by their related
geographies:
Operating Segment
North America
EMEA
APAC
Geography
United States ("U.S.") and Canada
Europe, Middle East and Africa
Asia-Pacific
Our offerings in North America and certain countries in EMEA and APAC include hardware,
software and services, including cloud solutions. Our offerings in the remainder of our EMEA and
APAC segments consist largely of software and certain software-related services and cloud
solutions.
Acquisitions
Effective December 1, 2023, we acquired SADA Systems, LLC ("SADA"), a provider of
cloud consultancy and technical services, for a preliminary cash purchase price of approximately
$398,589,000, net of cash and cash equivalents acquired of $24,701,000 and excluding the
estimated fair value of earn outs, reported in other liabilities, with a range of payouts through
2027 of $0 to $390,000,000. The acquisition was funded through a combination of cash on hand
and borrowings under our senior secured revolving credit facility (the “ABL facility”).
Effective August 17, 2023, we acquired Amdaris Group Limited (“Amdaris”), a software
development and digital services specialist, for a preliminary cash purchase price, net of cash and
cash equivalents acquired, of approximately $82,875,000, and excluding the estimated fair value
of earn outs, reported in other liabilities, with a range of payouts through 2026 of $0 to
$54,391,000.
Effective June 1, 2022, we acquired Hanu Software Solutions, Inc. and Hanu Software
Solutions (India) Private Ltd. (collectively, “Hanu”), a global leading cloud technology services and
solutions provider, for a cash purchase price, net of cash and cash equivalents acquired, of
approximately $68,248,000, excluding the earn out and hold backs for representations and
warranties.
Our results of operations include the results of Hanu, Amdaris and SADA from their
respective acquisition dates. (See Note 20 for a discussion of our acquisitions).
Principles of Consolidation and Presentation
The consolidated financial statements include the accounts of Insight Enterprises, Inc. and
its wholly owned subsidiaries. All significant intercompany balances and transactions have been
eliminated in consolidation. Included in our accounts receivable, net balance at December 31,
2023 and 2022 is $26,025,000 and $11,069,000, respectively, of accounts receivable from an
unconsolidated affiliate. References to “the Company,” “Insight,” “we,” “us,” “our” and other
56
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
similar words refer to Insight Enterprises, Inc. and its consolidated subsidiaries, unless the context
suggests otherwise.
Certain amounts in the prior year’s consolidated financial statements and related
footnotes thereto have been reclassified to conform with the current year presentation.
Acquisition Accounting
The Company accounts for all business combinations using the acquisition method of
accounting, which allocates the fair value of the purchase consideration to the tangible and
intangible assets acquired and liabilities assumed based on their estimated fair values. The excess
of the purchase consideration over the fair values of these identifiable assets and liabilities is
recorded as goodwill. When determining the fair values of assets acquired and liabilities assumed,
management makes estimates and assumptions. Initial purchase price allocations are subject to
revision within the measurement period, not to exceed one year from the date of acquisition.
Acquisition-related expenses and transaction costs associated with business combinations are
expensed as incurred.
Use of Estimates
The preparation of consolidated financial statements in conformity with U.S. generally
accepted accounting principles (“GAAP”) requires management to make estimates and
assumptions that affect the reported amounts of assets and liabilities and disclosure of contingent
assets and liabilities at the date of the consolidated financial statements. Additionally, these
estimates and assumptions affect the reported amounts of net sales and expenses during the
reporting period. Actual results could differ from those estimates. On an ongoing basis, we
evaluate our estimates, including those related to sales recognition, anticipated achievement
levels under partner funding programs, assumptions related to stock-based compensation
valuation, allowances for doubtful accounts and contract assets, valuation of inventories, litigation-
related obligations, valuation allowances for deferred tax assets and impairment of long-lived
assets, including purchased intangibles and goodwill, if indicators of potential impairment exist.
Cash, Cash Equivalents and Restricted Cash
We consider all highly liquid investments with maturities at the date of purchase of three
months or less to be cash equivalents.
Book overdrafts represent the amount by which outstanding checks issued, but not yet
presented to our banks for disbursement, exceed balances on deposit in applicable bank accounts
and a legal right of offset with our positive cash balances in other financial institution accounts
does not exist. Our book overdrafts, which are not directly linked to a credit facility or other bank
overdraft arrangement, do not result in an actual bank financing, but rather constitute normal
unpaid trade payables at the end of a reporting period. These amounts are included within our
accounts payable balance in our consolidated balance sheets. The changes in these book
overdrafts are included within the changes in accounts payable line item as a component of cash
flows from operating activities in our consolidated statements of cash flows.
Restricted cash generally includes any cash that is restricted as to withdrawal or usage.
These amounts are included with cash and cash equivalents on the consolidated statement of cash
flows. All cash receipts/payments with third parties directly to/from restricted cash accounts are
reported as an operating, investing or financing cash flow, based on the nature of the transaction.
Allowance for Doubtful Accounts Receivable
We establish an allowance for doubtful accounts to reflect our best estimate of probable
losses inherent in our accounts receivable balance. The allowance is based on our evaluation of the
aging of the receivables, historical write-offs and the current economic environment. We write off
individual accounts against the reserve when we no longer believe that it is probable that we will
collect the receivable because we become aware of a client’s or partner’s inability to meet its
57
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
financial obligations. Such awareness may be as a result of bankruptcy filings, or deterioration in
the client’s or partner’s operating results or financial position.
Allowance for Contract Assets
We estimate our allowances for credit losses on contract assets using relevant available
information from internal and external sources, related to past events, current conditions and
reasonable and supportable forecasts. Historical credit loss experience provides the basis for the
estimation of expected credit losses. Probability of default rates are published quarterly by third-
party credit agencies. Adjustments to our initial credit risk ratings may take into account various
customer specific factors, including estimated loss given default, the locations in which the
customer is operating and macroeconomic conditions. These adjustments result in our internal risk
rating categorization as low, moderate or high, as disclosed in Note 2.
Inventories
We state inventories, principally purchased IT hardware, at the lower of weighted average
cost (which approximates cost under the first-in, first-out method) or net realizable value. We
evaluate inventories for excess, obsolescence or other factors that may render inventories
unmarketable at normal margins. Write-downs are recorded so that inventories reflect the
approximate net realizable value and take into account contractual provisions with our partners
governing price protection, stock rotation and return privileges relating to obsolescence. Because
of the large number of transactions and the complexity of managing the price protection and stock
rotation process, estimates are made regarding write-downs of the carrying amount of inventories.
Additionally, assumptions about future demand, market conditions and decisions by
manufacturers/publishers to discontinue certain products or product lines can affect our decision to
write down inventories.
Property and Equipment
We record property and equipment at cost. We capitalize major improvements and
betterments, while maintenance, repairs and minor replacements are expensed as incurred.
Depreciation or amortization is provided using the straight-line method over the following
estimated economic lives of the assets:
Leasehold improvements
Furniture and fixtures
Equipment
Software
Buildings
Estimated Economic Life
Shorter of underlying lease term or asset life
2 – 7 years
3 – 5 years
3 – 10 years
29 years
External direct costs of materials and services consumed in developing or obtaining
internal-use computer software and payroll and payroll-related costs for teammates who are
directly associated with and who devote time to internal-use computer software development
projects, to the extent of the time spent directly on the project and specific to application
development, are capitalized.
Reviews are regularly performed to determine whether facts and circumstances exist
which indicate that the economic life is shorter than originally estimated or the carrying amount of
assets may not be recoverable. When an indication exists that the carrying amount of long-lived
assets may not be recoverable, we assess the recoverability of our assets by comparing the
projected undiscounted net cash flows associated with the related asset or group of assets over
their remaining lives against their respective carrying amounts. Such impairment test is based on
the lowest level for which identifiable cash flows are largely independent of the cash flows of other
58
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
groups of assets and liabilities. Impairment, if any, is based on the excess of the carrying amount
over the estimated fair value of those assets.
Goodwill
Goodwill is recorded when the purchase price paid for an acquisition exceeds the
estimated fair value of net identified tangible and intangible assets acquired. Goodwill is tested for
impairment at the reporting unit level on an annual basis in the fourth quarter and between annual
tests if an event occurs or circumstances change that would more likely than not reduce the fair
value of the reporting unit below its carrying value. We may first perform a qualitative assessment
to determine whether it is more likely than not that the fair value of a reporting unit is less than its
carrying value. If it is concluded that this is the case, it is necessary to perform a quantitative
goodwill impairment test. Otherwise, the goodwill impairment test is not required. The quantitative
goodwill impairment review process compares the fair value of the reporting unit in which goodwill
resides to its carrying value. The Company has three reporting units, which are the same as our
operating segments. Multiple valuation techniques would likely be used to assess the fair value of
the reporting unit. These techniques include the use of estimates and assumptions that are
inherently uncertain. Changes in these estimates and assumptions could materially affect the
determination of fair value or goodwill impairment, or both.
Intangible Assets
We amortize finite lived intangible assets acquired in business combinations using the
straight-line method over the estimated economic lives of the intangible assets from the date of
acquisition.
We regularly perform reviews to determine if facts and circumstances exist which indicate
that the economic lives of our intangible assets are shorter than originally estimated or the
carrying amount of these assets may not be recoverable. When an indication exists that the
carrying amount of intangible assets may not be recoverable, we assess the recoverability of our
assets by comparing the projected undiscounted net cash flows associated with the related asset
or group of assets over their remaining lives against their respective carrying amounts. Such
impairment test is based on the lowest level for which identifiable cash flows are largely
independent of the cash flows of other groups of assets and liabilities. Impairment, if any, is based
on the excess of the carrying amount over the estimated fair value of those assets.
Long-term Accounts Receivable and Contract Assets
We recognize long-term accounts receivable, including unbilled receivables, related to
multi-year contracts when we have completed our performance obligations under the contract and
where our right to receive consideration from the client is unconditional and based on the passage
of time only.
We recognize long-term contract assets related to multi-year contracts when we have
completed our performance obligations under the contract but do not have an unconditional right
to receive consideration. When our right to consideration is contingent upon other factors, such as
a client consuming future services under the contract we recognize a contract asset until our right
to receive consideration becomes unconditional.
Leases
We determine if a contract or arrangement is, or contains, a lease at inception. Balances
related to operating leases are included in other assets, other current liabilities, and other
liabilities in our consolidated balance sheet. Balances related to financing leases are included in
property and equipment, current portion of long-term debt, and long-term debt in our
consolidated balance sheet. Right of use (“ROU”) assets represent our right to use an underlying
asset for the lease term and lease liabilities represent our obligation to make lease payments
arising from the lease.
59
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
As most of our leases do not provide an implicit rate, we use our incremental borrowing
rate based on the information available at commencement date in determining the present value
of lease payments. We use the implicit rate when readily determinable. The operating lease ROU
asset includes any prepaid lease payments and additional direct costs and excludes lease
incentives. Our lease terms may include options to extend or terminate the lease when it is
reasonably certain that we will exercise that option.
Self-Insurance
We are self-insured in the U.S. for medical insurance up to certain annual stop-loss limits
and workers’ compensation claims up to certain deductible limits. We establish reserves for claims,
both reported and incurred but not reported, using currently available information as well as our
historical claims experience.
Treasury Stock
We record repurchases of our common stock as treasury stock at cost. We also record the
subsequent retirement of these treasury shares at cost. The excess of the cost of the shares
retired over their par value is allocated between additional paid-in capital and retained earnings.
The amount recorded as a reduction of paid-in capital is based on the excess of the average
original issue price of the shares over par value. The remaining amount is recorded as a reduction
of retained earnings.
Sales Recognition
Revenue is measured based on the consideration specified in a contract with a client, and
excludes any sales incentives and amounts collected on behalf of third parties. The Company
recognizes revenue when it satisfies a performance obligation by transferring control of a product
or service or by arranging for the sale of a vendor’s products or service to a client.
Taxes assessed by a governmental authority that are both imposed on and concurrent with
a specific revenue-producing transaction, that are collected by the Company from a client, are
excluded from revenue.
We record the freight we bill to our clients as product net sales and the related freight
costs we pay as product costs of goods sold.
Nature of Goods and Services
We sell hardware and software products on both a stand-alone basis without any services
and as solutions bundled with services.
When we provide a combination of hardware and software products with the provision of
services, we separately identify our performance obligations under our contract with the client as
the distinct goods (hardware and/or software products) or services that will be provided. The total
transaction price for an arrangement with multiple performance obligations is allocated at contract
inception to each distinct performance obligation in proportion to its stand-alone selling price. The
stand-alone selling price is the price at which we would sell a promised good or service separately
to a client. We estimate the price based on observable inputs, including direct labor hours and
allocable costs, or use observable stand-alone prices when they are available.
Product Offerings
Hardware
We recognize hardware product revenue on a gross basis at the point in time when a client
takes control of the hardware, which typically occurs when title and risk of loss have passed to the
client at its destination. Our selling terms and conditions typically specify Free On Board (“F.O.B.”)
destination contractual terms such that control is transferred from the Company at the point in
60
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
time when the product is received by the client. The transaction price for hardware sales is
adjusted for estimated product returns that we expect to occur under our return policy based upon
historical return rates.
We leverage drop-shipment arrangements with many of our partners and suppliers to
deliver products to our clients without having to physically hold the inventory at our warehouses,
thereby increasing efficiency and reducing costs. We recognize revenue for drop-shipment
arrangements on a gross basis as the principal in the transaction when the product is received by
the client because we control the product prior to transfer to the client. In addition to other factors
considered, we assume primary responsibility for fulfillment in the arrangement, we assume
inventory risk if the product is returned by the client, we set the price of the product charged to
the client and we work closely with our clients to determine their hardware specifications.
Bill and Hold Transactions
We offer a service to our customers whereby clients may purchase product that we
procure on their behalf and, at our clients’ direction, store the product in our warehouse for a
designated period of time, with the intention of deploying the product to the clients’ designated
locations at a later date. These warehousing services are designed to help our clients with
inventory management challenges associated with technology roll-outs, product that is moving to
end of life, or clients needing integrated stock available for immediate deployment. The client is
invoiced, title transfers to the client, and revenue is recognized upon receipt of the product at our
warehouse. These product contracts are non-cancelable with customary credit terms beginning the
date the product is received in our warehouse and the warranty periods begin on the date of
invoice.
Software
We recognize revenue from software sales on a gross basis at the point in time when the
client acquires the right to use or copy software under license and control transfers to the client.
For renewals, revenue is recognized upon the commencement of the software license agreement
or when the renewal term begins, as applicable.
A substantial portion of the software licenses we sell are perpetual software licenses and
do not require renewal or extension after their initial purchase by the client. Such perpetual
licenses are periodically subject to true-up, whereby additional perpetual licenses are sold under
the client’s pre-existing master agreement. Such true-ups are generally sold in arrears, and clients
are invoiced for the additional licenses they had already been utilizing. Since the client already
possessed copies of the licensed software prior to the true-up, software revenue related to the
underlying additional licenses is recognized when we agree to the true-up with our client and the
partner.
For sales transactions for certain security software products that are sold with integral
third-party delivered software maintenance, we record the software license on a net basis, as the
agent in the arrangement.
Services Offerings
Software Maintenance
Software maintenance agreements provide our clients with the right to obtain any
software upgrades, bug fixes and help desk and other support services directly from the software
publisher at no additional charge during the term of the software maintenance agreements. We
act as the software publisher’s agent in selling these software maintenance agreements and do not
assume any performance obligation to the client under the agreements. As a result, we are the
agent in these transactions and these sales are recorded on a net sales recognition basis. Under
net sales recognition, the cost of the software maintenance agreement is recorded as a reduction
to sales, resulting in net sales equal to the gross profit on the transaction, and there are no costs
of goods sold. Because we are acting as the software publisher’s agent, revenue is recognized
61
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
when the parties agree to the initial purchase, renewal or extension as our agency services are
then complete. We report all fees earned from activities reported net within our services net sales
category in our consolidated statements of operations.
Vendor Direct Support Services Contracts
Clients may purchase a vendor direct support services contract through us. Under these
contracts, our clients call the manufacturer/publisher or its designated service organization directly
for both the initial technical triage and any follow-up assistance. We act as the manufacturer/
publisher’s agent in selling these support service contracts and do not assume any performance
obligation to the client under the arrangements. As a result, these sales are recorded on a net
sales recognition basis similar to software maintenance agreements, as discussed above. Because
we are acting as the agent, revenue is recognized when the parties agree to the purchase of the
support services contract as our agency services are then complete.
Cloud / Software-as-a-Service Offerings
Cloud or software-as-a-service (“SaaS”) subscription products provide our clients with
access to software products hosted in the public cloud without the client taking possession of the
software. We act as the agent in selling these software-as-a service subscription products. We do
not take control of the software products or assume any performance obligations to the clients
related to the provisioning of the offerings in the cloud. As a result, these sales are recorded on a
net sales recognition basis. We report all fees earned from activities recognized net within our
services net sales category in our consolidated statements of operations. Because we are acting as
the agent in the transaction, revenue is recognized when the parties agree to the purchase of the
cloud or SaaS offerings as our agency services are then complete. Often, these agency fees are
based on end-client usage and therefore are variable throughout the term of the service contract.
Where this variable consideration is uncertain, we recognize our agency revenue to the extent that
a significant reversal will not occur.
Insight Delivered Services
We design, procure, deploy, implement and manage solutions that combine hardware,
software and services to help businesses run smarter. Such services are provided by us or third-
party sub-contract vendors as part of bundled arrangements, or are provided separately on a
stand-alone basis as technical, consulting or managed services engagements. If the services are
provided as part of a bundled arrangement with hardware and software, the hardware, software
and services are generally distinct performance obligations. In general, we recognize revenue from
services engagements as we perform the underlying services and satisfy our performance
obligations.
We recognize revenue from sales of services by measuring progress toward complete
satisfaction of the related service performance obligation. Billings for such services that are made
in advance of the related revenue recognized are recorded as a contract liability.
Specific revenue recognition practices for certain of our services offerings are described in
further detail below.
Time and Materials Services Contracts
We recognize revenue for professional services engagements that are on a time and
materials basis based upon hours incurred for the performance completed to date for which we
have the right to consideration, even if such amounts have not yet been invoiced as of period end.
Fixed Fee Services Contracts
We recognize revenue on fixed fee professional services contracts using a proportional
performance method of revenue recognition based on the ratio of direct labor and other allocated
costs incurred to total estimated direct labor and other allocated costs.
62
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
OneCall Support Services Contracts
When we sell certain hardware and/or software products to our clients, we also enter into
service contracts with them. These contracts are support service agreements for the hardware
and/or software products that were purchased from us. Under certain support services contracts,
although we purchase third-party support contracts for maintenance on the specific hardware or
software products we have sold, our internal support desk assists the client first by performing an
initial technical triage to determine the source of the problem and whether we can direct the client
on how to fix the problem. We refer to these services as “OneCall.” We act as the principal in the
transaction because we perform the OneCall services over the term of the support service contract
and we set the price of the service charged to the client. As a result, we recognize revenue from
OneCall extended service contracts on a gross sales recognition basis. We recognize the revenue
ratably over the contract term of the stand ready obligation, generally one to three years.
On our consolidated balance sheet, a significant portion of our contract liabilities balance
relates to OneCall support services agreements for which clients have paid or have been invoiced
but for which we have not yet recognized the applicable services revenue. We also defer
incremental direct costs to fulfill our service contracts that we prepay to third parties for direct
support of our fulfillment of the service contract to our clients under our contract terms and
amortize them into operations over the term of the contracts.
Third-party Provided Services
A majority of our third-party sub-contractor services contracts are entered into in
conjunction with other services contracts under which the services are performed by Insight
teammates. We have concluded that we control all services under the contract and can direct the
third-party sub-contractor to provide the requested services. As such, we act as the principal in
the transaction and record the services under a gross sales recognition basis, with the selling price
being recorded in sales and our cost to the third-party service provider being recorded in costs of
goods sold. For certain third-party service contracts in which we do not control the services prior
to transferring to our clients because we are not responsible for fulfillment of the services, we
have concluded that we are an agent in the transaction and record revenue on a net sales
recognition basis.
Costs of Goods Sold
Costs of goods sold include product costs, direct costs incurred associated with delivering
services, outbound and inbound freight costs and provisions for inventory reserves. These costs
are reduced by provisions for supplier discounts and certain payments and credits received from
partners, as described under “Partner Funding” below.
Selling and Administrative Expenses
Selling and administrative expenses include salaries and wages for teammates who are not
directly associated with delivering services, bonuses and incentives, stock-based compensation
expense, employee-related expenses, facility-related expenses, marketing and advertising
expense, reduced by certain payments and credits received from partners related to shared
marketing expense programs, as described under “Partner Funding” below, depreciation of
property and equipment, professional fees, amortization of intangible assets, provisions for losses
on accounts receivable and other operating expenses.
Partner Funding
We receive payments and credits from partners, including consideration pursuant to
volume sales incentive programs, volume purchase incentive programs and shared marketing
expense programs. Partner funding received pursuant to volume sales incentive programs is
recognized as it is earned as a reduction to costs of goods sold. Partner funding received pursuant
to volume purchase incentive programs is allocated as a reduction to inventories based on the
applicable incentives earned from each partner and is recorded in cost of goods sold as the related
63
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
inventory is sold. Partner funding received pursuant to shared marketing expense programs is
recorded as it is earned as a reduction of the related selling and administrative expenses in the
period the program takes place if the consideration represents a reimbursement of specific,
incremental, identifiable costs. Consideration that exceeds the specific, incremental, identifiable
costs is classified as a reduction of costs of goods sold. The amount of partner funding recorded as
a reduction of selling and administrative expenses in our statements of operations totaled
$122,638,000, 128,153,000 and 103,447,000 in 2023, 2022 and 2021, respectively.
Concentrations of Risk
Credit Risk
Although we are affected by the international economic climate, management does not
believe material credit risk concentration existed at December 31, 2023. We monitor our clients’
financial condition and do not require collateral. No single client accounted for more than 10% of
our consolidated net sales in 2023.
Partner Risk
Purchases from Microsoft and TD Synnex accounted for approximately 27% and 12%,
respectively, of our aggregate purchases in 2023. No other partner accounted for more than 10%
of purchases in 2023. Our top five partners as a group for 2023 were Microsoft, TD Synnex (a
distributor), Cisco Systems, Ingram Micro (a distributor) and Dell, and approximately 60% of our
total purchases during 2023 came from this group of partners. Although brand names and
individual products are important to our business, we believe that competitive sources of supply
are available in substantially all of our product categories such that, with the exception of
Microsoft, we are not dependent on any single partner for sourcing products.
Advertising Costs
Advertising costs are expensed as they are incurred. Advertising expense of $81,959,000,
$88,667,000 and $66,375,000 was recorded in 2023, 2022 and 2021, respectively. These
amounts were predominantly offset by partner funding earned pursuant to shared marketing
expense programs recorded as a reduction of selling and administrative expenses, as discussed in
“Partner Funding” above.
Stock-Based Compensation
Stock-based compensation is measured based on the fair value of the award on the date
of grant and the corresponding expense is recognized over the period during which an employee is
required to provide service in exchange for the reward. Stock-based compensation expense is
classified in the same line item of our consolidated statements of operations as other payroll-
related expenses specific to the employee. Compensation expense related to service-based
restricted stock units (“RSUs”) is recognized on a straight-line basis over the requisite service
period for the entire award. Compensation expense related to performance-based RSUs is
recognized on a straight-line basis over the requisite service period for each separately vesting
portion of the award as if the award was, in-substance, multiple awards (i.e., a graded vesting
basis). Forfeitures are recognized as they occur.
Foreign Currencies
We use the U.S. dollar as our reporting currency. The functional currencies of our foreign
subsidiaries are typically the local currencies. Accordingly, assets and liabilities of the subsidiaries
are translated into U.S. dollars at the exchange rate in effect at the balance sheet dates. Income
and expense items are translated at the average exchange rate for each month within the year.
The resulting translation adjustments are recorded directly in accumulated other comprehensive
income, net of tax – foreign currency translation adjustments as a separate component of
stockholders’ equity. Net foreign currency transaction gains/losses, including transaction gains/
losses on intercompany balances that are not of a long-term investment nature and non-functional
64
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
currency cash balances, are reported in other expense (income), net within non-operating
(income) expense in our consolidated statements of operations.
Income Taxes
Income taxes are accounted for under the asset and liability method. Deferred tax assets
and liabilities are recognized for the future tax consequences attributable to differences between
the financial statement carrying amounts of existing assets and liabilities and their respective tax
bases and operating loss and tax credit carry forwards. Deferred tax assets and liabilities are
measured using enacted tax rates expected to apply to taxable earnings in the years in which
those temporary differences are expected to be recovered or settled. The effect on deferred tax
assets and liabilities of a change in tax rates is recognized in earnings in the period that includes
the enactment date.
We recognize net deferred tax assets to the extent that we believe these assets are more
likely than not to be realized. In making such a determination, we consider all available positive
and negative evidence, including future reversals of existing taxable temporary differences,
projected future taxable income, tax-planning strategies and results of recent operations. If we
determine that we would be able to realize our deferred tax assets in the future in excess of their
net recorded amount, we would make an adjustment to the deferred tax asset valuation
allowance, which would reduce the provision for income taxes.
We record uncertain tax positions on the basis of a two-step process whereby (1) we
determine whether it is more likely than not that the tax positions will be sustained on the basis of
the technical merits of the position and (2) for those tax positions that meet the more-likely-than-
not recognition threshold, we recognize the largest amount of tax benefit that is more than 50
percent likely to be realized upon ultimate settlement with the related tax authority. Interest and
penalties related to unrecognized tax benefits are recognized within the income tax expense line in
our consolidated statements of operations. Accrued interest and penalties are included within the
related tax liability line in our consolidated balance sheets.
Contingencies
From time to time, we are subject to potential claims and assessments from third parties.
We are also subject to various government agency, client and partner audits. We continually
assess whether or not such claims have merit and warrant accrual. An accrual is made if it is both
probable that a liability has been incurred and the amount of the loss can be reasonably
estimated. Such estimates are subject to change and may affect our results of operations and our
cash flows.
65
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Net Earnings Per Share (“EPS”)
Basic EPS is computed by dividing net earnings available to common stockholders by the
weighted average number of common shares outstanding during each year. Diluted EPS is
computed on the basis of the weighted average number of shares of common stock plus the effect
of dilutive potential common shares outstanding during the period using the treasury stock
method. Dilutive potential common shares include outstanding RSUs and certain shares underlying
our outstanding convertible senior notes (the "Notes") and the warrants relating to the Call Spread
Transactions (as defined in Note 8), as applicable.
A reconciliation of the denominators of the basic and diluted EPS calculations follows (in
thousands, except per share data):
Numerator:
Net earnings
Denominator:
Weighted-average shares used to compute
basic EPS
Dilutive potential common shares due to:
Dilutive RSUs, net of tax effect
Convertible senior notes
Warrants
Weighted-average shares used to compute
diluted EPS
Net earnings per share:
Years Ended December 31,
2023
2022
2021
$
281,309 $
280,608 $
219,345
32,991
34,903
35,011
288
2,619
1,343
251
1,466
—
399
1,453
—
37,241
36,620
36,863
Basic
Diluted
$
$
8.53 $
7.55 $
8.04 $
7.66 $
6.27
5.95
For the years ended December 31, 2023, 2022 and 2021, approximately 54,000, 39,000
and 2,000, respectively, of our RSUs were excluded from the diluted EPS calculations because
their inclusion would have been anti-dilutive. These share-based awards could be dilutive in the
future. For the years ended December 31, 2022, and 2021, certain potential outstanding shares
from the warrants relating to the Call Spread Transactions were excluded from the diluted EPS
calculations because their inclusion would have been anti-dilutive.
Recently Issued Accounting Standards
In November 2023, the Financial Accounting Standards Board ("FASB") issued Accounting
Standard Update ("ASU") No. 2023-07, "Segment Reporting (Topic 280): Improvements to
Reportable Segment Disclosures", which requires public entities to disclose information about their
reportable segments' significant expenses on an interim and annual basis. The amendments aim to
improve interim disclosure requirements, clarify situations where an entity can reveal multiple
segment measures of profit or loss, provide new segment disclosure requirements for entities with
a single reportable segment, and include other disclosure requirements. The main objective of the
amendments is to assist investors in understanding the entity's overall performance and evaluate
potential future cash flows. The guidance is effective for fiscal years beginning after December 15,
2023 and interim periods within fiscal years beginning after December 15, 2024 with early
adoption being permitted. We adopted this standard effective January 1, 2024 and it did not have
a material effect on the Company's consolidated financial statements or disclosures.
In September 2022, the FASB issued ASU No. 2022-04, “Liabilities - Supplier Finance
Programs (Subtopic 405-50)”. This standard is intended to address requests from stakeholders
66
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
for information about an entity’s use of supplier finance programs and their effect on the entity’s
working capital, liquidity, and cash flows. The guidance was effective for fiscal years beginning
after December 15, 2022, including interim periods within those fiscal years, except for the
amendment on roll-forward information requirement, which is effective for fiscal years beginning
after December 15, 2023. The Company adopted this standard effective January 1, 2023, with the
exception of the roll-forward information requirement. The adoption did not have a material effect
on the Company's disclosures.
In October 2021, the FASB issued ASU No. 2021-08, "Business Combinations (Topic
805): Accounting for Contract Assets and Contract Liabilities from Contracts with Customers",
which clarifies how to properly account for deferred revenue in a business combination. The
amendments require an acquirer to use the guidance in ASC 606, Revenue from Contracts with
Customers, rather than using fair value, when recognizing and measuring contract assets and
contract liabilities related to customer contracts assumed in a business combination. The guidance
is effective for fiscal years beginning after December 15, 2022, including interim periods within
those fiscal years. Early adoption is permitted. The Company adopted this standard effective
January 1, 2023 and the adoption did not have a material effect on the Company's consolidated
financial statements or disclosures.
In August 2020, the Financial Accounting Standards Board ("FASB") issued ASU No.
2020-06, "Accounting for Convertible Instruments and Contracts in an Entity's Own Equity". The
new guidance is intended to simplify the accounting for certain convertible instruments with
characteristics of both liability and equity. The guidance removed certain accounting models which
separate the embedded conversion features from the host contract for convertible instruments. As
a result, after the adoption of this guidance, an entity's convertible debt instrument will be wholly
accounted for as debt. The guidance also expanded disclosure requirements for convertible
instruments and simplified areas of the guidance for diluted earnings-per-share calculations by
requiring the use of the if-converted method. The guidance was effective for fiscal years beginning
after December 15, 2021, and could have been adopted on either a fully retrospective or modified
retrospective basis.
The Company adopted this standard effective January 1, 2022, using the modified
retrospective approach. Therefore, financial statements for the year ended December 31, 2022
and forward are presented under the new standard, while the comparative period is not adjusted
and is reported in accordance with the Company's previous method of accounting. The adoption of
ASU 2020-06 significantly impacted our consolidated statements of operations and consolidated
balance sheet as we no longer report accreted interest on the Notes. The cumulative effect
adjustment from prior periods that we recognized in our consolidated balance sheet as
adjustments to reduce additional paid in capital and increase retained earnings were $44,731,000
and $17,789,000, respectively. Had we followed the prior method of accounting for the year ended
December 31, 2022, reported basic and diluted EPS would decrease by $0.24 and $0.22,
respectively, from $8.04 and $7.66, respectively, to $7.80 and $7.44, respectively.
67
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(2)
Receivables, Contract Assets, Contract Liabilities and Performance Obligations
Contract Balances
The following table provides information about receivables and contract liabilities as of
December 31, 2023 and 2022 (in thousands):
December 31,
2023
2022
Current receivables, which are included in “Accounts receivable, net” $ 3,568,290 $ 3,272,371
Contract assets, net
Long-term accounts receivable
Long-term contract assets
Contract liabilities, which are included in “Accrued expenses and
other current liabilities” and “Other liabilities”
120,518
412,666
7,909
160,818
132,780 $
—
107,217 $
102,057
$
$
Significant changes in the contract assets balances during the years ended December 31,
2023 and 2022 are as follows (in thousands):
Balances at December 31, 2021
Reclassification of beginning contract assets to receivables, as a result of
rights to consideration becoming unconditional
Contract assets recognized, net of reclassification to receivables
Balances at December 31, 2022
Contract assets acquired through business combination
Reclassification of beginning contract assets to receivables, as a result of
rights to consideration becoming unconditional
Contract assets recognized, net of reclassification to receivables
Balances at December 31, 2023
Contract
Assets
4,757
(4,757)
7,909
7,909
246,666
(33,638)
51,350
272,287
$
$
$
Contract assets consist of amounts the Company is entitled to for the resale of third-party
consumption-based services, prior to payment becoming unconditional. In these transactions, the
Company invoices clients for the gross amount of consideration it is responsible to collect,
68
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
including amounts ultimately passed on to the third-party service providers. As of December 31,
2023 contract assets, net of allowances, were $253,298,000.
Gross contract assets by our internal risk ratings as of December 31, 2023 are
summarized as follows (in thousands):
Low risk
Moderate risk
High risk
Total contract assets
Contract
assets
$
46,280
56,850
169,157
$
272,287
Significant changes in the liabilities balances during the years ended December 31, 2023
and 2022 are as follows (in thousands):
Balances at December 31, 2021
Reclassification of the beginning contract liabilities to revenue, as the result of
performance obligations satisfied
Cash received in advance and not recognized as revenue
Balances at December 31, 2022
Reclassification of the beginning contract liabilities to revenue, as the result of
performance obligations satisfied
Cash received in advance and not recognized as revenue
Balances at December 31, 2023
Contract
Liabilities
116,067
(77,334)
63,324
102,057
(67,351)
72,511
107,217
$
$
$
Transaction price allocated to the remaining performance obligations
The following table includes estimated net sales related to performance obligations that
are unsatisfied (or partially unsatisfied) as of December 31, 2023 that are expected to be
recognized in the future (in thousands):
2024
2025
2026
2027 and thereafter
Total remaining performance obligations
$
Services
94,689
33,174
17,538
7,543
$
152,944
With the exception of remaining performance obligations associated with our OneCall
Support Services contracts which are included in the table above regardless of original duration,
remaining performance obligations that have original expected durations of one year or less are
not included in the table above. Amounts not included in the table above have an average original
expected duration of nine months. Additionally, for our time and material services contracts,
whereby we have the right to consideration from a client in an amount that corresponds directly
with the value to the client of our performance completed to date, we recognized revenue in the
amount to which we have a right to invoice as of December 31, 2023 and do not disclose
69
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
information about related remaining performance obligations in the table above. Our open time
and material contracts at December 31, 2023, have an average expected duration of 24 months.
The majority of our product backlog historically has been and continues to be open
cancellable purchase orders. We do not believe that backlog as of any particular date is predictive
of future results, therefore we do not include performance obligations under open cancellable
purchase orders, which do not qualify for revenue recognition as of December 31, 2023, in the
table above.
Assets recognized for costs of obtaining a contract with a customer
Sales commissions are the only significant incremental costs incurred to obtain contracts
with our clients. The majority of our contracts are completed within a one-year performance
period, and for contracts with a specified term of one year or less, we recognize the incremental
costs of obtaining a contract as an expense when incurred if the amortization period of the asset
that we otherwise would have recognized is one year or less. We record sales commissions on
contracts with performance periods that exceed one year as an asset and amortize the asset to
expense over the related contract performance period. As of December 31, 2023 and 2022, the
related asset balance was $11,892,384 and $13,478,732, respectively. The expense is expected to
be recognized over the next 57 months.
(3)
Assets Held for Sale
During 2023, we completed the sale of our properties in Montreal, Canada and Sheffield,
United Kingdom for the total net proceeds of approximately $15,476,000. During 2022, we had no
assets held for sale.
(4)
Property and Equipment
Property and equipment consist of the following (in thousands):
Software
Buildings
Equipment
Furniture and fixtures
Leasehold improvements
Land
Accumulated depreciation and amortization
Property and equipment, net
December 31,
2023
156,952
109,639
56,051
40,738
28,077
38,195
2022
161,943
98,228
54,110
40,700
26,065
38,195
429,652
419,241
(219,591)
(214,981)
210,061
204,260
Depreciation and amortization expense related to property and equipment was
$26,245,000, $23,722,000 and $23,376,000 in 2023, 2022 and 2021, respectively.
Included within the buildings and equipment values presented above for 2023 are assets
in the process of being readied for use in the amounts of approximately $11,200,000 and
$1,500,000, respectively. Included within the software and buildings values presented above for
2022 are assets in the process of being readied for use in the amounts of approximately
$3,532,000 and $3,346,000, respectively. Depreciation on these assets will commence, as
appropriate, when they are ready for use and placed in service.
70
69,923
—
(5,236)
493,033
188,720
2,592
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(5)
Goodwill
The changes in the carrying amount of goodwill for the year ended December 31, 2023 are
as follows (in thousands):
Goodwill
$
727,013 $
169,174 $
20,993 $
917,180
Accumulated impairment losses
(323,422)
(151,439)
(13,973)
(488,834)
North
America
EMEA
APAC
Consolidated
Goodwill acquired during 2022
69,923
Measurement period adjustments
during 2022
Foreign currency translation
adjustment
—
—
—
—
—
(2,991)
(1,748)
(497)
Balance at December 31, 2022
$
470,523 $
15,987 $
6,523 $
Goodwill acquired during 2023
117,022
71,698
Foreign currency translation
adjustment
1,338
1,163
—
91
Balance at December 31, 2023
$
588,883 $
88,848 $
6,614 $
684,345
On December 1, 2023, we acquired SADA, which is reported in our North America
business. Under the acquisition method of accounting, the preliminary purchase price for the
acquisition was allocated to the tangible and identifiable intangible assets acquired and liabilities
assumed based on their estimated fair values. The excess purchase price over fair value of net
assets acquired of approximately $117,022,000 was recorded as goodwill in the North America
reporting unit. The primary driver for this acquisition was to strengthen our ability to benefit from
the growing trend of multicloud adoption, and to accelerate our progress toward our strategic
objective of growing cloud services and solutions.
On August, 17, 2023 we acquired Amdaris, which is reported in our EMEA business. Under
the acquisition method of accounting, the preliminary purchase price for the acquisition was
allocated to the tangible and identifiable intangible assets acquired and liabilities assumed based
on their estimated fair values. The excess purchase price over fair value of net assets acquired of
approximately $71,698,000 was recorded as goodwill in the EMEA reporting unit. The primary
driver for this acquisition was to expand our capacity to deliver services to support clients’ digital
transformation initiatives in EMEA.
On June, 1, 2022 we acquired Hanu, which is reported in our North America business.
Under the acquisition method of accounting, the purchase price for the acquisition was allocated to
the tangible and identifiable intangible assets acquired and liabilities assumed based on their
estimated fair values. The excess purchase price over fair value of net assets acquired of
approximately $69,923,000 was recorded as goodwill in the North America reporting unit.
During 2023, we periodically assessed whether any indicators of impairment existed which
would require us to perform an interim impairment review. As of each interim period end during
the year, we concluded that a triggering event had not occurred that would more likely than not
reduce the fair value of our reporting units below their carrying values. We performed our annual
test of goodwill for impairment during the fourth quarter of 2023. The results of the qualitative
goodwill impairment test indicated that the fair values of our North America, EMEA and APAC
reporting units were in excess of their respective carrying values.
71
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(6)
Intangible Assets
Intangible assets consist of the following (in thousands):
Customer relationships
Other
Accumulated amortization
Intangible assets, net
December 31,
2023
2022
$
501,831 $
338,755
43,319
545,150
8,540
347,295
(175,463)
(142,297)
$
369,687 $
204,998
During 2023, we periodically assessed whether any indicators of impairment existed
related to our intangible assets. As of each interim period end during the year, we concluded that
a triggering event had not occurred that would more likely than not reduce the fair value of our
intangible assets below their carrying values.
Amortization expense recognized in 2023, 2022 and 2021 was $36,231,000, $32,892,000
and $32,045,000, respectively.
Future amortization expense for the remaining unamortized balance as of December 31,
2023 is estimated as follows (in thousands):
Years Ending December 31,
2024
2025
2026
2027
2028
Thereafter
Total amortization expense
Amortization
Expense
$
59,644
59,343
57,804
37,690
36,264
118,942
$
369,687
72
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(7)
Accounts Payable - Inventory Financing Facilities
We have entered into agreements with financial intermediaries to facilitate the
purchase of inventory from various suppliers under certain terms and conditions, as described
below. The amounts outstanding under these facilities are classified separately as accounts
payable - inventory financing facilities in the accompanying consolidated balance sheets.
Inventory Financing Facilities
We have an unsecured inventory financing facility with MUFG Bank Ltd (“MUFG”) for
$280,000,000. During 2022, we increased our maximum availability under our unsecured
inventory financing facility with PNC Bank, N.A. (“PNC”) from $300,000,000 to $375,000,000,
including the $25,000,000 facility in Canada (the "Canada facility"). We also increased our
unsecured inventory financing facility with Wells Fargo in EMEA (the "EMEA facility") to
$50,000,000. As of December 31, 2023, our combined inventory financing facilities had a
total maximum capacity of $705,000,000, of which $231,850,000 was outstanding.
The inventory financing facilities will remain in effect until they are terminated by
any of the parties. In the second quarter of 2023, the Company transitioned the reference
rate for invoices issued in U.S. Dollars under the PNC facility from LIBOR to the Term Secured
Overnight Financing Rate ("Term SOFR") benchmark provisions. If balances are not paid
within stated vendor terms (typically 60 days), they will accrue interest at prime plus 2.00%
on the MUFG facility, Canadian Dollar Offered Rate plus 4.50% on the Canada facility and
Term SOFR, EURIBOR, or SONIA, as applicable, plus 4.50% and 0.25% on the PNC (other
than the Canada facility) and EMEA facilities, respectively. Amounts outstanding under these
facilities are classified separately as accounts payable – inventory financing facilities in the
accompanying consolidated balance sheets and within cash flows from financing activities in
the accompanying consolidated statements of cash flows. We impute interest on the average
daily balance outstanding during these stated vendor terms based on our incremental
borrowing rate during the period. Imputed interest of $13,276,000, $15,523,000 and
$15,292,000 was recorded in 2023, 2022 and 2021, respectively.
73
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(8)
Debt, Finance Leases and Other Financing Obligations
Debt
Our long-term debt consists of the following (in thousands):
ABL revolving credit facility
Convertible senior notes due 2025
Finance leases and other financing obligations
Less: current portion of long-term debt
Long-term debt
December 31,
2023
2022
$
591,500 $
291,599
347,988
346,199
1,033
102
940,521
637,900
(348,004)
(346,228)
$
592,517 $
291,672
On July 22, 2022, we entered into the Third Amendment to the Credit Agreement (as
amended, the "credit agreement") to modify our senior secured revolving credit facility (the “ABL
facility”), increasing the maximum borrowing amount from $1,200,000,000 to $1,800,000,000,
including a maximum borrowing capacity that could be used for borrowing in certain foreign
currencies of $350,000,000 and extending the maturity date. From time to time and at our option,
we may request to increase the aggregate amount available for borrowing under the ABL facility
by up to an aggregate of the U.S. dollar equivalent of $750,000,000, subject to customary
conditions, including receipt of commitments from lenders. The ABL facility is guaranteed by
certain of our material subsidiaries and is secured by a lien on certain of our assets and certain of
each other borrower’s and each guarantor’s assets. The ABL facility provides for an uncommitted
first-in, last-out revolving facility in an aggregate amount of up to $100,000,000. The ABL facility
matures on July 22, 2027. As of December 31, 2023, eligible accounts receivable and inventory
were sufficient to permit availability to $1,709,888,000 of the full $1,800,000,000 facility amount,
of which $591,500,000 was outstanding.
The interest rates applicable to borrowings under the ABL facility are based on the average
aggregate excess availability under the ABL facility as set forth on a pricing grid in the credit
agreement. Amounts outstanding under the ABL facility bear interest, payable quarterly, at a
floating rate equal to SOFR, EURIBOR, AUD Rate, or SONIA, as applicable, plus a pre-determined
spread of 1.25% to 1.50%. The floating interest rate applicable at December 31, 2023 was 6.69%
per annum for the ABL facility. In addition, we pay a quarterly commitment fee on the unused
portion of the facility of 0.25%, and our letter of credit participation fee ranges from 1.25% to
1.50%. During 2023, weighted average borrowings under our ABL facility were $362,557,000.
Interest expense associated with the ABL facility was $30,116,000, $21,362,000 and $11,065,000
in 2023, 2022 and 2021, respectively, including the commitment fee and amortization of deferred
financing fees.
The ABL facility contains customary affirmative and negative covenants and events of
default. If a default occurs (subject to customary grace periods and materiality thresholds) under
the credit agreement, certain actions may be taken, including, but not limited to, possible
termination of commitments and required payment of all outstanding principal amounts plus
accrued interest and fees payable under the credit agreement.
Convertible Senior Notes due 2025
In August 2019, we issued $350,000,000 aggregate principal amount of Notes that mature
on February 15, 2025. The Notes bear interest at an annual rate of 0.75% payable semiannually,
in arrears, on February 15th and August 15th of each year. The Notes are general unsecured
obligations of Insight and are guaranteed on a senior unsecured basis by Insight Direct USA, Inc.,
a wholly owned subsidiary of Insight.
74
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Holders of the Notes may convert their notes at their option at any time prior to the close
of business on the business day immediately preceding June 15, 2024, under the following
circumstances: (1) during any calendar quarter commencing after the calendar quarter ending on
December 31, 2019 (and only during such calendar quarter), if the last reported sale price of our
common stock for at least 20 trading days (whether or not consecutive) during a period of 30
consecutive trading days ending on, and including, the last trading day of the immediately
preceding calendar quarter is greater than or equal to 130% of the conversion price on each
applicable trading day (the "market price trigger"); (2) during the five business day period after
any five consecutive trading day period (the “measurement period”) in which the trading price per
$1,000 principal amount of Notes for each trading day of the measurement period was less than
98% of the product of the last reported sale price of our common stock and the conversion rate on
each such trading day; (3) if we call any or all of the Notes for redemption, at any time prior to
the close of business on the second scheduled trading day immediately preceding the redemption
date; or (4) upon the occurrence of specified corporate events. On or after June 15, 2024 until the
close of business on the second scheduled trading day immediately preceding the maturity date,
the holders may convert their notes at any time, regardless of the foregoing circumstances.
The Notes exceeded the market price trigger of $88.82 in the fourth quarter of 2023 and
as such, the Notes are convertible at the option of the holders through March 31, 2024. The Notes
are convertible at the option of the holders at December 31, 2023 and, if converted, we are
required to settle the principal amount of the Notes in cash. As such, the Notes balance net of
unamortized debt issuance costs is classified as a current liability. If the Notes continue to exceed
the market price trigger in future periods, they will remain convertible at the option of the holders,
and the principal amount will continue to be classified as current.
Upon conversion, we will pay cash equal to the principal amount of the Notes, plus shares
of our common stock for any additional amounts due. The conversion rate will initially be 14.6376
shares of common stock per $1,000 principal amount of the Notes (equivalent to an initial
conversion price of approximately $68.32 per share of common stock). The conversion rate is
subject to change in certain circumstances and will not be adjusted for any accrued and unpaid
interest. In addition, following certain events that occur prior to the maturity date or following our
issuance of a notice of redemption, the conversion rate is subject to an increase for a holder who
elects to convert their notes in connection with those events or during the related redemption
period in certain circumstances.
If we undergo a fundamental change, the holders may require us to repurchase for cash
all or any portion of their notes at a fundamental change repurchase price equal to 100% of the
principal amount of the Notes to be repurchased, plus accrued and unpaid interest to, but
excluding, the fundamental change repurchase date. As of December 31, 2023, none of the
criteria for a fundamental change or a conversion rate adjustment had been met.
The maximum number of shares issuable upon conversion, including the effect of a
fundamental change and subject to other conversion rate adjustments, would be 6,788,208.
We may redeem for cash all or any portion of the Notes, at our option, on or after August
20, 2022 if the last reported sale price of our common stock has been at least 130% of the
conversion price then in effect for at least 20 trading days (whether or not consecutive) during any
30 consecutive trading day period (including the last trading day of such period) ending on, and
including, the trading day immediately preceding the date on which we provide notice of
redemption at a redemption price equal to 100% of the principal amount of the Notes to be
redeemed, plus accrued and unpaid interest to, but excluding, the redemption date. No sinking
fund is provided for the Notes.
In September 2023, an individual Note holder exercised their option to convert their
Notes in the aggregate principal amount of $16,895,000, which was settled in January 2024. As a
result, the principal amount of the Notes was settled in cash with additional amounts due being
settled in shares of our common stock.
75
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The Notes are subject to certain customary events of default and acceleration clauses. As
of December 31, 2023, no such events have occurred.
The Notes consist of the following balances reported within the consolidated balance sheet
as of December 31, 2023 and 2022 (in thousands):
Liability:
Principal
Less: debt issuance costs, net of accumulated amortization
Net carrying amount
December 31,
2023
2022
$
$
350,000 $
350,000
(2,012)
(3,801)
347,988 $
346,199
The following table summarizes the interest expense components resulting from the Notes
reported within the consolidated statement of operations for the years ended December 31, 2023
and 2022 (in thousands):
Contractual coupon interest
Amortization of debt discount
Amortization of debt issuance costs
December 31,
2023
2022
2021
$
$
$
2,625 $
2,625 $
2,625
— $
— $
10,702
1,789 $
1,789 $
1,422
As a result of our adoption of ASU 2020-06, effective January 1, 2022, we will no longer
reflect any debt discount on the Notes in our consolidated balance sheet, nor will we recognize
amortization of debt discount within our consolidated statement of operations. Also in January
2022, we filed an irrevocable settlement election notice with the Note holders to inform them of
our election to settle the principal amount of the Notes in cash. As a result of this election, at
period ends where the market price, or other conversion triggers are met, the Notes will be
classified in our consolidated balance sheet as current.
The remaining life of the debt issuance cost accretion is approximately 1.12 years. The
effective interest rate on the principal of the Notes is 0.75%.
Interest expense resulting from the Notes reported within the consolidated statement
of operations for the years ended December 31, 2023, 2022 and 2021 is made up of contractual
coupon interest and amortization of debt issuance costs.
Convertible Note Hedge and Warrant Transaction
In connection and concurrent with the issuance of the Notes, we entered into certain
convertible note hedge and warrant transactions (the "Call Spread Transactions") with respect to
the Company’s common stock.
The convertible note hedge consists of an option to purchase up to 5,123,160 common
stock shares at a price of $68.32 per share. The hedge expires on February 15, 2025 and can only
be concurrently executed upon the conversion of the Notes. We paid approximately $66,325,000
for the convertible note hedge transaction.
Additionally, we sold warrants to purchase 5,123,160 shares of common stock at a price of
$103.12 per share. The warrants expire on May 15, 2025 and can only be exercised at maturity.
The Company received aggregate proceeds of approximately $34,440,000 for the sale of the
warrants.
76
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The Call Spread Transactions have no effect on the terms of the Notes and reduce
potential dilution by effectively increasing the initial conversion price of the Notes to $103.12 per
share of the Company’s common stock.
Finance Leases and Other Financing Obligations
From time to time, we enter into finance leases and other financing agreements with
financial intermediaries to facilitate the purchase of products from certain vendors.
The current and long-term portions of our other financing obligations are included in the
current and long-term portions of long-term debt in the table above and in our consolidated
balance sheets as of December 31, 2023 and 2022.
(9)
Leases
We lease office space, distribution centers, land, vehicles and equipment. Lease
agreements with an initial term of 12 months or less are not recorded on the balance sheet; we
recognize lease expense for these leases on a straight-line basis over the lease term.
Certain lease agreements include one or more options to renew, with renewal terms that
can extend the lease term from one to five years or more. The exercise of lease renewal options is
at our sole discretion. Some agreements also include options to purchase the leased property. The
estimated life of assets and leasehold improvements are limited by the expected lease term,
unless there is a transfer of title or purchase option reasonably certain of exercise.
Certain of our lease agreements include rental payments adjusted periodically for inflation.
Our lease agreements do not contain any material residual value guarantees or material restrictive
covenants.
The following table provides information about the financial statement classification of our
lease balances reported within the consolidated balance sheets as of December 31, 2023 and
December 31, 2022 (in thousands):
Leases
Assets
Classification
Operating lease assets
Other assets
Property and equipment
(a)
Finance lease assets
Total lease assets
Liabilities
Current
December 31,
2023
2022
$
$
84,956 $
76,160
—
59
84,956 $
76,219
Operating lease liabilities
Accrued expenses and other current
liabilities
$
20,582 $
19,213
Finance lease liabilities
Current portion of long-term debt
—
28
Non-current
Operating lease liabilities
Other liabilities
Total lease liabilities
71,033
$
91,615 $
63,324
82,565
(a) Recorded net of accumulated amortization of $48,000 as of December 31, 2022.
77
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following table provides information about the financial statement classification of our
lease expenses reported within the consolidated statement of operations for the years ended
December 31, 2023 and 2022 (in thousands):
Lease cost
Operating lease cost
(a)
Finance lease cost
Classification
December 31,
2023
2022
Selling and administrative expenses
$
24,054 $
23,986
Amortization of leased assets
Selling and administrative expenses
Interest on lease liabilities
Interest expense, net
Total lease cost
16
—
29
2
$
24,070 $
24,017
(a) Excludes short-term and variable lease costs, which are immaterial.
Future minimum lease payments under non-cancelable leases as of December 31, 2023
are as follows (in thousands):
2024
2025
2026
2027
2028
After 2028
Total lease payments
Less: Interest
Present value of lease liabilities
Operating
leases
23,811
20,084
17,113
13,818
10,161
17,386
102,373
(10,758)
91,615
$
$
The following table provides information about the remaining lease terms and discount
rates applied as of December 31, 2023 and 2022:
Weighted average remaining lease term (years):
Operating leases
Finance leases
Weighted average discount rate (%):
Operating leases
Finance leases
December 31,
2023
2022
5.46
—
4.21
—
5.67
0.75
3.49
1.49
78
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following table provides other information related to leases for the years ended
December 31, 2023 and 2022 (in thousands):
December 31,
2023
2022
Cash paid for amounts included in the measurement of lease liabilities:
Operating cash flows from operating leases
$ 24,088 $ 23,674
Leased assets obtained in exchange for new operating lease liabilities(a)
28,675
22,725
(a) Includes operating lease assets acquired as part of the Amdaris and SADA acquisitions of $2,881,000 and
$2,032,000, respectively.
(10)
Stock-Based Compensation
We recorded the following pre-tax amounts in selling and administrative expenses for
stock-based compensation, by operating segment, in the accompanying consolidated financial
statements (in thousands):
North America
EMEA
APAC
Total Consolidated
Company Plan
Years Ended December 31,
2023
2022
2021
$
22,069 $
17,822 $
13,699
5,557
1,325
3,960
928
3,844
658
$
28,951 $
22,710 $
18,201
On April 3, 2020, our Board of Directors adopted and approved the new Insight
Enterprises, Inc. 2020 Omnibus Plan (the “Plan”), subject to stockholder approval. The Plan was
approved by our stockholders at our 2020 annual meeting on May 20, 2020 and, unless sooner
terminated, will remain in place until May 20, 2030. The Plan allows the Company to grant
options, stock appreciation rights, stock awards, restricted stock, stock units (which may also be
referred to as “restricted stock units” or "RSUs"), performance shares, performance units, cash-
based awards and other awards payable in cash or shares of common stock to eligible non-
employee directors, employees and consultants. Consultants and independent contractors are
eligible if they provide bona fide services that are not related to capital raising or promoting or
maintaining a market for the Company’s stock.
We grant service-based RSUs and performance-based RSUs to officers and certain
employees under the Plan. RSUs generally vest over a two to four year vesting period, while
performance-based RSUs are also subject to the achievement of pre-established annual financial
and/or strategic performance goals.
Beginning in February 2022, we also granted performance-based RSUs based on a relative
total shareholder return (“rTSR”) metric to officers and certain employees under the Plan. The
number of rTSR performance-based RSUs expected to be received at vesting will range from 0%
to 200% of target, based on the Company’s total shareholder return as compared to a group of
peer companies over a three-year performance period. The Monte Carlo Simulation model is used
to determine the fair value at grant date.
In 2023, we granted performance-based RSUs to our officers and certain employees (the
"Ambition" grant). The number of RSUs granted was based on an INA Adjusted EFO margin
financial metric, some of which also have an Absolute TSR ("aTSR") multiplier applied to the
number of shares granted. These performance-based RSUs will be received at vesting, and their
amount will range from 0% to 100% of the target, with a multiplier of up to 300% applied to
79
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
certain grants. The performance period for these grants is from January 1, 2023, to December 31,
2024. Additionally, the performance-based RSUs based on the aTSR multiplier will vest 50% on
the two-year anniversary of the grant, and the remaining 50% will vest on the three-year
anniversary of the grant date.
The Company previously adopted the Amended Insight Enterprises, Inc. 2007 Omnibus
Plan (the “Prior Plan”). The Prior Plan was approved by our stockholders on May 18, 2011 at our
2011 annual meeting. The Prior Plan shall remain in effect until all awards granted under the Prior
Plan have been exercised, forfeited or cancelled or have otherwise expired or terminated. Any
shares that remain outstanding or otherwise become available under the terms of the Prior Plan
following the date the Plan is approved by the Company’s stockholders shall become available for
issuance under the Plan. No further awards will be made under the Prior Plan.
The Plan is administered by the Compensation Committee of Insight’s Board of Directors,
and, except as provided below, the Compensation Committee has the exclusive authority to
administer the Plan, including the power to determine eligibility, the types of awards to be
granted, the price and the timing of awards. Under the Plan, the Compensation Committee may
delegate some of its authority to our Chief Executive Officer to grant awards to individuals other
than individuals who are subject to the reporting requirements of Section 16(a) of the Securities
Exchange Act of 1934, as amended. As of December 31, 2023, there are 1,975,445 shares of
common stock available for grant under the Plan out of the 2,200,747 shares of common stock
that were reserved and made available for grant under the Plan.
Accounting for Restricted Stock Units
We issue RSUs as incentives to certain officers and teammates and as compensation to
members of our Board of Directors. We recognize compensation expense associated with the
issuance of such RSUs over the vesting period for each respective RSU. The total compensation
expense associated with RSUs represents the value based upon the number of RSUs awarded
multiplied by the closing price of our common stock on the date of grant. The number of RSUs to
be awarded under our service-based RSUs is fixed at the grant date. The number of RSUs
ultimately awarded under our performance-based RSUs varies based on whether the Company
achieves certain financial results. We record compensation expense each period based on our
estimate of the most probable number of RSUs that will be issued under the grants of
performance-based RSUs. Recipients of RSUs do not have voting or dividend rights until the
vesting conditions are satisfied and shares are released.
As of December 31, 2023, total compensation cost related to nonvested RSUs not yet
recognized is $47,000,000, which is expected to be recognized over the next 0.94 years on a
weighted-average basis.
80
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following table summarizes our RSU activity during 2023:
Weighted
Average
Grant Date
Fair Value
Number
Fair Value
Nonvested at the beginning of year
Service-based RSUs granted
Performance-based RSUs granted
Performance-based RSUs (rTSR) granted
643,660 $
183,781 $
34,080 $
33,506 $
Performance-based RSUs - Ambition granted
110,561 $
86.53
132.49
130.62
206.08
169.75
Vested, including shares withheld to cover
taxes
(294,686) $
78.05 $ 39,239,334 (a)
Forfeited
(57,000) $
114.11
Nonvested at the end of year
653,902 $
123.23 $115,864,895 (b)
(a) The aggregate fair value of vested RSUs represents the total pre-tax fair value, based on the closing
stock price on the day of vesting, which would have been received by holders of RSUs had all such
holders sold their underlying shares on that date. The aggregate intrinsic value for RSUs which vested
during 2022 and 2021 was $29,805,641 and $34,558,405, respectively.
(b) The aggregate fair value of the nonvested RSUs and the RSUs expected to vest represents the total pre-
tax fair value, based on our closing stock price of $177.19 as of December 29, 2023, which would have
been received by holders of RSUs had all such holders sold their underlying shares on that date.
During each of the years in the three-year period ended December 31, 2023, the RSUs
that vested for teammates in the United States were net-share settled such that we withheld
shares with value equivalent up to the teammates’ maximum statutory United States tax
obligation for the applicable income and other employment taxes and remitted the equivalent cash
amount to the appropriate taxing authorities. The total shares withheld during 2023, 2022 and
2021 of 79,636, 79,611 and 105,434, respectively, were based on the value of the RSUs on their
vesting dates as determined by our closing stock price on such dates. For 2023, 2022 and 2021,
total payments for our teammates’ tax obligations to the taxing authorities were $10,659,000,
$7,905,000 and $9,109,000, respectively, and are reflected as a financing activity within the
accompanying consolidated statements of cash flows. These net-share settlements had the effect
of repurchases of our common stock as they reduced the number of shares that would have
otherwise been issued as a result of the vesting and did not represent an expense to us.
81
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(11)
Income Taxes
The following table presents the U.S. and foreign components of earnings before income
taxes and the related income tax expense (in thousands):
Earnings before income taxes:
United States
Foreign
Income tax expense:
Current:
U.S. Federal
U.S. State and local
Foreign
Deferred:
U.S. Federal
U.S. State and local
Foreign
Years Ended December 31,
2023
2022
2021
$
$
263,421 $
274,415 $
200,657
114,433
100,018
91,900
377,854 $
374,433 $
292,557
$
62,575 $
61,245 $
29,478
16,764
30,286
15,788
26,043
109,625
103,076
(10,923)
(3,324)
1,167
(13,080)
(7,267)
(1,153)
(831)
(9,251)
$
96,545 $
93,825 $
7,391
24,485
61,354
11,104
3,239
(2,485)
11,858
73,212
The following schedule reconciles the differences between the U.S. federal income taxes at
the U.S. statutory rate and our income tax expense (dollars in thousands):
2023
2022
2021
$ 79,349
21.0 % $ 78,631
21.0 % $ 61,437
21.0 %
Statutory federal income
tax rate
State income tax expense,
net of federal income tax
benefit
12,113
3.2
Audits and adjustments, net
(925)
(0.2)
Change in valuation
allowances
Foreign income taxed at
different rates
1,616
6,133
0.4
1.6
13,962
2,273
3.7
0.6
10,666
2,131
(2,551)
(0.7)
1,317
5,660
1.5
Research and other credits
(3,036)
(0.8)
(3,870)
(1.0)
Other, net
1,295
0.4
(280)
—
4,308
(4,352)
(2,295)
3.6
0.7
0.5
1.5
(1.5)
(0.8)
Effective tax rate
$ 96,545
25.6 % $ 93,825
25.1 % $ 73,212
25.0 %
As of December 31, 2023, we have accumulated undistributed earnings generated by our
foreign subsidiaries, most of which have been taxed in the U.S. as a result of the Tax Cuts and
Jobs Act of 2017. For foreign subsidiary earnings not yet taxed under these provisions, we
continue to assert permanent reinvestment of earnings earned in foreign jurisdictions which
impose a withholding tax on dividends and, accordingly, have not accrued any additional income
or withholding taxes on the potential repatriation of these earnings. At the present time, given the
82
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
various complexities involved in repatriating earnings, it is not practicable to estimate the amount
of tax that may be payable if these earnings were not reinvested indefinitely.
The significant components of deferred tax assets and liabilities are as follows (in
thousands):
Deferred tax assets:
Capitalized research expenses
Loss carryforwards
Foreign tax credits
Other
Gross deferred tax assets
Valuation allowances
Total deferred tax assets
Deferred tax liabilities:
Goodwill and other intangibles
Property and equipment
Other
Total deferred tax liabilities
Net deferred tax liabilities
December 31,
2023
2022
$
$
33,569 $
25,690 $
9,976
31,246
100,481
17,682
24,571
10,681
37,315
90,249
(33,385)
(32,546)
67,096
57,703
(58,512)
(31,194)
(1,916)
(56,275)
(26,905)
(1,744)
(91,622)
(84,924)
$
(24,526) $
(27,221)
The net non-current deferred tax assets and liabilities are as follows (in thousands):
Net non-current deferred tax assets, which are included in "Other
assets"
Net non-current deferred tax liabilities
Net deferred tax liabilities
December 31,
2023
2022
$
$
3,062 $
5,623
(27,588)
(32,844)
(24,526) $
(27,221)
As of December 31, 2023, we have U.S. state and foreign net operating loss carryforwards
(“NOLs”) that will expire between 2024 and 2042, while the majority have no expiration date. Due
to the uncertainty around future utilization, we have recorded a valuation allowance against the
majority of these NOLs.
We have provided valuation allowances for certain of our deferred tax assets where we
believe it is more likely than not that the related tax benefits will not be realized. At December 31,
2023 and 2022, our valuation allowances totaled $33,385,000 and $32,546,000, respectively,
relating primarily to foreign tax credits and NOLs. This increase was primarily the result of foreign
NOLs generated during the year for which there is an uncertainty as to future utilization.
As of December 31, 2023 and 2022, we had approximately $13,947,000 and $14,814,000,
respectively, of unrecognized tax benefits. Of these amounts, approximately $1,767,000 and
$1,642,000, respectively, related to accrued interest. The changes in the unrecognized tax
benefits balance during the year reflect additions for tax positions taken in prior and current
periods, net of reductions related to audit settlements and statute expirations.
83
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
We are currently under audit in various jurisdictions for tax years 2017 through 2021.
Although the timing of the resolutions and/or closures of audits is highly uncertain, it is reasonably
possible that the examination phase of these audits may be concluded within the next 12 months
which could significantly increase or decrease the balance of our gross unrecognized tax benefits.
However, based on the status of the various examinations in multiple jurisdictions, an estimate of
the range of reasonably possible outcomes cannot be made at this time, but the estimated effect
on our income tax expense and net earnings is not expected to be significant.
In the U.S., federal income tax returns for years subsequent to 2019 remain open to
examination. For state and foreign jurisdictions, the statute of limitations generally varies between
three and ten years. However, to the extent allowable by law, the tax authorities may have a right
to examine and make adjustment to prior periods when amended returns have been filed, or when
net operating losses or tax credits were generated and carried forward for subsequent utilization.
(12) Market Risk Management
Interest Rate Risk
We have interest rate exposure arising from our financing facilities, which have variable
interest rates. These variable interest rates are affected by changes in short-term interest rates.
We currently do not hedge our interest rate exposure.
We do not believe that the effect of reasonably possible near-term changes in interest
rates will be material to our financial position, results of operations and cash flows. Our financing
facilities expose our net earnings to changes in short-term interest rates since interest rates on
the underlying obligations are variable. We had $591,500,000 outstanding under our ABL facility
and $347,988,000 outstanding under the Notes at December 31, 2023. The interest rate
attributable to the borrowings under our ABL facility and the Notes was 6.69% and 0.75%,
respectively, per annum at December 31, 2023. The change in annual pre-tax earnings from
operations resulting from a hypothetical 10% increase or decrease in the applicable interest rate
would have been immaterial.
Although the Notes are based on a fixed rate, changes in interest rates could impact the
fair market value of such notes. As of December 31, 2023, the fair market value of the Notes was
$906,108,000.
Foreign Currency Exchange Risk
We have foreign currency exchange risk related to the translation of our foreign
subsidiaries’ operating results, assets and liabilities (see Note 1 for a description of our Foreign
Currencies policy). We also maintain cash accounts denominated in currencies other than the
functional currency, which expose us to fluctuations in foreign exchange rates. Remeasurement of
these cash balances results in gains/losses that are also reported in other expense (income), net
within non-operating (income) expense. We monitor our foreign currency exposure and selectively
enter into forward exchange contracts to mitigate risk associated with certain non-functional
currency monetary assets and liabilities related to foreign denominated payables, receivables and
cash balances. Transaction gains and losses resulting from non-functional currency assets and
liabilities are offset by gains and losses on forward contracts in non-operating (income) expense,
net in our consolidated statements of operations. The counterparties associated with our foreign
exchange forward contracts are large creditworthy commercial banks. The derivatives transacted
with these institutions are short in duration and, therefore, we do not consider counterparty
concentration and non-performance to be material risks. The Company does not have a significant
concentration of credit risk with any single counterparty.
(13)
Fair Value Measurements
Fair value measurements are determined based on the following three categories:
Level 1: Quoted market prices in active markets for identical assets or liabilities.
84
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Level 2: Observable market based inputs or unobservable inputs that are corroborated by
market data.
Level 3: Unobservable inputs that are not corroborated by market data.
As of December 31, 2023, we have no non-financial assets or liabilities that are measured
and recorded at fair value on a recurring basis, and our other financial assets or liabilities
generally consist of cash and cash equivalents, accounts receivable, contract assets, accounts
payable, accrued expenses and other current liabilities and long-term debt. The estimated fair
values of our cash and cash equivalents approximate their carrying values and are determined
based on quoted prices in active markets for identical assets. The estimated fair values of our
long-term debt balances, excluding the Notes, approximate their carrying values based on their
variable interest rate terms that are based on current market interest rates for similar debt
instruments. The fair market value of the Notes as of December 31, 2023 is disclosed in Note 12.
The fair values of the other financial assets and liabilities are based on the values that would be
received or paid in an orderly transaction between market participants and approximate their
carrying values due to their nature and short duration.
(14) Benefit Plans
We adopted a defined contribution benefit plan (the “Defined Contribution Plan”) for our
U.S. teammates which complies with section 401(k) of the Internal Revenue Code. The Company
provides a discretionary match to all participants who make 401(k) contributions pursuant to the
Defined Contribution Plan. The discretionary match provided to participants is equivalent to 50%
of a participant’s pre-tax contributions up to a maximum of 6% of eligible compensation per pay
period. Additionally, we offer several defined contribution benefit plans to our teammates outside
of the United States. These plans and their related terms vary by country. Total consolidated
contribution expense under these plans was $28,341,000, $27,827,000 and $25,270,000 for
2023, 2022 and 2021, respectively.
(15)
Share Repurchase Programs
On September 19, 2022, we announced that our Board of Directors had authorized the
repurchase of up to $300,000,000 of our common stock, including $50,000,000 that remained
available from the prior authorization. On May 18, 2023, we announced that our Board of Directors
authorized the repurchase of up to $300,000,000 of our common stock, including $100,000,000
that remained available from the prior authorization. As of December 31, 2023, approximately
$200,020,373 remained available for repurchases under our share repurchase plan. Our share
repurchases may be made on the open market, subject to Rule 10b-18 or in privately negotiated
transactions, through block trades, through 10b5-1 plans or otherwise, at management’s
discretion. The number of shares purchased and the timing of the purchases will be based on
market conditions, working capital requirements, general business conditions and other factors.
We intend to retire the repurchased shares.
The following table summarizes the shares of our common stock that we repurchased on
the open market under these repurchase programs during the years ended December 31, 2023,
2023 and 2022, respectively, in thousands, except per share amounts:
Year
2023
2022
2021
All shares repurchased were retired.
Total
Number
of Shares
Purchased
Average
Price
Paid per
Share
Approximate
Dollar Value
of Shares
Purchased
1,634 $
132.90 $
217,000
1,109
497
3,240
97.35
100.55
108,000
50,000
$
375,000
85
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(16)
Commitments and Contingencies
Contractual
In the ordinary course of business, we issue performance bonds to secure our performance
under certain contracts or state tax requirements. As of December 31, 2023, we had
approximately $28,113,693 of performance bonds outstanding. These bonds are issued on our
behalf by a surety company on an unsecured basis; however, if the surety company is ever
required to pay out under the bonds, we have contractually agreed to reimburse the surety
company.
Management believes that payments, if any, related to these performance bonds are not
probable at December 31, 2023. Accordingly, we have not accrued any liabilities related to such
performance bonds in our consolidated financial statements.
The Company has a minimum required purchase commitment of approximately
$100,467,000 pursuant to an agreement primarily related to cloud services. The total purchase
commitment is required to be met or exceeded during a 5-year period, starting October 1, 2023
through September 30, 2028. At December 31, 2023 we had a remaining purchase commitment of
$95,814,000. If total purchases do not meet the required commitment by September 30, 2028,
the shortfall must be prepaid by the Company and can be used for further purchases through
September 30, 2029.
The Company has a minimum required purchase commitment of approximately
$40,000,000 pursuant to an agreement primarily related to software as a service. The total
purchase commitment is required to be met during a 4-year period, starting November 30, 2022
through November 29, 2026. At December 31, 2023 we had a remaining purchase commitment of
$33,863,000.
The Company has recorded a contingent liability of approximately $21,289,000, payable to
a partner to settle various contractual commitments to resell a minimum amount of cloud services
to clients.
Employment Contracts and Severance Plans
We have employment contracts with, and severance plans covering, certain officers and
management teammates under which severance payments would become payable in the event of
specified terminations without cause or terminations under certain circumstances after a change in
control. In addition, vesting of outstanding nonvested RSUs would accelerate following a change in
control. If severance payments under the current employment agreements or plan payments were
to become payable, the severance payments would generally range from three to twenty-four
months of salary.
Indemnifications
From time to time, in the ordinary course of business, we enter into contractual
arrangements under which we agree to indemnify either our clients or third-party service
providers from certain losses incurred relating to services performed on our behalf or for losses
arising from defined events, which may include litigation or claims relating to past performance.
These arrangements include, but are not limited to, the indemnification of our clients for certain
claims arising out of our performance under our sales contracts, the indemnification of our
landlords for certain claims arising from our use of leased facilities and the indemnification of the
lenders that provide our credit facilities for certain claims arising from their extension of credit to
us. Such indemnification obligations may not be subject to maximum loss clauses.
Management believes that payments, if any, related to these indemnifications are not
probable at December 31, 2023. Accordingly, we have not accrued any liabilities related to such
indemnifications in our consolidated financial statements.
86
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
We have entered into separate indemnification agreements with certain of our executive
officers and with each of our directors. These agreements require us, among other requirements,
to indemnify such officers and directors against expenses (including attorneys’ fees), judgments
and settlements incurred by such individual in connection with any action arising out of such
individual’s status or service as our executive officer or director (subject to exceptions such as
where the individual failed to act in good faith or in a manner the individual reasonably believed to
be in, or not opposed to, the best interests of the Company) and to advance expenses incurred by
such individual with respect to which such individual may be entitled to indemnification by us.
There are no pending legal proceedings that involve the indemnification of any of the Company’s
directors or officers.
Contingencies Related to Third-Party Review
From time to time, we are subject to potential claims and assessments from third parties.
We are also subject to various governmental, client and partner audits. We continually assess
whether or not such claims have merit and warrant accrual. Where appropriate, we accrue
estimates of anticipated liabilities in our consolidated financial statements. Such estimates are
subject to change and may affect our results of operations and our cash flows.
Legal Proceedings
From time to time, we are party to various legal proceedings incidental to the business,
including preference payment claims asserted in client bankruptcy proceedings, indemnification
claims, claims of alleged infringement of patents, trademarks, copyrights and other intellectual
property rights, employment claims, claims related to services provided, interruptions, or outages,
claims of alleged non-compliance with contract provisions and claims related to alleged violations
of laws and regulations. We regularly evaluate the status of the legal proceedings in which we are
involved to assess whether a loss is probable or there is a reasonable possibility that a loss, or an
additional loss, may have been incurred and determine if accruals are required. If accruals are not
required, we further evaluate each legal proceeding to assess whether an estimate of possible loss
or range of possible loss can be made. Although litigation is inherently unpredictable, we believe
that we have adequate provisions for any probable and estimable losses. It is possible,
nevertheless, that our consolidated financial position, results of operations or liquidity could be
materially and adversely affected in any particular period by the work required pursuant to any
legal proceedings or the resolution of any legal proceedings during such period. Legal expenses
related to defense of any legal proceeding or the negotiations, settlements, rulings and advice of
outside legal counsel in connection with any legal proceedings are expensed as incurred.
In connection with the acquisition of PCM, the Company assumed responsibility for
various litigation matters related to PCM’s acquisition of certain assets of En Pointe Technologies in
2015 (the “PCM Earnout Litigation”). The seller of En Pointe Technologies and related entities
providing various post-closing support functions to PCM asserted claims regarding the sufficiency
of earnout payments paid by PCM under the asset purchase agreement and the unwinding of the
support functions post-closing. PCM rejected and vigorously responded to those claims and
pursued various counterclaims. The PCM Earnout Litigation was being heard by multiple courts
and arbitrators in several different jurisdictions including California, Delaware and Pakistan. In
May 2023, the Company settled all claims related to the PCM Earnout Litigation and the parties
began the process of dismissing each of the related claims and counterclaims in the various courts
and jurisdictions. On July 14, 2023, the Company funded an escrow pursuant to which
$10,550,000 would be paid to the plaintiffs over a period of 36 months beginning after all of the
cases have been dismissed. The full amount of the settlement payment had been previously
reserved. The Company is not involved in any pending or threatened legal proceedings, including
the PCM Earnout Litigation, that it believes would reasonably be expected to have a material
adverse effect on its business, financial condition or results of operations.
87
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(17)
Supplemental Financial Information
Additions and deductions related to the allowance for doubtful accounts receivable for
2023, 2022 and 2021 were as follows (in thousands):
Balance at
Beginning
of Year
Additions
Deductions
Balance at
End of Year
Allowance for doubtful accounts
receivable:
Year ended December 31, 2023
Year ended December 31, 2022
Year ended December 31, 2021
$
$
$
15,161 $
6,879 $
(9,417) $
16,941 $
6,066 $
(7,846) $
15,106 $
7,862 $
(6,027) $
12,623
15,161
16,941
(18)
Cash Flows
Cash payments for interest on indebtedness and cash payments for taxes on income were
as follows (in thousands):
Supplemental disclosures of cash flow information:
Cash paid during the year for interest
Cash paid during the year for income taxes, net of
refunds
$
$
28,292 $
16,295 $
8,852
104,495 $
91,485 $
75,986
Years Ended December 31,
2023
2022
2021
88
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(19)
Segment and Geographic Information
We operate in three reportable geographic operating segments: North America; EMEA;
and APAC. Our offerings in North America and certain countries in EMEA and APAC include IT
hardware, software and services, including cloud solutions. Our offerings in the remainder of our
EMEA and APAC segments consist largely of software and certain software-related services and
cloud solutions.
Disaggregation of Revenue
In the following table, revenue is disaggregated by our reportable operating segments,
which are primarily defined by their related geographies, as well as by major product offering, by
major client group and by recognition on either a gross basis as a principal in the arrangement, or
on a net basis as an agent, for the years ended December 31, 2023, 2022 and 2021 (in
thousands):
Major Offerings
Hardware
Software
Services
Major Client Groups
Year Ended December 31, 2023
North
America
EMEA
APAC
Consolidated
$ 4,498,466 $
546,621 $
43,850 $ 5,088,937
1,669,046
1,214,842
784,717
232,316
88,688
97,294
2,542,451
1,544,452
$ 7,382,354 $ 1,563,654 $
229,832 $ 9,175,840
Large Enterprise / Corporate
$ 5,210,365 $ 1,176,415 $
94,982 $ 6,481,762
Commercial
Public Sector
1,418,680
753,309
22,103
365,136
70,879
63,971
1,511,662
1,182,416
$ 7,382,354 $ 1,563,654 $
229,832 $ 9,175,840
Revenue Recognition based on
acting as Principal or Agent in
the Transaction
Gross revenue recognition
(Principal)
$ 6,869,025 $ 1,447,082 $
194,769 $ 8,510,876
Net revenue recognition (Agent)
513,329
116,572
35,063
664,964
$ 7,382,354 $ 1,563,654 $
229,832 $ 9,175,840
89
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Major Offerings
Hardware
Software
Services
Major Client Groups
Year Ended December 31, 2022
North
America
EMEA
APAC
Consolidated
$ 5,738,586 $
654,381 $
57,928 $ 6,450,895
1,552,715
1,193,091
857,516
200,624
86,661
89,689
2,496,892
1,483,404
$ 8,484,392 $ 1,712,521 $
234,278 $10,431,191
Large Enterprise / Corporate
$ 5,990,203 $ 1,249,286 $
102,476 $ 7,341,965
Commercial
Public Sector
1,710,340
783,849
61,873
401,362
68,491
63,311
1,840,704
1,248,522
$ 8,484,392 $ 1,712,521 $
234,278 $10,431,191
Revenue Recognition based on
acting as Principal or Agent in
the Transaction
Gross revenue recognition
(Principal)
$ 8,035,218 $ 1,603,600 $
199,788 $ 9,838,606
Net revenue recognition (Agent)
449,174
108,921
34,490
592,585
$ 8,484,392 $ 1,712,521 $
234,278 $10,431,191
Major Offerings
Hardware
Software
Services
Major Client Groups
Large Enterprise / Corporate
Commercial
Public Sector
$
$
Year Ended December 31, 2021
North America
EMEA
APAC
Consolidated
$
5,163,225 $
676,815 $
49,470 $ 5,889,510
1,315,412
1,041,686
825,361
201,875
89,844
72,425
2,230,617
1,315,986
7,520,323 $ 1,704,051 $
211,739 $ 9,436,113
5,356,915 $ 1,219,601 $
93,796 $ 6,670,312
1,495,311
668,097
65,728
418,722
61,627
56,316
1,622,666
1,143,135
Revenue Recognition based on
acting as Principal or Agent in
the Transaction
Gross revenue recognition
(Principal)
Net revenue recognition (Agent)
$
7,520,323 $ 1,704,051 $
211,739 $ 9,436,113
$
$
7,138,852 $ 1,591,156 $
184,418 $ 8,914,426
381,471
112,895
27,321
521,687
7,520,323 $ 1,704,051 $
211,739 $ 9,436,113
The method for determining what information regarding operating segments, products and
services, geographic areas of operation and major clients to report is based upon the
“management approach,” or the way that management organizes the operating segments within a
company, for which separate financial information is evaluated regularly by the Chief Operating
90
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Decision Maker (“CODM”) in deciding how to allocate resources. Our CODM is our Chief Executive
Officer.
All significant intercompany transactions are eliminated upon consolidation, and there are
no differences between the accounting policies used to measure profit and loss for our segments
or on a consolidated basis. Net sales are defined as net sales to external clients. None of our
clients exceeded ten percent of consolidated net sales in 2023, 2022 or 2021.
A portion of our operating segments’ selling and administrative expenses arise from
shared services and infrastructure that we have historically provided to them in order to realize
economies of scale and to use resources efficiently. These expenses, collectively identified as
corporate charges, include senior management expenses, internal audit, legal, tax, insurance
services, treasury and other corporate infrastructure expenses. Charges are allocated to our
operating segments, and the allocations have been determined on a basis that we considered to
be a reasonable reflection of the utilization of services provided to or benefits received by the
operating segments.
The tables below present information about our reportable operating segments (in
thousands):
Net sales:
Products
Services
Total net sales
Costs of goods sold:
Products
Services
Year Ended December 31, 2023
North
America
EMEA
APAC
Consolidated
$ 6,167,512 $ 1,331,338 $
132,538 $ 7,631,388
1,214,842
232,316
97,294
1,544,452
7,382,354
1,563,654
229,832
9,175,840
5,520,701
1,217,585
120,892
6,859,178
515,698
86,082
45,357
647,137
Total costs of goods sold
6,036,399
1,303,667
166,249
7,506,315
Gross profit
Operating expenses:
Selling and administrative
expenses
Severance and restructuring
expenses
Acquisition and integration related
expenses
1,345,955
259,987
63,583
1,669,525
976,172
216,246
43,825
1,236,243
3,793
3,908
2,125
3,488
173
—
6,091
7,396
Earnings from operations
$
362,082 $
38,128 $
19,585 $
419,795
91
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Net sales:
Products
Services
Total net sales
Costs of goods sold:
Products
Services
Year Ended December 31, 2022
North
America
EMEA
APAC
Consolidated
$ 7,291,301 $ 1,511,897 $
144,589 $ 8,947,787
1,193,091
200,624
89,689
1,483,404
8,484,392
1,712,521
234,278
10,431,191
6,583,090
1,395,869
132,293
8,111,252
572,969
69,383
41,020
683,372
Total costs of goods sold
7,156,059
1,465,252
173,313
8,794,624
Gross profit
Operating expenses:
Selling and administrative
expenses
Severance and restructuring
expenses
Acquisition and integration related
expenses
1,328,333
247,269
60,965
1,636,567
973,798
200,988
41,874
1,216,660
2,384
1,715
1,760
257
91
—
4,235
1,972
Earnings from operations
$
350,436 $
44,264 $
19,000 $
413,700
Net sales:
Products
Services
Total net sales
Costs of goods sold:
Products
Services
Year Ended December 31, 2021
North
America
EMEA
APAC
Consolidated
$ 6,478,637 $ 1,502,176 $
139,314 $ 8,120,127
1,041,686
201,875
72,425
1,315,986
7,520,323
1,704,051
211,739
9,436,113
5,874,551
1,380,221
126,136
7,380,908
510,322
64,968
32,358
607,648
Total costs of goods sold
6,384,873
1,445,189
158,494
7,988,556
Gross profit
Operating expenses:
Selling and administrative
expenses
Severance and restructuring
expenses
1,135,450
258,862
53,245
1,447,557
869,766
210,616
36,748
1,117,130
(3,129)
1,328
167
(1,634)
Earnings from operations
$
268,813 $
46,918 $
16,330 $
332,061
92
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following table is a summary of our total assets by reportable operating segment (in
thousands):
North America
EMEA
APAC
December 31,
2023
2022
$ 6,521,591 $ 5,219,480
1,058,734
171,820
939,327
153,232
Corporate assets and intercompany eliminations, net
(1,465,795)
(1,199,458)
Total assets
$ 6,286,350 $ 5,112,581
The following is a summary of our geographic net sales and long-lived assets, consisting of
property and equipment, net (in thousands):
2023
Net sales
United
States
United
Kingdom
Other
Foreign
Total
$ 6,923,030 $
709,078 $ 1,543,732 $ 9,175,840
Total long-lived assets
$
187,625 $
4,748 $
17,688 $
210,061
2022
Net sales
$ 7,973,814 $
838,943 $ 1,618,434 $10,431,191
Total long-lived assets
$
182,482 $
4,601 $
17,177 $
204,260
2021
Net sales
$ 7,046,742 $
826,800 $ 1,562,571 $ 9,436,113
Total long-lived assets
$
144,777 $
9,282 $
22,204 $
176,263
Net sales by geographic area are presented by attributing net sales to external customers
based on the domicile of the selling location.
We recorded the following pre-tax amounts, by operating segment, for depreciation and
amortization in the accompanying consolidated financial statements (in thousands):
Depreciation and amortization of property and
equipment:
North America
EMEA
APAC
Amortization of intangible assets:
North America
EMEA
APAC
Total
Years Ended December 31,
2023
2022
2021
$
22,964 $
20,587 $
18,532
2,838
443
26,245
32,514
3,277
440
36,231
2,538
597
23,722
30,735
1,696
461
32,892
$
62,476 $
56,614 $
4,256
588
23,376
29,576
1,971
498
32,045
55,421
93
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(20) Acquisitions
SADA
Effective December 1, 2023, we acquired 100 percent of the issued and outstanding
shares of SADA Systems, LLC (successor to SADA Systems, Inc. via conversion) ("SADA") for a
preliminary cash purchase price of $398,589,000, excluding cash and cash equivalents acquired of
$24,701,000. SADA is a leading cloud consultancy and technical services provider and six-time
Google Cloud Partner of the Year, including cloud licensing and professional services to small, mid-
sized and corporate/enterprise commercial clients, state and federal governments and educational
institutions across North America, Europe and Asia. Based in Los Angeles, California, SADA has
three office locations in North America, India and Armenia with more than 800 teammates. We
believe that this acquisition advances our strategy and further strengthens our unique position as
a leading Solutions Integrator offering market-leading multicloud solutions at scale. SADA's
partnership with Google Cloud will enhance our ability to serve clients who operate across multiple
clouds and accelerate adoption of widely sought-after technologies like Generative Artificial
Intelligence. SADA is being reported as a part of our North America operating segment.
The total purchase price of $425,327,000, which is net of cash and cash equivalents
acquired of $24,701,000, is comprised of the initial purchase price of $423,290,000 paid in cash
upon the SADA acquisition, contractual adjustments to the purchase price of $450,000 and a seller
retention fund of $5,000,000 payable post-closing. The purchase price also includes the estimated
fair value of earn out payments of approximately $21,288,000, which provides an incentive
opportunity for the sellers of up to $390,000,000, based on the SADA business achieving EBITDA
and revenue growth performance through 2026. A portion of the purchase price was used to settle
SADA’s stock-based compensation liabilities of $67,600,000 and pay SADA’s transaction costs of
approximately $16,841,000 at acquisition in accordance with purchase agreement.
value of the assets acquired and liabilities assumed at the date of acquisition (in thousands):
The following table summarizes the preliminary purchase price and the estimated fair
Total purchase price, net of cash and cash equivalents
acquired
$
425,327
Fair value of net assets acquired:
Current assets
Identifiable intangible assets - see description below
Property and equipment
Other assets
Current liabilities
Long-term liabilities, including long-term accounts payable
Total fair value of net assets acquired
Excess purchase price over fair value of net assets acquired
("goodwill")
$
348,727
158,100
2,266
260,185
(335,548)
(125,425)
308,305
$
117,022
Under the acquisition method of accounting, the total purchase price as shown in the table
above was allocated to the tangible and identifiable intangible assets acquired and liabilities
assumed based on their estimated fair values. The excess of the purchase price over fair value of
net assets acquired was recorded as goodwill.
The estimated fair values of the majority of the current assets and liabilities are
based upon their historical costs on the date of acquisition due to their short-term nature, with the
exception of contract assets. The estimated fair value of the property and equipment are also
based upon historical costs as they approximate fair value. The contract assets are an exception to
the fair value model and are evaluated under relevant revenue recognition guidance including an
allowance for credit losses using the current expected credit loss (“CECL”) model.
$308,305,000, including $158,100,000 of identifiable intangible assets, consisting primarily of
The preliminary estimated fair value of net assets acquired was approximately
94
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
customer relationships of $124,700,000 and non-compete agreements of $26,200,000. The fair
values were determined using the multiple-period excess earnings method and the lost income
method, respectively.
straight-line method over the following estimated useful lives:
The identifiable intangibles resulting from the acquisition are amortized using the
Intangible Assets
Customer relationships
Trade name
Non-compete agreements
Estimated Economic Life
10 Years
3 Years
3-5 Years
Acquisition-related expenses recognized through December 31, 2023 was $3,572,000.
Goodwill of $117,022,000, which was recorded in our North America operating
segment, represents the excess of the purchase price over the estimated fair value assigned to
tangible and identifiable intangible assets acquired and liabilities assumed from SADA. The
goodwill is not amortized and will be tested for impairment annually in the fourth quarter of our
fiscal year. The addition of the SADA technical employees to our team and the opportunity to grow
our business are the primary factors making up the goodwill recognized as part of the transaction.
The intangible assets and goodwill are tax deductible as the transaction is a deemed
asset acquisition for U.S. federal income tax purposes after the Seller Parties undertook an
internal restructuring pursuant to Section 368(a)(1)(F).
The purchase price allocation is preliminary and was allocated using information
currently available. Further information related to accounts receivable, contract assets, accounts
payable, intangible assets, goodwill and various accrued expense balance assessments may lead
to an adjustment of the purchase price allocation.
We have consolidated the results of operations for SADA since its acquisition on
December 1, 2023. Consolidated net sales and net earnings for the year ended December 31,
2023 include $33,451,000 and $14,502,000, respectively, from SADA. Due to seasonality in
SADA's business, with the majority of net sales and net earnings historically being generated in
the second half of the year, these results should not be considered indicative of future results.
SADA had been completed at the beginning of 2022 (in thousands, except per share amounts):
The following table reports unaudited pro forma information as if the acquisition of
Net sales
Net earnings
Diluted earnings per share
As reported
Pro forma
As reported
Pro forma
As reported
Pro forma
Year Ended December 31,
2023
9,175,840
9,367,386
281,309
330,757
7.55
8.88
$
$
$
$
$
$
2022
10,431,191
10,682,565
280,608
308,243
7.66
8.42
$
$
$
$
$
$
The pro forma results primarily include the adjustments to reflect the additional
amortization of acquired intangible assets and interest expense on the additional borrowing under
the ABL revolving credit facility, removal of acquisition-related costs, and the consequential tax
effects of the pro forma adjustments and SADA tax status change.
acquisition based on a preexisting change-in-control provision within the plan terms. Due to
SADA’s stock-based compensation plans were fully vested and settled upon
95
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
changes in the estimated fair value of awards, SADA recognized a stock-based compensation gain
of $100,206,000 and $32,051,000 in its historical statements of operation for the years ended
December 31, 2023 and 2022, respectively. These gains are reflected in the unaudited pro forma
earnings above. As these plans were not replaced post-acquisition, there will be no future impact
of SADA’s stock-based compensation plans on the Company.
This unaudited pro forma financial information is for informational purposes only. It
is neither indicative of the results of operations that would have been achieved had the acquisition
been consummated at the beginning of 2022, nor is it necessarily indicative of future results.
Amdaris
Effective August 17, 2023, we acquired 100 percent of the issued and outstanding shares
of Amdaris Group Limited (“Amdaris”) for a preliminary cash purchase price, net of cash and cash
equivalents acquired, of approximately $82,875,000, excluding the estimated fair value of an earn
out, reported in other liabilities, with a range of payouts through 2026 of $0 to $54,391,000.
Amdaris, an award-winning software development and digital services specialist, provides
innovative software development, application support, managed services and consultancy services
to the customers in the United Kingdom with service delivery centers located in several eastern
European countries. Amdaris has been recognized as a Microsoft Gold Certified Partner. We
believe this acquisition expands our global Modern Apps and Data & AI areas of solutions expertise
as a leading solutions integrator and enhances our technological capabilities and scale to deliver
an even broader range of customized services and solutions to clients in EMEA.
The preliminary fair value of net assets acquired was approximately $34,060,000,
including $41,291,000 of identifiable intangible assets, consisting primarily of customer
relationships that will be amortized using the straight-line method over the estimated economic
life of ten years. The preliminary purchase price was allocated using the information currently
available. Further information obtained upon the finalization of the fair value assumptions for
identifiable intangible assets acquired and the finalization of the fair value of the non-cash working
capital could lead to an adjustment of the purchase price allocation. Goodwill acquired
approximated $71,698,000, which was recorded in our EMEA operating segment.
We consolidated the results of operations for Amdaris within our EMEA operating segment
beginning on August 17, 2023, the effective date of the acquisition. Our historical results would
not have been materially affected by the acquisition of Amdaris and, accordingly, we have not
presented pro forma information as if the acquisition had been completed at the beginning of each
period presented in our consolidated statement of operations.
Hanu
In June 2022, we acquired 100 percent of the issued and outstanding shares of Hanu
Software Solutions, Inc. and Hanu Software Solutions (India) Private Ltd. (collectively, “Hanu”) for
a cash purchase price, net of cash and cash equivalents acquired, of approximately $90,106,000,
including $15,307,000 attributed to an earn out agreement and including hold backs for
representations and warranties of approximately $6,358,000, the majority of which will be paid in
future periods. We finalized the earn out and paid $10,748,000 in April 2023 and $3,973,000 in
November 2023. Hanu, a global leading cloud technology services and solutions provider, provides
cloud solutions in the areas of applications and infrastructure, data and artificial intelligence, and
cloud security to clients. Hanu is recognized as one of Microsoft’s top public cloud service partners
globally. We believe this acquisition strengthens our service capabilities as a cloud solutions
provider and is also a strategic investment in expanding our presence in India.
The fair value of net assets acquired was approximately $20,183,000, including
$24,750,000 of identifiable intangible assets, consisting primarily of customer relationships that
will be amortized using the straight line method over the estimated economic life of ten years. The
purchase price was allocated using the information available. Goodwill acquired approximated
$69,923,000 which was recorded in our North America operating segment. We finalized the
purchase price allocation in relation to this acquisition in May 2023. The completion of this work
did not materially alter our preliminary purchase price allocation.
96
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
We consolidated the results of operations for Hanu within our North America operating
segment beginning on June 1, 2022, the effective date of the acquisition. Our historical results
would not have been materially affected by the acquisition of Hanu and, accordingly, we have not
presented pro forma information as if the acquisition had been completed at the beginning of each
period presented in our consolidated statement of operations.
97
INSIGHT ENTERPRISES, INC.
Item 9. Changes in and Disagreements With Accountants on Accounting and Financial
Disclosure
Not applicable.
Item 9A. Controls and Procedures
(a)
Management’s Annual Report on Internal Control Over Financial Reporting
Our management is responsible for establishing and maintaining adequate internal control
over financial reporting (as such term is defined in Rules 13a-15(f) and 15d-15(f) under the
Securities Exchange Act of 1934, as amended (the “Exchange Act”)). Our management, including
our Chief Executive Officer and Chief Financial Officer, conducted an evaluation of the
effectiveness of our internal control over financial reporting as of December 31, 2023. In making
this assessment, our management used the criteria established in Internal Control – Integrated
Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway
Commission (“COSO”). Management has concluded that the Company maintained effective
internal control over financial reporting as of December 31, 2023, based on the criteria established
in COSO’s Internal Control – Integrated Framework (2013). We completed the acquisition of SADA
on December 1, 2023. As permitted under SEC guidance, management’s assessment as of
December 31, 2023 did not include an assessment of the effectiveness of internal control over
financial reporting of SADA, which constituted approximately 15% of the Company's total assets
as of December 31, 2023 and less than 1% of the Company's consolidated net sales for the year
ended December 31, 2023.
KPMG LLP, the independent registered public accounting firm that audited the Consolidated
Financial Statements in Part II, Item 8 of this report, has issued an attestation report on the
Company’s internal control over financial reporting as of December 31, 2023.
(b)
Changes in Internal Control Over Financial Reporting
Except as described below, there was no change in our internal control over financial
reporting during the quarter ended December 31, 2023 that has materially affected, or is
reasonably likely to materially affect, our internal control over financial reporting.
As noted above, on December 1, 2023 we completed the acquisition of SADA. We are
currently integrating SADA into our control environment. In executing this integration, we are
analyzing, evaluating, and where necessary, making changes in controls and procedures related to
the SADA business, which is expected to be completed in the year ended December 31, 2024.
(c)
Disclosure Controls and Procedures
We maintain disclosure controls and procedures (as defined in Rules 13a-15(e) and
15d-15(e) under the Exchange Act). Our Chief Executive Officer and Chief Financial Officer, as of
the end of the period covered by this report, evaluated the effectiveness of our disclosure controls
and procedures and determined that as of December 31, 2023 our disclosure controls and
procedures were effective to ensure that information required to be disclosed by us in reports that
we file or submit under the Exchange Act is recorded, processed, summarized and reported within
the time periods specified in the SEC’s rules and forms and that such information is accumulated
and communicated to our management, including our Chief Executive Officer and Chief Financial
Officer, as appropriate to allow timely decisions regarding required disclosure.
(d)
Inherent Limitations of Disclosure Controls and Internal Control Over Financial
Reporting
Because of its inherent limitations, internal control over financial reporting may not
prevent or detect misstatements. Projections of any evaluation of effectiveness to future periods
are subject to risks that controls may become inadequate because of changes in conditions, or
that the degree of compliance with the policies or procedures may deteriorate.
98
INSIGHT ENTERPRISES, INC.
Item 9B. Other Information
Rule 10b5-1 Trading Plans
During the three months ended December 31, 2023, none of our directors or executive
officers adopted, modified or terminated a Rule 10b5-1 trading arrangement or non-Rule 10b5-1
trading arrangement (each as defined in Item 408(a) of Regulation S-K).
Item 9C. Disclosure Regarding Foreign Jurisdictions that Prevent Inspections
Not applicable.
99
INSIGHT ENTERPRISES, INC.
PART III
Item 10. Directors, Executive Officers and Corporate Governance
The names of the executive officers of Insight and their ages, titles and biographies as of
the date hereof are incorporated by reference from Part I, Item 1 of this report under the caption
“Information about our Executive Officers.”
Other information required by this item can be found in our definitive Proxy Statement
relating to our 2024 Annual Meeting of Stockholders to be filed with the SEC within 120 days after
December 31, 2023 (our “Proxy Statement”) and is incorporated herein by reference.
Item 11. Executive Compensation
The information required by this item can be found in our Proxy Statement and is
incorporated herein by reference.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related
Stockholder Matters
The information required by this item can be found in our Proxy Statement and is
incorporated herein by reference.
Item 13. Certain Relationships and Related Transactions, and Director Independence
The information required by this item can be found in our Proxy Statement and is
incorporated herein by reference.
Item 14. Principal Accountant Fees and Services
Our independent registered public accounting firm is KPMG LLP, Phoenix, AZ, PCAOB Firm
ID: 185.
The information required by this item can be found in our Proxy Statement and is
incorporated herein by reference.
100
INSIGHT ENTERPRISES, INC.
Item 15. Exhibits and Financial Statement Schedules
(a) Financial Statements and Schedules
PART IV
The Consolidated Financial Statements of Insight Enterprises, Inc. and subsidiaries and the
related Reports of Independent Registered Public Accounting Firm are filed herein as set forth
under Part II, Item 8 of this report.
Financial statement schedules have been omitted since they are either not required, not
applicable, or the information is otherwise included in the Consolidated Financial Statements or
notes thereto.
(b) Exhibits
The exhibits list is incorporated herein by reference as the list of exhibits required as part
of this report.
Item 16. Form 10-K Summary
None.
101
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K
YEAR ENDED DECEMBER 31, 2023
Commission File No. 000-25092
Exhibit
Number
2.1(1)(2)
3.1
3.2
3.3
Exhibit Description
Equity Purchase
Agreement, dated as of
October 25, 2023, by and
among Insight
Enterprises, Inc., SADA
Systems, Inc., Verse
Holdco, Inc., and the
stockholders of Verse
Holdco, Inc.
Amended and Restated
Certificate of Incorporation
of Insight Enterprises, Inc.
Certificate of Amendment
of Amended and Restated
Certificate of Incorporation
of Insight Enterprises, Inc.
Amended and Restated
Bylaws of Insight
Enterprises, Inc.
4.1 (P)
Specimen Common Stock
Certificate
4.2
4.3
10.1(3)
10.2(4)
10.3(4)
10.4(4)
10.5(4)
10.6(4)
Indenture (including Form
of Note) with respect to
Insight Enterprises, Inc.’s
0.750% Convertible
Senior Notes due 2025,
dated August 15, 2019, by
and among Insight
Enterprises, Inc., Insight
Direct USA, Inc. and U.S.
Bank National Association,
as trustee
Description of Company’s
securities
Form of Indemnification
Agreement
Amended Insight
Enterprises, Inc. 2007
First Amendment to the
Amended Insight
Enterprises, Inc. 2007
Omnibus Plan
Insight Enterprises, Inc.
2020 Omnibus Plan
Restricted Stock Unit
Agreement Template for
Service-Based Awards
Restricted Stock Unit
Agreement Template for
Performance-Based
(ROIC) Awards
Incorporated by Reference
Form
8-K
File No.
Exhibit
Number
Filing
Date
000-25092
2.1
December 1,
2023
Filed/
Furnished
Herewith
10-K
000-25092
3.1
February 17,
2006
8-K
000-25092
3.1
8-K
000-25092
3.2
S-1
8-K
33-86142
4.1
000-25092
4.1
May 21,
2015
May 21,
2015
January 20,
1995
August 15,
2019
10-K
000-25092
4.3
10-K
000-25092
10.1
February 21,
2020
July 26,
2007
Proxy
Statement
Proxy
Statement
000-25092
Annex A
April 4, 2011
000-25092
Annex A
April 5, 2016
S-8
333-238543
99.1
10-K
000-25092
10.5
10-K
000-25092
10.6
May 20,
2020
February 18,
2022
February 18,
2022
102
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2023
Commission File No. 000-25092
Exhibit
Number
10.7(4)
10.8(4)
10.9(4)
10.10(4)
10.11(4)
10.12(4)
10.13(4)
10.14(4)
10.15(4)
10.16(4)
Exhibit Description
Restricted Stock Unit
Agreement Template for
Performance-Based
(Relative Total
Shareholder Return
Performance Goal) Awards
Insight Enterprises, Inc.
Executive Management
Separation Plan effective
as of August 29, 2019
First Amendment to the
Insight Enterprises, Inc.
Executive Management
Separation Plan effective
as of February 1, 2020
Amended and Restated
Employment Agreement
between Insight
Enterprises, Inc. and
Glynis A. Bryan dated as
of January 1, 2009
Employment Agreement
between Insight
Enterprises, Inc. and
Rachael A. Bertrandt,
dated as of September 30,
2018
Executive Employment
Agreement between
Insight Enterprises, Inc.
and Samuel C. Cowley,
Employment Agreement
between Insight
Enterprises, Inc. and
Adrian Gregory, dated as
of October 05, 2022
Employment Agreement
between Insight
Enterprises, Inc. and
Joyce Mullen effective
October 14, 2021
Executive Employment
Agreement between
Insight Enterprises, Inc.
and James A. Morgado
dated as of January 17,
2022
Executive Employment
Agreement between
Insight Enterprises, Inc.
and Daniel Burger dated
as of March 15, 2022
Incorporated by Reference
Form
10-K
File No.
Exhibit
Number
Filing
Date
000-25092
10.7
February 18,
2022
Filed/
Furnished
Herewith
10-Q
000-25092
10.1
May 6, 2021
10-K
000-25092
10.5
February 21,
2020
8-K
000-25092
10.3
January 7,
2009
10-Q
000-25092
10.1
November 7,
2018
10-K
000-25092
10.12
February 2,
2017
10-Q
000- 25092
10.2
May 2, 2023
8-K
000-25092
10.1
October 18,
2021
10-K
000-25092
10.15
February 18,
2022
10-Q
000-25092
10.1
May 5, 2022
103
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2023
Commission File No. 000-25092
Incorporated by Reference
Form
10-Q
File No.
Exhibit
Number
Filing
Date
000-25092
10.1
August 4,
2022
Filed/
Furnished
Herewith
X
8-K
8-K
8-K
000-25092
10.1
000-25092
10.2
000-25092
10.1
August 15,
2019
August 15,
2019
August 30,
2019
10-Q
000-25092
10.2
August 6,
2020
10-K
000-25092
10.22
February.
16, 2023
Exhibit
Number
10.17(4)
10.18(4)
10.19
10.20
10.21(5)
10.22
10.23
Exhibit Description
Executive Employment
Agreement between
Insight Enterprises, Inc.
and Jennifer M. Vasin
dated as of July 19, 2022
Executive Employment
Agreement Between
Insight Enterprises, Inc.
and Rob Green dated as of
December 19, 2023
Form of Bond Hedge
Confirmation.
Form of Warrant
Confirmation
Credit Agreement, dated
as of August 30, 2019, by
and among Insight
Enterprises, Inc., the
subsidiaries of Insight
Enterprises, Inc. party
thereto as borrowers and
guarantors, JPMorgan
Chase Bank, N.A., as
administrative agent, and
the lenders party thereto
First Amendment to Credit
Agreement, dated as of
July 31, 2020, by and
among Insight
Enterprises, Inc., the
subsidiaries of Insight
Enterprises, Inc. party
thereto as borrowers and
grantors, JPMorgan, N.A.,
as administrative agent,
and the lenders party
thereto
Second Amendment to
Credit Agreement, dated
as of December 31, 2021,
by and among Insight
Enterprises, Inc., the
subsidiaries of Insight
Enterprises, Inc. party
thereto as borrowers and
grantors, JPMorgan, N.A.,
as administrative agent,
and the lenders party
thereto
104
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2023
Commission File No. 000-25092
Exhibit
Number
10.24
10.25(4)
21
23.1
24.1
24.2
24.3
24.4
24.5
24.6
24.7
24.8
24.9
31.1
31.2
32.1
Exhibit Description
Third Amendment to
Credit Agreement, dated
as of July 22, 2022, by
and among Insight
Enterprises, Inc., the
subsidiaries of Insight
Enterprises, Inc. party
thereto as borrowers and
grantors, JPMorgan, N.A.,
as administrative agent,
and the lenders party
thereto
Insight Enterprises, Inc.
2023 Employee Stock
Purchase Plan
Subsidiaries of Insight
Enterprises, Inc.
Consent of KPMG LLP
Power of Attorney for
Timothy A. Crown dated
January 26, 2024
Power of Attorney for
Richard E. Allen dated
February 2, 2024
Power of Attorney for
Bruce W. Armstrong dated
Power of Attorney for
Alexander L. Baum dated
Power of Attorney for
Linda M. Breard dated
Power of Attorney for
Catherine Courage dated
Power of Attorney for
Anthony A. Ibargüen
Power of Attorney for
Kathleen S. Pushor dated
Power of Attorney for
Girish Rishi dated January
28, 2024
Certification of Chief
Executive Officer Pursuant
to Securities and
Certification of Chief
Financial Officer Pursuant
to Securities and
Certification of Chief
Executive Office and Chief
Financial Officer Pursuant
to 18 U.S.C. Section 1350,
As Adopted Pursuant To
Incorporated by Reference
Form
8-K
File No.
Exhibit
Number
000-25092
10.1
Filed/
Furnished
Herewith
Filing
Date
July. 26,
2022
S-8
333-272062
99.1
May. 19,
2023
X
X
X
X
X
X
X
X
X
X
X
X
X
X
105
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2023
Commission File No. 000-25092
Incorporated by Reference
Exhibit Description
Form
File No.
Exhibit
Number
Filing
Date
Filed/
Furnished
Herewith
Exhibit
Number
97.1
101.INS
Insight Enterprises, Inc.
Clawback Policy
XBRL Instance Document -
the instance document
does not appear in the
Interactive Data File
because its XBRL tags are
101.SCH Inline XBRL Taxonomy
Extension Schema
101.CAL
Inline XBRL Taxonomy
Extension Calculation
101.DEF
Inline XBRL Taxonomy
Extension Definition
101.LAB
Inline XBRL Taxonomy
Extension Label Linkbase
101.PRE
Inline XBRL Taxonomy
Extension Presentation
104
Cover Page Interactive
Data File (formatted as
Inline XBRL with
applicable taxonomy
extension information
X
X
X
X
X
X
X
X
(1)
(2)
(3)
(4)
(5)
Certain schedules and exhibits (or similar attachments) have been omitted pursuant to Item 601(a)(5)
of Regulation S-K. The Company agrees to furnish copies of any such schedules and exhibits (or similar
attachments) to the SEC upon request.
Portions of this exhibit have been omitted pursuant to Item 601(b)(2) of Regulation S-K promulgated
under the Securities Act because the information is (i) not material and (ii) the type that Insight treats
as private or confidential. Insight agrees to furnish an unredacted copy of this exhibit to the SEC upon
request.
We have entered into a separate indemnification agreement with each of the following directors and
executive officers that differ only in names and dates: Richard E. Allen, Bruce W. Armstrong, Alexander
L. Baum, Linda M. Breard, Glynis A. Bryan, Dee Burger, Catherine Courage, Samuel C. Cowley,
Timothy A. Crown, Rachael A. Crump, Adrian Gregory, Rob Green, Anthony A. Ibargüen, James A.
Morgado, Joyce A. Mullen, Kathleen S. Pushor, Girish Rishi, and Jennifer M. Vasin. Pursuant to the
instructions accompanying Item 601 of Regulation S-K, the Registrant is filing the form of such
indemnification agreement.
Management contract or compensatory plan or arrangement.
Certain schedules and exhibits (or similar attachments) have been omitted pursuant to Item
601(b)(10)(iv) of Regulation S-K. The Company agrees to furnish copies of any such schedules and
exhibits (or similar attachments) to the SEC upon request.
(P)
Paper exhibit.
106
INSIGHT ENTERPRISES, INC.
SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of
1934, the registrant has duly caused this report to be signed on its behalf by the undersigned,
thereunto duly authorized.
INSIGHT ENTERPRISES, INC.
By
/s/ Joyce A. Mullen
Joyce A. Mullen
President and Chief Executive Officer
Dated: February 22, 2024
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been
signed below by the following persons on behalf of the registrant and in the capacities and on the
dates indicated.
Signature
Title
Date
/s/ Joyce A. Mullen
Joyce A. Mullen
/s/ Glynis A. Bryan
Glynis A. Bryan
/s/ Rachael A. Crump
Rachael A. Crump
/s/ Timothy A. Crown*
Timothy A. Crown
/s/ Richard E. Allen*
Richard E. Allen
President, Chief Executive Officer
and Director (principal executive
officer)
February 22, 2024
Chief Financial Officer
(principal financial officer)
February 22, 2024
Chief Accounting Officer
(principal accounting officer)
February 22, 2024
Chairman of the Board
February 22, 2024
Director
February 22, 2024
/s/ Bruce W. Armstrong*
Director
February 22, 2024
Bruce W. Armstrong
/s/ Alexander L. Baum*
Director
February 22, 2024
Alexander L. Baum
/s/ Linda M. Breard*
Linda M. Breard
/s/ Catherine Courage*
Catherine Courage
Director
Director
February 22, 2024
February 22, 2024
/s/ Anthony A. Ibargüen*
Director
February 22, 2024
Anthony A. Ibargüen
/s/ Kathleen S. Pushor*
Director
February 22, 2024
Kathleen S. Pushor
/s/ Girish Rishi*
Girish Rishi
* By: /s/ Samuel C. Cowley
Samuel C. Cowley, Attorney in Fact
Director
February 22, 2024
107
Exhibit 31.1
I, Joyce A. Mullen, certify that:
INSIGHT ENTERPRISES, INC.
CERTIFICATION
1.
2.
3.
4.
I have reviewed this Annual Report on Form 10-K of Insight Enterprises, Inc.;
Based on my knowledge, this report does not contain any untrue statement of a material
fact or omit to state a material fact necessary to make the statements made, in light of
the circumstances under which such statements were made, not misleading with respect
to the period covered by this report;
Based on my knowledge, the financial statements, and other financial information
included in this report, fairly present in all material respects the financial condition,
results of operations and cash flows of the registrant as of, and for, the periods presented
in this report;
The registrant’s other certifying officer and I are responsible for establishing and
maintaining disclosure controls and procedures (as defined in Exchange Act Rules
13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in
Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
a.
b.
c.
d.
Designed such disclosure controls and procedures, or caused such
disclosure controls and procedures to be designed under our supervision, to
ensure that material information relating to the registrant, including its
consolidated subsidiaries, is made known to us by others within those
entities, particularly during the period in which this report is being
prepared;
Designed such internal control over financial reporting, or caused such
internal control over financial reporting to be designed under our
supervision, to provide reasonable assurance regarding the reliability of
financial reporting and the preparation of financial statements for external
purposes in accordance with generally accepted accounting principles;
Evaluated the effectiveness of the registrant’s disclosure controls and
procedures and presented in this report our conclusions about the
effectiveness of the disclosure controls and procedures, as of the end of the
period covered by this report based on such evaluation; and
Disclosed in this report any change in the registrant’s internal control over
financial reporting that occurred during the registrant’s most recent fiscal
quarter (the registrant’s fourth fiscal quarter in the case of an annual
report) that has materially affected, or is reasonably likely to materially
affect, the registrant’s internal control over financial reporting; and
5.
The registrant’s other certifying officer and I have disclosed, based on our most recent
evaluation of internal control over financial reporting, to the registrant’s auditors and the
audit committee of the registrant’s board of directors (or persons performing the
equivalent functions):
a.
b.
All significant deficiencies and material weaknesses in the design or
operation of internal control over financial reporting which are reasonably
likely to adversely affect the registrant’s ability to record, process,
summarize and report financial information; and
Any fraud, whether or not material, that involves management or other
employees who have a significant role in the registrant’s internal control
over financial reporting.
Date: February 22, 2024
By:
/s/ Joyce A. Mullen
Joyce A. Mullen
Chief Executive Officer
Exhibit 31.2
INSIGHT ENTERPRISES, INC.
CERTIFICATION
I, Glynis A. Bryan, certify that:
1.
2.
3.
4.
I have reviewed this Annual Report on Form 10-K of Insight Enterprises, Inc.;
Based on my knowledge, this report does not contain any untrue statement of a material
fact or omit to state a material fact necessary to make the statements made, in light of
the circumstances under which such statements were made, not misleading with respect
to the period covered by this report;
Based on my knowledge, the financial statements, and other financial information
included in this report, fairly present in all material respects the financial condition,
results of operations and cash flows of the registrant as of, and for, the periods presented
in this report;
The registrant’s other certifying officer and I are responsible for establishing and
maintaining disclosure controls and procedures (as defined in Exchange Act Rules
13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in
Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
a.
b.
c.
d.
Designed such disclosure controls and procedures, or caused such
disclosure controls and procedures to be designed under our supervision, to
ensure that material information relating to the registrant, including its
consolidated subsidiaries, is made known to us by others within those
entities, particularly during the period in which this report is being
prepared;
Designed such internal control over financial reporting, or caused such
internal control over financial reporting to be designed under our
supervision, to provide reasonable assurance regarding the reliability of
financial reporting and the preparation of financial statements for external
purposes in accordance with generally accepted accounting principles;
Evaluated the effectiveness of the registrant’s disclosure controls and
procedures and presented in this report our conclusions about the
effectiveness of the disclosure controls and procedures, as of the end of the
period covered by this report based on such evaluation; and
Disclosed in this report any change in the registrant’s internal control over
financial reporting that occurred during the registrant’s most recent fiscal
quarter (the registrant’s fourth fiscal quarter in the case of an annual
report) that has materially affected, or is reasonably likely to materially
affect, the registrant’s internal control over financial reporting; and
5.
The registrant’s other certifying officer and I have disclosed, based on our most recent
evaluation of internal control over financial reporting, to the registrant’s auditors and the
audit committee of the registrant’s board of directors (or persons performing the
equivalent functions):
a.
b.
All significant deficiencies and material weaknesses in the design or
operation of internal control over financial reporting which are reasonably
likely to adversely affect the registrant’s ability to record, process,
summarize and report financial information; and
Any fraud, whether or not material, that involves management or other
employees who have a significant role in the registrant’s internal control
over financial reporting.
Date: February 22, 2024
By:
/s/ Glynis A. Bryan
Glynis A. Bryan
Chief Financial Officer
Exhibit 32.1
INSIGHT ENTERPRISES, INC.
CERTIFICATION PURSUANT TO
18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
In connection with the Annual Report on Form 10-K of Insight Enterprises, Inc.
(the “Company”) for the year ended December 31, 2023 as filed with the Securities and
Exchange Commission on the date hereof (the “Report”), we, Joyce A. Mullen, Chief
Executive Officer of the Company, and Glynis A. Bryan, Chief Financial Officer of the
Company, certify, pursuant to 18 U.S.C. §1350, as adopted pursuant to §906 of the
Sarbanes-Oxley Act of 2002, that to the best of our knowledge:
(1)
(2)
The Report fully complies with the requirements of Section 13(a) or
15(d) of the Securities Exchange Act of 1934; and
The information contained in the Report fairly presents, in all material
respects, the financial condition and results of operations of the
Company.
By: /s/ Joyce A. Mullen
Joyce A. Mullen
Chief Executive Officer
February 22, 2024
By: /s/ Glynis A. Bryan
Glynis A. Bryan
Chief Financial Officer
February 22, 2024
BOARD OF DIRECTORS
Timothy A. Crown
Chairman of the Board
Investor / Entrepreneur
Joyce A. Mullen
President and Chief
Executive Officer,
Insight Enterprises, Inc.
Richard E. Allen
Investor
Bruce Armstrong
Operating Partner,
Khosla Ventures
Linda M. Breard
Investor
Catherine Courage
Vice President of
Experience for
Consumer Products,
Google, Inc.
Anthony A. Ibargüen
Chief Executive Officer,
Quench USA, Inc.
Kathleen S. Pushor
Independent
Consultant
Girish Rishi
Chief Executive Officer,
Cognite LLC
Alex Baum
Partner,
ValueAct Capital
INSIGHT.COM | 1.800.INSIGHT
INSIGHT’S LEADERSHIP
Joyce A. Mullen
President and Chief
Executive Officer
Dee Burger
President, Insight
North America
Glynis Bryan
Chief Financial
Officer
Samuel C. Cowley
Senior Vice President,
General Counsel
and Secretary
Rachael A. Crump
Chief Accounting
Officer
Rob Green
Chief Digital Officer
Adrian Gregory
President,
Insight EMEA
James A. Morgado
Senior Vice President,
Finance
Mike Morgan
Senior Vice President
and Managing
Director, Insight APAC
Jen Vasin
Chief Human
Resources Officer
James A. Morgado
Investor Relations
480.333.3251
james.morgado@insight.com
Scott Walters
Media Relations
480.889.9798
scott.walters@insight.com
Transfer Agent
EQ Shareowner Services
1110 Centre Pointe Curve, Suite 101
Mendota Heights, MN 55120
800.468.9716
www.shareowneronline.com
Auditors
KPMG LLP
Phoenix, AZ
Common Stock Listing
The company’s common stock is listed on the Nasdaq
Global Select Market under the trading symbol NSIT.
Insight global headquarters
2701 E Insight Way
Chandler, AZ 85286
800.467.4448