We’ve been doing this a while. We still pick up the phone.

Started early

Will started working for his dad before he could point a flashlight in the right place. While other kids had summers off, he was earning money for video games and a very cool BMX bike. Over time he got good at aiming flashlights, building cool things and, eventually, running the whole company. When his dad retired, Will headed into tech.

Learned the hard way

He cut his teeth selling office technology for Toshiba, Kyocera, and Konica Minolta while collecting a few sales awards along the way. He also learned that across the industry, “service after the sale” was mostly a phrase used before the sale. So he set out to build a company that keeps its promises.

Then came LAN parties

A coworker’s husband introduced him to LAN gaming, and that was it. Will learned everything he could about computers, mostly so he could stop losing. He also hauled a very heavy desktop computer to a lot of parties, which counts as strength training. Along the way he met some of the sharpest IT people in Southern California, from hospitals, banks, audio companies, and tech firms. Many of them now run IT departments.

Over-delivering, on purpose

Next, he co-founded a managed print services company and ran it as lead partner, which meant handling the books and most of the sales department. He also picked up a few hats nobody asked him to wear: network admin, Adobe creative technologist, graphic designer, the marketing department, delivery driver, and repair tech for just about anything with a plug. Those early flashlight skills finally paid off. One rule never changed: over-deliver on service and support.

Direct to Market

Will then teamed up with a colleague from New Brunswick, Canada (home of the world’s highest tides), to launch Direct to Market in the US. They started with Adobe and Microsoft licensing, computers from HP, Dell, and Lenovo, and managed print contracts. It grew from there. Eventually his partner followed a passion for real estate. Will followed his into the mountains.

Off the clock

Cycling 100+ miles a week in the Santa Monica Mountains led Will to the Mountain Bike Unit, a volunteer patrol with the National Park Service and State Parks. He helps people with heat exhaustion and broken collarbones. It’s honorable work, and the free parking is a nice bonus.

When 2020 shut California down, DTM went remote and stayed that way. With little else open, Will got serious about golf. His game used to be dad jokes, an IPA, and trying to break 100. Now it’s sunrise tee times, protein bars, and keeping score on one hand.

His sister won Olympic gold in softball at Atlanta. Will has worn the medal. It’s heavier than you’d think. He may not have given it back.

What it means for you

Decades in the industry, a network of IT leaders, and one belief that hasn’t changed: the sale is where the work starts, not where it ends.