0001047469-13-002805.txt : 20130315 0001047469-13-002805.hdr.sgml : 20130315 20130315101109 ACCESSION NUMBER: 0001047469-13-002805 CONFORMED SUBMISSION TYPE: 10-K PUBLIC DOCUMENT COUNT: 11 CONFORMED PERIOD OF REPORT: 20121231 FILED AS OF DATE: 20130315 DATE AS OF CHANGE: 20130315 FILER: COMPANY DATA: COMPANY CONFORMED NAME: DATALINK CORP CENTRAL INDEX KEY: 0001056923 STANDARD INDUSTRIAL CLASSIFICATION: SERVICES-COMPUTER INTEGRATED SYSTEMS DESIGN [7373] IRS NUMBER: 410856543 STATE OF INCORPORATION: MN FISCAL YEAR END: 1231 FILING VALUES: FORM TYPE: 10-K SEC ACT: 1934 Act SEC FILE NUMBER: 000-29758 FILM NUMBER: 13692498 BUSINESS ADDRESS: STREET 1: 8170 UPLAND CIRCLE CITY: CHANHASSEN STATE: MN ZIP: 55317 BUSINESS PHONE: (952) 944-3462 MAIL ADDRESS: STREET 1: 8170 UPLAND CIRCLE CITY: CHANHASSEN STATE: MN ZIP: 55317 10-K 1 a2213605z10-k.htm 10-K
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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D. C. 20549


FORM 10-K

(Mark one)    

ý
 
ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(D) OF THE SECURITIES EXCHANGE ACT OF 1934

FOR THE FISCAL YEAR ENDED DECEMBER 31, 2012

OR

o
 
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(D) OF THE SECURITIES EXCHANGE ACT OF 1934

For The Transition Period From                        To                       

Commission file number: 000-29758


DATALINK CORPORATION
(Exact name of registrant as specified in its charter)

MINNESOTA   41-0856543
(State or other jurisdiction of incorporation)   (IRS Employer Identification Number)

10050 Crosstown Circle, Suite 500
EDEN PRAIRIE, MINNESOTA 55344
(Address of Principal Executive Offices)

(952) 944-3462
(Registrant's Telephone Number, Including Area Code)

Securities registered pursuant to Section 12(b) of the Act: None.

Securities registered pursuant to Section 12(g) of the Act: Common Stock, $0.001 par value.

Name of exchange on which registered: NASDAQ Global Market

        Indicate by check mark if the registrant is a well known seasoned issuer as defined in Rule 405 of the Securities Act. Yes o    No ý

        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 ý

        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 ý    No o

        Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulations S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files). Yes ý    No o

        Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K (§229.405 of this chapter) is not contained herein, and will not be contained, to the best of registrant's knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. ý

        Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer or a smaller reporting company.

Large Accelerated Filer o   Accelerated Filer ý   Non-Accelerated Filer o   Smaller Reporting Company o

        Indicate by check mark whether the registrant is a shell company (as defined by Rule 12b-2 of the Exchange Act). Yes o    No ý

        Aggregate market value of the voting and non-voting common equity held by non-affiliates of the registrant at June 30, 2012: $134,810,293.

        At March 8, 2013, the number of shares outstanding of the registrant's classes of common stock was 18,629,627.

DOCUMENTS INCORPORATED BY REFERENCE

        Portions of the Registrant's Proxy Statement for its 2013 Annual Meeting of Shareholders are incorporated by reference to Part III of this Form 10-K.

   


NOTE REGARDING FORWARD-LOOKING STATEMENTS

        The Private Securities Litigation Reform Act of 1995 provides a "safe harbor" for certain forward-looking statements. This Annual Report on Form 10-K (Annual Report) contains forward-looking statements. These forward-looking statements are subject to certain risks and uncertainties, including those identified below, which could cause actual results to differ materially from historical results or those anticipated. The words "aim," "believe," "expect," "anticipate," "intend," "estimate" and other expressions which indicate future events and trends identify forward-looking statements. Actual future results and trends may differ materially from historical results or those anticipated depending upon a variety of factors, including, but not limited to: the level of continuing demand for data center solutions and services including the effects of current economic and credit conditions and the ability of organizations to outsource data center infrastructure-related services to service providers such as us; the migration of organizations to virtualized server environments, including using a private cloud computing infrastructure; the extent to which customers deploy disk-based backup recovery solutions; the realization of the expected trends identified for advanced network infrastructures; reliance by manufacturers on their data service partners to integrate their specialized products; continued preferred status with certain principal suppliers; competition and pricing pressures and timing of our installations that may adversely affect our revenues and profits; fixed employment costs that may impact profitability if we suffer revenue shortfalls; our ability to hire and retain key technical and sales personnel; continued productivity of our sales personnel; our dependence on key suppliers; our ability to adapt to rapid technological change; success of the implementation of our enterprise resource planning system; risks associated with integrating completed and future acquisitions; the ability to execute our acquisition strategy; fluctuations in our quarterly operating results; future changes in applicable accounting rules; and volatility in our stock price. Further, our revenues are not necessarily reflected by our backlog of contracted orders, which also may fluctuate unpredictably.

        These statements reflect our current views with respect to future events and are based on assumptions subject to risks and uncertainties. We do not intend to update or revise any forward-looking statements whether as a result of new information, future events or otherwise. Additional factors that may cause actual results to differ from our assumptions and expectations include those set forth in our Form 10-K and Form 10-Qs that we file with the Securities and Exchange Commission. All forward-looking statements are quantified by, and should be considered in conjunction with, such cautionary statements. For additional discussion of the risks and uncertainties applicable to us, see the "Risk Factors" section of this Form 10-K.


PART I

Item 1.    Business.

Overview

        Datalink Corporation was incorporated in Minnesota in 1987. We provide solutions and services that make data centers more efficient, manageable and responsive to changing business needs. Focused on mid and large-size companies, we assess, design, deploy, manage, and support unified infrastructures such as servers, storage and networks. We leverage hardware and software from the industry's leading original equipment manufacturers (OEMs) as part of our data center optimization offerings.

        Our portfolio of solutions and services spans four practices:

    •
    Consolidation and virtualization

      Our consolidation and virtualization solutions and services allow data center infrastructures to be flexible, shared, and manageable. Our consolidation solutions and services enable organizations to share server and storage resources, thereby reducing the number of systems to be managed and maintained. Virtualization refers to the various techniques or approaches of creating a

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      virtual, rather than actual, version of an operating system, server, storage device, or network resources. Our virtualization portfolio supports near-term needs (for example, virtualizing server and storage environments) and enables organizations to develop and execute long-term strategies for data center efficiency (for example, "private cloud" computing and data center build-outs). Cloud computing refers to the use of Internet-based computing, storage and connectivity for a variety of different services. Our virtualization infrastructure assessments provide end-to-end views of existing resources, including servers (both physical and virtual), applications and storage.

    •
    Data storage and protection

      Our enhanced data protection and storage services and solutions help customers safeguard their information, as well as meet internal and external requirements for accessing, protecting, and retaining these assets. Our solutions include network-attached, direct-attached, and private cloud-based storage, local and remote backup, disaster recovery, archive, and compliance. We align each solution with customer service level agreements and business needs in mind. Our backup audits and assessments provide customers with backup operation performance metrics and recommendations for improvement. We also offer managed backup services whereby customers engage us to assume day-to-day management of their backup operations. In addition, we offer data capacity planning services that help organizations plan for data growth, as well as maximize utilization of all storage systems.

    •
    Advanced network infrastructures

      We assess, design, and deploy robust network infrastructures. We help companies consolidate, converge, and optimize their networks. Our solutions vary in scope from entire networks to enhanced router, switch, WLAN, security/VPN, and WAN optimization technologies. Our network architectural review services include an assessment of a customer's current network design, recommendations for improvement, and a roadmap for migrating to a consolidated and converged network. We also provide contracts administration services as part of our SmartNet service.

    •
    Business continuity and disaster recovery solutions

      By integrating our best-practice methods and business continuity expertise into an individualized process, we turn business continuity and disaster recovery into an overall change process. We believe this collaborative strategy helps organizations view their investments in enterprise technology not as individual servers or applications, but as a cohesive pool of computing resources able to rapidly adjust to new demands and reduce the risk of disruption.

        We offer a full suite of practice-specific consulting, analysis, design, implementation, management, and support services. We deliver these services through our experienced team. Our team consists of approximately 180 engineering professional and support services members that are based throughout the United States.

        We have a robust physical laboratory that customers can visit in Minneapolis. This lab enables customers to participate in physical demonstrations of a wide variety of technologies, including: site-to-site replication, data recovery, WAN optimization, de-duplication, and virtual data center architectures. Alternatively, customers can participate in a virtual demonstration from the convenience of their own office.

        In addition to demonstrations, we leverage this lab to test, validate and compare technologies from the leading manufacturers and software developers, perform configuration services, troubleshoot support issues and train our professional and support services teams.

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Industry Highlights

        Mid and large size companies, which are typically greater than 500 employees, are increasingly focused on transforming their data centers in order to increase agility, enhance service levels, and reduce costs. Information technology (IT) departments are faced with a daunting challenge of rapidly expanding amounts of data to manage. In addition, IT departments face increasing demands for availability of this data for day-to-day business and to meet regulatory requirements. At the same time, organizations are seeking greater operational efficiency and lower costs. As a result, we expect customers will continue to look for alternatives to simplify management of storage, network, and server infrastructures and increase productivity of existing IT teams. Transformational technologies and approaches, like virtualization and private cloud computing, help achieve each of these objectives. Virtualization and private cloud computing enable organizations to more quickly adapt to changing business requirements, improve service levels via simplified management, and reduce costs through higher utilization rates.

        We anticipate the virtualization of servers, storage and networks and migration to unified virtual data center architectures will primarily occur in stages, with a focus on building a foundation to support future private cloud strategies. We expect this will result in continued demand for shared storage, as well as backup and disaster recovery infrastructures tuned to virtualized server environments. We also expect that the increased bandwidth requirements of high density virtualized server environments will drive demand for high bandwidth integrated converged networks.

        Employees, customers and suppliers demand uninterrupted access to mission-critical data 24 hours a day, 7 days a week. As a result, organizations continue to require flexible, scalable and highly available server, storage and network solutions.

        We believe that capital investment priorities of the customers in our industry will include:

    •
    Virtualization and consolidation

      Virtualization will play a key role in data center transformation strategies. Virtualization and private cloud computing enable organizations to reduce costs, increase agility, and improve management and utilization.

      Our customers need a comprehensive virtualization strategy encompassing server, storage and network environments. Without this unified data center approach, companies cannot realize the full benefits of virtualization.

      We expect organizations will continue to seek the professional services of a provider, like us, to assess their environment, conduct a gap analysis, and develop virtual data center migration paths that will enable them to protect and leverage each investment as they migrate to a private-cloud computing infrastructure. We expect that most of our customers will continue to deploy virtual data center infrastructures in a phased-in or total build out approach. We also expect that organizations will continue to seek the services of a provider that has unified data center expertise (server, storage, networks) and provides a full life cycle of services from consulting and design to deployment and ongoing support.

    •
    Enhanced data protection capabilities

      Increased need for high throughput performance, greater frequency of backups, quick restoration of data and stringent data availability requirements are key drivers in data center decision making. We expect these requirements will continue to drive the continued migration to disk-based protection solutions. Many of our customers have deployed disk-based backup and recovery solutions. With the convergence of key technologies, such as data de-duplication, WAN optimization, and advanced heterogeneous replication and snapshot software, we expect the benefits customers receive from disk-based backup will increase, resulting in increased demand.

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    •
    Advanced network infrastructures

      We expect that two trends will continue to drive the continued evolution of data center networking. The advancement of data center virtualization increases the need to update networking infrastructure to support increased bandwidth with networking infrastructure and management that is more integrated with server virtualization and private cloud initiatives. In addition, those seeking simplified management, cost reductions, and increased flexibility will consolidate and converge disparate networks (e.g. storage and data management) and migrate to unified fabrics.

    •
    Acceptance and growing need for data center services.

      We expect IT organizations to increasingly outsource data center infrastructure-related services, including consulting, implementation, management and support to a company who can provide a holistic solution. An increased focus on technologies that provide greater efficiency and business value, the growing complexity of networked environments and flat IT department headcount growth in light of current economic conditions facilitate this trend.

The Datalink Opportunity

        The movement toward computing environments that offer more adaptable and scalable IT services drives demand for data center-focused solutions and services providers, such as us. Both potential customers and data center infrastructure manufacturers are looking to providers, such as us, primarily for the following reasons:

        Pressures on Customers.    Migrating data centers to those that are more efficient, scalable, and flexible, is complex. Private cloud computing is transformational in nature. It impacts the relationship between the business and IT, as well as how IT organizations are structured and operate. As a result, we believe customers are looking for solution providers, to sort through their options, define migration plans, and execute accordingly. In addition, we believe organizations will increasingly look outside their in-house technical staff to leverage the expertise of companies, for strategy definition and execution.

        Pressures on Manufacturers.    We believe manufacturers increasingly rely on channel partners such as us for two principal reasons:

    •
    Sophisticated, virtualized storage, network, and server solutions require the integration of highly specialized products made by a variety of manufacturers. A virtual data center, for instance, can utilize components such as software, disk systems, routers, switches, and servers, each from a different manufacturer. Manufacturers generally focus on only a portion of the overall data center, leaving companies like us to integrate comprehensive solutions from the best available products and technologies.

    •
    Gross profit margins have been under pressure for many manufacturers. Because of the high cost of maintaining a large national sales and marketing organization, we believe manufacturers have found value in leveraging the sales and marketing functions of channel partners, such as us.

        We believe we are uniquely positioned to capitalize on this significant opportunity for the following reasons:

        Expertise.    We have implemented data center solutions for over 20 years. This experience has given us significant expertise in understanding and applying storage, server, and networking technologies either as individual technologies or in unified data center architecture. We continually invest in training to adapt to the ever-changing needs of our customers and capitalize on opportunities.

        Not Tied to One Manufacturer.    Unlike many of our competitors, we are not tied to one or a limited number of manufacturers or particular technologies. This gives us the flexibility to be

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consultative in our approach. Our customers rely on us to choose the best available hardware and software and tailor it to their individual needs.

The Datalink Solution

        We combine our expertise and comprehensive services portfolio with quality products from leading manufacturers to meet each customer's specific needs. Our services include:

Consulting

        Our consultants deliver highly customized research, advice, and action plans to help customers optimize their data centers. Our independent recommendations help customers respond to challenges in the following areas: data center optimization and consolidation, business continuity, disaster recovery, and IT governance.

Analysis

        At the beginning of an engagement, we place considerable emphasis on formulating a needs analysis based on each customer's business initiatives, operating environment and current and anticipated unified data center requirements. While our focus is on each customer's unique situation, we bring to each engagement our extensive product knowledge and the experience we have gained from providing data center solutions for over twenty years to customers in numerous industries.

        Our assessment services provide customers with objective guidance on developing virtualization and consolidation, backup and recovery, and advanced network infrastructures that optimize their resources, leverage their existing environments and facilitate cost-effective growth for the future. These services provide an independent viewpoint to align people, processes and technologies with business objectives. They also help organizations maximize current investments, outline recommendations for future purchases and provide assurance that server, storage and networking infrastructures are efficient, reliable and scalable.

Design

        Once we have completed our initial analysis, we begin the design phase of the project. Our professional services teams work together to design a system that meets the customer's server, storage and networking needs and budget. Our customers are able to choose from a wide range of technologies in order to fuse together the appropriate hardware, software and services for each project.

        We design data center infrastructures based on each customer's detailed business requirements. The engagement begins with a definition of the project's objectives, scope and key milestones. Our team then prepares an outline of the schedule and deliverables. Following a thorough analysis, the team prepares a comprehensive blueprint of the infrastructure, including a detailed design schematic, key implementation milestones and recommendations for handling potential configuration issues to ensure a smooth transition to new server, storage and networking environments.

Implementation

        Once we design a solution, we formulate a detailed project implementation plan with our customers to meet their financial and operating objectives and minimize disruption to their operations. We oversee the timely delivery of hardware and software products to the customer's location. We then coordinate the installation with our professional services teams, or personnel from equipment manufacturers, and complete the installation at the customer's site using industry best practices.

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Support

        We provide our customers advanced around the clock technical support from a team of customer support and field engineers. Our extensive experience with data center solutions enables our staff to deliver expert configuration and usage assistance, technical advice and prompt incident detection and resolution. The support team also acts as our primary interface with manufacturers' technical support organizations.

        Our support services offer additional flexible levels of service to help organizations maximize the return on their technology investments. We believe that our customer support program is one of very few customer service plans that provide support across multiple storage product lines and manufacturers.

        We provide our analysis, design, implementation, management and support services to customers through either a stand-alone services engagement or as a part of an overall project that includes a server, storage and networking solutions and services.

Management

        We relieve burdened internal IT teams with a growing portfolio of managed services. Our services enhance the productivity of our customer's IT teams, as well as drive greater operational efficiency. Our monitoring and reporting services provide real-time data and historical analysis of the performance of unified data center infrastructures spanning storage, servers, and networks. We also offer data management services that enhance data protection capabilities. Finally, we offer a suite of managed infrastructure services which includes around the clock monitoring, management, and reporting. Managed services, such as these, can be coupled with our OneCall support services, thereby providing the opportunity for proactive monitor and alert service by our team of experts.

Our Strategy

        Our strategy is to improve our position as a data center solutions and services provider and to continue to develop a customer-focused, high performance company with sustainable profitable growth. To achieve these objectives, we intend to build upon our record of successfully addressing the evolving needs of our customers. Key elements of our strategy include:

Increase Sales Team Productivity

        Although we believe that our sales productivity is high, we believe it can be improved. We continue to accelerate the learning and productivity curve of our newer sales professionals and enhance the skills of seasoned executives through implementation of techniques and best practices learned from our top producers.

Scale Existing Locations and Expand into New Locations via Acquisitions

        We continue to scale our existing geographic locations to increase market share, leverage fixed expenses and provide higher quality service levels. We expect to drive this growth by hiring experienced, quality account executives and field engineers to gain sales productivity and field engineering utilization. In the past we have made acquisitions to grow our business including our acquisitions of Midwave Corporation in 2011 and Strategic Technologies, Inc. in 2012 (each discussed in more detail below). We intend to continue to grow our business via select acquisitions. We seek acquisition targets that align closely with our data center portfolio offerings.

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Expand Customer Support Revenues

        We significantly increased our customer support capabilities and performance over the last several years and will continue to make this a focus. We believe that our customers appreciate our quality support services, which we believe will continue to be a key differentiator and growth driver for us.

Enhance Our Consulting and Professional Services Business

        Consulting services represents a sizable opportunity to drive additional professional services and follow-on hardware and software revenues in both existing and new accounts. Consulting services enable us to differentiate ourselves from our competition, as well as build executive-level relationships within the accounts we serve. In addition, by improving our assessment, implementation and audit service methodologies and sales tools, we plan to enhance our solution selling capabilities. We believe hiring experienced data center consultants, and providing our sales teams with the tools they need to uncover consulting opportunities, will increase consulting services as well as additional hardware and software revenues.

Expand Managed Services Portfolio

        Providing our customers with value-driven, recurring services represents a significant opportunity for differentiation and growth for us along with increasing reoccurring revenue. We will focus efforts around our expanded suite of managed services designed to free up the IT teams of our customers so that they can focus on high-impact projects, while at the same time helping them to drive greater data center efficiencies and services levels. Our managed services will initially span backup, archiving, server, storage and network operations.

Segment and Geographic Information

        We do not have any separate reportable segments. In addition, we have not generated any of our revenues outside of the United States and we do not have any long-lived assets located outside of the United States.

Suppliers and Products

        We do not manufacture server, storage, or networking products. Instead, we continually evaluate and test new and emerging technologies from leading manufacturers to ensure that our solutions incorporate state-of-the-art, high performance, cost-effective technologies. This enables us to maintain our technological leadership, identify new and innovative products and applications and objectively help our customers align their data center solutions with their business needs.

        We have strong, established relationships with the major storage, server, and networking hardware and software suppliers. Our expertise in open system environments includes UNIX, Microsoft Windows, Linux, Solaris, and in-depth knowledge of all major hardware and software technologies manufactured by industry leaders. This expertise has earned us preferred status with many of our principal suppliers. Preferred status often enables us to participate in our suppliers' new product development, evaluation, introduction and marketing programs. These collaborations enable us to identify and market innovative new hardware and software products and exchange critical information in order to maximize customer satisfaction.

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        Some of our major suppliers and the products they provide are listed below:

Products
  Suppliers

Disk Storage

   EMC Corporation
Hitachi Data Systems Corporation
NetApp Inc.
Oracle Systems
Quantum Corporation

Tape Automation

  

Oracle Systems
Quantum Corporation
Spectra Logic Corporation

Software

  

Oracle Systems
Sepaton Inc.
Symantec Corporation
VMware, Inc.

Servers

  

Cisco Systems, Inc.
Dell Inc.
Oracle Systems

Switches/Directors/Storage Networking

  

Brocade Communications Systems, Inc.
Cisco Systems, Inc.
F5 Networks, Inc.
Riverbed Technology, Inc.

        We have not had difficulty in obtaining products that we use in our business from our current suppliers. In addition, we do not rely on one or a few suppliers for the products we use in our business.

Customers

        Customer engagements range from specialized professional assessment and design services, to complex, virtual data center implementations. We also provide hardware and software to our customers on an as-needed basis in order to enable one of our designs or to increase the capacity of their current infrastructures. We serve customers throughout the United States in a diverse group of data intensive industries. Our broad industry experience enables us to understand application and business issues specific to each customer and to design and implement appropriate networked storage solutions.

        In 2012, 2011, and 2010, we had no customers that accounted for 10% or more of our revenues. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively. See "Management's Discussion and Analysis of Financial Condition and Results of Operations" for the historical revenue generated by our services.

Sales and Marketing

        We market and sell our products and services throughout the United States primarily through a direct sales force. In addition to our Minneapolis headquarters, as of December 31, 2012, we have 36 field sales offices, including home offices, in order to efficiently serve our customers' needs.

        Our field account executives and account associates work closely with our technical services team in evaluating the data center project needs of existing and prospective customers and in designing high quality, cost effective solutions. To ensure quality service, we assign each customer a specific field account executive and account associate. Our accounts and technical teams generated a total of 452 new customers in 2012 through a combination of acquisitions and organic growth and sold product

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and services to over 2,100 current customers. Our accounts and technical teams generated a total of 290 new customers in 2011.

        In addition to the efforts of our field account executives, account associates, and technical services team we engage in a variety of other marketing activities designed to attract new business and retain customer loyalty. We regularly execute integrated, demand generation campaigns, gain exposure through online and print trade publications, hold information seminars, and use social media channels to share information about topics, such as virtual data centers, private cloud computing, storage, data protection and disaster recovery and business continuity trends and best practices.

Competition

        Competition for the solutions we provide is fragmented, and we compete with numerous large and small competitors. For data center solutions we compete with other technology infrastructure solution providers and system integrators, and technology value added resellers that focus on providing data center solutions. Our competitors are primarily either resellers that provide solutions using many of the same products from the manufacturers that we represent such as Cisco, EMC, Hitachi, NetApp, Symantec, VMware or they also may provide solutions using other competing manufacturer's products such as IBM, HP and others. We may also compete directly against some of these manufacturers when they are involved in selling to the customer directly.

        We believe that the principal competitive factor when marketing our solutions is our overall business model where we are focused on making data centers more efficient, manageable and responsive to our customer's business needs. Other important factors include total cost, technical competence, the strength of our relationship with the customer, the quality of our support services, and the quality of our relationship with the manufacturer of the products being supplied as part of a data center solution.

Employees

        As of December 31, 2012, we had a total of 459 employees, all of which are full-time employees. We have no employment agreements with any of our employees, except for Mr. Lidsky, our President and Chief Executive Officer, Mr. Barnum, our Vice President of Finance and Chief Financial Officer, Mr. O'Grady, our Executive Vice President of Field Operations and Ms. Clary, our Executive Vice President of Human Resources. None of our employees are unionized or subject to a collective bargaining agreement. We have experienced no work stoppages.

Backlog

        Effective January 1, 2011, our revenue recognition policy requires us to recognize product revenues upon shipment as compared to upon installation under our old revenue recognition method. We configure products to customer specifications and generally ship them shortly after we receive our customer's purchase order. Customers may change their orders with little or no penalty. Customer constraints, including customer readiness, and the availability of engineering resources may impact when we can complete our installation and configuration services, which represent approximately 5% of our revenues. Therefore, we do experience a backlog of orders. Our backlog, which represents firm orders we expect to recognize as revenue within the next 90 days, was $63.6 million and $59.4 million at December 31, 2012 and 2011, respectively.

Acquisitions

        We have completed acquisitions to grow our business in the past and we intend to continue to grow our business by select acquisitions. Our recent acquisitions are described below.

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        Strategic Technologies, Inc.    On October 4, 2012, we purchased substantially all of the assets and liabilities of Strategic Technologies, Inc. ("StraTech") from StraTech and Midas Medici Group Holdings, Inc. ("Midas", parent company of StraTech, and together with StraTech, the "Sellers"). StraTech is an IT services and solutions firm that shares our focus on optimizing enterprise data centers and IT infrastructure through a common product and services portfolio designed to help customers increase business agility. We purchased StraTech for an estimated purchase price of approximately $11.0 million, comprised of a cash payment of approximately $13.2 million, which is offset by a receivable due from the Sellers of approximately $4.2 million, resulting from the preliminary estimated working capital adjustment. In addition, we issued 269,783 shares of our common stock with a value of approximately $2.0 million. Those shares have been deposited in an escrow account as security for certain indemnification obligations of the Sellers. Pursuant to the asset purchase agreement, Sellers are obligated to pay us an amount equal to the difference between the actual tangible net assets on the closing date and the Sellers' good faith estimated net tangible assets as set forth in the asset purchase agreement. We recorded the receivable due from Sellers of approximately $4.2 million related to this payment at December 31, 2012. Sellers are disputing the amount owed to us in connection with this reconciliation payment. The asset purchase agreement contains an arbitration provision for disputes over the value of tangible net assets. The amount of the receivable we recorded may be impacted by the resolution of the arbitration proceeding. As of the filing of this Form 10-K, no resolution had been reached, and the parties are reviewing the working capital calculations and determining the timing for arbitration.

        This acquisition expanded our market share and physical presence across the Eastern seaboard of the United States. The acquisition also allows us to diversify our product offerings from certain manufacturers and expand our high-margin professional and managed services business lines. We expect to experience operational synergies and efficiencies through combined general and administrative corporate functions. Our results for 2012 reflect the addition of StraTech for the fourth quarter. Please see Note 2 to our financial statements for further information.

        Midwave Corporation.    In October 2011, we entered into an asset purchase agreement with Midwave Corporation ("Midwave") and its shareholders. Under the asset purchase agreement we purchased and acquired from Midwave substantially all of the assets used in Midwave's business. Midwave is an IT consulting firm that offers both professional services and sells products to business' IT organizations utilizing the product portfolios of certain information technology manufacturers, in the specific domains of data center services, networking services, managed services and advisory services. We paid a purchase price of approximately $19.1 million, comprised of a cash payment delivered at closing of approximately $16.1 million and issued 220,988 shares of our common stock with a value of approximately $1.6 million and approximately $1.4 million related to working capital adjustments subsequent to closing.

        This acquisition expanded our footprint in Minnesota making us the dominant data center services and infrastructure provider in the region. The acquisition also doubled our Cisco technology and services revenues, expanded our managed services portfolio with the addition of a data center infrastructure monitoring service, added an established security practice including product, services and consulting and doubled the size of our consulting services team. We have experienced operational synergies and efficiencies through the combined general and administrative corporate functions in 2012. Our results for 2011 and 2012 reflect the addition of Midwave during the fourth quarter of 2011. Please see Note 2 to our financial statements for further information.

Available Information

        Our website address is www.datalink.com. The material on our website is not part of this report. We make available at our website, free of charge, our Annual Reports on Form 10-K, Quarterly Reports on Form 10-Q, Current Reports on Form 8-K, and amendments to those reports filed or

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furnished pursuant to Section 13(a) or 15(d) of the Exchange Act as soon as reasonably practicable after we electronically file such material with, or furnish it to, the SEC.

        The public may also read and copy any materials we file with the SEC at the SEC's Public Reference Room at 100 F Street NE, Washington, DC 20549. The public may obtain information on the operation of the Public Reference Room by calling the SEC at 1-800-SEC-0330. All SEC filings are also available at the SEC's website at www.sec.gov.

Executive Officers of the Registrant

        Set forth below are the names, ages and titles of the persons serving as our current executive officers:

Name
  Age   Position
Paul F. Lidsky   59   President and Chief Executive Officer

Gregory T. Barnum
 
58
 
Vice President, Finance and Chief Financial Officer

Karen E. Clary
 
60
 
Executive Vice President, Human Resources

James D. Leslie
 
52
 
Executive Vice President, Strategy and Business Development

M. Shawn O'Grady
 
50
 
Executive Vice President, Field Operations

Denise M. Westenfield
 
49
 
Vice President, Controller and Chief Accounting Officer

        None of our executive officers have any family relationships with any of the other executive officers or any of our directors.

        Paul F. Lidsky was elected as a director in June 1998 and became our President and Chief Executive Officer in July 2009. Mr. Lidsky was the President and Chief Executive Officer of Calabrio, Inc. from October 2007 until July 2009. From December 2005 until September 2007, Mr. Lidsky served as Chief Operating Officer for Spanlink Communications, Inc. Between 2003 and 2004, Mr. Lidsky was President and Chief Executive Officer of Computer Telephony Solutions. From 2002 to 2003, Mr. Lidsky was President and Chief Executive Officer of VigiLanz Corporation. From 1997 until 2002, Mr. Lidsky was the President and Chief Executive Officer of OneLink Communications, Inc. Between 1985 and 1997, Mr. Lidsky was employed by Norstan, Inc, most recently as Executive Vice President of Strategy and Business Development.

        Gregory T. Barnum became our Vice President of Finance and Chief Financial Officer in March 2006. From January 2006 until the time he became our executive officer, he was a member of our Board of Directors. Prior to joining us, he served as Vice President of Finance, Chief Financial Officer and Corporate Secretary of Computer Network Technology Corporation from 1997 until the company's acquisition by McData Corporation in 2005. Between 1992 and 1997, Mr. Barnum served as Senior Vice President of Finance and Administration, Chief Financial Officer and Corporate Secretary of Tricord Systems, Inc., an enterprise server manufacturer. Between 1988 and 1992, he was Executive Vice President, Finance, Chief Financial Officer, Treasurer and Corporate Secretary of Cray Computer Corporation, a development stage company engaged in the design of supercomputers. Prior to that time, Mr. Barnum served in various accounting and financial management capacities for Cray Research, Inc., a manufacturer of supercomputers.

        Karen E. Clary became our Executive Vice President, Human Resources in January 2012. From 2007 until 2011, she served as Vice President, Global Human Resources for the BioPharma Services Division of Thermo Fisher Scientific, a provider of packaging, storage, logistics support and analytical support for pharmaceutical drug trials. From 2004 until 2007, Ms. Clary served as Vice President, Human Resources and Labor Relations of St. Paul Pioneer Press, a newspaper for the capital city of

11

Minnesota. Prior to that time, she held executive leadership roles at Cray Research, Inc. and Norstan, Inc., a telecommunications company.

        James D. Leslie became our Executive Vice President, Strategy and Business Development in October 2011, upon our acquisition of Midwave. Prior to joining us, Mr. Leslie founded Midwave in 1999 and served as Midwave's CEO. Prior to his employment with Midwave, Mr. Leslie's professional career included sales and senior management positions at several Minnesota-based IT services firms.

        M. Shawn O'Grady became our Executive Vice President, Field Operations in December 2009, upon our Incentra acquisition. Prior to joining us, he served Incentra and its affiliates since 2005 in various executive positions, most recently, as its President and Chief Executive Officer. Incentra filed for bankruptcy protection in 2009 while Mr. O'Grady served as an officer. Prior to his employment with Incentra, Mr. O'Grady was employed by Siemens Business Services, the information technology services division of Siemens AG, since 2000 in various capacities including its Senior Vice President and Business Unit General Manager, Consulting and Integration.

        Denise M. Westenfield became our Vice President, Controller and Chief Accounting Officer in February 2013. She joined Datalink in May 2000 as our Corporate Controller and has served us in that capacity since that time. From 1991 to 2000, Ms. Westenfield was employed by Cummins Inc., in its power generation division, most recently as its business controller. Between 1986 and 1991, Ms. Westenfield served in various accounting and financial management capacities for Honeywell Inc. in its Military Avionics Division.

Item 1A.    Risk Factors.

        As indicated in this Annual Report under the caption "Note Regarding Forward-Looking Statements," certain information contained in this Annual Report consists of forward-looking statements. Important factors that could cause actual results to differ materially from the forward-looking statements made in this Annual Report include the following:

Worldwide adverse economic conditions negatively impact our business.

        Over the past few years, financial markets in the United States, Europe and Asia have experienced extreme disruption, including, among other things, extreme volatility in security prices, severely diminished liquidity and credit availability, rating downgrades of certain investments and declining valuations of others. We have been impacted by these economic developments in that they continue to adversely affect the ability of our customers and suppliers to obtain financing for significant purchases and operations, and have reduced orders for our products and services. These economic conditions will continue to negatively impact us to the extent our customers defer purchasing decisions, thereby lengthening our sales cycles. In addition, our customers' may have constrained budgets affecting their ability to purchase our products at the same level. Our customers' ability to pay for our products and services may also be impaired, which may lead to an increase in our allowance for doubtful accounts and write-offs of accounts receivable. We are unable to predict the likely duration and severity of the current disruption in financial markets and adverse economic conditions in the U.S. Should these economic conditions result in us not meeting our revenue objectives, our operating results, financial condition and stock price could be adversely affected.

Competition could prevent us from increasing or sustaining our revenues or profitability.

        The enterprise-class information storage, server and networking market is rapidly evolving and is highly competitive. As technologies change rapidly, we expect that competition will increase in the future. Current economic conditions also place pressure on our competitors to lower their prices and seek opportunities of size and scale different than in the past. We compete with independent storage, server and networking system suppliers in the mid to large enterprise market and numerous value-

12

added resellers, distributors and consultants. We also compete in the storage, server and networking systems market with computer platform suppliers. Many of our current and potential competitors have significantly greater financial, technical, marketing, purchasing and other resources than we do. As a result, they may respond more quickly to changes in economic conditions and customer requirements and to new or emerging technologies, devote greater resources to the development, promotion and sale of products and deliver competitive products at lower end-user prices.

        Our suppliers are often our competitors. We are not the exclusive reseller of any data storage, server or networking product we offer. Instead, our suppliers market their products through other independent data storage, server and networking solution providers, OEMs, and through their own internal sales forces. We believe direct competition from our suppliers is likely to increase if, as expected, the server, storage and networking industries continues to consolidate and also converge with providers of server and networking technologies. This consolidation would likely result in fewer suppliers with greater resources to devote to internal sales and marketing efforts. In addition, our suppliers have established and will probably continue to establish cooperative relationships with other suppliers and other data storage, server and networking solution providers. These cooperative relationships are often intended to enable our suppliers to offer comprehensive storage, server and networking solutions, which compete with those we offer. If our relationships with our suppliers become adversarial, we could lose the preferred provider status we maintain with certain suppliers. If that were to occur, it would be more difficult for us to stay ahead of industry developments and provide our customers with the type of service and wide range of technology choices they expect from us.

        Most of our customers already employ in-house technical staffs. To the extent a customer's in-house technical staff develops sophisticated server, storage and networking systems expertise, the customer may be less likely to seek our services. Further, we compete with storage service providers who manage, store and backup their customers' data at off-site, networked data storage locations.

Mergers or other strategic transactions involving our competitors could weaken our competitive position, which could harm our operating results.

        Our industry is highly fragmented, and we believe it is likely that our existing competitors will continue to consolidate or will be acquired. In addition, some of our competitors may enter into new alliances with each other or may establish or strengthen cooperative relationships with systems integrators, third-party consulting firms or other parties. Any such consolidation, acquisition, alliance or cooperative relationship could lead to pricing pressure and our loss of market share and could result in a competitor with greater financial, technical, marketing, service and other resources, all of which could have a material adverse effect on our business, operating results and financial condition.

Our business is dependent on the trend toward outsourcing data center infrastructure-related services.

        Our business and growth depend in large part on the industry trend toward outsourced data center infrastructure-related services. Outsourcing means that an entity contracts with a third party, such as us, to provide data center infrastructure-related services such as consulting, implementation, management and support. There can be no assurance that this trend will continue, as organizations may elect to perform such services themselves. A significant change in this trend could have a material adverse effect on our business, financial condition and results of operations. Additionally, there can be no assurance that our cross-selling efforts will cause clients to purchase additional services from us or adopt a single-source outsourcing approach.

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Our financial results would suffer if the market for IT services and solutions does not continue to grow.

        Our services and solutions are designed to address the growing markets for data center consolidation and virtualization services (including private cloud computing), data center implementation services (including storage and data protection services and the implementation of virtualization solutions), and managed services (including operational support and client support). These markets are still evolving. A reduction in the demand for our services and solutions could be caused by, among other things, lack of client acceptance, weakening economic conditions, competing technologies and services or reductions in corporate spending. Our future financial results would suffer if the market for our data center services and solutions does not continue to grow.

With continued market demand for greater data center agility, scalability, and efficiency, we have been increasingly developing and marketing virtual data center and private cloud computing infrastructures and services. If businesses do not find our virtual data center and private cloud computing solutions compelling, our revenue growth and operating margins may decline.

        Our data center optimization portfolio is based on the virtualization of storage, computing, and network platforms within on-premises data centers. Our success depends on organizations and customers perceiving technological and operational benefits and cost savings associated with services-oriented, virtual data center and private cloud computing-based infrastructures. Although the use of virtualization technologies on servers has become broadly accepted for enterprise-level applications, the extent to which organizations will adopt virtualization across the data center and migrate to private cloud computing remains uncertain. Accordingly, as the market for our virtual data center and private cloud computing infrastructures mature and the scale of our business increases, the rate of growth in our infrastructure and services sales could be lower than those we have experienced in earlier periods. In addition, to the extent that our newer private cloud computing infrastructure solutions and services are adopted more slowly or less comprehensively than we expect, our revenue growth rates may slow materially or our revenue may decline substantially.

Our acquisition strategy poses substantial risks.

        As part of our growth strategy, we made two acquisitions in 2009, one acquisition in October 2011, one acquisition in October 2012 and plan to continue to pursue acquisitions in the future. We may not be able to identify suitable acquisition candidates or, if suitable candidates are identified, we may not be able to complete the acquisition on commercially acceptable terms. We may need to raise additional equity to consummate future acquisitions, which may not be feasible, may be on terms we do not consider favorable, would cause dilution to existing investors and could adversely affect our stock price. We also could incur substantial indebtedness in connection with an acquisition, which could decrease the value of our equity. The process of exploring and pursuing acquisition opportunities requires significant management and financial resources, which diverts attention from our core operations.

        Integration of acquisitions is very challenging and we cannot assure you that any acquisition will increase our revenues, earnings or stock price. Even if we are able to consummate an acquisition, such as our recent acquisitions, the transaction may present many risks. These risks include, among others: failing to achieve anticipated synergies and revenue increases; difficulty incorporating and integrating the acquired technologies or products with our existing product lines; coordinating, establishing or expanding sales, distribution and marketing functions, as necessary; disruption of our ongoing business and diversion of management's attention to transition or integration issues; unanticipated and unknown liabilities; the loss of key employees, customers, partners and channel partners of our company or of the acquired company; and difficulties implementing and maintaining sufficient controls, policies and procedures over the systems, products and processes of the acquired company. If we do not achieve the anticipated benefits of our acquisitions as rapidly or to the extent anticipated by our management and

14

financial or industry analysts or if others do not perceive the same benefits of the acquisition as we do, there could be a material, adverse effect on our business, financial condition, results of operations or stock price.

Our continued growth could strain our personnel and financial resources and infrastructure, and if we are unable to implement appropriate controls and procedures to manage our growth, we will not be able to implement our business plan successfully.

        Due to our recent acquisitions and continued rapid organic growth, we have experienced a period of rapid growth in our headcount and operations. To the extent that we are unable to sustain such growth, it will place a significant strain on our management, administrative, operational and financial infrastructure. Our success will depend in part upon the ability of our senior management to manage this growth effectively. To do so, we must continue to hire, train and manage new employees as needed. If our new hires perform poorly or do not achieve expected or forecasted utilization rates, or if we are unsuccessful in hiring, training, managing and integrating these new employees, or if we are not successful in retaining our existing employees, our future profitability and our business would be harmed. To manage the expected growth of our operations and personnel, we will need to continue to improve our operational, financial and management controls and our reporting systems and procedures. The headcount we are adding will increase our cost base, which will make it more difficult for us to offset any future revenue shortfalls by reducing expenses in the short term. If we fail to successfully manage our growth, we will be unable to execute our business plan.

Our ability to manage our business and monitor results is highly dependent upon information and communication systems. A failure of these systems or our ongoing enterprise resource planning ("ERP") implementation could disrupt our business operations.

        We are highly dependent upon a variety of internal computer and telecommunication systems to operate our business. In order to continue support of our growth, we are making significant technological upgrades to our information systems. We are in the process of implementing an ERP software system and related processes to perform various functions and improve on the efficiency of our business. This is a lengthy, complex and expensive process that will result in a diversion of resources from other business operations. Continued execution of the project plan for the ERP implementation, or a divergence from it, may result in cost overruns, project delays or business interruptions. In addition, divergence from our project plan could impact the timing and/or extent of benefits we expect to achieve from the ERP system and other process efficiencies.

        Any disruptions, delays or deficiencies in the design and/or implementation of the new ERP system, particularly any disruptions, delays or deficiencies that impact our business operations, could adversely affect our ability to effectively run and manage our business. Further, as we are dependent upon our ability to gather and promptly transmit accurate information to key decision makers, our business, results of operations and financial condition may be adversely affected if our information systems do not allow us to transmit accurate information. In particular, during the ERP implementation process, we may be limited in our ability to integrate any business that we acquire or may want to acquire. Failure to properly or adequately address these issues could impact our ability to perform necessary business operations, which could adversely affect our reputation, competitive position, business, results of operations and financial condition.

Our ability to recognize revenue can be adversely affected by product availability.

        We sell complex enterprise-class data storage, server and networking solutions, which include installation and configuration services. We generally recognize revenues from our sale of hardware and software products when shipment has been completed. We rely on our vendors to supply the hardware and software products we sell. We cannot control the availability and shipment of these products.

15

Delays due to component availability, natural disasters and other unforeseen events can prevent us from recognizing revenue on products we ship and may adversely affect our quarterly reported revenues. As a result, our stock price may decline.

Our key vendors could change or discontinue their incentive programs, which could adversely affect our business.

        Several of our key vendors have offered incentive programs to us over the past several years based on our achievement of particular sales levels of their products and early pay discounts. In addition, they have offered margin enhancement programs which provide enhanced discounts for particular products or new customer orders. These programs contributed to our profitability in 2012, 2011, and 2010. We cannot assure that these programs will continue or that the sales quotas for our participation will not increase, adversely affecting our ability to take advantage of the incentives. If for any reason, we cannot obtain the same benefits from incentive programs as in the past, it may significantly impact our profitability in the future.

We derive a significant percentage of our revenues from a small number of customers.

        In 2012, 2011, and 2010, we had no customers that accounted for 10% or more of our revenues. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively. Because we intend to continue to seek out large projects, we expect that a significant percentage of our revenues will continue to come from a small number of customers, although the composition of our key customers is likely to change from year to year. Current economic conditions likely will continue to adversely affect the number of and size of large projects available for us. If we fail to obtain a growing number of large projects each year, our revenues and profitability will likely be adversely affected. In addition, our reliance on large projects makes it more likely that our revenues and profits will fluctuate unpredictably from quarter to quarter and year to year. Unpredictable revenue and profit fluctuations may make our stock price more volatile and lead to a decline in our stock price.

Our business depends on our ability to hire and retain technical personnel and highly qualified sales people.

        Our future operating results depend upon our ability to attract, retain and motivate qualified engineers and sales people with enterprise-class data storage, server and networking solutions experience. If we fail to recruit and retain additional engineering and sales personnel, or if losses require us in the future to terminate employment of some of these personnel, we will experience greater difficulty realizing our business strategy, which could negatively affect our business, financial condition and stock price.

We generally do not have employment agreements with our employees.

        Our future operating results depend in significant part upon the continued contributions of our executive officers, managers, salespeople, engineers and other technical personnel, many of whom have substantial experience in our industry and would be difficult to replace. Except as to our President and Chief Executive Officer, Vice President of Finance and Chief Financial Officer, Executive Vice President of Field Operations, and Executive Vice President of Human Resources, we do not have employment agreements with our employees. Accordingly, our employees may voluntarily leave us at any time and work for our competitors. Our growth strategy depends in part on our ability to retain our current employees and hire new employees. Any failure to retain our key employees will make it much more difficult for us to maintain our operations and attain our growth objectives and could therefore be expected to adversely affect our operating results, financial condition and stock price.

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Our long sales cycle may cause fluctuating operating results, which may adversely affect our stock price.

        Our sales cycle is typically long and unpredictable, making it difficult to plan our business. Current economic conditions increase this uncertainty. Our long sales cycle requires us to invest resources in potential projects that may not occur. In addition, our long and unpredictable sales cycle may cause us to experience significant fluctuations in our future annual and quarterly operating results. It can also result in delayed revenues, difficulty in matching revenues with expenses and increased expenditures. Our business, operating results or financial condition and stock price may suffer as a result of any of these factors.

Our failure to raise additional capital or generate cash flows necessary to expand our operations and invest in new technologies could reduce our ability to compete successfully and adversely affect our results of operations.

        We may need to raise additional funds, and we may not be able to obtain additional debt or equity financing on favorable terms, if at all. If we raise additional equity financing, our security holders may experience significant dilution of their ownership interests and the value of shares of our common stock could decline. If we engage in debt financing, we may be required to accept terms that restrict our ability to incur additional indebtedness, force us to maintain specified liquidity or other ratios or restrict our ability to pay dividends or make acquisitions. If we need additional capital and cannot raise it on acceptable terms, we may not be able to, among other things:

    •
    continue to expand our technology development, sales and marketing organizations;

    •
    hire, train and retain employees; or

    •
    respond to competitive pressures or unanticipated working capital requirements.

        Our inability to do any of the foregoing could reduce our ability to compete successfully and adversely affect our results of operations.

If the storage, server and networking solutions industries fail to develop compelling new technologies, our business may suffer.

        Rapid and complex technological change, frequent new product introductions and evolving industry standards increase demand for our services. Because of this, our future success depends in part on the storage, server and networking solutions industry's ability to continue to develop leading-edge storage and related server and networking technology solutions. Our customers utilize our services in part because they know that newer technologies offer them significant benefits over the older technologies they are using. If the data storage industry ceases to develop compelling new storage, server and networking solutions, or if a single data storage, server and networking standard becomes widely accepted and implemented, it will be more difficult to sell new data storage, server and networking systems to our customers. The continued tightened budgets among established data storage, server and networking technology manufacturers and the difficulty of raising new capital for innovative, start-up companies, under current economic conditions may also stifle development of new data storage, server and networking technologies.

Our data center services and web site may be subject to intentional disruption

        Although we believe we have sufficient controls in place to prevent intentional disruptions, such as software viruses specifically designed to impede the performance of our data center services, we may be affected by such efforts in the future. Further, despite the implementation of security measures, this infrastructure or other systems that we interface with, including the Internet and related systems, may be vulnerable to physical break-ins, hackers, improper employee or contractor access, programming

17

errors, attacks by third parties or similar disruptive problems, resulting in the potential misappropriation of our proprietary information or interruptions of our services. Any compromise of our security, whether as a result of our own systems or systems that they interface with, could substantially disrupt our operations, harm our reputation and reduce demand for our services.

Control by our existing shareholders could discourage the potential acquisition of our business.

        Currently, our executive officers and directors beneficially own approximately 16.8% of our outstanding common stock. Acting together, these insiders may be able to significantly impact the election of our Board of Directors and may have a significant impact on the outcome of all other matters requiring shareholder approval. This voting concentration may also have the effect of delaying or preventing a change in our management or otherwise discourage potential acquirers from attempting to gain control of us. If potential acquirers are deterred, you may lose an opportunity to profit from a possible acquisition premium in our stock price.

Our stock price is volatile.

        The market price of our common stock fluctuates significantly, and, especially in light of current stock market and worldwide economic conditions, may continue to be volatile. We cannot assure you that our stock price will increase, or even that it will not decline significantly from the price you pay. Our stock price may be adversely affected by many factors, including:

    •
    actual or anticipated fluctuations in our operating results, including those resulting from changes in accounting rules;

    •
    general market conditions, including the effects of current economic conditions;

    •
    announcements of technical innovations;

    •
    new products or services offered by us, our suppliers or our competitors;

    •
    changes in estimates by securities analysts of our future financial performance;

    •
    our compliance with SEC and NASDAQ rules and regulations, including the Sarbanes-Oxley Act of 2002;

    •
    the timing of stock sales under 10b5-1 plans or otherwise; and

    •
    war and terrorism threats.

Our quarterly results of operations may fluctuate in the future, which could result in volatility in our stock price.

        Our quarterly revenues and results of operations have varied in the past and may fluctuate as a result of a variety of factors, including the success of our new offerings. If our quarterly revenues or results of operations fluctuate, the price of our common stock could decline substantially. Fluctuations in our results of operations may be due to a number of factors, including, but not limited to, those listed below and identified throughout this "Risk Factors" section:

    •
    our ability to retain and increase sales to customers and attract new customers;

    •
    the timing and success of introductions of new solutions or upgrades by us or our competitors;

    •
    the strength of the economy;

    •
    changes in our pricing policies or those of our competitors;

    •
    competition, including entry into the industry by new competitors and new offerings by existing competitors;

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    •
    the amount and timing of our expenses, including stock-based compensation and expenditures related to expanding our operations, supporting new customers or introducing new solutions; and

    •
    changes in the payment terms for our solutions.

We do not intend to declare dividends on our stock in the foreseeable future.

        We currently intend to retain all future earnings for the operation and expansion of our business and, therefore, do not anticipate declaring or paying cash dividends on our common stock in the foreseeable future. Any payment of cash dividends on our common stock will be at the discretion of our board of directors and will depend upon our results of operations, earnings, capital requirements, financial condition, future prospects, contractual restrictions and other factors deemed relevant by our board of directors. Therefore, you should not expect to receive dividend income from shares of our common stock.

Our governing documents and Minnesota law may discourage the potential acquisitions of our business.

        Our Board of Directors may issue additional shares of capital stock and establish their rights, preferences and classes, in some cases without shareholder approval. In addition, we are subject to anti-takeover provisions of Minnesota law. These provisions may deter or discourage takeover attempts and other changes in control of us without approval from our Board of Directors. If potential acquirers are deterred, you may lose an opportunity to profit from a possible acquisition premium in our stock price.

Future finite lived intangibles and goodwill impairment may unpredictably affect our financial results.

        We perform analyses of impairment to our finite lived intangibles when a triggering event occurs and to our goodwill at least annually or when we believe there may be impairment. Future events could cause us to conclude that impairment indicators exist and that goodwill and/or the finite lived intangibles associated with our acquired businesses are impaired. With the overall decline in the stock market, over the past several years, future potential decline in our stock price and the continued impact of the global economic downturn, it may become more likely that we would need to write down the carrying value of our assets and incur a current period charge to our earnings. Any resulting impairment loss could have a material adverse impact on our financial condition and results of operations.

Item 1B.    Unresolved Staff Comments.

        None.

Item 2.    Properties.

        As a result of our acquisition of certain assets of Midwave in October 2011, as tenant, we were the successor interest to a lease ("Original Lease") dated August 9, 2010. The Original Lease was for 20,851 square feet of office space. In December 2011, we entered into a First Amendment to Lease (the "Amendment") to the Original Lease for approximately 32,906 additional square feet of office space ("Expansion Space"), which provided us with approximately 54,000 total square feet available for our operations. We moved our corporate headquarters to this location in March 2012. Under the terms of the Amendment, the term of the Original Lease was extended for 42 months from March 1, 2016 through August 31, 2019 and the term of the lease for the Expansion Space is for seven years and six months, which commenced on March 1, 2012. We have the option to extend the term of the Lease for an additional five year term as long as certain conditions are met.

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        As a result of our acquisition of StraTech in October 2012, we are the successor in interest to six leases where StraTech was the tenant, with terms extending through October 2015. These facilities provide us with approximately 27,000 additional square feet of office space available for our operations in Georgia, Alabama, North Carolina, Florida, Maryland, and Tennessee.

        As of December 31, 2012, our other 29 leased locations (which house sales and technical staffs) are small-to-medium-sized offices throughout the United States with terms ending through 2016. Based on our present plans, we believe our current facilities will be adequate to meet our anticipated needs for at least the remaining terms of our respective leases.

Item 3.    Legal Proceedings.

        From time to time, we have been named as a defendant in legal actions arising from our normal business activities, none of which has had a material effect on our business, results of operations or financial condition. We believe that we have obtained adequate insurance coverage or rights to indemnification in connection with potential legal proceedings that may arise.

Item 4.    Mine Safety Disclosures.

        Not applicable.

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 PART II

Item 5.    Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of Equity Securities.

        Our common stock is quoted on the NASDAQ Global Market under the symbol "DTLK". The table below sets forth, for the calendar quarters indicated, the high and low per share closing sale prices of our common stock as reported by the NASDAQ Global Market.

 
   High   Low  

Year Ended December 31, 2012

              

First Quarter

   $ 10.32   $ 8.21  

Second Quarter

     10.85     9.03  

Third Quarter

     9.52     7.33  

Fourth Quarter

     8.69     7.34  

Year Ended December 31, 2011

              

First Quarter

     8.76     4.50  

Second Quarter

     8.16     5.94  

Third Quarter

     10.79     6.35  

Fourth Quarter

     9.87     7.08  

        On March 8, 2013, the closing price per share of our common stock was $10.68. We urge potential investors to obtain current market quotations before making any decision to invest in our common stock. On March 8, 2013, there were approximately 107 holders of common stock, including record holders and shareholders whose shares are held by a bank, broker or other nominee. However, we estimate that our shares are held by over 2,100 beneficial owners.

        We have paid no dividends on our common stock since our initial public offering in 1999. We intend to retain future earnings for use in our business, and we do not anticipate paying any cash dividends on our common stock in the foreseeable future.

        We did not purchase any of our securities during 2012, 2011, or 2010.

        On October 4, 2012, we purchased substantially all of the assets and liabilities of Strategic Technologies, Inc. ("StraTech") from StraTech and Midas Medici Group Holdings, Inc. ("Midas", parent company of StraTech, and together with StraTech, the "Sellers"). We purchased StraTech for an estimated purchase price of approximately $11.0 million, comprised of a cash payment of approximately $13.2 million, which is offset by a receivable due from the Sellers of approximately $4.2 million, resulting from the preliminary estimated working capital adjustment. In addition, we issued 269,783 shares of our common stock with a value of approximately $2.0 million. Those shares have been deposited in an escrow account as security for certain indemnification obligations of the Sellers. The issuance of such shares was exempt from the registration requirement of the Securities Act of 1933, as amended, pursuant to Section 4(2) thereof and Rule 506 promulgated under Regulation D because, among other things such issuance does not involve a public offering and the shares were issued solely to an accredited investor.

        In October 2011, we entered into an asset purchase agreement with Midwave and its shareholders. Under the asset purchase agreement, we acquired substantially all of the assets used in Midwave's business. We paid a purchase price of approximately $19.1 million for Midwave. This was comprised of a cash payment of approximately $16.1 million and issuance of 220,988 shares of our common stock with a value of approximately $1.6 million delivered at closing and approximately $1.4 million related to working capital adjustments subsequent to closing. We issued the common stock to Midwave on October 3, 2011. The issuance of such shares was exempt from the registration requirement of the Securities Act of 1933, as amended, pursuant to Section 4(2) thereof and Rule 506 promulgated under

21

Regulation D because, among other things such issuance did not involve a public offering and the shares were issued solely to an accredited investor. We did not have any unregistered sales of equity securities during 2010.

        You can find additional information about our equity compensation plans in Part III, Item 11 of this Annual Report.

Stock Performance Graph

        The graph below shows a comparison for the period commencing on December 31, 2007 and ending on December 31, 2012 of the annual percentage change in the cumulative total shareholder return for our common stock, assuming the investment of $100.00 on December 31, 2007, with the cumulative total shareholder returns for the NASDAQ Composite Index and the Russell 2000 Index, assuming the investment of $100.00 respectively on December 31, 2007. The shareholder returns over the indicated periods below are weighted based on market capitalization at the beginning of each measurement point and are not indicative of, or intended to forecast, future performance of our common stock. Data for the NASDAQ Composite Index and the Russell 2000 Index assumes reinvestment of dividends. We have never declared or paid dividends on our common stock and have no present plans to do so.


COMPARISON OF 5 YEAR CUMMULATIVE TOTAL RETURN
Datalink Corporation, The NASDAQ Composite Index
And The Russell 2000 Index

GRAPHIC

 
   12/31/07   12/31/08   12/31/09   12/31/10   12/31/11   12/31/12  

Datalink Corporation

     100.00     86.72     117.34     126.56     223.85     231.71  

NASDAQ Composite

     100.00     59.10     82.19     97.23     98.85     110.91  

Russell 2000 Index

     100.00     66.21     84.20     106.82     102.36     119.09  

22

Item 6.    Selected Financial Data.

        You should read the information below with our "Management's Discussion and Analysis of Financial Condition and Results of Operations" and our financial statements. The statement of operations data for the years ended December 31, 2012, 2011, and 2010 and the balance sheet data as of December 31, 2012 and 2011 are derived from our audited financial statements included in this Annual Report. The statement of operations data for the years ended December 31, 2009 and 2008 and the balance sheet data as of December 31, 2010, 2009 and 2008 are derived from our audited financial statements not included in this Annual Report. We acquired StraTech in October 2012, Midwave in October 2011, Incentra in December 2009, and the networking division of Cross in October 2009. They are included in our financial statements beginning on those dates.

 
   Year ended December 31,  
 
   2012   2011   2010   2009   2008  
 
   (in thousands, except per share data)
  

Statement of Operations Data:

                                

Net sales:

                                

Product sales

   $ 319,041   $ 245,743   $ 180,424   $ 94,788   $ 113,493  

Service sales

     172,161     134,284     113,255     83,294     82,104  
                       

Total net sales

     491,202     380,027     293,679     178,082     195,597  
                       

Cost of sales:

                                

Cost of product sales

     248,286     188,384     140,984     71,303     84,980  

Cost of services

     130,890     100,978     83,951     60,343     57,966  

Amortization of intangibles

     —     1,053     1,108     —     —  
                       

Total cost of sales

     379,176     290,415     226,043     131,646     142,946  
                       

Gross profit

     112,026     89,612     67,636     46,436     52,651  
                       

Operating expenses:

                                

Sales and marketing

     48,553     38,723     32,353     21,408     23,368  

General and administrative

     18,227     15,468     14,092     11,943     11,902  

Engineering

     22,974     17,535     15,652     11,650     11,590  

Other income(5)

     —     (1,127 )   (503 )   —     —  

Integration and transaction costs

     359     454     581     1,043     —  

Amortization of finite-lived intangibles(1)(2)(3)(4)

     4,195     1,766     1,483     843     711  
                       

Total operating expenses

     94,308     72,819     63,658     46,887     47,571  
                       

Earnings (loss) from operations

     17,718     16,793     3,978     (451 )   5,080  

Interest income, net

     59     50     14     94     589  

Interest/other expense

     (56 )   (40 )   —     (1 )   (37 )
                       

Earnings (loss) before income taxes

     17,721     16,803     3,992     (358 )   5,632  

Income tax expense

     7,186     6,958     1,690     197     2,236  
                       

Net earnings (loss)

   $ 10,535   $ 9,845   $ 2,302   $ (555 ) $ 3,396  
                       

Net earnings (loss) per common share:

                                

Basic

   $ 0.62   $ 0.62   $ 0.18   $ (0.04 ) $ 0.27  

Diluted

   $ 0.60   $ 0.61   $ 0.18   $ (0.04 ) $ 0.27  

Weighted average shares outstanding:

                                

Basic

     17,114     15,803     12,801     12,550     12,370  

Diluted

     17,491     16,213     12,981     12,550     12,495  

23


 
   As of December 31,  
 
   2012   2011   2010   2009(6)   2008  
 
   (In thousands)
  

Selected Balance Sheet Data:

                                

Cash and investments

   $ 10,315   $ 22,433   $ 8,988   $ 15,631   $ 27,730  

Working capital

     34,059     37,881     21,636     14,702     23,735  

Total assets

     370,507     277,951     176,072     153,978     135,892  

Stockholders' equity

     95,383     80,185     47,455     43,415     42,519  
(1)
In October 2009, we completed our acquisition of Cross. We have included its results of operations beginning on the acquisition date. We recorded finite lived intangibles, consisting of $67,000 for services agreement and $467,000 for certifications, which are amortized over their estimated lives of four years and two years, respectively.

(2)
In December 2009, we acquired the reseller business of Incentra. Therefore its results of operations are only included from the acquisition date forward. We recorded finite lived intangibles, consisting of $263,000 of trademarks, $1.1 million of backlog and $3.8 million of customer relationships, which are amortized over their estimated lives of three years, one year and eight years, respectively. In 2009 and 2010, we incurred integration costs of $1.0 million and $581,000, respectively, in conjunction with the acquisition of Incentra's reseller business.

(3)
In October 2011, we acquired Midwave. Therefore its results of operations are only included from the acquisition date forward. We recorded finite lived intangibles consisting of $478,000 of covenants not to compete, $1.1 million of order backlog and $5.1 million of customer relationships, which are amortized over their estimates lives of three years, three months and five years, respectively. In 2011, we incurred integration costs of $454,000 in conjunction with the acquisition of Midwave Corporation.

(4)
In October 2012, we acquired StraTech. Therefore its results of operations are only included from the acquisition date forward. We recorded finite lived intangibles consisting of $15.9 million of customer relationships, which is amortized over its estimated life of five years. In 2012, we incurred integration costs of $359,000 in conjunction with the acquisition of StraTech.

(5)
In conjunction with our Cross acquisition, we entered into a reverse earn-out agreement, which required Cross to purchase at least $1.8 million of networking products and services from us over three years. Cross agreed to pay any shortfall between customer purchases and the guaranteed annual purchase amount. In September 2010 and 2011, the first and second years of the three year reverse earn-out agreement came to an end and there was a shortfall paid by Cross of $503,000 and $574,000, respectively, which was recorded as other income since we had assumed that the revenue targets would be met and the reverse earn-out had no fair value. In October 2011, we entered into an agreement with Cross to allow for an early buyout of the third year reverse earn-out agreement for which Cross paid $553,000.

(6)
Selected balance sheet data for 2009 has been updated for measurement period changes related to our Incentra acquisition. Due to the timing of the acquisition (closed December 2009), complexities and related integration we did not complete our final fair value assessment until late in 2010. Adjustments to provisional amounts during the measurement period, that were the result of information that existed as of the acquisition date, require the revision of comparative prior period financial information when reissued in subsequent financial statements. Accordingly our 2009 balance sheet was adjusted to account for these changes. The changes resulted in a $523,000 reduction in goodwill and did not impact our statement of operations.

24

Item 7.    Management's Discussion and Analysis of Financial Condition and Results of Operations.

        You should read the following discussion in conjunction with our financial statements and the related notes included in Item 8. The following information includes forward-looking statements, the realization of which may be affected by certain important factors discussed under "Risk Factors."

Overview

        We provide solutions and services that make data centers more efficient, manageable and responsive to changing business needs. Focused on mid and large-size companies, we assess, design, deploy, and support infrastructures such as servers, storage and networks. We also resell hardware and software from the industry's leading OEMs as part of our customer offerings. Our portfolio of solutions and services spans four practices: consolidation and virtualization, data storage protection, advanced network infrastructures and business continuity and disaster recovery solutions. We offer a full suite of practice-specific consulting, analysis, design, implementation, management, and support services.

        Our solutions can include hardware products, such as servers, disk arrays, tape systems, networking and interconnection components and software products. Our data center strategy is supported through multiple trends in the market and involves supporting the market and our customers with a single vendor to provide their data center infrastructure needs. As of December 31, 2012, we have 36 locations, including both leased facilities and home offices, throughout the United States. We historically have derived our greatest percentage of net sales from customers located in the central part of the United States.

        We sell support service contracts to most of our customers. In about half of the support service contracts that we sell, our customers purchase support services through us, resulting in customers receiving the benefit of integrated system wide support. We have a qualified, independent support desk that takes calls from customers, diagnoses the issues they are facing and either solves the problem or coordinates with our and/or vendor technical staff to meet the customer's needs. Our support service agreements with our customers include an underlying agreement with the product manufacturer. The manufacturer provides on-site support assistance if necessary. The other half of the support service contracts that we sell to our customers are direct with the product manufacturers. For all support service contracts we sell, we defer revenues and direct costs resulting from these contracts, and amortize these revenues and expenses into operations, over the term of the contracts, which are generally one to three years.

        The data center infrastructure solutions and services market is rapidly evolving and highly competitive. Our competition includes other independent storage, server and networking system integrators, high end value-added resellers, distributors, consultants and the internal sales force of our suppliers. Our ability to hire and retain qualified outside sales representatives and engineers with enterprise-class information storage, server and networking experience is critical to effectively competing in the marketplace and achieving our growth strategies.

        In the past, we have experienced fluctuations in the timing of orders from our customers, and we expect to continue to experience these fluctuations in the future. These fluctuations have resulted from, among other things, the time required to design, test and evaluate our data center infrastructure solutions before customers deploy them, the size of customer orders, the complexity of our customers' network environments, necessary system configuration to deploy our solutions and new product introductions by suppliers. Current economic conditions and competition also affect our customers' decisions and timing to place orders with us and the size of those orders. As a result, our net sales may fluctuate from quarter to quarter.

        We view the current data center infrastructure market as providing significant opportunity for growth. Currently, our market share is a small part of the overall market. However, the providers of

25

the data center infrastructure industry's products and technologies are increasing their utilization of indirect sales approaches to broaden their reach and optimize their margins. Increasingly, they are turning to companies such as us to sell their products. While these trends provide opportunity for us, we must improve our business model to generate sustainable, profitable growth. Our model requires highly skilled sales and technical staff which results in substantial fixed costs for us. We believe the best way to improve our company and create long-term shareholder value is to focus on building scalable capabilities and a leverageable cost structure. Our current strategies are focused on:

    •
    Increasing our sales team productivity.

    •
    Scaling our existing geographic locations and expanding into new locations.

    •
    Expanding our customer support revenues.

    •
    Enhancing our consulting and professional services business.

    •
    Expanding our managed services portfolios.

To pursue these strategies, we are:

    •
    Improving our training, tools and recruiting efforts for sales and technical teams to increase productivity.

    •
    Investing in customer-facing teams to acquire top tier sales and technical talent which we believe will increase our market share in key locations.

    •
    Deepening our presence in existing enterprise accounts and penetrating new enterprise accounts.

    •
    Exploring potential acquisitions that we believe can strengthen our resources and capabilities in key geographic locations.

    •
    Targeting high growth market segments and deploying new technologies which focus on cost saving technologies for our customers.

    •
    Driving high levels of efficiency by streamlining our supply chain and expanding our professional services tools.

    •
    Expanding our customer support capabilities and tools-based professional services offerings that we believe will provide more value to our customers.

        All of these plans have various challenges and risks associated with them, including those described under "Risk Factors" in this Annual Report.

Acquisitions

        We have completed acquisitions to grow our business in the past and we intend to continue to grow our business by select acquisitions. Our recent acquisitions are described below.

        Strategic Technologies, Inc.    On October 4, 2012, we purchased substantially all of the assets and liabilities of Strategic Technologies, Inc. ("StraTech") from StraTech and Midas Medici Group Holdings, Inc. ("Midas", parent company of StraTech, and together with StraTech, the "Sellers"). StraTech is an IT services and solutions firm that shares our focus on optimizing enterprise data centers and IT infrastructure through a common product and services portfolio designed to help customers increase business agility. We purchased StraTech for an estimated purchase price of approximately $11.0 million, comprised of a cash payment of approximately $13.2 million, which is offset by a receivable due from the Sellers of approximately $4.2 million, resulting from the preliminary estimated working capital adjustment. In addition, we issued 269,783 shares of our common stock with a value of approximately $2.0 million. Those shares have been deposited in an escrow account as security for certain indemnification obligations of the Sellers. Pursuant to the asset purchase agreement, Sellers are

26

obligated to pay us an amount equal to the difference between the actual tangible net assets on the closing date and the Sellers' good faith estimated net tangible assets as set forth in the asset purchase agreement. We recorded the receivable due from Sellers of approximately $4.2 million related to this payment at December 31, 2012. Sellers are disputing the amount owed to us in connection with this reconciliation payment. The asset purchase agreement contains an arbitration provision for disputes over the value of tangible net assets. The amount of the receivable we recorded may be impacted by the resolution of the arbitration proceeding. As of the filing of this Form 10-K, no resolution had been reached, and the parties are reviewing the working capital calculations and determining the timing for arbitration.

        This acquisition expanded our market share and physical presence across the Eastern seaboard of the United States. The acquisition also allows us to diversify our product offerings from certain manufacturers and expand our high-margin professional and managed services business lines. We expect to experience operational synergies and efficiencies through combined general and administrative corporate functions. Our results for 2012 reflect the addition of StraTech for the fourth quarter. Please see Note 2 to our financial statements for further information.

        Midwave Corporation.    In October 2011, we entered into an asset purchase agreement with Midwave and its shareholders. Under the asset purchase agreement we purchased and acquired from Midwave substantially all of the assets used in Midwave's business. Midwave is an information technology consulting firm that offers both professional services and sells products to business' information technology organizations utilizing the product portfolios of certain information technology manufacturers, in the specific domains of data center services, networking services, managed services and advisory services. We paid a purchase price of approximately $19.1 million, comprised of a cash payment of approximately $16.1 million delivered at closing and issued 220,988 shares of our common stock with a value of approximately $1.6 million and approximately $1.4 million related to working capital adjustments subsequent to closing.

        This acquisition expanded our footprint in Minnesota making us the dominant data center services and infrastructure provider in the region. The acquisition also doubled our Cisco technology and services revenues, expanded our managed services portfolio with the addition of a data center infrastructure monitoring service, added an established security practice including product, services and consulting and doubled the size of our consulting services team. We have realized operational synergies and efficiencies through combined general and administrative corporate functions. Our results for 2011 reflect the addition of Midwave for the fourth quarter. Please see Note 2 to our financial statements for further information.

    2009 Acquisitions

        On December 17, 2009, we acquired the reseller business of Incentra, which designs, procures, implements and supports data center solutions composed of technologies including storage, networking, security and servers from leading manufacturers. We did not acquire Incentra's managed services portfolio and related operations. We accomplished the acquisition through the purchase of substantially all of the assets of Incentra's reseller business pursuant to an Asset Purchase Agreement and have included the financial results of Incentra in our financial statements beginning on the acquisition date.

        On October 1, 2009, we acquired the networking solutions division of Minneapolis-based Cross Telecom's ("Cross"), which qualified as a business combination. We completed an asset purchase of $2.0 million paid in cash. Simultaneously, Cross entered into an agreement with us to purchase at least $1.8 million of networking products and services from us over the next three years. Cross has agreed to pay any shortfall between customer purchases and the guaranteed annual purchase amount. The agreement was entered into outside of the acquisition and was assigned no fair value. In September 2010 and 2011, the first and second years of the three year agreement came to an end and there was a

27

shortfall paid by Cross of $503,000 and $574,000, respectively, which was recorded as other income since we had assumed the revenue targets. In October 2011, we entered into an agreement with Cross to allow for an early buyout of the remaining year of the agreement for which Cross paid $553,000.

Critical Accounting Policies and Estimates

        The preparation of financial statements requires us to make estimates and assumptions that affect reported earnings. We evaluate these estimates and assumptions on an on-going basis based on historical experience and on other factors that we believe are reasonable. Estimates and assumptions include, but are not limited to, the areas of customer receivables, inventories, investments, income taxes, self-insurance reserves and commitments and contingencies. We believe that the following represent the areas where we use more critical estimates and assumptions in the preparation of our financial statements:

        Revenue Recognition.    Effective January 2011, we recognize revenue in accordance with the ASC amended by FASB as summarized in ASU No. 2009-14, Software (Topic 985): Certain Revenue Arrangements That Include Software Elements, and ASU No. 2009-13, Revenue Recognition (Topic 605): Multiple-Deliverable Revenue Arrangements. We generally recognize software and hardware revenue upon shipment, installation and configuration services upon completion and customer support contracts ratably over the term of the contract. Please see Note 1 to our financial statements in Part II, Item 8 included with this Annual Report on Form 10-K for a more detailed description of our revenue recognition policy.

        For 2010 and sales contracts entered into prior to fiscal year 2011, we recognized revenue pursuant to the previous guidance for multiple-element arrangements. Refer to the critical accounting policies in our Annual Report on Form 10-K for the fiscal year ended December 31, 2010 in "Management's Discussion and Analysis of Financial Condition and Results of Operations" under the heading "Critical Accounting Policies and Estimates" for a discussion of the previous accounting policy.

        Business Combinations.    We have acquired a number of businesses during the last several years, and we expect to acquire additional businesses in the future. In a business combination, we determine the fair value of all acquired assets, including identifiable intangible assets, and all assumed liabilities. We allocate the fair value of the purchase price to the acquired assets and assumed liabilities in amounts equal to the fair value of each asset and liability. We classify any remaining fair value of the acquisition as goodwill. This allocation process requires extensive use of estimates and assumptions, including estimates of future cash flows we expect to generate with the acquired assets. We amortize certain identifiable, finite-life intangible assets, such as service agreements, certifications, trademarks, order backlog and customer relationships, on a straight-line basis over the intangible asset's estimated useful life. The estimated useful life of amortizable identifiable intangible assets ranges from three months to eight years. We do not amortize goodwill or other intangible assets we determine to have indefinite lives. Accordingly, the accounting for acquisitions has had, and will continue to have, a significant impact on our operating results.

        During 2012 and 2011, we applied business combination accounting to our acquisitions of StraTech and Midwave. See Note 2 to our financial statements included in this Annual Report on Form 10-K for more information about the application of business combination accounting to these acquisitions.

        Valuation of Goodwill.    In accordance with FASB ASC Topic 350, Intangibles—Goodwill and Other, we assess the carrying amount of our goodwill for potential impairment annually or more frequently if events or a change in circumstances indicate that impairment may have occurred. We have only one operating and reporting unit that earns revenues, incurs expenses and makes available discrete financial information for review by our chief operations decision maker. Accordingly, we complete our goodwill impairment testing on this single reporting unit.

28

        Testing for goodwill impairment is a two step process. The first step screens for potential impairment. If there is an indication of possible impairment, we must complete the second step to measure the amount of impairment loss, if any. The first step of the goodwill impairment test, used to identify potential impairment, compares the fair value of our market capitalization with the carrying value of our net assets. If our total market capitalization is at or below the carrying value of our net assets, we perform the second step of the goodwill impairment test to measure the amount of impairment loss we record, if any. We consider goodwill impairment test estimates critical due to the amount of goodwill recorded on our balance sheets and the judgment required in determining fair value amounts.

        Valuation of Long-Lived Assets, Including Finite-Lived Intangibles.    In accordance with FASB ASC Topic 360, Property, Plant, and Equipment, we perform an impairment test for finite-lived intangible assets and other long-lived assets, such as property and equipment, whenever events or changes in circumstances indicate that we may not recover the carrying value of such assets.

        Stock-Based Compensation.    We utilize the fair value method of accounting to account for share-based compensation awards. This requires us to measure and recognize in our statements of operations the expense associated with all share-based payment awards made to employees and directors based on estimated fair values. We use the Black-Scholes model to determine the fair value of share-based payment awards. Our stock price, as well as assumptions regarding a number of highly complex and subjective variables, will affect our determination of fair value. We determine the fair value of restricted stock grants based upon the closing price of our stock on the grant date. We base recognition of compensation expense for our performance-based, non-vested shares on management's estimate of the probable outcome of the performance condition. Management reassesses the probability of meeting these performance conditions on a quarterly basis. Changes in management's estimate of meeting these performance conditions may result in significant fluctuations in compensation expense from period to period.

Recent Accounting Pronouncements

        In May 2011, the FASB issued an update to ASC 820 Fair Value Measurement ("ASC 820"): Amendments to Achieve Common Fair Value Measurement and Disclosure Requirements in U.S. GAAP and International Financial Reporting Standards ("IFRS"). The update requires an entity with fair value measurement disclosures to provide a consistent definition of fair value and ensure that the fair value measurement and disclosure requirements are similar between U.S. GAAP and IFRS. The guidance changes certain fair value measurement principles and enhances the disclosure requirements, particularly for level 3 fair value measurements. The update to ASC 820 was effective for fiscal years, and interim periods within those years, beginning after December 15, 2011. Adoption of this update did not have a material impact on our financial statements.

        In September 2011, the FASB issued an update to ASC 350 Intangibles—Goodwill and Other ("ASC 350"): Testing Goodwill for Impairment. The update allows an entity to first assess qualitative factors to determine whether it is necessary to perform the two-step quantitative goodwill impairment test. Under these amendments, an entity would not be required to calculate the fair value of a reporting unit unless the entity determines, based on a qualitative assessment, that it is more likely than not that its fair value is less than its carrying amount. The amendments include a number of events and circumstances for an entity to consider in conducting the qualitative assessment. The update to ASC 350 is effective for fiscal years, and interim periods within those years beginning, after December 15, 2011. Adoption of this update did not have a material impact on our financial statements.

29

        In July 2012, the FASB issued an update to ASC 350: Testing Indefinite-Lived Intangible Assets for Impairment. This update states that an entity has the option first to assess qualitative factors to determine whether the existence of events and circumstances indicates that it is more likely than not that the indefinite-lived intangible asset is impaired. If, after assessing the totality of events and circumstances, an entity concludes that it is not more likely than not that the indefinite-lived intangible asset is impaired, then the entity is not required to take further action. However, if an entity concludes otherwise, then it is required to determine the fair value of the indefinite-lived intangible asset and perform the quantitative impairment test by comparing the fair value with the carrying amount in accordance with ASC 350. Under the guidance in this update, an entity also has the option to bypass the qualitative assessment for any indefinite-lived intangible asset in any period and proceed directly to performing the quantitative impairment test. An entity will be able to resume performing the qualitative assessment in any subsequent period. The amendments to ASC 350 are effective for annual and interim impairment tests performed for fiscal years beginning after September 15, 2012. We do not believe the adoption of this update will have a material impact on our financial statements.

Results of Operations

        Our sales increased $111.2 million or 29.3% to $491.2 million for 2012 as compared to 2011. Our gross profit increased $22.4 million or 25.0% to $112.0 million for 2012 as compared to 2011. Our earnings from operations increased $925,000 or 5.5% to $17.7 million for 2012 as compared to 2011. The following table shows, for the periods indicated, certain selected financial data expressed as a percentage of net sales.

 
   Year Ended December 31,  
 
   2012   2011   2010  

Net sales

     100.0 %   100.0 %   100.0 %

Cost of sales

     77.2     76.4     77.0  
               

Gross profit

     22.8     23.6     23.0  
               

Operating expenses:

                    

Sales and marketing

     9.9     10.2     11.0  

General and administrative

     3.7     4.1     4.8  

Engineering

     4.7     4.6     5.3  

Other income

     —     (0.3 )   (0.2 )

Integration costs

     0.1     0.1     0.2  

Amortization of intangibles

     0.8     0.5     0.5  
               

Total operating expenses

     19.2     19.2     21.6  
               

Operating earnings

     3.6 %   4.4 %   1.4 %
               

30

Comparison of 2012, 2011 and 2010

Sales, Gross Profit and Gross Profit Percentage:

        The following table shows, for the periods indicated, sales and gross profit information for our product and service sales.

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Product sales

   $ 319,041   $ 245,743   $ 180,424  

Service sales

     172,161     134,284     113,255  

Product gross profit

  
$
70,755		  
$
56,306		  
$
38,332		  

Service gross profit

     41,271     33,306     29,304  

Product gross profit as a percentage of product sales

    
22.2
%		  
22.9
%		  
21.2
%

Service gross profit as a percentage of service sales

     24.0 %   24.8 %   25.9 %

        Sales.    Our product sales increased 29.8% in 2012 from 2011 up to $319.0 million and increased 36.2% in 2011 from 2010 up to $245.7 million. Our service sales, which include customer support, consulting and installation services, increased 28.2% in 2012 over 2011 to $172.2 million and increased 18.6% in 2011 over 2010 to $134.3 million. Our 2012 results for both product sales and service sales include revenues of approximately $13.4 million from the acquisition of StraTech. Additionally, our 2012 results include a full year of revenue from the Midwave acquisition in late 2011. Our 2011 results for both product sale and service sales include revenues of approximately $13.0 million from the acquisition of Midwave.

        The increase in our products sales in 2012 as compared to 2011, reflects the impact of our StraTech acquisition in October 2012, continued growth in our customer base including growth in customers with multi-million dollar accounts with us, and market acceptance of our ongoing strategy to service the complete data center, as evidenced by increases in our storage and networking product sales. The increase in our products sales in 2011 as compared to 2010, reflect the impact of our Midwave acquisition in October 2011, the change in our revenue recognition policy and the increase in product offerings due to our transition to servicing the complete data center. Our storage, server and network sales have increased as part of our strategy to deliver data center hardware, software and services. Our more recent product sales continue to reflect our customers' closer scrutiny of expenditures as they focus more attention on the actual or anticipated impact that current economic conditions may have on the growth and profitability of their businesses. We cannot assure that changes in customer spending or economic conditions will positively impact our future product revenues in 2013.

        The increase in our service sales in 2012 as compared to 2011 reflects the impact of our StraTech acquisition in October 2012, accelerating momentum for our virtualized data center solutions, and major new services offerings, including unified monitoring and managed infrastructure services for the entire multi-vendor virtualized data center offerings and new managed services for backup, monitoring, archiving, cloud backup and cloud enablement services to help companies analyze the impact of cloud deployments on their business. The increase in service sales included an increase in customer support contract sales of $25.5 million, or 22.4%, over 2011 and an increase in installation and configuration services of $10.3 million, or 67.8%, over 2011. Our service sales also increased in 2011 over 2010. The increase in service sales included an increase in customer support contract sales of $18.1 million, or 18.9%, over 2010 and an increase in installation and configuration services of $2.8 million, or 22.5%, over 2010. With the growth in our product sales, we continue to successfully sell our installation and configuration services and customer support contracts. Without sustainable growth in our product sales

31

going forward, we expect that our customer support contracts sales may suffer and we cannot assure that our future customer support contract sales will not decline.

        We had no single customer account for 10% or greater of either our product or service sales for the years 2012, 2011 or 2010. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively.

        Gross Profit.    Our total gross profit as a percentage of net sales was 22.8% in 2012, decreasing from 23.6% in 2011 and 23.0% in 2010.

        Product gross profit as a percentage of product sales was 22.2% in 2012 as compared to 22.9% in 2011 and 21.2% in 2010. Our product gross profit as a percentage of product sales is impacted by the mix and type of projects we complete for our customers. The decrease in our product gross profit as a percentage of product sales in 2012 was primarily due to the increase in our networking and server revenue stream, which historically has carried lower gross margins than our storage revenue stream. Our networking and server revenue stream increased to 17% of our total revenues in 2012, as compared with 13% in 2011. Our product gross profit as a percentage of product sales for 2011 over 2010 improved as our strategy of selling total solutions into the data center matured. We expect that as we continue implementing our strategy to sell comprehensive data center solutions with servers and networking products that our product gross margins for 2013 will be between 21% and 23%.

        Our product gross profit was also impacted by the various programs we have in place with our vendors that provide economic incentives for achieving various sales performance targets and early payment of invoices. Achieving these targets contributed favorably to our product gross profit by $6.9 million (3% of product cost of sales), $5.8 million (3% of product cost of sales), and $4.1 million (3% of product cost of sales) in 2012, 2011, and 2010, respectively. These vendor programs constantly change and we negotiate them separately with each vendor. While we expect the incentive and early pay programs to continue, the vendors could modify or discontinue them, particularly in light of current economic conditions, which would unfavorably impact our product gross profit margins.

        Service gross profit as a percentage of service sales was 24.0% in 2012 as compared to 24.8% in 2011 and 25.9% in 2010. In 2012 and 2011, the decrease in our service gross profit is due to a continued increase in the sales of products on which we were not able to sell first call support and our professional services. These sales generally carry lower gross margins. Our service gross profit for 2010 reflects $853,000 of Incentra-related acquisition accounting adjustments to reduce acquired maintenance contracts to fair value. Excluding these adjustments, service gross profit margin would have been 26.6% for 2010. We estimate that our service gross margins for 2013 will continue to be between 24% and 26%.

        Our total gross profit for 2012, 2011 and 2010 includes amortization of intangibles of $0, $1.1 million and $1.1 million related to order backlog acquired in connection with our Midwave acquisition in 2011 and our Incentra acquisition in 2009. These finite lived intangible assets each have an estimated life of three months and one year, respectively, and were each fully amortized in 2011 and 2010, respectively.

32

Operating Expenses:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Sales and marketing

   $ 48,553   $ 38,723   $ 32,353  

General and administrative

     18,227     15,468     14,092  

Engineering

     22,974     17,535     15,652  

Other income

     —     (1,127 )   (503 )

Integration and transaction costs

     359     454     581  

Amortization of intangibles

     4,195     1,766     1,483  
               

Total operating expenses

   $ 94,308   $ 72,819   $ 63,658  
               

        Sales and Marketing.    Sales and marketing expenses include wages and commissions paid to sales and marketing personnel, travel costs and advertising, promotion and hiring expenses. We expense advertising costs as incurred. Sales and marketing expenses totaled $48.6 million, or 9.9% of net sales for 2012 as compared to $38.7 million, or 10.2% of net sales for 2011 and $32.4 million, or 11.0% of net sales for 2010. The increase in sales and marketing expenses in absolute dollars for 2012 over 2011 is due to an increase in our sales and marketing headcount from the StraTech acquisition and higher variable compensation and commissions, commensurate with the increase in sales for 2012. The increase in sales and marketing expenses in absolute dollars for 2011 over 2010 is due to increase in our sales and marketing headcount from the Midwave acquisition and higher variable compensation and commissions as related to our increase in sales for 2011. The decrease in sales and marketing expenses as a percentage of sales from 2012 to 2011 and 2011 to 2010, respectively, reflects the improvement in revenues per employee we have realized as part of our growth strategy. As we continue to selectively hire additional outside sales representatives, our sales and marketing expenses may increase without a commensurate increase in sales.

        General and Administrative.    General and administrative expenses include wages for administrative personnel, professional fees, depreciation, communication expenses and rent and related facility expenses. General and administrative expenses increased to $18.2 million, or 3.7% of net sales, as compared to $15.5 million, or 4.1% of net sales, for 2011, and $14.1 million, or 4.8% of net sales, for 2010. Our general and administrative expense increased $2.8 million in 2012, but decreased as a percentage of sales to 3.7% from 4.1% over the same period. Our general and administrative expenses increased $1.4 million in 2011 as compared to 2010, but as a percentage of net sales it decreased to 4.1% from 4.8% over the same period. The increase in general and administrative expenses for 2012 was primarily due to an increase of $717,000 in salary and benefit expenses commensurate with the increase in headcount, an increase of $583,000 in depreciation expenses commensurate with the increase in fixed assets resulting from our acquisitions of Midwave in October 2011 and StraTech in October 2012, and an increase of $451,000 in consulting expenses. The increase in general and administrative expenses for 2011 was due to a combination of an increase in bonus variable compensation of $416,000 commensurate with the increase in sales and gross margins for 2011 and an increase in stock compensation expense of $399,000 due to additional grants issued in 2011. The decrease in general and administrative expenses as a percentage of sales from 2012 to 2011 and 2011 to 2010, respectively, reflects the operational synergies and efficiencies we have begun to realize through combined general and administrative corporate functions in 2012 and 2011.

        Engineering.    Engineering expenses include employee wages and travel, hiring and training expenses for our field and customer support engineers and technicians. We allocate engineering costs associated with installation and configuration services and with consulting services to our cost of service sales. Engineering expenses increased to $23.0 million, or 4.7% of net sales in 2012 compared to

33

$17.5 million, or 4.6% of net sales in 2011 and $15.7 million, or 5.3% of net sales in 2010. The increase in engineering expenses in absolute dollars and as a percentage of net sales for 2012 over 2011 is primarily due to the StraTech acquisition, which increased engineering headcount by approximately 25% in the fourth quarter of 2012. The increase in engineering expenses in absolute dollars for 2011 over 2010 is primarily due to the Midwave acquisition, which increased engineering headcount by approximately 82% in the fourth quarter of 2011. The decrease in engineering expenses as a percentage of sales for 2011 as compared to 2010 is primarily a result of a greater percentage of our engineering costs being allocated to our cost of service sales since a greater percentage of our installation and configuration services were performed in 2010 by our engineering personnel.

        Other Income.    For 2012, 2011 and 2010, we had other income of $0, $1.1 million and $503,000, respectively. Our Cross acquisition included a reverse earn-out agreement, which required Cross to purchase at least $1.8 million of networking products and services from us over three years. Cross agreed to pay any shortfall between customer purchases and the guaranteed annual purchase amount. We believed that we would meet the revenue targets and accordingly, we determined that the reverse earn-out had no fair value at the date of this business combination or in any subsequent periods prior to the settlement date. At September 30, 2010 and 2011, as the first and second years of the three year reverse earn-out agreement came to an end, there was a shortfall between customer purchases and the guaranteed annual purchase of $574,000 and $503,000, respectively. Per the services agreement any shortfall between customer purchases and the guaranteed annual purchase amount would be payable by Cross at that time. Since we had assumed that the revenue targets would be met and the reverse earn-out had no fair value, the shortfall amounts of $574,000 and $503,000 represented a change in fair value of the acquisition date reverse earn-out and, in accordance with ASC 805-30-35 was classified as other income within operating expenses on our statement of operations. In addition, in October 2011, we entered into an agreement with Cross to allow for an early buyout of the third year reverse earn-out agreement for which Cross paid $553,000. This early buyout also represented a change in fair value of the acquisition date and in accordance with ASC 805-30-35 was classified as other income within operating expenses on our statement of operations.

        Integration and Transaction Costs.    We had integration expenses of $359,000, $454,000 and $581,000 in 2012, 2011 and 2010, respectively. In 2012, we incurred these expenses for the acquisition of StraTech in October 2012. In 2011, we incurred the majority of these expenses for the acquisition of Midwave in October 2011. Integration and transaction expenses in 2012 and 2011 for the StraTech and Midwave acquisitions included audit, legal and other outside consulting fees and expenses for our transition services agreements with former StraTech and Midwave employees. In 2010, we incurred the majority of these expenses for the acquisition of the reseller business of Incentra in December 2009. Integration expenses in 2010 for the Incentra acquisition are related to facility abandonment costs and our transition services agreement which consists of transition benefits, retention bonuses and severances of terminated employees, some of whom assisted with the initial integration of Incentra.

        Intangible Amortization.    We had expenses related to the amortization of finite-lived intangible assets of $4.2 million, $1.8 million and $1.5 million in 2012, 2011 and 2010, respectively. Amortization of intangible assets increased in 2012, 2011 and 2010 due to the acquisitions of StraTech, Midwave, the networking solutions division of Cross and the Incentra reseller business. The finite-lived intangible asset we acquired in our acquisition of StraTech consisted of customer relationships having an estimated life of five years that we are amortizing these assets using an accelerated amortization method, to match the pattern in which the economic benefits of that asset are expected to be consumed. The finite-lived intangibles we acquired in our acquisition of Midwave consisted of covenants not to compete, order backlog and customer relationships having estimated lives of three years, three months and five years, respectively. The finite-lived intangibles we acquired in our 2009 acquisition of the networking solutions division of Cross consisted of a services agreement and certifications having estimated lives of four years and two years, respectively. The finite-lived intangibles

34

we acquired in our Incentra reseller business acquisition consisted of trademarks, order backlog and customer relationships having estimated lives of three years, one year and eight years, respectively. We are amortizing the finite-lived intangible assets we acquired in our acquisitions of Midwave, the networking solutions division of Cross and the Incentra reseller business primarily using the straight line method. We expect amortization expense to be approximately $7.3 million in 2013.

        We perform an impairment test for finite-lived intangible assets and other long-lived assets, such as fixed assets, whenever events or changes in circumstances indicate that we may not recover the carrying value of such assets. We recognize impairment based on the difference between the fair value of the asset and its carrying value. We generally measure fair value based on discounted cash flow analyses. For 2012, 2011, and 2010, we identified no triggering events that required us to evaluate the impairment of our long-lived assets.

Operating Earnings:

 
   Years Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Earnings from operations

   $ 17,718   $ 16,793   $ 3,978  

        We realized earnings from operations of $17.8 million, $16.8 million and $4.0 million in 2012, 2011 and 2010, respectively. Our earnings from operations in 2012, 2011 and 2010 are a result of our higher revenues and gross margins as we realized the benefits of our StraTech, Midwave and Incentra acquisitions and the implementation of our strategy to sell products and services to support the entire data center.

Income Taxes:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Income tax expense

   $ 7,186   $ 6,958   $ 1,690  

        We had income tax expense of $7.2 million in 2012 which resulted in our estimated effective tax rate of 40.6%. We had income tax expense of $7.0 million in 2011 which resulted in our estimated effective tax rate of 41%. We had income tax expense of $1.7 million in 2010 which resulted in our estimated effective tax rate of 42%. As of December 31, 2012, we had no federal net operating carryforwards. As of December 31, 2012, 2011, and 2010, we had $1.1 million, $1.7 million and $6.9 million, respectively, of state net operating loss carryforwards to offset future state taxable income. These state tax carryforwards expire between 2013 and 2028. For 2012, we recorded approximately $780,600 of tax benefits to equity associated with the exercise of stock options. For 2011, we recorded approximately $449,500 of tax benefits to equity associated with the exercise of stock options. For 2010, we recorded approximately $15,800 to equity for tax expenses associated with the exercise of stock options. In future periods of taxable earnings, we expect to report an income tax provision using an effective tax rate of approximately 40% to 42%.

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Quarterly Results

        The following table sets forth our unaudited quarterly financial data for each quarter of 2012 and 2011. We have prepared this unaudited information on the same basis as our audited information. In our opinion, we have made all adjustments (including all normal recurring adjustments) necessary to present fairly the information set forth below. The operating results for any quarter are not necessarily indicative of results for any future period.

 
   Quarter Ended  
 
   2012   2011  
 
   Mar. 31   Jun. 30   Sep. 30   Dec. 31   Mar. 31   Jun. 30   Sep. 30   Dec. 31  
 
   (in thousands)
  

Net sales

   $ 119,088   $ 120,042   $ 104,774   $ 147,298   $ 85,694   $ 89,481   $ 90,140   $ 114,712  

Gross profit

     27,326     28,033     24,012     32,655     20,755     21,679     21,240     25,938  

Operating earnings

     3,612     5,411     3,255     5,440     3,000     4,379     4,859     4,555  

Net earnings

     2,161     3,219     1,923     3,232     1,748     2,697     2,793     2,607  

        We have experienced, and expect to continue to experience, quarterly variations in our net sales as a result of a number of factors, including the length of the sales cycle with customers for large data center evaluations and purchases, delays in data center installations or configurations, new product introductions by suppliers and their market acceptance, delays in product shipments or other quality control difficulties, and trends in the data center industry in general or the geographic and industry specific markets in which we operate now or in the future. In addition, current economic conditions and competition also affect our customers' decisions to place or delay orders with us, and the size and scale of their orders. Further, our success in integrating any acquired business or in opening any new field offices could impact our operating results.

Liquidity and Capital Resources

 
   Year ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Total cash provided by (used in):

                    

Operating activities

   $ (1,184 ) $ 13,325   $ (2,525 )

Investing activities

     (13,510 )   (22,130 )   1,467  

Financing activities

     6,062     18,764     (2,855 )
               

Increase (decrease) in cash and cash equivalents

   $ (8,632 ) $ 9,959   $ (3,913 )
               

        We finance our operations and capital requirements primarily through cash flows generated from operations. Our working capital was $32.3 million at December 31, 2012 as compared to $37.9 million at December 31, 2011. At December 31, 2012, our cash and cash equivalents balance was $10.3 million as compared to cash and cash equivalents of $18.9 million at December 31, 2011.

        Cash used in operating activities for 2012 was $1.2 million. Cash used in operating activities for 2012 was primarily impacted by:

    •
    Our net earnings for the year of $10.5 million.

    •
    Non-cash charges of $4.2 million, $2.6 million and $1.6 million for amortization of intangibles, stock compensation expense and depreciation, respectively.

    •
    A net increase of $31.5 million in accounts receivable, reflecting our increase in revenues for the year, offset by increases in inventories, accounts payable and accrued expenses

36

    •
    A net $4.4 million increase in deferred customer support contracts. While we amortize the revenues from these contracts over the life of the contract, the customer typically pays for the contracts at the beginning of the contract period which favorably impacts our cash flows.

        Cash provided by operating activities for 2011 was $13.3 million. Cash provided by operating activities for 2011 was primarily impacted by:

    •
    Our net earnings for the year of $9.8 million.

    •
    Non-cash charges of $2.8 million, $2.6 million and $1.0 million for amortization of intangibles, stock compensation expense and depreciation, respectively.

    •
    A net increase in certain working capital items (accounts receivable, inventories, accounts payable and accrued expenses) of $5.9 million reflecting our increase in revenues for the year

    •
    A net $2.5 million increase in deferred customer support contracts. While we amortize the revenues from these contracts over the life of the contract, the customer typically pays for the contracts at the beginning of the contract period which favorably impacts our cash flows.

        Cash used in operating activities for 2010 was $2.5 million. Cash used in operating activities for 2010 was primarily impacted by:

    •
    Our net earnings for the year of $2.3 million.

    •
    Non-cash charges of $2.6 million, $1.6 million and $945,000 for amortization of intangibles, stock compensation expense and depreciation, respectively.

    •
    A net increase in certain working capital items (accounts receivable, inventories, accounts payable and accrued expenses) of $13.5 million reflecting our increase in revenues for the year

    •
    A net $2.2 million increase in deferred customer support contracts. While we amortize the revenues from these contracts over the life of the contract, the customer typically pays for the contracts at the beginning of the contract period which favorably impacts our cash flows.

        Cash used in investing activities was $13.5 million in 2012. In 2012, our primary use of cash for investing activities was to complete our October 2012 acquisition of StraTech. Cash used in investing activities was $22.1 million in 2011. In 2011, our primary use of cash for investing activities was to complete our October 2011 acquisition of Midwave. In addition, we invested a net amount of $3.5 million in short-term investments. Cash provided by investing activities was $1.5 million in 2010 primarily from proceeds from short-term investments of $2.7 million, which was offset by purchases of $1.3 million for upgraded computer equipment and leasehold improvements.

        We are planning for $1.5 million to $2.0 million of capital expenditures during 2013 primarily related to enhancements to our management information systems and upgraded computer equipment.

        Cash provided by financing activities was $6.1 million in 2012, primarily due to $6.0 million of borrowings on our line of credit in 2012. Cash provided by financing activities was $18.8 million in 2011. In March 2011, we completed a public offering of 4,266,500 shares of common stock with a price to the public of $5.75 per share. We issued and sold 3,306,500 shares in the offering which resulted in $17.5 million in cash received by us. A selling shareholder also sold 960,000 shares in the offering, but we did not receive any proceeds from the shares sold by the selling shareholder. Cash used in financing activities in 2010 was $2.8 million. In 2010, we used $3.0 million of cash to repay our Incentra acquisition promissory note.

        Pursuant to our acquisition of StraTech in 2012, we paid a purchase price of approximately $15.2 million, comprised of a cash payment of approximately $13.2 million and issued 269,783 shares of our common stock with a value of approximately $2.0 million. We deposited those shares in an escrow account as security for certain indemnification obligations of the Sellers.

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        Pursuant to our acquisition of Midwave in October 2011, we paid a purchase price of approximately $19.1 million, comprised of a cash payment of approximately $16.1 million and issued 220,988 shares of our common stock with a value of approximately $1.6 million delivered at closing and approximately $1.4 million related to working capital adjustments subsequent to closing.

        In connection with our 2009 acquisition of Incentra, we financed a portion of the purchase price with a $3.0 million secured promissory note. The promissory note was paid on March 31, 2010. During 2010 the final working capital adjustment was agreed to and the $440,000 indemnification holdback was released. The net effect was a decrease in the purchase price of $32,000.

        In March 2011, we entered into a Credit Agreement with Wells Fargo Bank, N.A., which we last amended in October 2012. The Amended Credit Agreement provides for a line of credit not to exceed $15.0 million for general working capital purposes. The line of credit is secured by substantially all of our personal property and expires on July 31, 2014. Borrowings under the line of credit are limited to three times the aggregate of our EBITDA (as defined in the Credit Agreement) for the trailing two fiscal quarters. The Credit Agreement also requires that we have working capital of not less than $15.0 million at each fiscal quarter-end, and certain levels of net income after taxes. As of December 31, 2012, we had $6.0 million outstanding on the line of credit.

        Our future capital requirements may vary materially from those now planned and will depend on many factors, including our strategy to continue to grow our business by select acquisitions. Historically, we have experienced an increase in our expenditures consistent with the growth of our operations and we anticipate our expenditures will continue to increase as we grow our business by acquisitions or organically.

Off-Balance Sheet Arrangements

        We do not have any special purpose entities or off-balance sheet financing.

Contractual Obligations and Commitments

        As of December 31, 2012, our contractual cash obligations consist of future minimum lease payments due by period under non-cancelable operating leases and amounts due under our line of credit agreement as follows:

 
   Total   Less than
1 year 		  1-3 years   3-5 years   More than
5 years 		 
 
   (in thousands)
  

Operating lease obligations

   $ 6,896   $ 1,644   $ 3,322   $ 1,930   $ —  

Sublease obligations

     (68 )   (34 )   (34 )   —     —  
                       

Net operating lease obligations

     6,828     1,610     3,288     1,930     —  

Amount due under line of credit agreement

     6,000     —     6,000     —     —  
                       

Total

   $ 12,828   $ 1,610   $ 9,288   $ 1,930   $ —  

        We have classified the amount due under our line of credit agreement as a current liability within the balance sheet as we intend to pay off the balance within the next 12 months.

        As a result of our acquisition of certain assets of Midwave in October 2011, as tenant, we are the successor interest to the Original Lease. The Original Lease was for 20,851 square feet of office space. In December 2011, we entered into the Amendment to the Original Lease for the Expansion Space, which provided us with approximately 54,000 total square feet available for our operations. We moved our corporate headquarters to this new location in March 2012. Under the terms of the Amendment, the term of the Original Lease is extended for 42 months from March 1, 2016 through August 31, 2019

38

and the term of the lease for the Expansion Space is for seven years and six months, commencing on March 1, 2012. We have the option to extend the term of the Lease for an additional five year term as long as certain conditions are met.

        As a result of our acquisition of StraTech in October 2012, we are the successor in interest to six leases where StraTech was the tenant, with terms extending through October 2015. These facilities provide us with approximately 27,000 additional square feet of office space available for our operations in Georgia, Alabama, North Carolina, Florida, Maryland, and Tennessee.

        We periodically enter into purchase commitments with our suppliers under customary purchase order terms. We would recognize any significant losses implicit in these contracts in accordance with generally accepted accounting principles. At December 31, 2012, we were not obligated to purchase any goods or services from our suppliers and no such losses existed.

Inflation

        We do not believe that inflation has had a material effect on our results of operations in recent years. We cannot assure you that inflation will not adversely affect our business in the future.

Item 7A.    Quantitative and Qualitative Disclosures about Market Risk

        Our interest income is sensitive to changes in the general level of U.S. interest rates, particularly since the majority of our investments are in short-term instruments. We do not undertake any specific actions to cover our exposure to interest rate risk and we are not party to any interest rate risk management transactions.

        The following discusses our exposure to market risk related to changes in interest rates, foreign exchange rates and equity prices.

        Interest rate risk.    As of December 31, 2012, we had $10.3 million of cash and money market accounts and $6.0 million in short-term debt. The impact on the income before income taxes of a 1% change in short-term interest rates would be approximately $60,000 based on our cash and cash equivalents and short-term debt balances as of December 31, 2012.

        Foreign currency exchange rate risk.    We market and sell all of our products and services in the United States. Therefore, we are not currently exposed to any direct foreign currency exchange rate risk.

        Equity price risk.    We do not own any equity investments. Therefore, we are not currently exposed to any direct equity price risk.

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Item 8.    Financial Statements and Supplementary Data.

Report of Independent Registered Public Accounting Firm

To the Board of Directors and Shareholders
Datalink Corporation

        We have audited the accompanying balance sheets of Datalink Corporation (the "Company") as of December 31, 2012 and 2011, and the related statements of operations, stockholders' equity, and cash flows for each of the three years in the period ended December 31, 2012. Our audits also included the financial statement schedule of the Company listed in Item 15(a). These financial statements and financial statement schedule are the responsibility of the Company's management. Our responsibility is to express an opinion on these financial statements and schedule based on our audits.

        We conducted our audits in accordance with the standards of the Public Company Accounting Oversight Board (United States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements. An audit also includes assessing the accounting principles used and significant estimates made by management, as well as evaluating the overall financial statement presentation. We believe that our audits provide a reasonable basis for our opinion.

        In our opinion, the financial statements referred to above present fairly, in all material respects, the financial position of Datalink Corporation as of December 31, 2012 and 2011, and the results of its operations and its cash flows for each of the three years in the period ended December 31, 2012, in conformity with U.S. generally accepted accounting principles. Also, in our opinion, the related financial statement schedule, when considered in relation to the basic financial statements taken as a whole, presents fairly in all material respects the information set forth therein.

        We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States), Datalink Corporation's internal control over financial reporting as of December 31, 2012, based on criteria established in Internal Control—Integrated Framework issued by the Committee of Sponsoring Organizations of the Treadway Commission, and our report dated March 15, 2013 expressed an unqualified opinion on the effectiveness of the Company's internal control over financial reporting.

/s/ McGladrey LLP

Minneapolis, Minnesota
March 15, 2013

40


DATALINK CORPORATION

BALANCE SHEETS

(in thousands, except share data)

 
   December 31,  
 
   2012   2011  

Assets

              

Current assets:

              

Cash and cash equivalents

   $ 10,315   $ 18,947  

Short term investments

     —     3,486  

Accounts receivable, net

     143,958     102,289  

Receivable due from seller of StraTech acquisition

     4,243     —  

Inventories, net

     2,554     1,736  

Current deferred customer support contract costs

     87,052     62,901  

Inventories shipped but not installed

     8,784     9,779  

Income tax receivable

     2,430     405  

Other current assets

     852     1,169  
           

Total current assets

     260,188     200,712  

Property and equipment, net

     6,082     3,453  

Goodwill

     37,780     32,446  

Finite-lived intangibles, net

     20,760     9,035  

Deferred customer support contract costs non-current

     40,771     28,785  

Deferred taxes

     4,471     3,159  

Other assets

     455     361  
           

Total assets

   $ 370,507   $ 277,951  
           

             

Liabilities and Stockholders' Equity
 
 
 
 
 

Current liabilities:

              

Line of credit

   $ 6,000   $ —  

Accounts payable

     83,880     63,292  

Accrued commissions

     8,730     5,069  

Accrued sales and use taxes

     3,489     2,574  

Accrued expenses, other

     6,027     5,209  

Current deferred taxes

     9,034     7,459  

Customer deposits

     3,645     2,145  

Current deferred revenue from customer support contracts

     105,167     76,998  

Other current liabilities

     157     85  
           

Total current liabilities

     226,129     162,831  

Deferred revenue from customer support contracts non-current

     48,167     34,740  

Other liabilities non-current

     828     195  
           

Total liabilities

     275,124     197,766  
           

Commitments and contingencies (Notes 6, 7, and 8)

              

Stockholders' equity:

              

Common stock, $0.001 par value, 50,000,000 shares authorized, 18,726,723 and 17,899,171 shares issued and outstanding as of December 31, 2012 and 2011, respectively

     19     18  

Additional paid-in capital

     70,875     66,213  

Retained earnings

     24,489     13,954  
           

Total stockholders' equity

     95,383     80,185  
           

Total liabilities and stockholders' equity

   $ 370,507   $ 277,951  
           

   

The accompanying notes are an integral part of these financial statements.

41


DATALINK CORPORATION

STATEMENTS OF OPERATIONS

(in thousands, except per share data)

 
   Year Ended December 31,  
 
   2012   2011   2010  

Net sales:

                    

Product sales

   $ 319,041   $ 245,743   $ 180,424  

Service sales

     172,161     134,284     113,255  
               

Total net sales

     491,202     380,027     293,679  

Cost of sales:

                    

Cost of product sales

     248,286     188,384     140,984  

Cost of services

     130,890     100,978     83,951  

Amortization of intangibles

     —     1,053     1,108  
               

Total cost of sales

     379,176     290,415     226,043  
               

Gross profit

     112,026     89,612     67,636  

Operating expenses:

                    

Sales and marketing

     48,553     38,723     32,353  

General and administrative

     18,227     15,468     14,092  

Engineering

     22,974     17,535     15,652  

Other income

     —     (1,127 )   (503 )

Integration and transaction costs

     359     454     581  

Amortization of intangibles

     4,195     1,766     1,483  
               

Total operating expenses

     94,308     72,819     63,658  
               

Earnings from operations

     17,718     16,793     3,978  

Interest income

     59     50     14  

Interest/other expense, net

     (56 )   (40 )   —  
               

Net earnings before income taxes

     17,721     16,803     3,992  

Income tax expense

     7,186     6,958     1,690  
               

Net earnings

   $ 10,535   $ 9,845   $ 2,302  
               

Net earnings per common share:

                    

Basic

   $ 0.62   $ 0.62   $ 0.18  

Diluted

   $ 0.60   $ 0.61   $ 0.18  

Weighted average common shares outstanding:

                    

Basic

     17,114     15,803     12,801  

Diluted

     17,491     16,213     12,981  

   

The accompanying notes are an integral part of these financial statements.

42


DATALINK CORPORATION

STATEMENTS OF STOCKHOLDERS' EQUITY

(in thousands)

 
   Common Stock    
    
    
  
 
   Additional
Paid-in Capital 		  Retained Earnings    
  
 
   Shares   Amount   Total  

Balances, December 31, 2009

     13,261   $ 13   $ 41,595   $ 1,807   $ 43,415  

Net earnings

     —     —     —     2,302     2,302  

Stock option and restricted stock expense

     232     1     1,592     —     1,593  

Excess tax expense from stock compensation

     —     —     (16 )   —     (16 )

Tax withholding payments reimbursed by restricted stock

     (32 )   —     (203 )   —     (203 )

Common shares issued under exercise of stock options

     109     —     364     —     364  
                       

Balances, December 31, 2010

     13,570     14     43,332     4,109     47,455  

Net earnings

     —     —     —     9,845     9,845  

Stock option and restricted stock expense

     573     1     2,556     —     2,557  

Excess tax benefit from stock compensation

     —     —     450     —     450  

Tax withholding payments reimbursed by restricted stock

     (24 )   —     (174 )   —     (174 )

Common shares issued under exercise of stock options

     264     —     1,034     —     1,034  

Issuance of common stock for Midwave acquisition

     221     —     1,564     —     1,564  

Issuance of common stock for secondary offering

     3,307     3     17,451     —     17,454  
                       

Balances, December 31, 2011

     17,911     18     66,213     13,954     80,185  

Net earnings

     —     —     —     10,535     10,535  

Stock option and restricted stock expense

     578     1     2,575     —     2,576  

Excess tax benefit from stock compensation

     —     —     780     —     780  

Tax withholding payments reimbursed by restricted stock

     (127 )   —     (1,065 )   —     (1,065 )

Common shares issued under exercise of stock options

     95     —     347     —     347  

Issuance of common stock for StraTech acquisition

     270     —     2,025     —     2,025  
                       

Balances, December 31, 2012

     18,727   $ 19   $ 70,875   $ 24,489   $ 95,383  
                       

   

The accompanying notes are an integral part of these financial statements.

43


DATALINK CORPORATION

STATEMENTS OF CASH FLOWS

(In thousands)

 
   Year Ended December 31,  
 
   2012   2011   2010  

Cash flows from operating activities:

                    

Net earnings

   $ 10,535   $ 9,845   $ 2,302  

Adjustments to reconcile net earnings to net cash provided by (used in) operating activities:

                    

Provision (benefit) for bad debts

     (6 )   84     73  

Depreciation

     1,627     1,045     945  

Amortization of finite lived intangibles

     4,195     2,819     2,591  

Deferred income taxes

     262     374     1,755  

Stock based compensation expense

     2,576     2,557     1,592  

Changes in operating assets and liabilities, net of effects of acquisition:

                    

Accounts receivable, net

     (31,544 )   (33,019 )   (13,742 )

Inventories

     177     (2,114 )   1,133  

Deferred customer support contract costs/revenues, net

     4,440     2,485     2,234  

Accounts payable

     2,943     25,610     (2,276 )

Accrued expenses

     4,629     3,605     1,387  

Income tax receivable

     (2,025 )   659     9  

Other

     1,007     (625 )   (528 )
               

Net cash provided by (used in) operating activities

     (1,184 )   13,325     (2,525 )
               

Cash flows from investing activities:

                    

Maturities of short term investments

     1,192     6,492     2,730  

Sales of short term investments

     2,294     —     —  

Purchase of short term investments

     —     (9,978 )   —  

Purchases of property and equipment

     (3,824 )   (1,102 )   (1,263 )

Payment for acquisitions, net of cash acquired

     (13,172 )   (17,542 )   —  
               

Net cash provided by (used in) investing activities

     (13,510 )   (22,130 )   1,467  
               

Cash flows from financing activities:

                    

Proceeds from stock offering, net of offering costs

     —     17,454     —  

Payment of note payable due to seller of acquired business

     —     —     (3,000 )

Net borrowings on line of credit

     6,000     —     —  

Excess tax from stock compensation

     780     450     (16 )

Tax withholding payments reimbursed by restricted stock

     (1,065 )   (174 )   (203 )

Proceeds from issuance of common stock from option exercise

     347     1,034     364  
               

Net cash provided by (used in) financing activities

     6,062     18,764     (2,855 )
               

Increase (decrease) in cash and cash equivalents

     (8,632 )   9,959     (3,913 )

Cash and cash equivalents, beginning of year

     18,947     8,988     12,901  
               

Cash and cash equivalents, end of year

   $ 10,315   $ 18,947   $ 8,988  
               

Supplementary cash flow information:

                    

Cash paid for income taxes

  
$
8,191		  
$
5,934		  
$
509		  

Cash received for income tax refunds

   $ 25   $ 469   $ 568  

Supplementary non-cash investing and financing activities:

                    

Non-cash stock issued as consideration for acquisition

   $ 2,025   $ 1,564   $ —  

See Note 2 for non-cash information on our acquisitions

                    

   

The accompanying notes are an integral part of these financial statements.

44


 DATALINK CORPORATION

NOTES TO FINANCIAL STATEMENTS

1.     Summary of Significant Accounting Policies:

    Description of Business:

        Datalink Corporation provides solutions and services that help make data centers more efficient, manageable and responsive to changing business needs. Focused on mid and large-size companies, we help companies migrate from physical to virtual data centers, ensure data protection and optimize enterprise networks. We derive our revenues principally from designing, installing and supporting data center solutions. Our solutions and services span four practices: consolidation and virtualization of data center infrastructures; enhanced data protection; advanced network infrastructures; and business continuity and disaster recovery solutions. We are frequently engaged to provide assistance in the installation of data center solutions and to provide support services subsequent to the installation. Occasionally, we are engaged for consulting services.

    Recently Issued and Adopted Accounting Standard:

        In July 2012, the FASB issued an update to ASC 350: Testing Indefinite-Lived Intangible Assets for Impairment. This update states that an entity has the option first to assess qualitative factors to determine whether the existence of events and circumstances indicates that it is more likely than not that the indefinite-lived intangible asset is impaired. If, after assessing the totality of events and circumstances, an entity concludes that it is not more likely than not that the indefinite-lived intangible asset is impaired, then the entity is not required to take further action. However, if an entity concludes otherwise, then it is required to determine the fair value of the indefinite-lived intangible asset and perform the quantitative impairment test by comparing the fair value with the carrying amount in accordance with ASC 350. Under the guidance in this update, an entity also has the option to bypass the qualitative assessment for any indefinite-lived intangible asset in any period and proceed directly to performing the quantitative impairment test. An entity will be able to resume performing the qualitative assessment in any subsequent period. The amendments to ASC 350 are effective for annual and interim impairment tests performed for fiscal years beginning after September 15, 2012. We do not believe the adoption of this update will have a material impact on our financial statements.

    Cash and Cash Equivalents:

        Cash equivalents consist principally of money market funds with original maturities of three months or less, are readily convertible to cash and are stated at cost, which approximates fair value. We maintain our cash in bank deposit and money market accounts which, at times, may exceed federally insured limits. We have not experienced any losses in such accounts.

    Short-Term Investments:

        Our short term investments consist principally of certificates of deposits and variable rate demand notes. We categorize these investments as trading securities and record them at fair value. We classify investments with maturities of 90 days or less from the date of purchase as cash equivalents; investments with maturities of greater than 90 days from the date of purchase but less than one year generally as short-term investments; and investments with maturities of greater than one year from the date of purchase generally as long-term investments.

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    Accounts Receivable, net:

        We carry accounts receivable at original invoice amount less an estimate made for doubtful receivables based on a review of all outstanding amounts on a monthly basis. Management determines the allowance for doubtful accounts by regularly evaluating individual customer receivables and considering a customer's financial condition and credit history and current economic conditions. We write off accounts receivable when deemed uncollectible, which is generally in excess of a year past due provided we have no additional information to suggest we continue to expect customer payment. We record recoveries of accounts receivable previously written off when received.

        We recorded accounts receivable net of the reserve for doubtful accounts of $223,000 and $282,000 at December 31, 2012 and 2011, respectively.

    Concentration of Credit Risk:

        We had no customers that comprised more than 10% of our net sales in 2012, 2011 or 2010. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively.

    Inventories:

        Inventories, including inventories shipped but not installed, principally consist of data storage products and components, valued at the lower of cost or market with cost determined on a first-in, first-out (FIFO) method. We reduced inventories for obsolete and slow moving reserves by $310,000 and $416,000 at December 31, 2012 and 2011, respectively.

    Property and Equipment:

        We state property and equipment, including purchased software, at cost. We provide for depreciation and amortization by charges to operations using the straight-line method over the estimated useful lives of the assets (ranging from 2 to 10 years). We amortize leasehold improvements on a straight-line basis over the shorter of their estimated useful lives or the underlying lease term. We remove the costs and related accumulated depreciation and amortization on asset disposals from the accounts and include any gain or loss in operating expenses. We capitalize major renewals and betterments, but charge maintenance and repairs to current operations when incurred.

 
   December 31,  
 
   2012   2011  
 
   (in thousands)
  

Property and equipment:

              

Construction in process

   $ 1,987   $ 805  

Leasehold improvements

     1,950     1,890  

Furniture and fixtures

     2,479     2,395  

Equipment

     6,123     4,712  

Computers and software

     3,061     2,631  
           

    15,600     12,433  

Less accumulated depreciation and amortization

     (9,518 )   (8,980 )
           

  $ 6,082   $ 3,453  
           

    Goodwill:

        We assess the carrying amount of our goodwill for potential impairment annually or more frequently if events or a change in circumstances indicate that impairment may have occurred. We have

46

only one operating and reporting unit that earns revenues, incurs expenses and makes available discrete financial information for review by our chief operations decision maker. Accordingly, we complete our goodwill impairment testing on this single reporting unit. Our measurement date is December 31, 2012.

        Testing for goodwill impairment is a two step process. The first step screens for potential impairment. If there is an indication of possible impairment, we must complete the second step to measure the amount of impairment loss, if any. The first step of the goodwill impairment test, used to identify potential impairment, compares the fair value of our market capitalization with the carrying value of our net assets. If our total market capitalization is at or below the carrying value of our net assets, we perform the second step of the goodwill impairment test to measure the amount of impairment loss we record, if any. We consider goodwill impairment test estimates critical due to the amount of goodwill recorded on our balance sheet and the judgment required in determining fair value amounts.

    Valuation of Long-Lived Assets:

        We perform an impairment test for finite-lived assets and other long-lived assets, such as property and equipment and finite-lived intangible assets, whenever events or changes in circumstances indicate that we may not recover the carrying value of such assets. We recognize impairment based on the difference between the fair value of the asset and its carrying value. We generally measure fair value based on discounted cash flow analyses. For 2012, 2011 and 2010, we identified no triggering events that required us to evaluate the impairment of our long-lived assets.

    Stock Compensation Plans:

        We utilize the fair value method of accounting to account for share-based compensation awards. This requires us to measure and recognize in our statements of operations the expense associated with all share-based payment awards made to employees and directors based on estimated fair values. We use the Black-Scholes model to determine the fair value of share-based payment awards. Stock-based compensation expense was $2.6 million, $2.6 million and $1.6 million for 2012, 2011 and 2010, respectively.

    Income Taxes:

        We calculate income taxes using the asset and liability method of accounting for income taxes. Under the liability method, we record deferred income taxes to reflect the tax consequences in future years of temporary differences between the tax bases of assets and liabilities and their financial reporting amounts using enacted tax rates for the years in which we expect these items to affect taxable income. We establish valuation allowances when necessary to reduce deferred tax assets to the amount we expect more likely than not to realize. Income tax expense is the tax payable for the period and the change during the period in deferred tax assets and liabilities.

    Uncertain Tax Positions:

        We utilize a two-step approach to recognizing and measuring uncertain tax positions (tax contingencies). The first step evaluates the tax position for recognition by determining if the weight of available evidence indicates it is more likely than not that we will sustain the position on audit, including resolution of related appeals or litigation processes. The second step measures the tax benefit as the largest amount more than 50% likely of being realized upon ultimate settlement. We include interest and penalties for our tax contingencies in income tax expense. At December 31, 2012 and 2011, we had no unrecognized tax benefits which would affect our effective tax rate if recognized.

47

    Use of Estimates:

        The preparation of financial statements in conformity with accounting principles generally accepted in the United States of America requires our 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 financial statements and the reported amounts of revenues and expenses during the reporting period. Significant items subject to estimates and assumptions include the reserve for doubtful accounts, reserve for obsolete and slow moving (excess) inventory and impairment analysis of goodwill and long-lived assets. Actual results could differ from those estimates.

    Advertising costs

        Advertising and promotion costs are charged to operations as incurred. Advertising and promotion costs included in sales and marketing expense for 2012, 2011 and 2010 were $559,000, $728,000 and $345,000, respectively.

    Revenue Recognition:

        Product Sales.    We sell software and hardware products on both a "free-standing" basis without any services and as data center solutions bundled with installation and configuration services ("bundled arrangements"). Under either arrangement, we recognize revenue from the sales of products, primarily hardware and essential software, when persuasive evidence of an arrangement exists, shipment has occurred and title has transferred, the sales price is fixed or determinable, and collection of the resulting receivable is reasonably assured. In customer arrangements where a formal acceptance of products is required by the customer, revenue is recognized upon meeting such acceptance criteria.

        Service Sales.    In addition to installation and configuration services provided by us or third party vendors as part of our bundled arrangements, our service sales include postcontract customer support ("PCS") and consulting services. On our balance sheet, deferred revenue relates to service sales for which our customer has paid us or has been invoiced but for which we have not yet performed the applicable services. Revenue from extended service contracts is recognized ratably over the contract term, generally one to three years. Professional services are offered under time and material or fixed fee-based contracts or as part of multiple-element arrangements. Professional services revenue is recognized as services are performed when sold on a stand-alone basis. Our service sales include customer support contracts and consulting services.

    Postcontract Customer Support Contracts.    When we sell hardware and/or software products to our customers, we enter into service contracts with them. These contracts are support service agreements. A majority of the time, our internal support desk first assists the customer by performing an initial technical triage to determine the source of the problem and whether we can direct the customer on how to fix the problem. If we cannot solve the problem, we transfer the customer to the manufacturer or its designated service organization.

    When we do not provide "first call" assistance, usually because the manufacturer has not authorized us to do so, our customers call the manufacturer or its designated service organization directly for both the initial technical triage and any follow-up assistance. If the customer calls us first, we transfer the customer to the third party.

    In both scenarios above, we purchase third party support contracts from the manufacturers for their services. In accordance with our agreements, and consistent with standard industry practice, we prepay the third party based on its "list price" for maintenance on the specific hardware or software products we have sold, less our negotiated discounts with the third party. Terms are generally net 30 days. If we provide the initial "first call" services our discounts off of list price are more substantial. In all cases, we are the primary obligor in the transaction. The customer

48

    ultimately holds us responsible for fulfillment of the third party support contracts and we bear credit risk in the event of nonpayment by the customer.

    We report customer support contract revenue on a gross basis as there are sufficient indicators in accumulation that we should be reporting these revenues on a gross basis in accordance with ASC Topic 605-45, Reporting Revenue Gross as a Principle versus Net as an Agent. We usually present quotations for maintenance arrangements to our customers without differentiating as to whether we, or a third party, are providing the service. Accordingly, we are, from our customers' perspectives, the primary obligor on our maintenance arrangements. We directly enter into the agreements with our customers to provide maintenance services. In all cases, we set the price to our customer for the maintenance arrangements, whether or not we provide our first call services, and bill our customers for the maintenance arrangement. We owe various third parties regardless of whether we collect from our customer. We are also contractually obligated to provide or arrange to provide these underlying support services to our customers in the unlikely event that the manufacturer or its designated service organization, fails to perform according to the terms of our contract.

    When we sell a service contract as part of a bundled arrangement, we use vendor specific objective evidence ("VSOE") to allocate revenue to the service contract element. In all cases, we defer revenues and incremental direct costs resulting from obtaining our service contracts and amortize them into operations over the term of the contracts, which are generally twelve months. We defer customer support costs as allowed under ASC Topic 605-10-S99 based on the guidance in ASC Topic 605-20. The deferred costs we capitalize consist of direct and incremental costs we prepay to third parties for direct support to our customers under our contract terms. We defer our customer support contract revenues and their related costs because significant obligations remain after contract execution. For example, we provide routine help desk assistance to our customers and assist them in contacting our vendors for additional support services.

    Consulting Services.    Some of our customers engage us to analyze their existing data center architectures and offer our recommendations. Other customers engage us to assist them on-site with extended data center infrastructure projects, to support their data center environments and to help with long-term data center design challenges. For these types of consulting services that do not include the sale of hardware or software products, we recognize revenues as we perform these services.

        Multiple element arrangements. In October 2009, the FASB amended the Accounting Standards Codification ("ASC") as summarized in Accounting Standards Update ("ASU") No. 2009-14, Software (Topic 985): Certain Revenue Arrangements That Include Software Elements, and ASU No. 2009-13, Revenue Recognition (Topic 605): Multiple-Deliverable Revenue Arrangements. ASU 2009-14 amended industry specific revenue accounting guidance for software and software related transactions to exclude from its scope tangible products containing software components and non-software components that function together to deliver the product's essential functionality, or what we refer to as essential software. We also sell non-essential software, which continues to be in the scope of ASC 985-605. ASU 2009-13 amended the accounting for multiple-element arrangements to provide guidance on how the deliverables in an arrangement should be separated and eliminates the use of the residual method. ASU 2009-13 also required an entity to allocate revenue using the relative selling price method.

        ASU 2009-13 establishes a hierarchy of evidence to determine the stand-alone selling price of a deliverable based on VSOE, third-party evidence ("TPE"), and the best estimate of selling price ("BESP"). If VSOE is available, it would be used to determine the selling price of a deliverable. If VSOE is not available, the entity would determine whether TPE is available. If so, TPE must be used to determine the selling price. If TPE is not available, then the BESP would be used.

49

        In certain instances, we are not able to establish VSOE for all deliverables in an arrangement with multiple elements. This may be due to infrequent sales of each element separately, not pricing products within a narrow range, or only having a limited sales history. We have not consistently established VSOE for any of our products or services, except for PCS.

        When VSOE cannot be established, we attempt to determine the standalone selling price for each element based on TPE. TPE is determined based on competitor prices for similar deliverables when sold separately. Generally, our strategy differs from that of our peers and our offerings contain a significant level of customization and differentiation such that the comparable pricing of products with similar functionality cannot be obtained. Furthermore, we are unable to reliably determine what similar competitor products' selling prices are on a stand-alone basis. Therefore, we are typically not able to determine TPE.

        Since we are typically unable to determine VSOE or TPE, we use BESP in our allocation of the arrangement consideration where VSOE or TPE do not exist. Therefore, revenue from these multiple-element arrangements is allocated based on BESP, except for PCS which is allocated based on VSOE. The objective of BESP is to determine the price at which we would transact a sale if the product or service were sold on a stand-alone basis. BESP is generally used for offerings that are not typically sold on a stand-alone basis or for new or highly customized offerings. We determine BESP for product or service using a cost-plus margin approach. When establishing the methodology used to calculate BESP we also considered multiple factors, including, but not limited to, geographies, market conditions, competitive landscape, internal costs, gross margin objectives and pricing practices. The determination of BESP is made through consultation with and formal approval by management.

        We regularly review VSOE, TPE and BESP and maintain internal controls over the establishment and updates of these estimates. We limit the amount of revenue recognized for delivered elements to the amount that is not contingent on the future delivery of products or services, future performance obligations or subject to customer-specified return or refund privileges.

        We evaluate each deliverable in an arrangement to determine whether they represent a single unit of accounting. The delivered item constitutes a separate unit of accounting when it has stand-alone value and there are no customer-negotiated refunds or return rights for the delivered elements. If the arrangement includes a customer-negotiated refund or return right relative to the delivered item and the delivery and performance of the undelivered item is considered probable and substantially in our control, the delivered element would also constitute a separate unit of accounting. In instances when the aforementioned criteria are not met, the deliverable is combined with the undelivered elements and revenue recognition is determined for the combined unit as a single unit of accounting. Allocation of the consideration is determined at arrangement inception on the basis of each unit's relative selling price.

        Our multiple-element product offerings include networking hardware with embedded software products, professional services, and PCS, which are considered separate units of accounting. For fiscal year 2011 and future periods, pursuant to the guidance in ASU 2009-13, when a sales arrangement contains multiple elements, such as products, essential software, PCS and/or professional services, we will allocate revenues to each element based on the aforementioned selling price hierarchy.

        In multiple-element arrangements that include software that is not essential to the functionality of the products, revenue is initially allocated to each separate unit of accounting using the relative selling prices of each of the deliverables in the arrangement based on the aforementioned selling price hierarchy. Since non-essential software deliverables are in the scope of ASC 985-605, VSOE must exist to account for the non-essential software deliverables as separate units of accounting from one another and further allocate the originally allocated non-essential software fee among the individual non-essential software deliverables. Since we were only able to establish VSOE for PCS, the amount allocated to the other non-essential software deliverables would be based on the residual method of

50

allocation using VSOE for PCS. This allocated revenue is recognized once all non-essential software deliverables other than PCS are delivered.

        For fiscal year 2010 and sales contracts entered into prior to fiscal year 2011, we recognized revenue pursuant to the previous guidance for multiple-element arrangements. Refer to the critical accounting policies in our Annual Report on Form 10-K for the fiscal year ended December 31, 2010 in "Management's Discussion and Analysis of Financial Condition and Results of Operations" under the heading "Critical Accounting Policies and Estimates" for a discussion of the previous accounting policy.

    Net Earnings Per Share:

        We compute basic net earnings per share using the weighted average number of shares outstanding. Diluted net earnings per share include the effect of common stock equivalents, if any, for each period. Diluted per share amounts assume the conversion, exercise or issuance of all potential common stock instruments unless their effect is anti-dilutive. The following table computes basic and diluted net earnings per share:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands,
except per share data)
  

Net earnings

   $ 10,535   $ 9,845   $ 2,302  
               

Basic:

                    

Weighted average common shares outstanding

     18,727     17,899     13,570  

Weighted average common shares of non-vested stock

     (1,613 )   (2,096 )   (769 )
               

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  
               

Net earnings per share—basic

   $ 0.62   $ 0.62   $ 0.18  
               

Diluted:

                    

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  

Employee and non-employee director stock options

     60     87     51  

Restricted stock that has not vested

     317     323     129  
               

Shares used in the computation of diluted net earnings per share

     17,491     16,213     12,981  
               

Net earnings per share—diluted

   $ 0.60   $ 0.61   $ 0.18  
               

        We excluded the following restricted stock grants that have not vested and options to purchase shares of common stock from the computation of diluted earnings per share as their effect would have been anti-dilutive:

 
   Year Ended December 31,  
 
   2012   2011   2010  

Non-vested common stock

     9,000     128,000     249,001  

Options to purchase shares of common stock

     —     —     140,202  

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    Fair Value of Financial Instruments:

        Fair value is the price that would be received from selling an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. In determining fair value for assets and liabilities required or permitted to be recorded at fair value, we consider the principal or most advantageous market in which it would transact and the assumptions that market participants would use when pricing the asset or liability. We apply fair value measurements for both financial and nonfinancial assets and liabilities. We have no nonfinancial assets or liabilities that require measurement at fair value on a recurring basis as of December 31, 2012.

        The fair value of our financial instruments, including cash and cash equivalents, accounts receivable, accounts payable, line of credit and accrued expenses, approximate cost because of their short maturities.

        We use the three-level fair value hierarchy that prioritizes the inputs to valuation techniques used to measure fair values. The hierarchy gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1 measurements) and the lowest priority to unobservable inputs (Level 3 measurements). The three levels of the fair value hierarchy are described below:

    •
    Level 1—Unadjusted quoted prices available in active markets for the identical assets or liabilities at the measurement date.

    •
    Level 2—Significant other observable inputs available at the measurement date, other than quoted prices included in Level 1, either directly or indirectly.

    •
    Level 3—Significant unobservable inputs that we cannot corroborate by observable market data and thus reflect the use of significant management judgment. We generally determine these values using pricing models based on assumptions our management believes other market participants would make.

        The fair value hierarchy requires the use of observable market data when available. In instances in which the inputs used to measure fair value fall into different levels of the fair value hierarchy, we determine the fair value measurement based on the lowest level input that is significant to the fair value measurement in its entirety. Our assessment of the significance of a particular item to the fair value measurement in its entirety requires judgment, including the consideration of inputs specific to the asset or liability. The following table sets forth, by level within the fair value hierarchy, the accounting of our financial assets and/or liabilities at fair value on a recurring basis according to the valuation techniques we used to determine their fair value(s):

(In thousands)
  Total at Fair
Value 		  Quoted Prices in
Active Markets
for Identical
Assets (Level 1) 		  Significant Other
Observable
Inputs (Level 2) 		  Significant
Unobservable
Inputs
(Level 3) 		 

At December 31, 2012:

                          

Cash and cash equivalents

   $ 10,315   $ 10,315   $ —   $ —  
                   

Total assets measured at fair value

   $ 10,315   $ 10,315   $ —   $ —  
                   

At December 31, 2011:

                          

Cash and cash equivalents

   $ 18,947   $ 18,947   $ —   $ —  

Certificates of Deposit

     1,486     1,486     —     —  

Variable Rate Demand Notes

     2,000     2,000     —     —  
                   

Total assets measured at fair value

   $ 22,433   $ 22,433   $ —   $ —  
                   

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2.     Acquisitions

    Strategic Technologies, Inc.

        On October 4, 2012, we purchased substantially all of the assets and liabilities of Strategic Technologies, Inc. ("StraTech") from StraTech and Midas Medici Group Holdings, Inc. ("Midas", parent company of StraTech, and together with StraTech, the "Sellers"). StraTech is an IT services and solutions firm that shares our focus on optimizing enterprise data centers and IT infrastructure through a common product and services portfolio designed to help customers increase business agility. We purchased StraTech for an estimated purchase price of approximately $11.0 million, comprised of a cash payment of approximately $13.2 million, which is offset by a receivable due from the Sellers of approximately $4.2 million, resulting from the preliminary estimated working capital adjustment. In addition, we issued 269,783 shares of our common stock with a value of approximately $2.0 million. Those shares have been deposited in an escrow account as security for certain indemnification obligations of the Sellers. Pursuant to the asset purchase agreement, Sellers are obligated to pay us an amount equal to the difference between the actual tangible net assets on the closing date and the Sellers' good faith estimated net tangible assets as set forth in the asset purchase agreement. We recorded the receivable due from Sellers of approximately $4.2 million related to this payment at December 31, 2012. Sellers are disputing the amount owed to us in connection with this reconciliation payment. The asset purchase agreement contains an arbitration provision for disputes over the value of tangible net assets. The amount of the receivable we recorded may be impacted by the resolution of the arbitration proceeding. As of the filing of this Form 10-K, no resolution had been reached, and the parties are reviewing the working capital calculations and determining the timing for arbitration.

        We estimated the fair value of the assets acquired and liabilities assumed of StraTech primarily using a discounted cash flow approach with respect to identified intangible assets and goodwill. We based this approach upon our estimates of future cash flows from the acquired assets and liabilities and utilized a discount rate consistent with the inherent risk associated with the acquired assets and liabilities assumed.

        The fair value of the assets acquired included a finite lived intangible asset consisting of customer relationships that have an estimated life of five years and an indefinite lived asset consisting of goodwill of approximately $5.3 million which will be deductible for tax purposes over a 15 year period. We are amortizing the finite-lived intangible asset we acquired in the StraTech acquisition over its useful life using an accelerated amortization method, to match the pattern in which the economic benefits of that asset are expected to be consumed. We paid a premium over the fair value of the net tangible and identified intangible assets acquired (i.e. goodwill) because this acquisition expanded our market share and physical presence across the Eastern seaboard of the United States and allows us to diversify our product offerings from certain manufacturers and expand our high-margin professional and managed services business lines. We expect to experience operational synergies and efficiencies through combined general and administrative corporate functions.

        We allocated the total estimated purchase consideration to the net assets and liabilities acquired, including finite lived intangible assets, based on their respective fair values at the acquisition date. The preliminary allocation of the purchase price was based upon a preliminary valuation and our estimates and assumptions are subject to change within the purchase price allocation period (generally one year from the acquisition date). The primary areas of the purchase price allocation that are not yet finalized relate to net working capital adjustments that are subject to the arbitration discussed above. The

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following table summarizes the preliminary allocation of the purchase price to the fair value of the assets and liabilities acquired:

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable

   $ 9,598  

Deferred revenue costs

     8,521  

Equipment

     432  

Finite-lived intangibles

     15,920  

Goodwill

     5,334  

Other assets

     628  
       

Total assets acquired

     40,433  

Liabilities assumed at their fair value:

        

Accounts payable

     17,645  

Customer deposits

     751  

Deferred revenue

     10,289  

Accrued expenses

     765  

Other liabilities

     29  
       

Total liabilities assumed

     29,479  
       

Net purchase price

   $ 10,954  
       

        The following table provides a reconciliation of the cash payment made to the estimated net purchase price for StraTech:

 
   (in thousands)  

Payment in cash for purchase

   $ 13,172  

Less receivable due from seller

     (4,243 )

Plus value of shares issued

     2,025  
       

Estimated net purchase price

   $ 10,954  
       

        The pro forma consolidated unaudited results of operations as of December 31, 2012 and 2011, assuming consummation of the acquisition of StraTech as of January 1, 2011, are as follows:

 
   Years Ended December 31,  
 
   2012   2011  
 
   (in thousands, except per share data)
  

Net sales

   $ 538,593   $ 437,841  

Net earnings

     11,818     11,297  

Per share data:

              

Basic earnings

   $ 0.69   $ 0.71  

Diluted earnings

   $ 0.68   $ 0.70  

        Integration costs for 2012 include salaries, benefits and retention bonuses of exiting employees, some of whom assisted with the initial integration of StraTech. In addition, transaction costs for 2012 include legal, audit and other outside service fees necessary to complete our acquisition of StraTech, which were expensed. Total integration and transaction costs were $359,000 during 2012.

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    Midwave Corporation

        In October 2011, we entered into an asset purchase agreement with Midwave Corporation ("Midwave") and its shareholders. Under the asset purchase agreement we purchased and acquired from Midwave substantially all of the assets used in Midwave's business. Midwave is an information technology consulting firm that offers both professional services and sells products to business' information technology organizations utilizing the product portfolios of certain information technology manufacturers, in the specific domains of data center services, networking services, managed services and advisory services. We paid a purchase price of approximately $19.1 million, comprised of a cash payment of approximately $16.1 million and issued 220,988 shares of our common stock with a value of approximately $1.6 million delivered at closing and approximately $1.4 million related to working capital adjustments subsequent to closing.

        We estimated the fair value of the assets acquired and liabilities assumed of Midwave primarily using a discounted cash flow approach with respect to identified intangible assets and goodwill. We based this approach upon our estimates of future cash flows from the acquired assets and liabilities and utilized a discount rate consistent with the inherent risk associated with the acquired assets and liabilities assumed.

        The fair value of the assets acquired included finite lived intangible assets, which consisted of covenants not to compete, order backlog and customer relationships having estimated lives of three years, three months and five years, respectively, and goodwill of approximately $9.3 million which will be deductible for tax purposes over a 15 year period. We paid a premium over the fair value of the net tangible and identified intangible assets acquired (i.e. goodwill), because we believe this acquisition makes us the dominant data center services and infrastructure provider in Minnesota. We also believe this acquisition doubles our Cisco technology and services revenue, expands our managed services portfolio, adds an established security practice and doubles the size of our consulting services team. We have begun to realize operational synergies and efficiencies through combined general and administrative and corporate functions in 2012.

        The following table summarizes the allocation of the purchase price to the fair value of the assets and liabilities acquired:

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable, net

   $ 11,575  

Deferred revenue costs

     33  

Equipment

     1,270  

Finite-lived intangibles

     6,635  

Goodwill

     9,300  

Other assets

     224  
       

Total assets acquired

     29,037  

Liabilities assumed at their fair value:

        

Accounts payable

     8,933  

Customer deposits

     122  

Deferred revenue

     16  

Accrued expenses

     860  
       

Total liabilities assumed

     9,931  
       

Net purchase price

   $ 19,106  
       

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        The following table provides a reconciliation of the net purchase price for Midwave as compared to the cash payment for purchase:

 
   (in thousands)  

Net purchase price

   $ 19,106  

Less value of shares issued

     1,564  
       

Payment in cash for purchase

   $ 17,542  
       

        Integration costs for 2011 include salaries, benefits and retention bonuses of exiting employees, some of whom assisted with the initial integration of Midwave. In addition, transaction costs for 2011 include legal, audit and other outside service fees necessary to complete our acquisition of Midwave, which were expensed. Total integration and transaction costs were $454,000 during 2011.

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    2009 Acquisitions

        On December 17, 2009, we acquired the reseller business of Incentra, which designs, procures, implements and supports data center solutions composed of technologies including storage, networking, security and servers from leading manufacturers. We did not acquire Incentra's managed services portfolio and related operations. We accomplished the acquisition through the purchase of substantially all of the assets of Incentra's reseller business pursuant to an Asset Purchase Agreement and have included the financial results of Incentra in our financial statements beginning on the acquisition date.

        Under the acquisition method of accounting, the total preliminary purchase price was allocated to Incentra's net tangible and intangible assets based upon their estimated fair values as of December 17, 2009. During 2010, we finalized our purchase accounting. The total final purchase price for Incentra was approximately $13.8 million, of which approximately $4.0 was allocated to goodwill, $5.2 million to identifiable intangible assets, and $4.6 to net tangible assets. The finite lived intangibles which consisted of trademarks, order backlog and customer relationships have estimated lives of three years, one year and eight years, respectively, and we are amortizing them using the straight line method (see Note 4). The goodwill we may deduct for tax purposes over a 15 year period.

        On October 1, 2009, we acquired the networking solutions division of Minneapolis-based Cross Telecom's ("Cross"), which qualified as a business combination. We completed an asset purchase of $2.0 million paid in cash. Simultaneously, Cross entered into an agreement with us to purchase at least $1.8 million of networking products and services from us over the next three years. Cross has agreed to pay any shortfall between customer purchases and the guaranteed annual purchase amount. The agreement was entered into outside of the acquisition and was assigned no fair value.

        In September 2010 and 2011, the first and second years of the three year agreement came to an end and there was a shortfall paid by Cross of $503,000 and $574,000, respectively, which was recorded as other income since we had assumed the revenue targets. In October 2011, we entered into an agreement with Cross to allow for an early buyout of the remaining year of the agreement for which Cross paid $553,000.

        In connection with this acquisition, we allocated the total purchase consideration to the net assets acquired, including finite lived intangible assets, based on their respective fair values at the acquisition date. The total purchase price paid for Cross was approximately $2.0 million, of which approximately $1.4 million was allocated to goodwill, $534,000 to identifiable intangible assets, and $47,000 to net tangible assets. We allocated the purchase price for the Cross acquisition primarily by comparing our estimated cost to build the assets acquired against purchasing them. This enabled us to determine the allocation between finite lived intangibles and goodwill. The finite lived intangibles, which consisted of the services agreement and certifications have estimated lives of four and two years, respectively, and we are amortizing them using the straight line method (see Note 4). The goodwill we may deduct for tax purposes over a 15 year period.

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3.     Short Term Investments

        The following table summarizes our short term investments (in thousands):

 
   Amortized
Cost 		  Gross
Unrealized
Gains 		  Gross
Unrealized
Losses 		  Fair
Value 		 

December 31, 2012

                          

Certificates of Deposit

   $ —     —     —   $ —  

Variable Rate Demand Notes

   $ —     —     —   $ —  

December 31, 2011

                          

Certificates of Deposit

   $ 1,486     —     —   $ 1,486  

Variable Rate Demand Notes

   $ 2,000     —     —   $ 2,000  

        As of December 31, 2012 and December 31, 2011, we had no unrealized holding gains/losses on investments.

4.     Intangibles:

        We had goodwill assets with a recorded value of $37.8 million and $32.4 million as of December 31, 2012 and 2011, respectively. Goodwill activity is summarized as follows:

 
   (in thousands)  

January 1, 2011

   $ 23,146  

Additions

     9,300  
       

December 31, 2011

   $ 32,446  

Additions

     5,334  
       

December 31, 2012

   $ 37,780  
       

        We had finite-lived intangible assets with a net book value of $20.8 million and $9.0 million as of December 31, 2012 and 2011, respectively. The change in the net carrying amount of intangibles during 2012 and 2011 is as follows:

 
   Year Ended
December 31, 		 
 
   2012   2011  
 
   (in thousands)
  

Beginning Balance

   $ 9,035   $ 5,219  

Recognized in connection with acquisitions

     15,920     6,635  

Amortization

     (4,195 )   (2,819 )
           

Ending Balance

   $ 20,760   $ 9,035  
           

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        Identified finite-lived intangible asset balances are summarized as follows:

 
    
   As of December 31, 2012   As of December 31, 2011  
 
   Amortizable
Period
(years) 		  Gross
Assets 		  Accumulated
Amortization 		  Net
Assets 		  Gross
Assets 		  Accumulated
Amortization 		  Net
Assets 		 

Customer relationships

   5-8   $ 29,133     (8,665 ) $ 20,468   $ 13,213     (4,729 ) $ 8,484  

Services agreement

   4     67     (54 )   13     67     (38 )   29  

Certification

   2     467     (467 )   —     467     (467 )   —  

Covenant not to compete

   3     478     (199 )   279     478     (40 )   438  

Trademarks

   3     263     (263 )   —     263     (179 )   84  

Order backlog

   3 months-
1 year		     2,162     (2,162 )   —     2,162     (2,162 )   —  
                               

Total identified intangible assets

       $ 32,570     (11,810 ) $ 20,760   $ 16,650     (7,615 ) $ 9,035  
                               

        Amortization expense related to finite-lived intangible assets for 2012, 2011 and 2010 was $4.2 million, $2.8 million and $2.6 million, respectively. In 2012, amortization expense increased due to the acquisition of StraTech. The finite-lived intangible asset we acquired in the StraTech acquisition consisted of customer relationships having an estimated life of 5 years that we are amortizing over the useful life of the asset using an accelerated amortization method, to match the pattern in which the economic benefits are expected to be consumed. In 2011, amortization expense increased due to the acquisition of Midwave. The finite-lived intangibles we acquired in the Midwave acquisition consisted of covenants not to compete, order backlog and customer relationships having estimated lives of three years, three months and five years, respectively. Amortization expense in 2010 relates primarily to our acquisitions of the networking solutions division of Cross in October 2009 and the reseller business of Incentra in December 2009. The finite lived intangibles we acquired related to the reseller business of Incentra consisted of trademarks, order backlog and customer relationships and have estimated lives of three years, one year and eight years, respectively. The finite lived intangibles we acquired related to the networking solutions division of Cross consisted of the services agreement and certifications and have estimated lives of four years and two years, respectively. The finite-lived intangible assets we acquired in the acquisitions of Midwave, the networking solutions division of Cross and the reseller business of Incentra are amortized over their useful lives primarily using the straight-line approach, to match the pattern in which the economic benefits of those assets are expected to be consumed. Expected amortization in each of the next five years is as follows:

 
   (in thousands)  

2013

   $ 7,251  

2014

     5,293  

2015

     3,963  

2016

     2,937  

2017

     1,316  
       

  $ 20,760  
       

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5.     Income Taxes:

        The reconciliation of the U.S. federal statutory tax rate to our effective income tax rate is as follows:

 
   2012   2011   2010  

Tax expense (benefit) at U.S. statutory rates

     35.0 %   35.0 %   34.0 %

State tax expense, net of federal tax effect

     5.0     5.2     4.7  

Meals and entertainment

     1.0     1.0     3.6  

Incentive stock options

     —     —     0.6  

Other

     (0.4 )   0.2     (0.6 )
               

Effective tax rate

     40.6 %   41.4 %   42.3 %
               

        Net deferred tax liabilities consist of the following components as of December 31, 2012 and 2011:

 
   Year Ended
December 31, 		 
 
   2012   2011  
 
   (in thousands)
  

Deferred income tax assets:

              

Allowance for doubtful accounts

   $ 97   $ 126  

Compensation accrual

     1,685     1,423  

Inventories

     128     172  

Deferred revenue

     12,542     8,828  

Net operating loss carryovers

     65     135  

Bonuses

     1,360     —  

Deferred rent

     162     —  

Tenant allowance

     227     —  

Sublease reserves

     —     32  

Intangibles

     744     159  

Other

     22     74  
           

Total deferred tax assets

     17,032     10,949  

Deferred income tax liability:

              

Prepaids

     (212 )   (380 )

Deferred costs

     (17,581 )   (12,872 )

Deferred commission

     (2,537 )   (1,688 )

Section 481(a) adjustment

     (1,065 )   (305 )

Property and equipment

     (200 )   (4 )
           

Total deferred tax liabilities

     (21,595 )   (15,249 )
           

Net deferred income tax liabilities

   $ (4,563 ) $ (4,300 )
           

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        The deferred tax amounts above have been classified in the accompanying balance sheets as follows for 2012 and 2011:

 
   Year Ended
December 31, 		 
 
   2012   2011  
 
   (in thousands)
  

Current deferred tax liability

   $ (9,034 ) $ (7,459 )

Noncurrent deferred tax asset

     4,471     3,159  
           

Net deferred tax liability

   $ (4,563 ) $ (4,300 )
           

        The tax expense for 2012 and 2011 consists of the following:

 
   Year Ended
December 31, 		 
 
   2012   2011  
 
   (in thousands)
  

Current income tax expense

   $ 6,924   $ 6,584  

Deferred tax expense

     262     374  
           

Income tax expense

   $ 7,186   $ 6,958  
           

        In assessing the recoverability of deferred tax assets, management considers whether it is more likely than not that we will realize some portion or all of the deferred tax assets. The ultimate realization of deferred tax assets is dependent upon the generation of future taxable income during the periods in which those temporary differences become deductible. As of December 31, 2012, we have no federal net operating carryforwards. As of December 31, 2012, we have state net operating loss carryforwards of approximately $1.1 million, which are available to offset future state taxable income. If not used, the state net operating loss carryforwards will expire between 2013 and 2028. For 2012 we recorded approximately $780,600 to equity for tax expenses associated with the exercise of stock options. For 2011 we recorded approximately $449,500 to equity for tax expenses associated with the exercise of stock options. In future periods of taxable earnings, we expect to report an income tax provision using an effective tax rate of approximately 40% to 42%.

        The tax years 2009-2012 remain open to examination by both the Federal government and by other major income taxing jurisdictions to which we are subject.

        Our ability to utilize a portion of our net operating loss carryforwards to offset future taxable income may be subject to certain limitations under Section 382 of the Internal Revenue Code due to changes in our equity ownership. We do not believe that an ownership change under Section 382 has occurred, and therefore, no such limitations exist.

6.     Lease Commitments:

        Our corporate headquarters including our principal technical and support services operations, are located in an office and warehouse facility in Eden Prairie, Minnesota. As of December 31, 2012, our other 36 leased locations, housing sales and technical staff, are small to medium sized offices. We have regional hubs located in the Northeast, South, Mid Central, North Central and West.

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        As of December 31, 2012, future minimum lease payments due under non-cancelable operating leases are as follows:

 
   Lease
Obligations 		  Sublease
Agreements 		  Net Lease
Obligations 		 
 
   (in thousands)
  

2013

   $ 1,644   $ (34 ) $ 1,610  

2014

     1,520     (34 )   1,486  

2015

     1,081     —     1,081  

2016

     721     —     721  

Thereafter

     1,930     —     1,930  
               

  $ 6,896   $ (68 ) $ 6,828  
               

        As a result of our acquisition of StraTech in October 2012, we are the successor in interest to six leases where StraTech was the tenant. These facilities provide us with approximately 27,000 additional square feet of office space available for our operations in Georgia, Alabama, North Carolina, Florida, Maryland, and Tennessee.

        As a result of our acquisition of certain assets of Midwave in October 2011, as tenant, we are the successor interest to a lease ("Original Lease") dated August 9, 2010. The Original Lease was for 20,851 square feet of office space. In December 2011, we entered into a First Amendment to Lease (the "Amendment") to the Original Lease for approximately 32,906 additional square feet of office space ("Expansion Space"), which provides us with approximately 54,000 total square feet available for our operations. We moved our corporate headquarters to this new location in April 2012. Under the terms of the Amendment, the term of the Original Lease was extended for 42 months from March 1, 2016 through August 31, 2019 and the term of the lease for the Expansion Space is for seven years and six months, which commenced on March 1, 2012. We have the option to extend the term of the Original Lease for an additional five year term as long as certain conditions are met.

        Total rent expense, net of sublease income of $219,000, $663,000 and $663,000 in 2012, 2011 and 2010, respectively, is as follows:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Rent expense

   $ 2,578   $ 2,601   $ 2,386  
               

7.     Employee Benefit Plan:

        We have a defined contribution retirement plan for eligible employees. Employees may contribute up to 60% of their pretax compensation to the 401(k) portion of the plan. Since April 2006, we have matched 50% of an employee's contribution up to the first 6% of an employee's eligible compensation. The cost of our contributions to the 401(k) portion of the plan for 2012, 2011 and 2010 was $1.1 million, $857,000 and $762,000, respectively.

8.     Line of Credit:

        We have available for use a line of credit of $15.0 million with Wells Fargo Bank, N.A. which was last amended in October 2012 to extend the maturity date to July 31, 2014. The line of credit continues to bear interest at 2.0% above the bank's three month LIBOR rate (approximately 0.31% at December 31, 2012). In addition, the line of credit continues to require us to meet certain financial covenants. In the event of noncompliance with the financial covenants and other defined events of default, the lender is entitled to certain remedies, including acceleration of the repayment of amounts

62

outstanding on the line of credit facility. At December 31, 2012, we were in compliance with the covenants. As of December 31, 2012, we had outstanding advances of $6.0 million on the line of credit. We have classified this as a current liability within the balance sheet as we intend to pay off the balance within the next 12 months. At December 31, 2011 there were no outstanding advances on the line of credit.

9.     Stockholders' Equity:

    Common Stock Offering:

        On March 14, 2011, we completed a public offering of 4,266,500 shares of common stock with a price to the public of $5.75 per share. We issued and sold 3,306,500 shares in the offering and the selling shareholder sold 960,000 shares in the offering. We received proceeds from the common stock sold by us, net of offering costs of $17.5 million. We did not receive any proceeds from the shares sold by the selling shareholder.

    Stock Compensation Plans:

        In May 2011, our shareholders approved our 2011 Incentive Compensation Plan ("2011 Plan"). The 2011 plan replaced our existing 2009 Incentive Compensation Plan ("2009 Plan") and 2000 Director Stock Option Plan (the "Director Plan"), each of which terminated upon approval of the 2011 Plan on May 12, 2011. We reserved up to 750,000 initial shares of our common stock for possible issuance under the 2011 Plan and 303,943 shares remaining available for future grants under the 2009 Plan. Awards under the 2011 Plan may consist of options (non-qualified and incentive stock options), stock appreciation rights, or SARs, restricted stock units, performance units, dividend equivalents, annual incentive awards and other share-based awards as determined by our Compensation Committee. The terms and conditions of each award are set in an award agreement as determined by the Compensation Committee. As of December 31, 2012, there were 763,134 shares available for grant under the 2011 Plan.

    Time-based Restricted Stock Grants under our 2011 Plan, 2009 Plan and Director Plan:

        Under the 2011 Plan, eligible employees may be awarded shares of restricted stock. These shares generally vest three to four years after issuance, subject to continuous employment and certain other conditions. In 2012, 2011 and 2010, we issued 279,428, 140,000 and 254,000 shares of time-based restricted stock to our executive management and certain other employees. Restricted shares are valued at the closing price of our stock on the date of grant and are expensed over the vesting period. Unrecognized compensation expense related to the non-vested stock grants was $2.9 million at December 31, 2012 and is expected to be recognized through November 2016. Compensation expense related to these restricted stock grants was $910,000 in 2012, $621,000 in 2011 and $663,000 in 2010.

        In 2012, 2011 and 2010, we issued 36,000, 36,607 and 37,030 shares of common stock to members of the Board of Directors, respectively. Our non-employee directors receive 6,000 shares of restricted stock for their Board service. We issue the annual restricted stock grants on June 30 of each year and they vest one-quarter upon issuance and one-quarter on the following September 30, December 31, and March 31, respectively, provided that the director is still a member of the Board on that date. As of December 31, 2012, 9,000 shares of the 2012 restricted stock grant were not vested. The 2011 and 2010 awards to our directors have all vested. For 2012, 2011 and 2010, total compensation expense for these awards was approximately $323,000, $260,000 and $153,000, respectively.

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    Performance-based Restricted Stock Grants under our 2011 Plan, 2009 Plan and Director Plan:

        Under the 2011 Plan, we are able to grant performance-based awards of restricted stock to our employees. The purpose of the performance-based grants is to retain key employees and to align key management with shareholders' interests.

        On December 4, 2012, we awarded approximately 163,000 shares of restricted stock pursuant to our 2011 Plan to executive management. The restricted stock vests as follows: (1) fifty percent upon the achievement of our predetermined earnings from operations objective for 2013 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2014, (2) twenty five percent upon the second grant anniversary date, (3) 12.5 percent upon the third grant anniversary date and (4) 12.5 percent upon the fourth grant anniversary date. We are amortizing the $1.4 million fair value of the shares that have not vested as follows: (1) $680,000 over a 25-month period for the achievement of the performance objectives and assuming the individual remains employed with us through December 31, 2014, (2) $340,000 over the two year vesting period, (3) $170,000 over the three year vesting period and (4) $170,000 over the four year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $1.3 million at December 31, 2012 and is expected to be recognized through November 2016. Compensation expense related to these restricted stock grants was $51,000 for the year ended December 31, 2012.

        On October 4, 2012, we awarded 45,000 shares of restricted stock pursuant to our 2011 Plan to certain managers. The restricted stock vests as follows: (1) fifty percent upon the achievement of our income or gross profit objectives for 2012 and the individual employee remains employed with us through the announcement of the 2012 financial results, (2) twenty five percent upon the second grant anniversary date and (3) twenty five percent upon the third grant anniversary date. We are amortizing the $386,000 fair value of the shares that have not vested as follows: (1) $198,000 over the 4.5 month period for the achievement of the performance objectives and remaining employed through the announcement of 2012 financial results, (2) $99,000 over the two year vesting period and (3) $99,000 over the three year vesting period. Unrecognized compensation expense related to the restricted stock grants was $173,000 at December 31, 2012 and is expected to be recognized through September 2015. Compensation expense related to these restricted stock grants was $20,000 for the year ended December 31, 2012.

        On February 22, 2012, we awarded approximately 173,000 shares of restricted stock pursuant to our 2011 Plan to certain members of our executive management team. The restricted stock vests as follows: (1) fifty percent upon the achievement of our predetermined earnings from operations objective for 2012 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2013, (2) twenty five percent upon the second grant anniversary date and (3) twenty five percent upon the third grant anniversary date, provided in each case the individual is employed with us on each vesting date. We are amortizing the $1.5 million fair value of the shares that have not vested as follows: (1) $750,000 over the 22.5 month period for the achievement of the performance objectives and assuming the individual remains employed with us through December 31, 2013, (2) $375,000 over the two year vesting period and (3) $375,000 over the three year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $483,000 at December 31, 2012 and is expected to be recognized through February 2015. Compensation expense related to these restricted stock grants was $286,000 for the year ended December 31, 2012.

        On July 17, 2011, we awarded 215,000 shares of restricted stock pursuant to our 2011 Plan to certain managers. The restricted stock vests as follows: (1) 39,000 upon the achievement of our income or gross profit objectives for 2011, (2) 88,000 upon the second grant anniversary date and (3) 88,000 upon the third grant anniversary date. We are amortizing the $1.6 million fair value of the restricted shares that have not vested as follows: (1) $292,000 over a 6 month vesting period for the achievement of the performance objectives, (2) $658,000 over the two year vesting period and (3) $658,000 over the

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three year vesting period. Unrecognized compensation expense related to the restricted stock grants was $381,000 at December 31, 2012 and is expected to be recognized through June 2014. Compensation expense related to these restricted stock grants was $309,000 and $566,000 for the years ended December 31, 2012 and 2011, respectively.

        On January 17, 2011, we awarded 209,000 shares of restricted stock pursuant to our 2011 Plan to executive management. The restricted stock vests as follows: (1) 104,500 shares upon the achievement of our predetermined earnings from operations objective for 2011 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2013, (2) 52,250 upon the second grant anniversary date and (3) 52,250 upon the third grant anniversary date. We are amortizing the $1.2 million fair value of the restricted stock as follows: (1) $612,000 over a 12 month vesting period for the achievement of the performance objectives, (2) $306,000 over the two year vesting period and (3) $306,000 over the three year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $325,000 at December 31, 2012 and is expected to be recognized through January 2014. Compensation expense related to these restricted stock grants was $459,000 and $440,000 for the years ended December 31, 2012 and 2011, respectively.

        On August 17, 2010, we awarded 25,000 shares of restricted stock pursuant to our 2009 Plan to managers and certain employees. The grants vest upon the achievement of an on-time and on-budget implementation of the new ERP system. In addition, the individual employee must remain employed by us through February 1, 2012. We are amortizing the $85,000 fair value of the restricted stock on the date of grant ratably over the eighteen-month vesting period in accordance with specific vesting terms. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2012, 2011 and 2010, compensation expense related to these restricted stock grants was $(56,000) and $53,000 and $28,000, respectively.

        On August 17, 2010, we awarded 42,307 shares of restricted stock pursuant to our 2009 Plan to executive management. The grants vested upon our achievement of the predetermined earnings from operations objective for the second-half of 2010 as approved by our Board of Directors. In addition, the individual must have remained employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $144,000 fair value of the restricted stock over the eighteen-month vesting period in accordance with specified vesting terms. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and 2010, compensation expense related to these restricted stock grants was $102,000 and $42,000, respectively.

        On February 2, 2010, we awarded 25,000 shares of restricted stock pursuant to our 2009 Plan to senior management and managers. The grants vested upon our achievement of the predetermined earnings from operations objective for 2010 as approved by our Board of Directors. In addition, the individual employee must remain employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $112,000 fair value of the restricted stock over a two-year period that began on January 1, 2010. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and 2010, compensation expense related to these restricted stock grants was $(34,000) and $56,000, respectively.

        On December 14, 2009, we awarded 201,250 shares of restricted stock pursuant to our 2009 Plan to senior management and managers. The grants vested upon our achievement of the predetermined earnings from operations objective for 2010 as approved by our Board of Directors. In addition, the individual employee must have remained employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $767,000 fair value of the restricted stock over a two-year period that began on January 1, 2010. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and

65

2010, compensation expense related to these restricted stock grants was $316,000 and $316,000, respectively.

        The following table summarizes our restricted stock activity for the periods indicated below:

 
   Number of Shares   Weighted Average
Grant-Date Fair Value 		 

Restricted stock at January 1, 2010

     575,799   $ 4.65  

Granted

     351,307   $ 4.19  

Shares vested

     (147,880 ) $ 5.10  

Shares cancelled

     (132,169 ) $ 5.75  
           

Restricted stock at January 1, 2011

     647,058   $ 4.04  

Granted

     564,000   $ 7.12  

Shares vested

     (75,000 ) $ 3.88  

Shares cancelled

     (57,000 ) $ 5.26  
           

Restricted stock at January 1, 2012

     1,079,058   $ 5.60  

Granted

     663,843   $ 8.58  

Shares vested

     (385,808 ) $ 5.66  

Shares cancelled

     (109,425 ) $ 7.12  
           

Restricted stock at December 31, 2012

     1,247,668   $ 7.47  
           

    Stock Options:

        We had no stock option grants in 2012, 2011 or 2010.

        In December 2009, we awarded 25,000 stock options to one of our managers. The stock options vest over three years with one-third vesting each year if the individual is still employed by us. We use the Black-Scholes option pricing model to estimate the fair value of stock options. The weighted-average fair value per option at the date of grant was $2.35.

        In July 2009, we awarded 450,000 stock options to our president and chief executive officer. The stock options vest 25% per year over a term of four years, provided he continues employment with us through each relevant vesting date. Unvested stock options will immediately vest upon a change of control of us (as defined in his employment agreement) but only if he (i) is continuously employed to the date of the change of control, (ii) the change of control price (as defined in the employment agreement) exceeds $3.50 per share, and (iii) such acceleration and vesting will not cause the option to be subject to the adverse consequences described in Section 409A of the Internal Revenue Code. We use the Black-Scholes option pricing model to estimate the fair value of stock options. The weighted-average fair value per option at the date of grant was $2.15.

        Total stock-based compensation expense related to stock options was $242,000, $264,000 and $335,000 for the years ended December 31, 2012, 2011 and 2010, respectively. Unrecognized stock-based compensation expense related to stock options was $134,000 at December 31, 2012.

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        The following table summarizes activity under our stock option plans:

 
   Outstanding Options  
 
   Number of Shares   Range of
Exercise Prices 		  Weighted
Average
Exercise Price 		 

Balance, December 31, 2009

     1,239,920   $1.44 - $18.13   $ 4.57  

Options granted

     —   —   $ —  

Options exercised

     (91,620 ) $3.32 - $4.36   $ 3.68  

Options cancelled

     (110,589 ) $3.16 - $18.13   $ 9.78  
               

Balance, December 31, 2010

     1,037,711   $1.44 - $9,81   $ 4.10  

Options granted

     —   —   $ —  

Options exercised

     (263,564 ) $1.44 - 8.44   $ 3.88  

Options cancelled

     (106,765 ) $3.46 - 9.81   $ 8.09  
               

Balance, December 31, 2011

     667,382   $1.44 - $5.21   $ 3.52  

Options granted

     —   —   $ —  

Options exercised

     (95,092 ) $1.44 - $4.36   $ 3.66  

Options cancelled

     (4,250 ) $3.71 - $4.36   $ 4.06  
               

Balance, December 31, 2012

     568,040   $1.80 - $5.21   $ 3.49  
               

Options exercisable as of December 31, 2010

     627,878   $1.44 - $9.81   $ 3.80  

Options exercisable as of December 31, 2011

     436,827   $1.44 - $5.21   $ 3.58  

Options exercisable as of December 31, 2012

     455,540   $1.80 - $5.21   $ 3.49  

        The weighted average remaining contractual life of options outstanding at December 31, 2012 was 5.62 years. At December 31, 2012, 2011 and 2010, respectively, the aggregate intrinsic value of options outstanding and exercisable was $2,316,414, $2,692,302 and $580,122. Total intrinsic value of options exercised was $563,405, $988,986 and $337,496 for 2012, 2011 and 2010, respectively.

10.   Lease Receivables

        In June 2012, we entered into a sales-type lease agreement with a single customer resulting from the sale of certain products. Our lease receivable is recorded at cost within the accounts receivable, net balance on our balance sheet and is due in monthly installments over an initial term of two years. Cash received and applied against this receivable balance is recorded within changes in operating assets and liabilities in the net cash provided by operating activities section of the statement of cash flows. Finance income is derived over the term of the sales-type lease arrangement as the unearned income on financed sales-type leases is earned. Unearned income is amortized over the life of the lease using the interest method. The contractual amounts due under sales-type leases at December 31, 2012 were as follows (in thousands):

 
   Contractual
Amounts Due
Under Leases 		 

Gross finance receivables

   $ 1,015  

Unearned income

     (60 )
       

Net investment in sales-type lease receivables

   $ 955  
       

        Lease receivables are individually evaluated for impairment. In the event we determine that a lease receivable may not be paid, we include in our allowance an amount for the outstanding balance related to the lease receivable. At December 31, 2012, there were no amounts past due related to lease receivables.

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11.   Commitments and Contingencies

        We have change of control severance agreements and employment agreements in place with certain executive employees. Under the agreements, an executive is entitled to a severance payment in the event the executive (a) is terminated without cause by us in anticipation of, in connection with, at the time of or within two years after a change of control, or (b) resigns for good reasons arising in anticipation of, in connection with, at the time of or within two years after a change of control.

12.   Quarterly Financial Information (unaudited)

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2012

                          

Net sales

   $ 119,088   $ 120,042   $ 104,774   $ 147,298  

Gross profit

     27,326     28,033     24,012     32,655  

Operating earnings

     3,612     5,411     3,255     5,440  

Net earnings

     2,161     3,219     1,923     3,232  

Net earnings per share—basic

     0.13     0.19     0.11     0.19  

Net earnings per share—diluted

     0.12     0.18     0.11     0.18  

 

 
   March 31   June 30   Sep 30   Dec 31  
 
   (in thousands, except per share data)
  

2011

                          

Net sales

   $ 85,694   $ 89,481   $ 90,140   $ 114,712  

Gross profit

     20,755     21,679     21,240     25,938  

Operating earnings

     3,000     4,379     4,859     4,555  

Net earnings

     1,748     2,697     2,793     2,607  

Net earnings per share—basic

     0.13     0.16     0.17     0.16  

Net earnings per share—diluted

     0.12     0.16     0.16     0.15  

 

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2010

                          

Net sales

   $ 62,544   $ 70,875   $ 69,220   $ 91,040  

Gross profit

     14,332     16,760     16,665     19,879  

Operating earnings (loss)

     (1,535 )   (65 )   1,425     4,153  

Net earnings (loss)

     (891 )   5     771     2,417  

Net earnings (loss) per share—basic

     (0.07 )   0.00     0.06     0.19  

Net earnings (loss) per share—diluted

     (0.07 )   0.00     0.06     0.19  

13.   Subsequent Events

        None.

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Item 9.    Changes in and Disagreements with Accountants on Accounting and Financial Disclosure.

        None.

Item 9A.    Controls and Procedures

    (a)
    Evaluation of Disclosure Controls and Procedures

        Under the supervision and with the participation of our management, including our Chief Executive Officer (principal executive officer) and our Chief Financial Officer (principal financial officer), we have evaluated the effectiveness of the design and operation of our disclosure controls and procedures pursuant to Rule 13a-15(b) under the Securities Exchange Act of 1934. Based on their review of our disclosure controls and procedures, the Chief Executive Officer and the Chief Financial Officer have concluded that our disclosure controls and procedures were effective at December 31, 2012 to ensure that information we are required to disclose in reports that we file or submit is accumulated and communicated to our management, including our principal executive and principal financial officer, as appropriate to allow timely decisions regarding required disclosures, and that such information is recorded, processed, summarized and reported within the time periods specific in the Securities and Exchange Commission rules and forms.

    (b)
    Management's Report on Internal Control over Financial Reporting

        Our management is responsible for establishing and maintaining adequate internal control over financial reporting. Our internal controls are 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. 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.

        Under the supervision and with the participation of our management, including our Chief Executive Officer and our Chief Financial Officer, we assessed the effectiveness of our internal control over financial reporting as of December 31, 2012. In making this assessment, our management used the criteria set forth by the Committee of Sponsoring Organizations of the Treadway Commission (COSO) in Internal Control—Integrated Framework.

        Based on our evaluation under the framework in Internal Control—Integrated Framework, our management concluded that our internal control over financial reporting was effective as of December 31, 2012.

        McGladrey LLP, the independent registered accounting firm who audited our financial statements, has also audited the effectiveness of our internal control over financial reporting as of December 31, 2012 as described in their report on the next page.

    (c)
    Changes in Internal Control

        There has been no change in our internal controls over financial reporting during our most recent fiscal quarter that has materially affected, or is reasonably likely to materially affect, our internal controls over financial reporting.

69

Report of Independent Registered Public Accounting Firm

To the Board of Directors and Shareholders
Datalink Corporation

        We have audited Datalink Corporation's internal control over financial reporting as of December 31, 2012, based on criteria established in Internal Control—Integrated Framework issued by the Committee of Sponsoring Organizations of the Treadway Commission. Datalink Corporation'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 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 conducted our audit in accordance with the standards of the Public Company Accounting Oversight Board (United States). 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 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.

        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 (a) pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the transactions and dispositions of the assets of the company; (b) 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 (c) 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.

        In our opinion, Datalink Corporation maintained, in all material respects, effective internal control over financial reporting as of December 31, 2012, based on criteria established in Internal Control—Integrated Framework issued by the Committee of Sponsoring Organizations of the Treadway Commission.

        We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States), the financial statements of Datalink Corporation as of December 31, 2012 and 2011 and for each of the three years in the period ended December 31, 2012, and our report dated March 15, 2013, expressed an unqualified opinion.

/s/ McGladrey LLP

Minneapolis, Minnesota
March 15, 2013

70

Item 9B.    Other Information

        Not Applicable.


PART III

Item 10.    Directors, Executive Officers and Corporate Governance.

        Information contained in Item 1 under the heading "Executive Officers," as well as under "Election of Directors," "Executive Compensation—Executive Officers" and "Section 16(a) Beneficial Ownership Reporting Compliance" in our proxy statement for our 2013 annual meeting of shareholders, to be filed pursuant to Regulation 14A within 120 days after the end of the fiscal year covered by this Form 10-K (the "2013 Proxy Statement") is incorporated herein by reference.

        We have adopted a code of ethics that applies to our officers, including our principal executive, financial and accounting officers, and our directors and employees. We intend to make all required disclosures concerning any amendments to, or waivers from, our code of ethics by the filing current reports on Form 8-K.

Item 11.    Executive Compensation.

        We incorporate the information set forth under "Executive Compensation" and "Director Compensation" in our 2013 Proxy Statement herein by reference.

Item 12.    Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters.

        We incorporate the information set forth under "Outstanding Voting Securities and Voting Rights" and "Equity Compensation Plan Information at Fiscal Year Ended December 31, 2012" in our 2013 Proxy Statement herein by reference.

Item 13.    Certain Relationships and Related Transactions, and Director Independence.

        We incorporate the information required by this section by reference from the information set forth under "Transactions with Related Parties" and "Corporate Governance" in our 2013 Proxy Statement.

Item 14.    Principal Accountant Fees and Services.

        We incorporate the information required by this section by reference from the information set forth under "Auditing Matters" in our 2013 Proxy Statement.


PART IV

Item 15.    Exhibits and Financial Statement Schedules.

    (a)
    We are filing the following documents as part of this Form 10-K report:

    1.
    Financial Statements

      Reference is made to the Financial Statements of Datalink Corporation, under Item 8 in Part II of this Form 10-K.

    2.
    Financial Statement Schedules.

      The following financial statement schedule of Datalink Corporation for 2012, 2011 and 2010 is filed as part of this Annual Report and should be read in conjunction with the Financial Statements of Datalink Corporation.

71


 DATALINK CORPORATION
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS
FOR THE YEARS ENDED DECEMBER 31, 2012, 2011 AND 2010

Description
  Period   Balance at
Beginning
of Period 		  Additions   Deductions(1)   Balance
at End
of Period 		 

Allowance for Doubtful Accounts

     2012   $ 282,196   $ —   $ 59,336   $ 222,860  

    2011     203,526     84,515     5,845     282,196  

    2010     628,974     72,668     498,117     203,526  

Allowance for Inventory Obsolescence

    
2012		  
$
416,370		  
$
445,453		  
$
552,322		  
$
309,501		  

    2011     105,191     374,264     63,085     416,370  

    2010     122,193     132,390     149,392     105,191  
(1)
Deductions reflect write-offs of customer accounts receivables, net of recoveries.
    3.
    Exhibits.

      The exhibits filed with this report are set forth on the exhibit index filed as a part of this report immediately following the signatures to this report.

72


 SIGNATURES

        Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly caused this Annual Report on Form 10-K to be signed on its behalf by the undersigned, thereunto duly authorized.

    DATALINK CORPORATION

 
 
 
 
 
Date: March 15, 2013        
    By:   /s/ PAUL F. LIDSKY
 Paul F. Lidsky,
 President and Chief Executive Officer

 
 
By:
 
/s/ GREGORY T. BARNUM
 Gregory T. Barnum,
 Vice President of Finance and Chief
Financial Officer

        Pursuant to the requirements of the Securities 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/ PAUL F. LIDSKY
 		  President, Chief Executive Officer and Director (Principal Executive Officer)   March 15, 2013

/s/ GREGORY T. BARNUM
 
Vice President of Finance and Chief Financial Officer (Principal Financial Officer)
 
March 15, 2013

/s/ DENISE M. WESTENFIELD
 
Vice President and Chief Accounting Officer (Principal Accounting Officer)
 
March 15, 2013

/s/ GREG R. MELAND
 
Chairman of the Board and Director
 
March 15, 2013

/s/ BRENT G. BLACKEY
 
Director
 
March 15, 2013

/s/ MARGARET A. LOFTUS
 
Director
 
March 15, 2013

/s/ J. PATRICK O'HALLORAN
 
Director
 
March 15, 2013

/s/ JAMES E. OUSLEY
 
Director
 
March 15, 2013

/s/ ROBERT M. PRICE
 
Director
 
March 15, 2013

73


 EXHIBIT INDEX

Exhibit
Number 		  Title   Method of Filing
2.1   Agreement and Plan of Merger dated January 30, 2007, by and among Datalink Corporation, Datalink Acquisition, LLC, Midrange Computer Solutions, Inc., Dan Kalin, Michael Spindler, Wayne Szczepanski and Lodi Vercelli   8
2.2   Asset Purchase Agreement dated December 17, 2009, by and between Datalink Corporation and Incentra, LLC   11
2.3   Asset Purchase Agreement dated October 3, 2011, by and among Datalink Corporation, MV Sub, Inc., Midwave Corporation, James D. Leslie, individually and in his capacity as sellers agent, and Robert S. Krocak   25
2.4   Asset Purchase Agreement dated October 2, 2012, by and among Datalink Corporation, STI Acquisition Corp., Strategic Technologies, Inc. and Midas Medici Group Holdings, Inc.   29
3.1   Amended and Restated Articles of Incorporation of the Company   14
3.2   Amended and Restated Bylaws of the Company   16
4.1   Form of Common Stock Certificate   13
10.1   Credit Agreement dated March 31, 2011, by and between Datalink Corporation and Wells Fargo Bank, National Association   17
10.2   Amended and Restated Revolving Line of Credit Agreement by and between Wells Fargo Bank, National Association and Datalink Corporation, dated July 31, 2012.   26
10.3   Third Amendment to Credit Agreement by and between Wells Fargo Bank, National Association and Datalink Corporation, dated July 31, 2012.   27
10.4   Fourth Amendment to Credit Agreement by and between Wells Fargo Bank, National Association and Datalink Corporation, dated October 2, 2012   32
10.5   Amended and Restated Revolving Line of Credit Note by and between Wells Fargo Bank, National Association and Datalink Corporation, dated October 2, 2012   33
10.6   Form of Indemnification Agreement   1
10.7 * 2009 Incentive Compensation Plan, as amended May 13, 2010   12
10.8   Building Lease dated April 27, 2001, with Hoyt/DTLK LLC   15
10.9 * Change of Control Severance Agreement   2
10.10   Sublease Agreement dated December 9, 2004, with Checkpoint Security, Inc.   4
10.11   Vacant Land Purchase Agreement   5
10.12 * Correction to Restricted Stock Award Agreements dated August 13, 2004   6
10.13 * Employment Agreement dated March 14, 2006, with Gregory T. Barnum   7
10.14 * Employment Agreement dated July 20, 2009, as amended, with Paul F. Lidsky   9
10.15 * Employment Agreement dated December 17, 2009, with M. Shawn O'Grady   10
10.16 * Employment Agreement dated January 16, 2012, with Karen Clary   28
10.17 * 2011 Incentive Compensation Plan   18
10.18 * Form of Restricted Stock Award Agreement for Directors   19
10.19 * Form of Restricted Stock Award Agreement for Employees   20

74

Exhibit
Number 		  Title   Method of Filing
10.20 * Form of Incentive Stock Option Agreement   21
10.21 * Form of Non-Qualified Stock Option Agreement   22
10.22   Standard Form Industrial Building Lease dated June 24, 2011, with Golden Triangle Tech Center Investors, LLC   23
10.23   Lease Termination Agreement dated October 4, 2011, with Golden Triangle Tech Center Investors, LLC   24
10.24   Lease dated August 9, 2010, with IRET Properties   30
10.25   First Amendment to Lease dated December 20, 2010, with IRET Properties   31
14.1   Code of Ethics   3
23.1   Consent of McGladrey LLP   Filed herewith
31.1   Certifications by the Chief Executive Officer and Chief Financial Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002   Filed herewith
32.1   Certifications by the Chief Executive Officer and Chief Financial Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002   Filed herewith
101.INS   XBRL Instance Document   Filed herewith
101.SCH   XBRL Taxonomy Extension Schema Document   Filed herewith
101.CAL   XBRL Taxonomy Extension Calculation Linkbase Document   Filed herewith
101.DEF   XBRL Taxonomy Extension Definition Linkbase Document   Filed herewith
101.LAB   XBRL Taxonomy Extension Label Linkbase Document   Filed herewith
101.PRE   XBRL Taxonomy Extension Presentation Linkbase Document   Filed herewith
*
Management contract or compensatory plan or arrangement.

1)
Incorporated by reference to exhibit 10.4 in our registration statement on Form S-1, Reg. No. 333-55935, filed on June 3, 1998.

2)
Incorporated by reference to exhibit 10.24 in our Form 10-Q for the period ending September 30, 2004, filed on November 15, 2004 (File No. 0-29758).

3)
Incorporated by reference to exhibit 14.1 in our Form 10-K for the period ended December 31, 2003, filed on March 24, 2004 (File No. 0-29758).

4)
Incorporated by reference to exhibit 10.25 in our Form 10-K for the period ended December 31, 2004, filed on March 31, 2005 (File No. 0-29758).

5)
Incorporated by reference to exhibit 10.26 in our Form 10-K for the period ended December 31, 2004, filed on March 31, 2005 (File No. 0-29758).

6)
Incorporated by reference to exhibit 10.25 in our Form 10-Q for the period ending September 30, 2005, filed on November 14, 2005 (File No. 0-29758).

7)
Incorporated by reference to exhibit 10.28 in our Form 8-K filed on March 17, 2006 (File No. 0-29758).

8)
Incorporated by reference to exhibit 2.1 in our Form 8-K filed on February 5, 2007 (File No. 0-29758).

9)
Incorporated by reference to exhibit 10.1 in our Form 8-K filed on January 21, 2011 (File No. 0-29758).

10)
Incorporated by reference to exhibit 10.1 in our Form 8-K filed on December 22, 2009 (File No. 0-29758).

75

11)
Incorporated by reference to exhibit 2.1 in our Form 8-K filed on December 22, 2009 (File No. 0-29758).

12)
Incorporated by reference to exhibit 10.1 in our Form 8-K filed on May 17, 2010 (File No. 0-29758).

13)
Incorporated by reference to exhibit 4.1 in our amended registration statement on Form S-1/A, Reg. No. 333-55935, filed on July 16, 1998.

14)
Incorporated by reference to the exhibit of the same number in our Registration Statement on Form S-1, filed on June 3, 1998 (File No. 333-55935).

15)
Incorporated by reference to the same exhibit number in our Form 10-Q for the period ending March 31, 2001, filed on May 15, 2001 (File No. 0-29758).

16)
Incorporated by reference to exhibit 3.2 in our Form 8-K filed on February 18, 2011 (File No. 0-29758).

17)
Incorporated by reference to the exhibit 10.1 in our Form 8-K filed on April 11, 2011 (File No. 0-29758).

18)
Incorporated by reference to Appendix A in our proxy statement for our 2011 annual meeting, filed on March 31, 2011 (File No. 0-29758).

19)
Incorporated by reference to exhibit 10.3 in our Form 10-Q for the period ended June 30, 2011, filed on August 11, 2011 (File No. 0-29758).

20)
Incorporated by reference to exhibit 10.4 in our Form 10-Q for the period ended June 30, 2011, filed on August 11, 2011 (File No. 0-29758).

21)
Incorporated by reference to exhibit 10.5 in our Form 10-Q for the period ended June 30, 2011, filed on August 11, 2011 (File No. 0-29758).

22)
Incorporated by reference to exhibit 10.6 in our Form 10-Q for the period ended June 30, 2011, filed on August 11, 2011 (File No. 0-29758).

23)
Incorporated by reference to exhibit 10.1 in our Form 10-Q for the period ended September 30, 2011, filed November 10, 2011 (File No. 0-29758).

24)
Incorporated by reference to exhibit 10.2 in our Form 10-Q for the period ended September 30, 2011, filed November 10, 2011 (File No. 0-29758).

25)
Incorporated by reference to exhibit 2.1 in our Form 8-K filed on October 3, 2011 (File No. 0-29758).

26)
Incorporated by reference to exhibit 10.2 in our Form 8-K filed on August 3, 2012 (File No. 000-29758).

27)
Incorporated by reference to exhibit 10.3 in our Form 8-K filed on August 3, 2012 (File No. 000-29758).

28)
Incorporated by reference to exhibit 10.1 in our Form 10-Q for the period ended March 31, 2012, filed May 10, 2012 (File No. 000-29758).

29)
Incorporated by reference to exhibit 2.1 in our Form 8-K filed on October 4, 2012 (File No. 000-29758).

30)
Incorporated by reference to exhibit 10.18 in our Form 10-K filed on March 15, 2012 (File No. 000-29758).

31)
Incorporated by reference to exhibit 10.19 in our Form 10-K filed on March 15, 2012 (File No. 000-29758).

76

32)
Incorporated by reference to exhibit 99.5 in our Form 8-K filed on October 4, 2012 (File No. 000-29758).

33)
Incorporated by reference to exhibit 99.4 in our Form 8-K filed on October 4, 2012 (File No. 000-29758).

77



QuickLinks

NOTE REGARDING FORWARD-LOOKING STATEMENTS
PART I
PART II
COMPARISON OF 5 YEAR CUMMULATIVE TOTAL RETURN Datalink Corporation, The NASDAQ Composite Index And The Russell 2000 Index
Report of Independent Registered Public Accounting Firm
DATALINK CORPORATION BALANCE SHEETS (in thousands, except share data)
DATALINK CORPORATION STATEMENTS OF OPERATIONS (in thousands, except per share data)
DATALINK CORPORATION STATEMENTS OF STOCKHOLDERS' EQUITY (in thousands)
DATALINK CORPORATION STATEMENTS OF CASH FLOWS (In thousands)
DATALINK CORPORATION NOTES TO FINANCIAL STATEMENTS
PART III
PART IV
DATALINK CORPORATION SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS FOR THE YEARS ENDED DECEMBER 31, 2012, 2011 AND 2010
SIGNATURES
EXHIBIT INDEX
 EX-23.1 2 a2213605zex-23_1.htm EX-23.1

EXHIBIT 23.1

 

Consent of Independent Registered Public Accounting Firm

 

We consent to the incorporation by reference in Registration Statements (Nos. 333-93229, 333-166885, 333-175593 and 333-182653) on Form S-8 and in Registration Statement (No. 333-166915) on Form S-3 of Datalink Corporation of our reports dated March 15, 2013, relating to our audits of the financial statements, the financial statement schedule and internal control over financial reporting, which appear in the Annual Report on Form 10-K of Datalink Corporation for the year ended December 31, 2012.

 

/s/ McGladrey LLP

 

 

 

Minneapolis, Minnesota

 

March 15, 2013

 

 


 EX-31.1 3 a2213605zex-31_1.htm EX-31.1

EXHIBIT 31.1

 

CERTIFICATION PURSUANT TO

SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002

 

I, Paul F. Lidsky, certify that:

 

1.                                      I have reviewed this annual report on Form 10-K of Datalink Corporation (the “Registrant”);

 

2.                                      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;

 

3.                                      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;

 

4.                                      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 15(d)-15(f)) for the Registrant and we have:

 

(a)                                 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;

 

(b)                                 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;

 

(c)                                  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

 

(d)                                 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)                                 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

 

(b)                                 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:

March 15, 2013

 

 

 

 

By:

/s/ Paul F. Lidsky

 

 

Paul F. Lidsky, President and Chief Executive Officer

 

 

(Principal Executive Officer)

 


 

CERTIFICATION PURSUANT TO

SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002

 

I, Gregory T. Barnum, certify that:

 

1.                                      I have reviewed this annual report on Form 10-K of Datalink Corporation (the “Registrant”);

 

2.                                      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;

 

3.                                      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;

 

4.                                      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 15(d)-15(f)) for the Registrant and we have:

 

(a)                                 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;

 

(b)                                 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;

 

(c)                                  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

 

(d)                                 disclosed in this report any change in the Registrant’s internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) that occurred during the Registrant’s most recent fiscal quarter 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)                                 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

 

(b)                                 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:

March 15, 2013

 

 

 

 

By:

/s/ Gregory T. Barnum

 

 

Gregory T. Barnum, Vice President of Finance and Chief Financial Officer (Principal Financial Officer)

 


 EX-32.1 4 a2213605zex-32_1.htm EX-32.1

EXHIBIT 32.1

 

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 of Datalink Corporation (the “Company”) on Form 10-K for the year ended December 31, 2012 as filed with the Securities and Exchange Commission on the date hereof (the “Report”), I, Paul F. Lidsky, President and Chief Executive 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 my knowledge:

 

(1)                                              The Report fully complies with the requirements of section 13(a) or 15(d) of the Securities Exchange Act of 1934 and

 

(2)                                              The information contained in the Report fairly presents, in all material respects, the financial condition and result of operations of the Company.

 

/s/ Paul F. Lidsky

 

 

 

Paul F. Lidsky

 

President and Chief Executive Officer

 

 

 

Dated:

March 15, 2013

 

 

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 of Datalink Corporation (the “Company”) on Form 10-K for the year ended December 31, 2012 as filed with the Securities and Exchange Commission on the date hereof (the “Report”), I, Gregory T. Barnum, Vice President of Finance and 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 2003, that to my knowledge:

 

(1)                                              The Report fully complies with the requirements of section 13(a) or 15(d) of the Securities Exchange Act of 1934 and

 

(2)                                              The information contained in the Report fairly presents, in all material respects, the financial condition and result of operations of the Company.

 

/s/ Gregory T. Barnum

 

 

 

Gregory T. Barnum

 

Vice President of Finance and Chief Financial Officer

 

 

 

Dated:

March 15, 2013

 

 


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Pursuant to the asset purchase agreement, Sellers are obligated to pay us an amount equal to the difference between the actual tangible net assets on the closing date and the Sellers' good faith estimated net tangible assets as set forth in the asset purchase agreement. We recorded the receivable due from Sellers of approximately $4.2&#160;million related to this payment at December&#160;31, 2012. Sellers are disputing the amount owed to us in connection with this reconciliation payment. The asset purchase agreement contains an arbitration provision for disputes over the value of tangible net assets. The amount of the receivable we recorded may be impacted by the resolution of the arbitration proceeding. As of the filing of this Form&#160;10-K, no resolution had been reached, and the parties are reviewing the working capital calculations and determining the timing for arbitration.</font></p> <p style="FONT-FAMILY: times"><font size="2">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;We estimated the fair value of the assets acquired and liabilities assumed of StraTech primarily using a discounted cash flow approach with respect to identified intangible assets and goodwill. We based this approach upon our estimates of future cash flows from the acquired assets and liabilities and utilized a discount rate consistent with the inherent risk associated with the acquired assets and liabilities assumed.</font></p> <p style="FONT-FAMILY: times"><font size="2">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;The fair value of the assets acquired included a finite lived intangible asset consisting of customer relationships that have an estimated life of five years and an indefinite lived asset consisting of goodwill of approximately $5.3&#160;million which will be deductible for tax purposes over a 15&#160;year period. We are amortizing the finite-lived intangible asset we acquired in the StraTech acquisition over its useful life using an accelerated amortization method, to match the pattern in which the economic benefits of that asset are expected to be consumed. 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The disclosure may include a tabular presentation of financial information for each fiscal quarter and twelve months ending reporting period for the current year, including revenues, gross profit, income or loss before extraordinary items and earnings per share data. It also includes an indication if the information in the note is unaudited, comments on the aggregate effect of year-end adjustments, and an explanation of matters or transactions that affect comparability or are pertinent to an understanding of the information furnished. 12-Month Earnings Statement Represents the income (expense) arising as a result of unusual activities which does not form part of the entity's operating activities. Discrete Items Recognized Recognized benefit (expense) of discrete item adjustments Expected annual effective tax rate (as a percent) Strategic Technologies [Member] StraTech Represents information pertaining to Strategic Technologies, an IT services and solutions firm acquired by the entity. Maximum percentage of contribution of pretax compensation by employees under 401(k) portion of the plan Represents the maximum percentage of pretax compensation, by the terms of the plan, that the employees may contribute to a defined contribution plan. Defined Contribution Plan Maximum Percentage of Contribution by Employees Period After Change in Control for Severance Payment if Employees Terminated without Cause Period after change in control for severance payment if employees are terminated without cause Represents the period after a change of control as per the severance agreements and employment agreements, within which executive employees are entitled for a severance payment, if they are terminated without cause by the entity. Period after change in control for severance payment if employees resign for good reasons Represents the period after a change of control as per the severance agreements and employment agreements, within which executive employees are entitled for a severance payment, if they resign for good reasons. Period After Change in Control for Severance Payment if Employees Resign for Good Reasons Schedule of Finite Lived Intangible Assets Roll Forward [Table Text Block] Schedule of change in the net carrying amount of intangibles Tabular disclosure of change in assets, excluding financial assets and goodwill, lacking physical substance with a finite life. StraTech Strategic Technologies, Inc. Represents Strategic Technologies, Inc, the acquired entity. Strategic Technologies Inc [Member] Awards Vesting Over 25 Month Period [Member] Awards vesting over 25 months Represents information pertaining to the awards that vest over a twenty five month period. Awards Vesting Over Four Year Period [Member] Awards vesting over four years Represents information pertaining to the awards that vest over four years. Awards Vesting Over 4.5 Month Period [Member] Awards vesting over 4.5 months Represents information pertaining to the awards that vest over a four and a half month period. Awards Vesting Over 22.5 Month Period [Member] Awards vesting over 22.5 months Represents information pertaining to the awards that vest over a twenty two and a half month period. Midwave Corporation [Member] Midwave Represents Midwave Corporation, the acquired entity. Midrange Computer Systems Inc [Member] MCSI Represents Midrange Computer Systems Inc., the acquired entity. Cross Represents the networking solutions division of Minneapolis-based Cross Telecom's, the acquired entity. Minneapolis Based Cross Telecom [Member] Incentra LLC [Member] Reseller Business of Incentra, LLC Represents Reseller Business of Incentra, LLC, the acquired entity. Change in Accounting Policy [Policy Text Block] Change in Accounting Policy: Disclosure of the change in accounting policy and its impact on the entity's financial reporting. Number of Practices Number of practices for providing solutions and services Represents the number of practices for providing solutions and services by the entity. Support Contract Payment Terms Support contract payment terms Represents the period of time within which payment has to be made. Represents the long lived, depreciable assets that are used in the creation, maintenance and utilization of information systems and purchased software applications. Computers and Software [Member] Computers and software Business Acquisition, Purchase Price Allocation, Goodwill Expected Tax Deductible Period Period over which goodwill is deductible for tax purposes Represents the period over which acquired goodwill is deductible for tax purposes. Business Acquisition, Purchase Price Allocation, Assets Acquired at Fair Value [Abstract] Assets acquired at their fair value: Business Acquisition, Purchase Price Allocation, Deferred Revenue Costs Deferred revenue costs Represents the amount of acquisition cost of a business combination allocated to deferred revenue costs. Reconciliation of Net Purchase Price as Compared to Cash Payment for Purchase [Abstract] Reconciliation of the net purchase price as compared to the cash payment for purchase Business Acquisition, Purchase Price Allocation, Liabilities Assumed at Fair Value [Abstract] Liabilities assumed at their fair value: Number of Other Leased Locations Number of other leased locations Represents the number of leased locations, other than the corporate headquarters, which are small to medium sized offices. Operating Leases, Future Minimum Payments Due after Fourth Year Thereafter Amount of required minimum rental payments maturing after the fourth fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Represents the number of leases where the entity is the successor in interest. Number of Leases Interest Acquired from Acquisition Number of leases in which company is the successor in interest as a result of acquisition Area of Office Space Acquired under Original Lease Area of office space acquired from acquisitions (in square feet) Represents the area of office space under the Original Lease acquired from Midwave Corporation. Additional Area of Office Space Expansion Space under amendment to the Original Lease (in square feet) Represents the area of Expansion Space, under the First Amendment to the Original Lease. Area of Office Space Available Area of office space available for operations (in square feet) Represents the total area of office space available for operations of the entity. Extended term of the Original Lease Represents the extended term of the Original Lease. Extended Original Lease Term Expansion Space Lease Term Expansion space lease term Represents the term of the Expansion Space lease, under the First Amendment to the Original Lease. Optional Additional Term of Original Lease Optional additional term of original lease Represents the additional term of the Original Lease, that the entity can extend upon meeting certain conditions. Maximum Available Allowance for Tenant Improvements Maximum allowance available from landlord for costs related to tenant improvements Represents the maximum amount of allowance available for tenant improvement to the entity from its landlord. Maximum Credit Available for Rent Payments Maximum credit available towards rent payments Represents the maximum credit available to the tenant towards rent payments on the amount of allowance left after meeting the actual cost of tenant improvement. Tabular disclosure of classification of deferred tax assets and liabilities recognized in the entity's statement of financial position. Schedule of Classification of Deferred Tax Assets and Liabilities [Table Text Block] Schedule of deferred tax amounts classified in the accompanying balance sheets Effective Income Tax Rate Reconciliation Nondeductible Expense and Other Other (as a percent) The sum of the differences between the effective income tax rate and domestic federal statutory income tax rate attributable to all nondeductible expenses under enacted tax laws and other items not otherwise listed in the existing taxonomy. Deferred income tax liability: Deferred Tax Liabilities Net Current [Abstract] Deferred revenue Current portion of the amount after allocation of valuation allowances of deferred tax asset attributable to deductible temporary differences from deferred income. Deferred Tax Liabilities Deferred Income Current Deferred Tax Liabilities Bonuses, Current Amount of deferred tax liability attributable to taxable temporary differences on account bonus payments, net of deferred tax asset attributable to deductible temporary differences and carry forwards net of valuation allowances expected to be realized or consumed within one year or operating cycle, if longer. Bonuses Deferred Tax Assets Operating Loss Carryforwards Current Net operating loss carryovers Current portion of the amount after allocation of valuation allowances of deferred tax asset attributable to deductible operating loss carryforwards. Deferred Tax Liabilities Due to Change in Method of Accounting Current Change in accounting method Current portion of the amount of deferred tax liability attributable to taxable temporary differences derived from a change in accounting method. Other Current portion of the amount of deferred tax liability attributable to taxable temporary differences net of deferred tax asset attributable to deductible temporary differences not separately disclosed after valuation allowances. Deferred Tax Liabilities Other Current Deferred Tax Liabilities Net Non Current [Abstract] Deferred income tax assets: Deferred Tax Assets Operating Loss Carryforwards Non Currrent Non-current portion of the amount after allocation of valuation allowances of deferred tax asset attributable to deductible operating loss carryforwards. Net operating loss carryovers Deferred revenue Non-current portion of the amount after allocation of valuation allowances of deferred tax asset attributable to deductible temporary differences from deferred income. Deferred Tax Liabilities Deferred Income Non Current Summary of Significant Accounting Policies: Deferred rent Non-current portion of the amount after allocation of valuation allowances of deferred tax asset attributable to deductible temporary differences from deferred rent. Deferred Tax Assets Tax Deferred Expense Reserves and Accruals Deferred Rent Non Current Deferred Tax Assets Tenant Allowance Tenant allowance Amount of valuation allowances of deferred tax asset attributable to tenant allowance expected to be realized or consumed after one year or operating cycle, if longer. Entity Well-known Seasoned Issuer Deferred Tax Liabilities Due to Change in Method of Accounting Non Current Section 481(a) adjustment non-current Non-current portion of the amount of deferred tax liability attributable to taxable temporary differences derived from a change in accounting method. Entity Voluntary Filers Deferred Tax Liabilities Other Non Current Other Non-current portion of the amount of deferred tax liability attributable to taxable temporary differences net of deferred tax asset attributable to deductible temporary differences not separately disclosed after valuation allowances. Entity Current Reporting Status Deferred Tax Assets Tax Deferred Expense Reserves and Accruals Sublease Reserves Sublease reserves Represents the amount before allocation of valuation allowances of deferred tax asset attributable to deductible temporary differences from sublease reserves. Entity Filer Category Represents the amount of deferred tax liability attributable to taxable temporary differences from deferred commission. Deferred commission Deferred Tax Liabilities Deferred Commission Entity Public Float Deferred Tax Liabilities Due to Change in Method of Accounting Section 481(a) adjustment Represents the amount of deferred tax liability attributable to taxable temporary differences arising from section 481 (a) adjustment for changes in method of accounting. Entity Registrant Name Managers Represents the managers of the entity. Manager [Member] Entity Central Index Key Senior management and managers Represents the managers and senior persons who are responsible for achieving the objectives of the entity and who have the authority to establish policies and make decisions by which those objectives are to be pursued. Senior Management and Manager [Member] Employees [Member] Employees Represents the employees of the entity excluding non-employee directors. Managers and Employees [Member] Managers and employees Represents the managers and employees of the entity excluding non-employee directors. Awards Vesting Period [Axis] Represents information pertaining to vesting period of the awards. Entity Common Stock, Shares Outstanding Awards Vesting Period [Domain] Represents information pertaining to categories of award vesting period over a specified term. Awards Vesting after Two Year Period [Member] Awards vesting after year two Represents information pertaining to the awards vesting at the end of the second year. Awards Vesting after Three Year Period [Member] Awards vesting after year three Represents information pertaining to the awards vesting at the end of the third year. Awards Vesting after Four Year Period [Member] Represents information pertaining to the awards vesting at the end of the fourth year. Awards vesting after year four Awards Vesting over 6 Month Period [Member] Awards vesting over 6 months Represents information pertaining to awards that vest over a six month period. Represents information pertaining to awards that vest over two years. Awards Vesting over Two Year Period [Member] Awards vesting over two years Awards Vesting over Three Year Period [Member] Awards vesting over three years Represents information pertaining to awards that vest over three years. Awards Vesting over 12 Month Period [Member] Awards vesting over 12 months Represents information pertaining to awards that vest over a twelve month period. Awards Vesting over Eighteen Month Period [Member] Awards vesting over eighteen months Represents information pertaining to awards that vest over an eighteen month period. Share Based Compensation Arrangement by Share Based Payment Award Vesting Rights Percentage Vesting percentage on each anniversary of the grant date Description of award terms as to how many shares or portion of an award are no longer contingent on satisfaction of either a service condition, market condition or a performance condition, thereby giving the employee the legal right to convert the award to shares, shown as a percentage. Share Based Compensation Arrangement by Share Based Payment Award, Award Vesting Percentage Per Year Represents the percentage of stock awards vesting each year. Vesting percentage on each anniversary of the grant date Share Based Compensation Arrangement by Share Based Payment Award Other than Options Grants in Period Total Grant Date Fair Value Fair value of the share based award at the grant date Represents the total fair value of other than options granted during the reporting period. Share Based Compensation Arrangement by Share Based Payment Award Shares Vesting at Upon Achievement of Earnings from Operations Objective Shares vesting upon achievement of an earnings objective Represents the number of shares vesting upon achievement of earnings from operations objective. Share Based Compensation Arrangement by Share Based Payment Award Shares Vesting at Second Anniversary Shares vesting at the second anniversary Represents the number of shares vesting at second anniversary date of the award. Accounts Receivable, net: Accounts Receivable, Net, Current [Abstract] Represents the number of shares vesting at third anniversary date of the award. Share Based Compensation Arrangement by Share Based Payment Award Shares Vesting at Third Anniversary Shares vesting at the third anniversary Share Based Compensation Arrangement by Share Based Payment Award Equity Instruments Other than Options Vested in Period Total Fair Value Amortization Percentage Percentage of amortization of fair value of restricted stock over vesting period Represents the amortization percentage of fair value of the restricted stock on the date of grant ratably over the vesting period. Number of Manager Number of managers awarded with stock options Represents the number of managers of the entity. Document Fiscal Year Focus Share Based Compensation Arrangement by Share Based Payment Award Unvested Stock Options Threshold Change in Control Price Threshold limit of change of control price (in dollars per share) Represents the change of control price as defined in the employment agreement, if exceeds above that, then the unvested stock options will immediately vest. Document Fiscal Period Focus Represents information pertaining to the range of exercise prices from 1.44 dollars to 18.13 dollars. Exercise Price Range Dollars 1.44 to 18.13 [Member] $1.44 - $18.13 Exercise Price Dollars 3.50 [Member] $3.50 Represents information pertaining to the exercise price of 3.50 dollars. Exercise Price Range Dollars 3.32 to 4.01 [Member] $3.32 - $4.01 Represents information pertaining to the range of exercise prices from 3.32 dollars to 4.01 dollars. Exercise Price Range Dollars 3.16 to 18.13 [Member] $3.16 - $18.13 Represents information pertaining to the range of exercise prices from 3.16 dollars to 18.13 dollars. Exercise Price Range Dollars 3.32 to 4.36 [Member] $3.32 - $4.36 Represents information pertaining to the range of exercise prices from 3.32 dollars to 4.36 dollars. Exercise Price Range Dollars 1.44 to 9.81 [Member] $1.44 - $9.81 Represents information pertaining to the range of exercise prices from 1.44 dollars to 9.81 dollars. Exercise Price Range Dollars 1.80 to 5.21 [Member] $1.80 - $5.21 Represents information pertaining to the range of exercise prices from 1.80 dollars to 5.21 dollars. Exercise Price Range Dollars 1.44 to 8.44 [Member] $1.44 - $8.44 Represents information pertaining to the range of exercise prices from 1.44 dollars to 8.44 dollars. Exercise Price Range Dollars 3.46 to 9.81 [Member] $3.46 - $9.81 Represents information pertaining to the range of exercise prices from 3.46 dollars to 9.81 dollars. Exercise Price Range Dollars 1.44 to 5.21 [Member] $1.44 - $5.21 Represents information pertaining to the range of exercise prices from 1.44 dollars to 5.21 dollars. Exercise Price Range Dollars 3.71 to 4.36 [Member] $3.71 - $4.36 Represents information pertaining to the range of exercise prices from 3.71 dollars to 4.36 dollars. Exercise Price Range Dollars 1.44 to 4.36 [Member] $1.44 - $4.36 Represents information pertaining to the range of exercise prices from 1.44 dollars to 4.36 dollars. Document Type Share Based Compensation Stock Options Activity [Abstract] Summary of options outstanding Share Based Compensation Shares Authorized under Stock Option Plans Exercise Price Range [Abstract] Range of Exercise Prices Share Based Compensation Shares Authorized under Stock Option Plans Exercise Price of Granted Options Exercise price range, options granted (in dollars per share) The exercise price for purposes of disclosing shares granted under the stock option awards on all stock option plans. Share Based Compensation Shares Authorized under Stock Option Plans Exercise Price of Exercised Options Exercise price range, options exercised (in dollars per share) The exercise price for purposes of disclosing shares exercised under the stock option awards on all stock option plans. Accounts Receivable, Net, Current Accounts receivable, net Share Based Compensation Shares Authorized under Stock Option Plans Exercise Price of Forfeited Options Exercise price range, options forfeited (in dollars per share) The exercise price for purposes of disclosing shares forfeited under the stock option awards on all stock option plans. Share Based Compensation Shares Authorized under Stock Option Plans Exercise Price of Exercisable Options Exercise price range, options exercisable at the end of the period (in dollars per share) The exercise price for purposes of disclosing shares exercisable under the stock option awards on all stock option plans. Represents the 2011 Incentive Compensation Plan under the stock compensation plans. Incentive Compensation 2011 Plan [Member] 2011 Plan Restricted Stock Granted on 4 December 2012 [Member] Restricted stock granted on December 4, 2012 Represents information pertaining to the restricted stock granted on December 4, 2012. Restricted Stock Granted on 4 October 2012 [Member] Restricted stock granted on October 4, 2012 Represents information pertaining to the restricted stock granted on October 4, 2012. Restricted Stock Granted on 22 February 2012 [Member] Restricted stock granted on February 22, 2012 Represents information pertaining to the restricted stock granted on February 22, 2012. Restricted Stock Granted on 17 January 2012 [Member] Restricted stock granted on January 17, 2012 Represents information pertaining to the restricted stock granted on January 17, 2012. Incentive Compensation 2009 Plan [Member] 2009 Plan Represents the 2009 Incentive Compensation Plan under the stock compensation plans. Stock Issued During Period Value, Stock Options and Restricted Stock Expense Stock option and restricted stock expense Represents the value of stock issued during the period as a result of the exercise of stock options and restricted stock expense and also includes its impact on additional paid in capital during the reporting period. Stock Issued During Period Shares, Stock Options and Restricted Stock Expense Stock option and restricted stock expense (in shares) Represents number of share options (or share units) and restricted stock expense and also includes its impact on additional paid in capital during the reporting period. Exercise Price Range 1 [Member] Exercise price range 1 Represents the range of exercise price for options granted. Exercise Price Range 2 [Member] Exercise price range 2 Represents the range of exercise price for options exercised. Exercise price range 3 Represents the range of exercise price for options cancelled. Exercise Price Range 3 [Member] Exercise Price Range 4 [Member] Exercise price range 4 Represents the range of exercise price for options outstanding. Exercise Price Range 5 [Member] Exercise price range 5 Represents the range of exercise price for options exercisable. Increase (Decrease) in Total Net Revenues The increase (decrease) in revenue from the sale of goods and services rendered during the reporting period, in the normal course of business, reduced by sales returns and allowances, and sales discounts. Increase in total net revenues Options Outstanding [Table Text Block] Summary of options outstanding Tabular disclosure of the number, range of exercise price, weighted-average exercise prices and weighted average remaining contractual life for share options (or share units) that were outstanding at the end of the year. Revenues Net [Member] Net sales Aggregate net revenues earned during the period in the normal course of business. Top Five Customers [Member] Top five customers Represents the top five customers of the entity. Number of Top Customers Number of top customers Represents the number of top customers who collectively account for benchmark percent of net sales. Purchase Price Allocation Period Purchase price allocation period Represents the period in which the preliminary valuation, estimates and assumptions are subject to change, commonly referred as purchase price allocation period. Business Acquisition Purchase Price Allocation Current Liabilities Customer Deposits Customer deposits The amount of acquisition cost of a business combination allocated to customer deposits of the acquired entity. Does not include amounts allocated to the current portion of long-term debt, accounts payable and accrued expenses. Operating Leases Future Minimum Payments due Future Minimum Sublease Rentals [Abstract] Sublease Agreements Operating Leases Future Minimum Payments due Future Minimum Sublease Rentals due Current 2013 Contractually required future rental payments receivable on noncancelable subleasing arrangements in the next fiscal year following the latest fiscal year for operating leases. Accounts Payable, Current Accounts payable Operating Leases Future Minimum Payments due Future Minimum Sublease Rentals due in Two Years 2014 Contractually required future rental payments receivable on noncancelable subleasing arrangements in the second fiscal year following the latest fiscal year for operating leases. Operating Leases Future Minimum Payments Net of Sublease Rentals due Current 2013 Amount of required minimum rental payments, net of sublease rentals, maturing in the fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Future Minimum Payments Net of Sublease Rentals due in Two Years 2014 Amount of required minimum rental payments, net of sublease rentals, maturing in the second fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Future Minimum Payments Net of Sublease Rentals due in Three Years 2015 Amount of required minimum rental payments, net of sublease rentals, maturing in the third fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Future Minimum Payments Net of Sublease Rentals due in Four Years 2016 Amount of required minimum rental payments, net of sublease rentals, maturing in the fourth fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Future Minimum Payments Net of Sublease Rentals due after Fourth Year Thereafter Amount of required minimum rental payments, net of sublease rentals, maturing after the fourth fiscal year following the latest fiscal year for operating leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Future Minimum Payments Net of Sublease Rentals due Total net lease obligations Amount of required minimum rental payments, net of sublease rentals, for leases having an initial or remaining non-cancelable letter-terms in excess of one year. Operating Leases Net Future Minimum Payments Due [Abstract] Net Lease Obligations Share Based Compensation Arrangement by Share Based Payment Award, Period of Vesting Second Anniversary Award vesting upon the second grant anniversary date Represents the period of awards vesting upon the second grant anniversary date. Share Based Compensation Arrangement by Share Based Payment Award, Period of Vesting Third Anniversary Award vesting upon the third grant anniversary date Represents the period of awards vesting upon the third grant anniversary date. Share Based Compensation Arrangement by Share Based Payment Award, Period of Vesting Fourth Anniversary Award vesting upon the fourth grant anniversary date Represents the period of awards vesting upon the fourth grant anniversary date. Accrued Income Taxes, Current Income tax payable Less accumulated depreciation and amortization Accumulated Depreciation, Depletion and Amortization, Property, Plant, and Equipment Acquired Finite-lived Intangible Assets, Weighted Average Useful Life Finite lived intangible assets, estimated lives Additional Paid in Capital, Common Stock Additional paid-in capital Additional Paid-in Capital [Member] Additional Paid-in Capital Amortization of finite lived intangibles Amortization Amortization expenses related to finite- lived intangible assets Amortization. Adjustment to Additional Paid in Capital, Income Tax Effect from Share-based Compensation, Net Excess tax benefit (expense) from stock compensation Adjustments to Reconcile Net Income (Loss) to Cash Provided by (Used in) Operating Activities [Abstract] Adjustments to reconcile net earnings to net cash provided by (used in) operating activities: Adjustments for Change in Accounting Principle [Axis] Allocated Share-based Compensation Expense Stock-based compensation expense Accounts receivable, net of reserve for doubtful accounts Allowance for Doubtful Accounts Receivable, Current Amortization of Intangible Assets Amortization of intangibles Antidilutive Securities Excluded from Computation of Earnings Per Share, Amount Shares of common stock excluded from the computation of diluted earnings per share Antidilutive Securities Excluded from Computation of Earnings Per Share [Line Items] Anti-dilutive shares Antidilutive Securities, Name [Domain] Antidilutive Securities [Axis] Assets, Fair Value Disclosure Total assets measured at fair value Assets, Current [Abstract] Current assets: Assets [Abstract] Assets Assets, Current Total current assets Assets Total assets Business Acquisition, Purchase Price Allocation, Current Liabilities, Accounts Payable Accounts payable Business Acquisition, Purchase Price Allocation, Goodwill, Expected Tax Deductible Amount Goodwill deductible for tax purposes Business Acquisition, Pro Forma Earnings Per Share, Basic Basic earnings (in dollars per share) Business Acquisition [Axis] Payment in cash for purchase Business Acquisition, Cost of Acquired Entity, Cash Paid Purchase price, cash payment Payment in cash for purchase Business Acquisition, Cost of Acquired Entity, Liabilities Incurred Purchase price, secured promissory note issued towards working capital Business Acquisition, Pro Forma Information [Abstract] Pro forma consolidated unaudited results of operations Business Acquisition, Purchase Price Allocation, Goodwill Amount Goodwill Business Acquisition, Purchase Price Allocation, Current Liabilities, Deferred Revenue Deferred revenue Business Acquisition, Pro Forma Revenue Net sales Business Acquisition, Purchase Price Allocation, Current Liabilities, Accrued Liabilities Accrued expenses Business Acquisition, Acquiree [Domain] Schedule of pro forma consolidated unaudited results of operations Business Acquisition, Pro Forma Information [Table Text Block] Business Acquisition, Purchase Price Allocation, Assets Acquired (Liabilities Assumed), Net Net purchase price Net purchase price Business Acquisition, Purchase Price Allocation [Abstract] Allocation of the purchase price to the fair value of the assets and liabilities acquired Business Acquisition, Pro Forma Net Income (Loss) Net earnings Shares issued Business Acquisition, Equity Interest Issued or Issuable, Number of Shares Purchase price, shares of common stock issued Liabilities assumed Business Acquisition, Purchase Price Allocation, Liabilities Assumed Total liabilities assumed Business Acquisition, Pro Forma Earnings Per Share, Diluted Diluted earnings (in dollars per share) Acquisitions Business Acquisition, Purchase Price Allocation, Current Assets, Inventory Inventory Business Acquisition, Purchase Price Allocation, Amortizable Intangible Assets Finite-lived intangibles Other liabilities Business Acquisition, Purchase Price Allocation, Current Liabilities, Other Liabilities Asset acquired Business Acquisition, Purchase Price Allocation, Assets Acquired Total assets acquired Business Acquisition, Equity Interest Issued or Issuable, Value Assigned Purchase price, value of shares of common stock issued Plus value of shares issued Less value of shares issued Business Acquisition, Purchase Price Allocation, Equipment Equipment Business Combination, Indemnification Assets, Amount as of Acquisition Date Cash held back as security Business Acquisition, Purchase Price Allocation, Current Assets, Receivables Accounts receivable, net Acquisitions Business Acquisition [Line Items] Business Acquisition, Cost of Acquired Entity, Purchase Price Purchase price Business Acquisition, Purchase Price Allocation, Other Noncurrent Assets Other assets Business Acquisition, Purchase Price Allocation, Property, Plant and Equipment Property & equipment Business Combination Disclosure [Text Block] Acquisitions Business Combination, Acquisition Related Costs Integration and transaction costs Total integration and transaction costs Capital Leases in Financial Statements of Lessor Disclosure [Text Block] Lease Receivables Cash and Cash Equivalents, at Carrying Value Cash and cash equivalents, beginning of year Cash and cash equivalents, end of year Cash and cash equivalents Cash and Cash Equivalents: Cash and Cash Equivalents, Policy [Policy Text Block] Cash and Cash Equivalents [Member] Cash and cash equivalents Cash Flow, Noncash Investing and Financing Activities Disclosure [Abstract] Supplementary non-cash investing and financing activities: Certificates of Deposit [Member] Certificates of Deposit Certification Marks [Member] Certification Adjustments for Change in Accounting Principle [Domain] President and chief executive officer Chief Executive Officer [Member] Commitments and Contingencies Commitments and Contingencies Disclosure [Text Block] Commitments and Contingencies Commitments and Contingencies. Commitments and contingencies (Notes 6, 7, and 8) Common Stock [Member] Common Stock Common Stock, Shares, Outstanding Common stock, shares outstanding Common Stock, Value, Issued Common stock, $0.001 par value, 50,000,000 shares authorized, 18,726,723 and 17,899,171 shares issued and outstanding as of December 31, 2012 and 2011, respectively Common Stock, Shares, Issued Common stock, shares issued Balances (in shares) Balances (in shares) Common Stock, Par or Stated Value Per Share Common stock, par value (in dollars per share) Common Stock, Shares Authorized Common stock, shares authorized Employee Benefit Plan: Components of Deferred Tax Assets and Liabilities [Abstract] Components of net deferred tax liabilities Customers representing greater than 10% of accounts receivable balances Concentration Risk [Line Items] Concentration Risk Benchmark [Domain] Concentration Risk [Table] Concentration Risk Benchmark [Axis] Concentration Risk, Credit Risk, Policy [Policy Text Block] Concentration of Credit Risk: Net sales by top five customers (as a percent) Concentration Risk, Percentage Construction in process Construction in Progress [Member] Cost of Goods Sold Cost of product sales Cost of Goods and Services Sold Total cost of sales Amortization of intangibles Cost of Goods Sold, Amortization Cost of Services Cost of services Cost of Goods and Services Sold [Abstract] Cost of sales: Credit Facility [Domain] Credit Facility [Axis] Current Income Tax Expense (Benefit) Current income tax expense Customer Relationships [Member] Customer relationships Customer Deposits, Current Customer deposits Debt Instrument, Description of Variable Rate Basis Variable interest rate (as a percent) Debt Disclosure [Text Block] Line of Credit: Line of Credit: Debt Instrument, Basis Spread on Variable Rate Margin added to the variable interest rate (as a percent) Interest rate at the end of the period (as a percent) Debt Instrument, Interest Rate at Period End Deferred Tax Liabilities, Prepaid Expenses Prepaids Deferred Tax Assets, Goodwill and Intangible Assets Intangibles Title of Individual [Axis] Deferred Tax Liabilities, Gross Total deferred tax liabilities Deferred Income Tax Expense (Benefit) Deferred tax expense Deferred income taxes Deferred Tax Assets, Net of Valuation Allowance Total deferred tax assets Deferred Tax Assets, Net [Abstract] Deferred income tax assets: Deferred Tax Assets, Inventory Inventories Deferred Tax Assets, Deferred Income Deferred revenue Deferred Revenue, Noncurrent Deferred revenue from customer support contracts non-current Deferred Tax Assets, Net, Noncurrent Noncurrent deferred tax asset Deferred Revenue, Current Current deferred revenue from customer support contracts Deferred Tax Assets, Tax Deferred Expense, Reserves and Accruals, Allowance for Doubtful Accounts Allowance for doubtful accounts Deferred Tax Assets, Operating Loss Carryforwards Net operating loss carryovers Deferred Tax Assets, Other Other Deferred Tax Assets, Tax Deferred Expense, Compensation and Benefits Compensation accrual Deferred taxes Deferred Tax Assets, Net of Valuation Allowance, Noncurrent Total deferred tax assets Deferred Tax Liabilities, Net Net deferred income tax liabilities Deferred Tax Liabilities, Other Other Deferred Tax Liabilities, Net, Noncurrent Deferred income taxes Deferred Tax Liabilities, Intangible Assets Intangibles Deferred Tax Liabilities, Property, Plant and Equipment Property and equipment Deferred Tax Liabilities, Net, Classification [Abstract] Deferred tax amounts classified in the accompanying balance sheets Deferred Tax Liabilities, Deferred Expense Deferred costs Deferred Tax Liabilities, Gross [Abstract] Deferred income tax liability: Deferred Tax Liabilities, Net, Current Current deferred taxes Total deferred tax liabilities Current deferred tax liability Maximum matching contribution as a percentage of employee's compensation Defined Contribution Plan, Maximum Annual Contribution Per Employee, Percent Potential employer contribution (as a percent) Defined Contribution Plan, Employer Matching Contribution, Percent Cost of contributions under 401(k) portion of the plan Defined Contribution Plan, Cost Recognized Depreciation, Nonproduction Depreciation Director [Member] Board of Directors Earnings Per Share, Basic [Abstract] Basic: Earnings Per Share, Diluted Diluted (in dollars per share) Net earnings (loss) per share - diluted (in dollars per share) Net earnings per share - diluted (in dollars per share) Earnings Per Share, Diluted [Abstract] Diluted: Earnings Per Share, Pro Forma [Abstract] Per share data: Earnings Per Share, Basic Basic (in dollars per share) Net earnings (loss) per share - basic (in dollars per share) Net earnings per share - basic (in dollars per share) Earnings Per Share [Text Block] Net Earnings per Share Net Earnings Per Share: Earnings Per Share, Policy [Policy Text Block] Net Earnings per Share Net earnings per common share: Effective 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M>.KL?CV\*SCMSUW"4_+EG]1=0V;T1%)JOD4W>FAHLBN(2T6H?%9NB@KD[R1: M_P`=V.8"E+0:B7*?6[QQ1Z_F7DCE_G%U=TS^Z4'SU3--.3ZBUWT1O3C6==1V ?&N#LC+-+*-+2."QG/5)=#2]3=4YA>#<8,]K&)(C_V3\_ ` end XML 12 R39.htm IDEA: XBRL DOCUMENT v2.4.0.6
Short Term Investments (Details) (USD $)
In Thousands, unless otherwise specified
Dec. 31, 2011
Certificates of Deposit
  
Short term investments  
Amortized Cost $ 1,486
Fair Value 1,486
Variable Rate Demand Notes
  
Short term investments  
Amortized Cost 2,000
Fair Value $ 2,000
XML 13 R48.htm IDEA: XBRL DOCUMENT v2.4.0.6
Stockholders' Equity: (Details 2) (Stock options, USD $)
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Dec. 31, 2009
$1.44 - $18.13
Dec. 31, 2010
$3.32 - $4.36
Dec. 31, 2010
$3.32 - $4.36
Minimum
Dec. 31, 2010
$3.32 - $4.36
Maximum
Dec. 31, 2010
$3.16 - $18.13
Dec. 31, 2010
$3.16 - $18.13
Minimum
Dec. 31, 2010
$3.16 - $18.13
Maximum
Dec. 31, 2010
$1.44 - $9.81
Dec. 31, 2010
$1.44 - $9.81
Minimum
Dec. 31, 2010
$1.44 - $9.81
Maximum
Dec. 31, 2011
$1.44 - $8.44
Dec. 31, 2011
$1.44 - $8.44
Minimum
Dec. 31, 2011
$1.44 - $8.44
Maximum
Dec. 31, 2011
$3.46 - $9.81
Dec. 31, 2011
$3.46 - $9.81
Minimum
Dec. 31, 2011
$3.46 - $9.81
Maximum
Dec. 31, 2011
$1.44 - $5.21
Dec. 31, 2011
$1.44 - $5.21
Minimum
Dec. 31, 2011
$1.44 - $5.21
Maximum
Dec. 31, 2012
$1.44 - $4.36
Dec. 31, 2012
$1.44 - $4.36
Minimum
Dec. 31, 2012
$1.44 - $4.36
Maximum
Dec. 31, 2012
$3.71 - $4.36
Dec. 31, 2012
$3.71 - $4.36
Minimum
Dec. 31, 2012
$3.71 - $4.36
Maximum
Dec. 31, 2012
$1.80 - $5.21
Dec. 31, 2012
$1.80 - $5.21
Minimum
Dec. 31, 2012
$1.80 - $5.21
Maximum
Stock option activity, Number of Shares                                                              
Options exercised (in shares)         (91,620)                 (263,564)                 (95,092)                
Options cancelled (in shares)               (110,589)                 (106,765)                 (4,250)          
Outstanding options at the end of the period (in shares)       1,239,920             1,037,711                 667,382                 568,040    
Exercisable options at the end of the period (in shares)                     627,878                 436,827                 455,540    
Range of Exercise Prices                                                              
Exercise price, low end of range (in dollars per share)       $ 1.44             $ 1.44                 $ 1.44                 $ 1.80    
Exercise price, high end of range (in dollars per share)       $ 18.13             $ 9.81                 $ 5.21                 $ 5.21    
Exercise price range, options exercised (in dollars per share)           $ 3.32 $ 4.36               $ 1.44 $ 8.44               $ 1.44 $ 4.36            
Exercise price range, options forfeited (in dollars per share)                 $ 3.16 $ 18.13               $ 3.46 $ 9.81               $ 3.71 $ 4.36      
Exercise price range, options exercisable at the end of the period (in dollars per share)                       $ 1.44 $ 9.81               $ 1.44 $ 5.21               $ 1.80 $ 5.21
Stock option activity, Weighted Average Exercise Price                                                              
Options exercised (in dollars per share)         $ 3.68                 $ 3.88                 $ 3.66                
Options cancelled (in dollars per share)               $ 9.78                 $ 8.09                 $ 4.06          
Outstanding options at the end of the period (in dollars per share)       $ 4.57             $ 4.10                 $ 3.52                 $ 3.49    
Exercisable options at the end of the period (in dollars per share)                     $ 3.80                 $ 3.58                 $ 3.49    
Summary of options outstanding                                                              
Stock Options (in shares)       1,239,920             1,037,711                 667,382                 568,040    
Exercise price range, options outstanding, low end of range (in dollars per share)       $ 1.44             $ 1.44                 $ 1.44                 $ 1.80    
Exercise price range, options outstanding, high end of range (in dollars per share)       $ 18.13             $ 9.81                 $ 5.21                 $ 5.21    
Weighted Average Exercise Price Per Share (in dollars per share)       $ 4.57             $ 4.10                 $ 3.52                 $ 3.49    
Weighted Average Remaining Contractual Life                                                         5 years 7 months 13 days    
Aggregate intrinsic value of options outstanding and exercisable $ 2,316,414 $ 2,692,302 $ 580,122                                                        
Total intrinsic value of options exercised $ 563,405 $ 988,986 $ 337,496                                                        
XML 14 R46.htm IDEA: XBRL DOCUMENT v2.4.0.6
Line of Credit: (Details) (USD $)
 12 Months Ended
Dec. 31, 2012
Oct. 31, 2012
Line of Credit    
Outstanding advances on the lines of credit 6,000,000  
Line of credit
    
Line of Credit    
Outstanding advances on the lines of credit 6,000,000  
Line of credit | Wells Fargo Bank, N.A.
    
Line of Credit    
Maximum amount available for use under line of credit   $ 15,000,000
Margin added to the variable interest rate (as a percent)   2.00%
Variable interest rate (as a percent) three month LIBOR  
Interest rate at the end of the period (as a percent) 0.31%  
XML 15 R33.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details 3) (USD $)
 12 Months Ended
Dec. 31, 2012
unit
Dec. 31, 2011
Dec. 31, 2010
Property and Equipment:      
Property and equipment, gross $ 15,600,000 $ 12,433,000  
Less accumulated depreciation and amortization (9,518,000) (8,980,000)  
Property and equipment, net 6,082,000 3,453,000  
Goodwill      
Number of operating units 1    
Number of reporting units 1    
Stock Compensation Plans:      
Stock-based compensation expense 2,600,000 2,600,000 1,600,000
Advertising costs      
Advertising and promotion costs 559,000 728,000 345,000
Construction in process
      
Property and Equipment:      
Property and equipment, gross 1,987,000 805,000  
Leasehold improvements
      
Property and Equipment:      
Property and equipment, gross 1,950,000 1,890,000  
Furniture and fixtures
      
Property and Equipment:      
Property and equipment, gross 2,479,000 2,395,000  
Equipment
      
Property and Equipment:      
Property and equipment, gross 6,123,000 4,712,000  
Computers and software
      
Property and Equipment:      
Property and equipment, gross $ 3,061,000 $ 2,631,000  
Minimum
      
Property and Equipment:      
Estimated useful lives 2 years    
Maximum
      
Property and Equipment:      
Estimated useful lives 10 years    
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Intangibles: (Tables)
 12 Months Ended
Dec. 31, 2012
Intangibles:  
Summary of goodwill activity

 

 
   (in thousands)  

January 1, 2011

   $ 23,146  

Additions

     9,300  
       

December 31, 2011

   $ 32,446  

Additions

     5,334  
       

December 31, 2012

   $ 37,780  
       
Schedule of change in the net carrying amount of intangibles

 

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Beginning Balance

   $ 9,035   $ 5,219  

Recognized in connection with acquisitions

     15,920     6,635  

Amortization

     (4,195 )   (2,819 )
           

Ending Balance

   $ 20,760   $ 9,035  
           
Summary of identified finite-lived intangible asset balances

 

 
    
   As of December 31, 2012   As of December 31, 2011  
 
   Amortizable
Period
(years)		   Gross
Assets		   Accumulated
Amortization		   Net
Assets		   Gross
Assets		   Accumulated
Amortization		   Net
Assets		  

Customer relationships

   5-8   $ 29,133     (8,665 ) $ 20,468   $ 13,213     (4,729 ) $ 8,484  

Services agreement

   4     67     (54 )   13     67     (38 )   29  

Certification

   2     467     (467 )   —     467     (467 )   —  

Covenant not to compete

   3     478     (199 )   279     478     (40 )   438  

Trademarks

   3     263     (263 )   —     263     (179 )   84  

Order backlog

   3 months-
1 year		     2,162     (2,162 )   —     2,162     (2,162 )   —  
                               

Total identified intangible assets

       $ 32,570     (11,810 ) $ 20,760   $ 16,650     (7,615 ) $ 9,035  
                               
Schedule of future amortization expense for the next five years

 

 
   (in thousands)  

2013

   $ 7,251  

2014

     5,293  

2015

     3,963  

2016

     2,937  

2017

     1,316  
       

 

   $ 20,760  
       
XML 18 R50.htm IDEA: XBRL DOCUMENT v2.4.0.6
Commitments and Contingencies (Details)
 12 Months Ended
Dec. 31, 2012
Commitments and Contingencies  
Period after change in control for severance payment if employees are terminated without cause 2 years
Period after change in control for severance payment if employees resign for good reasons 2 years
XML 19 R42.htm IDEA: XBRL DOCUMENT v2.4.0.6
Income Taxes: (Details 2) (USD $)
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Income Taxes:      
Amount recorded to equity for tax expenses associated with the exercise of stock options $ 780,000 $ 450,000 $ (16,000)
Minimum
      
Operating loss carryforwards      
Expected annual effective tax rate (as a percent) 40.00%    
Maximum
      
Operating loss carryforwards      
Expected annual effective tax rate (as a percent) 42.00%    
State
      
Operating loss carryforwards      
Net operating loss carryforwards $ 1,100,000    
XML 20 R37.htm IDEA: XBRL DOCUMENT v2.4.0.6
Acquisitions (Details) (USD $)
 12 Months Ended 1 Months Ended 12 Months Ended 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Oct. 31, 2012
StraTech
Dec. 31, 2012
StraTech
Dec. 31, 2011
StraTech
Oct. 04, 2012
StraTech
Dec. 31, 2012
StraTech
Customer relationships
Acquisitions                
Purchase price             $ 11,000,000  
Purchase price, cash payment         13,172,000   13,200,000  
Purchase price, shares of common stock issued       269,783        
Purchase price, value of shares of common stock issued         (2,025,000)   (2,000,000)  
Finite lived intangible assets, estimated lives               5 years
Goodwill deductible for tax purposes         5,300,000      
Period over which goodwill is deductible for tax purposes         15 years      
Purchase price allocation period         1 year      
Assets acquired at their fair value:                
Accounts receivable, net         9,598,000      
Deferred revenue costs         8,521,000      
Equipment         432,000      
Finite-lived intangibles         15,920,000      
Goodwill         5,334,000      
Other assets         628,000      
Total assets acquired         40,433,000      
Liabilities assumed at their fair value:                
Accounts payable         17,645,000      
Customer deposits         751,000      
Deferred revenue         10,289,000      
Accrued expenses         765,000      
Other liabilities         29,000      
Total liabilities assumed         29,479,000      
Net purchase price         10,954,000      
Reconciliation of the net purchase price as compared to the cash payment for purchase                
Payment in cash for purchase         13,172,000   13,200,000  
Less receivable due from sellers         (4,243,000)      
Plus value of shares issued         2,025,000   2,000,000  
Net purchase price         10,954,000      
Total integration and transaction costs 359,000 454,000 581,000   359,000      
Pro forma consolidated unaudited results of operations                
Net sales         538,593,000 437,841,000    
Net earnings         $ 11,818,000 $ 311,297,000    
Per share data:                
Basic earnings (in dollars per share)         $ 0.69 $ 0.71    
Diluted earnings (in dollars per share)         $ 0.68 $ 0.70    
XML 21 R52.htm IDEA: XBRL DOCUMENT v2.4.0.6
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS (Details) (USD $)
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Allowance for Doubtful Accounts
      
Valuation and qualifying accounts      
Balance at Beginning of Period $ 282,196 $ 203,526 $ 628,974
Additions   84,515 72,668
Deductions 59,336 5,845 498,117
Balance at End of Period 222,860 282,196 203,526
Allowance for Inventory Obsolescence
      
Valuation and qualifying accounts      
Balance at Beginning of Period 416,370 105,191 122,193
Additions 445,453 374,264 132,390
Deductions 552,322 63,085 149,392
Balance at End of Period $ 309,501 $ 416,370 $ 105,191
XML 22 R47.htm IDEA: XBRL DOCUMENT v2.4.0.6
Stockholders' Equity: (Details) (USD $)
 1 Months Ended 12 Months Ended 1 Months Ended 12 Months Ended 1 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended 0 Months Ended 12 Months Ended
Mar. 31, 2011
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Dec. 31, 2012
Restricted Stock
Dec. 31, 2011
Restricted Stock
Dec. 31, 2010
Restricted Stock
Dec. 31, 2012
Restricted Stock
Board of Directors
Dec. 31, 2011
Restricted Stock
Board of Directors
Dec. 31, 2010
Restricted Stock
Board of Directors
Dec. 31, 2012
Stock options
Dec. 31, 2011
Stock options
Dec. 31, 2010
Stock options
Dec. 31, 2009
Stock options
Managers
item
Dec. 31, 2012
Stock options
Managers
Dec. 31, 2011
Stock options
Managers
Dec. 31, 2010
Stock options
Managers
Jul. 31, 2009
Stock options
President and chief executive officer
Dec. 31, 2012
2011 Plan
May 31, 2011
2011 Plan
Dec. 31, 2012
2011 Plan
Restricted Stock
Minimum
Dec. 31, 2012
2011 Plan
Restricted Stock
Maximum
Oct. 04, 2012
2011 Plan
Restricted Stock
Managers
Jul. 17, 2011
2011 Plan
Restricted Stock
Managers
Dec. 31, 2012
2011 Plan
Restricted Stock
Managers
Dec. 31, 2011
2011 Plan
Restricted Stock
Managers
Jul. 17, 2011
2011 Plan
Restricted Stock
Managers
Awards vesting over 6 months
Oct. 04, 2012
2011 Plan
Restricted Stock
Managers
Awards vesting over two years
Jul. 17, 2011
2011 Plan
Restricted Stock
Managers
Awards vesting over two years
Oct. 04, 2012
2011 Plan
Restricted Stock
Managers
Awards vesting over three years
Jul. 17, 2011
2011 Plan
Restricted Stock
Managers
Awards vesting over three years
Oct. 04, 2012
2011 Plan
Restricted Stock
Managers
Awards vesting over 4.5 months
Dec. 04, 2012
2011 Plan
Restricted Stock
Executive management
Feb. 22, 2012
2011 Plan
Restricted Stock
Executive management
Jan. 17, 2011
2011 Plan
Restricted Stock
Executive management
Dec. 31, 2012
2011 Plan
Restricted Stock
Executive management
Dec. 31, 2011
2011 Plan
Restricted Stock
Executive management
Dec. 04, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over two years
Feb. 22, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over two years
Jan. 17, 2011
2011 Plan
Restricted Stock
Executive management
Awards vesting over two years
Dec. 04, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over three years
Feb. 22, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over three years
Jan. 17, 2011
2011 Plan
Restricted Stock
Executive management
Awards vesting over three years
Jan. 17, 2011
2011 Plan
Restricted Stock
Executive management
Awards vesting over 12 months
Dec. 04, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over 25 months
Dec. 04, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over four years
Feb. 22, 2012
2011 Plan
Restricted Stock
Executive management
Awards vesting over 22.5 months
Dec. 31, 2012
2011 Plan
Restricted Stock
Managers and employees
Dec. 31, 2011
2011 Plan
Restricted Stock
Managers and employees
Dec. 31, 2010
2011 Plan
Restricted Stock
Managers and employees
Dec. 31, 2012
2011 Plan
Restricted stock granted on December 4, 2012
Executive management
Dec. 31, 2012
2011 Plan
Restricted stock granted on October 4, 2012
Managers
Dec. 31, 2012
2011 Plan
Restricted stock granted on February 22, 2012
Executive management
May 31, 2011
2009 Plan
Feb. 02, 2010
2009 Plan
Restricted Stock
Senior management and managers
Awards vesting over two years
Dec. 31, 2011
2009 Plan
Restricted Stock
Senior management and managers
Awards vesting over two years
Dec. 31, 2010
2009 Plan
Restricted Stock
Senior management and managers
Awards vesting over two years
Dec. 31, 2009
2009 Plan
Restricted Stock
Senior management and managers
Awards vesting over two years
Dec. 31, 2012
2009 Plan
Restricted Stock
Senior management and managers
Awards vesting over two years
Aug. 17, 2010
2009 Plan
Restricted Stock
Executive management
Dec. 31, 2011
2009 Plan
Restricted Stock
Executive management
Dec. 31, 2010
2009 Plan
Restricted Stock
Executive management
Dec. 31, 2012
2009 Plan
Restricted Stock
Executive management
Aug. 17, 2010
2009 Plan
Restricted Stock
Executive management
Awards vesting over eighteen months
Aug. 17, 2010
2009 Plan
Restricted Stock
Managers and employees
Dec. 31, 2012
2009 Plan
Restricted Stock
Managers and employees
Dec. 31, 2011
2009 Plan
Restricted Stock
Managers and employees
Dec. 31, 2010
2009 Plan
Restricted Stock
Managers and employees
Aug. 17, 2010
2009 Plan
Restricted Stock
Managers and employees
Awards vesting over eighteen months
Dec. 14, 2009
2009 Plan
Restricted stock granted on December 14, 2009
Senior management and managers
Dec. 31, 2011
2009 Plan
Restricted stock granted on December 14, 2009
Senior management and managers
Dec. 31, 2010
2009 Plan
Restricted stock granted on December 14, 2009
Senior management and managers
Dec. 31, 2012
2009 Plan
Restricted stock granted on December 14, 2009
Senior management and managers
Common Stock Offering                                                                                                                                                  
Number of shares issued under public offering 4,266,500                                                                                                                                                
Issue price per share of common stock (in dollars per share) $ 5.75                                                                                                                                                
Number of shares of common stock issued and sold by company 3,306,500                                                                                                                                                
Number of shares of common stock sold by selling shareholder 960,000                                                                                                                                                
Proceeds from common stock sold, net of offering costs $ 17,500,000   $ 17,454,000                                                                                                                                            
Stock Based Compensation                                                                                                                                                  
Number of initial shares of common stock reserved for possible issuance                                       750,000                                                                                                          
Number of shares available for future grants                                     763,134                                                                     303,943                                      
Vesting period                           3 years       4 years     3 years 4 years         6 months 2 years 2 years 3 years 3 years 4 months 15 days           2 years 2 years 2 years 3 years 3 years 3 years 12 months 25 months 4 years 22 months 15 days                     2 years           18 months         18 months        
Vesting percentage based upon earnings goal                                             50.00%                   50.00% 50.00%                                                                              
Vesting percentage on each anniversary of the grant date                                   25.00%                                                                                                              
Award vesting upon the second grant anniversary date                                                                                                       2 years 2 years                                        
Award vesting upon the third grant anniversary date                                                                                                       3 years 3 years                                        
Vesting percentage on each anniversary of the grant date                           33.00%                                                                                                                      
Fair value of the share based award at the grant date                                             386,000 1,600,000                 1,400,000 1,500,000 1,200,000                                       112,000     767,000           144,000         85,000        
Number of shares issued                                                                                               279,428 140,000 254,000                                              
Unrecognized compensation expense                                                 381,000   292,000   658,000   658,000         325,000                       2,900,000     1,300,000 173,000 483,000           0       0                   0
Stock-based compensation expense   2,600,000 2,600,000 1,600,000       323,000 260,000 153,000 242,000 264,000 335,000                       309,000 566,000                   459,000 440,000                     910,000 590,000 663,000 51,000 20,000 286,000     (34,000) 56,000       102,000 42,000       (56,000) 53,000 28,000     316,000 316,000  
Vesting percentage on the second anniversary of the grant date                                             25.00%                   25.00% 25.00%                                                                              
Vesting percentage on the third anniversary of the grant date                                             25.00%                   12.50% 25.00%                                                                              
Vesting percentage on the fourth anniversary of the grant date                                                                 12.50%                                                                                
Shares vesting upon achievement of an earnings objective                                                                     104,500                                                                            
Shares vesting upon achievement of an income or gross profit objective                                               39,000                                                                                                  
Shares vesting at the second anniversary                                                         88,000           52,250                                                                            
Shares vesting at the third anniversary                                                             88,000       52,250                                                                            
Fair value of restricted stock                                                       99,000   99,000   198,000           340,000 375,000 306,000 170,000 375,000 306,000 612,000 680,000 170,000 750,000                                                    
Restricted stock issued to non-employee directors for providing service               6,000                                                                                                                                  
Number of Shares                                                                                                                                                  
Restricted stock at the beginning of the period (in shares)         1,079,058 647,058 575,799                                                                                                                                    
Granted (in shares)         663,843 564,000 351,307 36,000 36,607 37,030                         45,000 215,000                 163,000 173,000 209,000                                       25,000         42,307         25,000         201,250      
Shares vested (in shares)         (385,808) (75,000) (147,880)                                                                                                                                    
Shares cancelled (in shares)         (109,425) (57,000) (132,169)                                                                                                                                    
Restricted stock at the end of the period (in shares)         1,247,668 1,079,058 647,058 9,000                                                                                                                                  
Weighted Average Grant-Date Fair Value                                                                                                                                                  
Restricted stock at the beginning of the period (in dollars per share)         $ 5.60 $ 4.04 $ 4.65                                                                                                                                    
Granted (in dollars per share)         $ 8.58 $ 7.12 $ 4.19                                                                                                                                    
Shares vested (in dollars per share)         $ 5.66 $ 3.88 $ 5.10                                                                                                                                    
Shares cancelled (in dollars per share)         $ 7.12 $ 5.26 $ 5.75                                                                                                                                    
Restricted stock at the end of the period (in dollars per share)         $ 7.47 $ 5.60 $ 4.04                                                                                                                                    
Stock options awarded (in shares)                           25,000 0 0 0 450,000                                                                                                              
Number of managers awarded with stock options                           1                                                                                                                      
Threshold limit of change of control price (in dollars per share)                                   $ 3.50                                                                                                              
Weighted-average fair value per option (in dollars per share)                           $ 2.35       $ 2.15                                                                                                              
Unrecognized stock-based compensation expense related to stock options                     $ 134,000                                                                                                                            
XML 23 R9.htm IDEA: XBRL DOCUMENT v2.4.0.6
Short Term Investments
 12 Months Ended
Dec. 31, 2012
Short Term Investments  
Short Term Investments

3.     Short Term Investments

        The following table summarizes our short term investments (in thousands):

 
   Amortized
Cost		   Gross
Unrealized
Gains		   Gross
Unrealized
Losses		   Fair
Value		  

December 31, 2012

                          

Certificates of Deposit

   $ —     —     —   $ —  

Variable Rate Demand Notes

   $ —     —     —   $ —  

December 31, 2011

                          

Certificates of Deposit

   $ 1,486     —     —   $ 1,486  

Variable Rate Demand Notes

   $ 2,000     —     —   $ 2,000  

        As of December 31, 2012 and December 31, 2011, we had no unrealized holding gains/losses on investments.
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M;&%S2!/8G-O;&5S8V5N8V4\+W1D/@T*("`@("`@("`\=&0@8VQA M'1087)T7V,W-S XML 25 R43.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Commitments: (Details) (USD $)
In Thousands, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
item
Lease Commitments:  
Number of other leased locations 36
Lease Obligations  
2013 $ 1,644
2014 1,520
2015 1,081
2016 721
Thereafter 1,930
Total lease obligations 6,896
Sublease Agreements  
2013 (34)
2014 (34)
Total sublease agreements (68)
Net Lease Obligations  
2013 1,610
2014 1,486
2015 1,081
2016 721
Thereafter 1,930
Total net lease obligations $ 6,828
XML 26 R29.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Receivables (Tables)
 12 Months Ended
Dec. 31, 2012
Lease Receivables  
Schedule of the contractual amounts due under sales-type leases

The contractual amounts due under sales-type leases at December 31, 2012 were as follows (in thousands):

 
   Contractual
Amounts Due
Under Leases		  

Gross finance receivables

   $ 1,015  

Unearned income

     (60 )
       

Net investment in sales-type lease receivables

   $ 955  
       

        
XML 27 R28.htm IDEA: XBRL DOCUMENT v2.4.0.6
Stockholders' Equity: (Tables)
 12 Months Ended
Dec. 31, 2012
Stockholders' Equity:  
Summary of the entity's restricted stock activity

 

 
   Number of Shares   Weighted Average
Grant-Date Fair Value		  

Restricted stock at January 1, 2010

     575,799   $ 4.65  

Granted

     351,307   $ 4.19  

Shares vested

     (147,880 ) $ 5.10  

Shares cancelled

     (132,169 ) $ 5.75  
           

Restricted stock at January 1, 2011

     647,058   $ 4.04  

Granted

     564,000   $ 7.12  

Shares vested

     (75,000 ) $ 3.88  

Shares cancelled

     (57,000 ) $ 5.26  
           

Restricted stock at January 1, 2012

     1,079,058   $ 5.60  

Granted

     663,843   $ 8.58  

Shares vested

     (385,808 ) $ 5.66  

Shares cancelled

     (109,425 ) $ 7.12  
           

Restricted stock at December 31, 2012

     1,247,668   $ 7.47  
           
Summary of activity under entity's stock option plans

 

 
   Outstanding Options  
 
   Number of Shares   Range of
Exercise Prices		   Weighted
Average
Exercise Price		  

Balance, December 31, 2009

     1,239,920   $1.44 - $18.13   $ 4.57  

Options granted

     —   —   $ —  

Options exercised

     (91,620 ) $3.32 - $4.36   $ 3.68  

Options cancelled

     (110,589 ) $3.16 - $18.13   $ 9.78  
               

Balance, December 31, 2010

     1,037,711   $1.44 - $9,81   $ 4.10  

Options granted

     —   —   $ —  

Options exercised

     (263,564 ) $1.44 - 8.44   $ 3.88  

Options cancelled

     (106,765 ) $3.46 - 9.81   $ 8.09  
               

Balance, December 31, 2011

     667,382   $1.44 - $5.21   $ 3.52  

Options granted

     —   —   $ —  

Options exercised

     (95,092 ) $1.44 - $4.36   $ 3.66  

Options cancelled

     (4,250 ) $3.71 - $4.36   $ 4.06  
               

Balance, December 31, 2012

     568,040   $1.80 - $5.21   $ 3.49  
               

Options exercisable as of December 31, 2010

     627,878   $1.44 - $9.81   $ 3.80  

Options exercisable as of December 31, 2011

     436,827   $1.44 - $5.21   $ 3.58  

Options exercisable as of December 31, 2012

     455,540   $1.80 - $5.21   $ 3.49  
XML 28 R44.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Commitments: (Details 2) (USD $)
 12 Months Ended 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Dec. 31, 2012
StraTech
sqft
Oct. 31, 2012
StraTech
item
Dec. 31, 2012
Midwave
Dec. 31, 2011
Midwave
sqft
Aug. 09, 2010
Midwave
sqft
Lease Commitments                
Number of leases in which company is the successor in interest as a result of acquisition         6      
Area of office space acquired from acquisitions (in square feet)       27,000       20,851
Expansion Space under amendment to the Original Lease (in square feet)             32,906  
Area of office space available for operations (in square feet)             54,000  
Extended term of the Original Lease             42 months  
Expansion space lease term             7 years 6 months  
Optional additional term of original lease           5 years    
Rent expense, net of sublease income                
Sublease income $ 219,000 $ 663,000 $ 663,000          
Rent expense $ 2,578,000 $ 2,601,000 $ 2,386,000          
XML 29 R30.htm IDEA: XBRL DOCUMENT v2.4.0.6
Quarterly Financial Information (Unaudited) (Tables)
 12 Months Ended
Dec. 31, 2012
Quarterly Financial Information (unaudited)  
Schedule of Quarterly Financial Information

 

 

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2012

                          

Net sales

   $ 119,088   $ 120,042   $ 104,774   $ 147,298  

Gross profit

     27,326     28,033     24,012     32,655  

Operating earnings

     3,612     5,411     3,255     5,440  

Net earnings

     2,161     3,219     1,923     3,232  

Net earnings per share—basic

     0.13     0.19     0.11     0.19  

Net earnings per share—diluted

     0.12     0.18     0.11     0.18  

 

 
   March 31   June 30   Sep 30   Dec 31  
 
   (in thousands, except per share data)
  

2011

                          

Net sales

   $ 85,694   $ 89,481   $ 90,140   $ 114,712  

Gross profit

     20,755     21,679     21,240     25,938  

Operating earnings

     3,000     4,379     4,859     4,555  

Net earnings

     1,748     2,697     2,793     2,607  

Net earnings per share—basic

     0.13     0.16     0.17     0.16  

Net earnings per share—diluted

     0.12     0.16     0.16     0.15  

 

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2010

                          

Net sales

   $ 62,544   $ 70,875   $ 69,220   $ 91,040  

Gross profit

     14,332     16,760     16,665     19,879  

Operating earnings (loss)

     (1,535 )   (65 )   1,425     4,153  

Net earnings (loss)

     (891 )   5     771     2,417  

Net earnings (loss) per share—basic

     (0.07 )   0.00     0.06     0.19  

Net earnings (loss) per share—diluted

     (0.07 )   0.00     0.06     0.19  
XML 30 R31.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details) (USD $)
 12 Months Ended
Dec. 31, 2012
item
Dec. 31, 2011
Summary of Significant Accounting Policies:    
Number of practices for providing solutions and services 4  
Accounts Receivable, net:    
Accounts receivable, net of reserve for doubtful accounts $ 223,000 $ 282,000
XML 31 R8.htm IDEA: XBRL DOCUMENT v2.4.0.6
Acquisitions
 12 Months Ended
Dec. 31, 2012
Acquisitions  
Acquisitions

2.     Acquisitions

  • Strategic Technologies, Inc.

        On October 4, 2012, we purchased substantially all of the assets and liabilities of Strategic Technologies, Inc. ("StraTech") from StraTech and Midas Medici Group Holdings, Inc. ("Midas", parent company of StraTech, and together with StraTech, the "Sellers"). StraTech is an IT services and solutions firm that shares our focus on optimizing enterprise data centers and IT infrastructure through a common product and services portfolio designed to help customers increase business agility. We purchased StraTech for an estimated purchase price of approximately $11.0 million, comprised of a cash payment of approximately $13.2 million, which is offset by a receivable due from the Sellers of approximately $4.2 million, resulting from the preliminary estimated working capital adjustment. In addition, we issued 269,783 shares of our common stock with a value of approximately $2.0 million. Those shares have been deposited in an escrow account as security for certain indemnification obligations of the Sellers. Pursuant to the asset purchase agreement, Sellers are obligated to pay us an amount equal to the difference between the actual tangible net assets on the closing date and the Sellers' good faith estimated net tangible assets as set forth in the asset purchase agreement. We recorded the receivable due from Sellers of approximately $4.2 million related to this payment at December 31, 2012. Sellers are disputing the amount owed to us in connection with this reconciliation payment. The asset purchase agreement contains an arbitration provision for disputes over the value of tangible net assets. The amount of the receivable we recorded may be impacted by the resolution of the arbitration proceeding. As of the filing of this Form 10-K, no resolution had been reached, and the parties are reviewing the working capital calculations and determining the timing for arbitration.

        We estimated the fair value of the assets acquired and liabilities assumed of StraTech primarily using a discounted cash flow approach with respect to identified intangible assets and goodwill. We based this approach upon our estimates of future cash flows from the acquired assets and liabilities and utilized a discount rate consistent with the inherent risk associated with the acquired assets and liabilities assumed.

        The fair value of the assets acquired included a finite lived intangible asset consisting of customer relationships that have an estimated life of five years and an indefinite lived asset consisting of goodwill of approximately $5.3 million which will be deductible for tax purposes over a 15 year period. We are amortizing the finite-lived intangible asset we acquired in the StraTech acquisition over its useful life using an accelerated amortization method, to match the pattern in which the economic benefits of that asset are expected to be consumed. We paid a premium over the fair value of the net tangible and identified intangible assets acquired (i.e. goodwill) because this acquisition expanded our market share and physical presence across the Eastern seaboard of the United States and allows us to diversify our product offerings from certain manufacturers and expand our high-margin professional and managed services business lines. We expect to experience operational synergies and efficiencies through combined general and administrative corporate functions.

        We allocated the total estimated purchase consideration to the net assets and liabilities acquired, including finite lived intangible assets, based on their respective fair values at the acquisition date. The preliminary allocation of the purchase price was based upon a preliminary valuation and our estimates and assumptions are subject to change within the purchase price allocation period (generally one year from the acquisition date). The primary areas of the purchase price allocation that are not yet finalized relate to net working capital adjustments that are subject to the arbitration discussed above. The following table summarizes the preliminary allocation of the purchase price to the fair value of the assets and liabilities acquired:

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable

   $ 9,598  

Deferred revenue costs

     8,521  

Equipment

     432  

Finite-lived intangibles

     15,920  

Goodwill

     5,334  

Other assets

     628  
       

Total assets acquired

     40,433  

Liabilities assumed at their fair value:

        

Accounts payable

     17,645  

Customer deposits

     751  

Deferred revenue

     10,289  

Accrued expenses

     765  

Other liabilities

     29  
       

Total liabilities assumed

     29,479  
       

Net purchase price

   $ 10,954  
       

        The following table provides a reconciliation of the cash payment made to the estimated net purchase price for StraTech:

 
   (in thousands)  

Payment in cash for purchase

   $ 13,172  

Less receivable due from seller

     (4,243 )

Plus value of shares issued

     2,025  
       

Estimated net purchase price

   $ 10,954  
       

        The pro forma consolidated unaudited results of operations as of December 31, 2012 and 2011, assuming consummation of the acquisition of StraTech as of January 1, 2011, are as follows:

 
   Years Ended December 31,  
 
   2012   2011  
 
   (in thousands, except per share data)
  

Net sales

     558,356   $ 437,841  

Net earnings

     12,676     11,297  

Per share data:

              

Basic earnings

     0.74   $ 0.71  

Diluted earnings

     0.72   $ 0.70  

        Integration costs for 2012 include salaries, benefits and retention bonuses of exiting employees, some of whom assisted with the initial integration of StraTech. In addition, transaction costs for 2012 include legal, audit and other outside service fees necessary to complete our acquisition of StraTech, which were expensed. Total integration and transaction costs were $359,000 during 2012.

  • Midwave Corporation

        In October 2011, we entered into an asset purchase agreement with Midwave Corporation ("Midwave") and its shareholders. Under the asset purchase agreement we purchased and acquired from Midwave substantially all of the assets used in Midwave's business. Midwave is an information technology consulting firm that offers both professional services and sells products to business' information technology organizations utilizing the product portfolios of certain information technology manufacturers, in the specific domains of data center services, networking services, managed services and advisory services. We paid a purchase price of approximately $19.1 million, comprised of a cash payment of approximately $16.1 million and issued 220,988 shares of our common stock with a value of approximately $1.6 million delivered at closing and approximately $1.4 million related to working capital adjustments subsequent to closing.

        We estimated the fair value of the assets acquired and liabilities assumed of Midwave primarily using a discounted cash flow approach with respect to identified intangible assets and goodwill. We based this approach upon our estimates of future cash flows from the acquired assets and liabilities and utilized a discount rate consistent with the inherent risk associated with the acquired assets and liabilities assumed.

        The fair value of the assets acquired included finite lived intangible assets, which consisted of covenants not to compete, order backlog and customer relationships having estimated lives of three years, three months and five years, respectively, and goodwill of approximately $9.3 million which will be deductible for tax purposes over a 15 year period. We paid a premium over the fair value of the net tangible and identified intangible assets acquired (i.e. goodwill), because we believe this acquisition makes us the dominant data center services and infrastructure provider in Minnesota. We also believe this acquisition doubles our Cisco technology and services revenue, expands our managed services portfolio, adds an established security practice and doubles the size of our consulting services team. We have begun to realize operational synergies and efficiencies through combined general and administrative and corporate functions in 2012.

        The following table summarizes the allocation of the purchase price to the fair value of the assets and liabilities acquired:

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable, net

   $ 11,575  

Deferred revenue costs

     33  

Equipment

     1,270  

Finite-lived intangibles

     6,635  

Goodwill

     9,300  

Other assets

     224  
       

Total assets acquired

     29,037  

Liabilities assumed at their fair value:

        

Accounts payable

     8,933  

Customer deposits

     122  

Deferred revenue

     16  

Accrued expenses

     860  
       

Total liabilities assumed

     9,931  
       

Net purchase price

   $ 19,106  
       

        The following table provides a reconciliation of the net purchase price for Midwave as compared to the cash payment for purchase:

 
   (in thousands)  

Net purchase price

   $ 19,106  

Less value of shares issued

     1,564  
       

Payment in cash for purchase

   $ 17,542  
       

        Integration costs for 2011 include salaries, benefits and retention bonuses of exiting employees, some of whom assisted with the initial integration of Midwave. In addition, transaction costs for 2011 include legal, audit and other outside service fees necessary to complete our acquisition of Midwave, which were expensed. Total integration and transaction costs were $454,000 during 2011.

  • 2009 Acquisitions

        On December 17, 2009, we acquired the reseller business of Incentra, which designs, procures, implements and supports data center solutions composed of technologies including storage, networking, security and servers from leading manufacturers. We did not acquire Incentra's managed services portfolio and related operations. We accomplished the acquisition through the purchase of substantially all of the assets of Incentra's reseller business pursuant to an Asset Purchase Agreement and have included the financial results of Incentra in our financial statements beginning on the acquisition date.

        Under the acquisition method of accounting, the total preliminary purchase price was allocated to Incentra's net tangible and intangible assets based upon their estimated fair values as of December 17, 2009. During 2010, we finalized our purchase accounting. The total final purchase price for Incentra was approximately $13.8 million, of which approximately $4.0 was allocated to goodwill, $5.2 million to identifiable intangible assets, and $4.6 to net tangible assets. The finite lived intangibles which consisted of trademarks, order backlog and customer relationships have estimated lives of three years, one year and eight years, respectively, and we are amortizing them using the straight line method (see Note 4). The goodwill we may deduct for tax purposes over a 15 year period.

        On October 1, 2009, we acquired the networking solutions division of Minneapolis-based Cross Telecom's ("Cross"), which qualified as a business combination. We completed an asset purchase of $2.0 million paid in cash. Simultaneously, Cross entered into an agreement with us to purchase at least $1.8 million of networking products and services from us over the next three years. Cross has agreed to pay any shortfall between customer purchases and the guaranteed annual purchase amount. The agreement was entered into outside of the acquisition and was assigned no fair value.

        In September 2010 and 2011, the first and second years of the three year agreement came to an end and there was a shortfall paid by Cross of $503,000 and $574,000, respectively, which was recorded as other income since we had assumed the revenue targets. In October 2011, we entered into an agreement with Cross to allow for an early buyout of the remaining year of the agreement for which Cross paid $553,000.

        In connection with this acquisition, we allocated the total purchase consideration to the net assets acquired, including finite lived intangible assets, based on their respective fair values at the acquisition date. The total purchase price paid for Cross was approximately $2.0 million, of which approximately $1.4 million was allocated to goodwill, $534,000 to identifiable intangible assets, and $47,000 to net tangible assets. We allocated the purchase price for the Cross acquisition primarily by comparing our estimated cost to build the assets acquired against purchasing them. This enabled us to determine the allocation between finite lived intangibles and goodwill. The finite lived intangibles, which consisted of the services agreement and certifications have estimated lives of four and two years, respectively, and we are amortizing them using the straight line method (see Note 4). The goodwill we may deduct for tax purposes over a 15 year period.
XML 32 R32.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details 2) (USD $)
 12 Months Ended
Dec. 31, 2012
item
Dec. 31, 2011
item
Dec. 31, 2010
item
Inventories:      
Reserves for obsolete and slow moving inventories 310,000 416,000  
Net sales | Top five customers
      
Customers representing greater than 10% of accounts receivable balances      
Number of top customers 5 5 5
Net sales by top five customers (as a percent) 11.00% 11.00% 12.00%
XML 33 R40.htm IDEA: XBRL DOCUMENT v2.4.0.6
Intangibles: (Details) (USD $)
In Thousands, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Goodwill activity      
Balance at the beginning of the period $ 32,446 $ 23,146  
Additions 5,334 9,300  
Balance at the end of the period 37,780 32,446 23,146
Change in the net carrying amount of intangibles      
Beginning Balance 9,035 5,219  
Recognized in connection with acquisitions 15,920 6,635  
Amortization (4,195) (2,819) (2,591)
Ending Balance 20,760 9,035 5,219
Identified finite-lived intangible assets balances      
Gross Assets 32,570 16,650  
Accumulated Amortization (11,810) (7,615)  
Net Assets 20,760 9,035 5,219
Amortization expenses related to finite- lived intangible assets 4,195 2,819 2,591
Future amortization expenses for the next five years      
2013 7,251    
2014 5,293    
2015 3,963    
2016 2,937    
2017 1,316    
Net Assets 20,760 9,035 5,219
Customer relationships
      
Change in the net carrying amount of intangibles      
Ending Balance 20,468 8,484  
Identified finite-lived intangible assets balances      
Gross Assets 29,133 13,213  
Accumulated Amortization (8,665) (4,729)  
Net Assets 20,468 8,484  
Future amortization expenses for the next five years      
Net Assets 20,468 8,484  
Customer relationships | StraTech
      
Identified finite-lived intangible assets balances      
Amortizable Period 5 years    
Customer relationships | Midwave
      
Identified finite-lived intangible assets balances      
Amortizable Period 5 years    
Customer relationships | Reseller Business of Incentra, LLC
      
Identified finite-lived intangible assets balances      
Amortizable Period 8 years    
Customer relationships | Minimum
      
Identified finite-lived intangible assets balances      
Amortizable Period 5 years    
Customer relationships | Maximum
      
Identified finite-lived intangible assets balances      
Amortizable Period 8 years    
Services agreement
      
Change in the net carrying amount of intangibles      
Beginning Balance 29    
Ending Balance 13    
Identified finite-lived intangible assets balances      
Amortizable Period 4 years    
Gross Assets 67 67  
Accumulated Amortization (54) (38)  
Net Assets 13    
Future amortization expenses for the next five years      
Net Assets 13    
Services agreement | Cross
      
Identified finite-lived intangible assets balances      
Amortizable Period 4 years    
Certification
      
Identified finite-lived intangible assets balances      
Amortizable Period 2 years    
Gross Assets 467 467  
Accumulated Amortization (467) (467)  
Certification | Cross
      
Identified finite-lived intangible assets balances      
Amortizable Period 2 years    
Covenant not to compete
      
Change in the net carrying amount of intangibles      
Beginning Balance 438    
Ending Balance 279    
Identified finite-lived intangible assets balances      
Amortizable Period 3 years    
Gross Assets 478 478  
Accumulated Amortization (199) (40)  
Net Assets 279    
Future amortization expenses for the next five years      
Net Assets 279    
Covenant not to compete | StraTech
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 years    
Covenant not to compete | Midwave
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 years    
Trademarks
      
Change in the net carrying amount of intangibles      
Beginning Balance 84    
Identified finite-lived intangible assets balances      
Amortizable Period 3 years    
Gross Assets 263 263  
Accumulated Amortization (263) (179)  
Trademarks | Reseller Business of Incentra, LLC
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 years    
Order backlog
      
Identified finite-lived intangible assets balances      
Gross Assets 2,162 2,162  
Accumulated Amortization $ (2,162) $ (2,162)  
Order backlog | StraTech
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 months    
Order backlog | Midwave
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 months    
Order backlog | Reseller Business of Incentra, LLC
      
Identified finite-lived intangible assets balances      
Amortizable Period 1 year    
Order backlog | Minimum
      
Identified finite-lived intangible assets balances      
Amortizable Period 3 months    
Order backlog | Maximum
      
Identified finite-lived intangible assets balances      
Amortizable Period 1 year    
XML 34 R2.htm IDEA: XBRL DOCUMENT v2.4.0.6
BALANCE SHEETS (USD $)
In Thousands, unless otherwise specified
Dec. 31, 2012
Dec. 31, 2011
Current assets:    
Cash and cash equivalents $ 10,315 $ 18,947
Short term investments   3,486
Accounts receivable, net 143,958 102,289
Receivable due from seller of StraTech acquisition 4,243  
Inventories, net 2,554 1,736
Current deferred customer support contract costs 87,052 62,901
Inventories shipped but not installed 8,784 9,779
Income tax receivable 2,430 405
Other current assets 852 1,169
Total current assets 260,188 200,712
Property and equipment, net 6,082 3,453
Goodwill 37,780 32,446
Finite-lived intangibles, net 20,760 9,035
Deferred customer support contract costs non-current 40,771 28,785
Deferred taxes 4,471 3,159
Other assets 455 361
Total assets 370,507 277,951
Current liabilities:    
Line of credit 6,000  
Accounts payable 83,880 63,292
Accrued commissions 8,730 5,069
Accrued sales and use taxes 3,489 2,574
Accrued expenses, other 6,027 5,209
Current deferred taxes 9,034 7,459
Customer deposits 3,645 2,145
Current deferred revenue from customer support contracts 105,167 76,998
Other current liabilities 157 85
Total current liabilities 226,129 162,831
Deferred revenue from customer support contracts non-current 48,167 34,740
Other liabilities non-current 828 195
Total liabilities 275,124 197,766
Commitments and contingencies (Notes 6, 7, and 8)      
Stockholders' equity:    
Common stock, $0.001 par value, 50,000,000 shares authorized, 18,726,723 and 17,899,171 shares issued and outstanding as of December 31, 2012 and 2011, respectively 19 18
Additional paid-in capital 70,875 66,213
Retained earnings 24,489 13,954
Total stockholders' equity 95,383 80,185
Total liabilities and stockholders' equity $ 370,507 $ 277,951
XML 35 R45.htm IDEA: XBRL DOCUMENT v2.4.0.6
Employee Benefit Plan: (Details) (USD $)
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Employee Benefit Plan:      
Maximum percentage of contribution of pretax compensation by employees under 401(k) portion of the plan 60.00%    
Potential employer contribution (as a percent) 50.00%    
Maximum matching contribution as a percentage of employee's compensation 6.00%    
Cost of contributions under 401(k) portion of the plan $ 1,100,000 $ 857,000 $ 762,000
XML 36 R6.htm IDEA: XBRL DOCUMENT v2.4.0.6
STATEMENTS OF CASH FLOWS (USD $)
In Thousands, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Cash flows from operating activities:      
Net earnings $ 10,535 $ 9,845 $ 2,302
Adjustments to reconcile net earnings to net cash provided by (used in) operating activities:      
Provision (benefit) for bad debts (6) 84 73
Depreciation 1,627 1,045 945
Amortization of finite lived intangibles 4,195 2,819 2,591
Deferred income taxes 262 374 1,755
Stock based compensation expense 2,576 2,557 1,592
Changes in operating assets and liabilities, net of effects of acquisition:      
Accounts receivable, net (31,544) (33,019) (13,742)
Inventories 177 (2,114) 1,133
Deferred customer support contract costs/revenues, net 4,440 2,485 2,234
Accounts payable 2,943 25,610 (2,276)
Accrued expenses 4,629 3,605 1,387
Income tax receivable (2,025) 659 9
Other 1,007 (625) (528)
Net cash provided by (used in) operating activities (1,184) 13,325 (2,525)
Cash flows from investing activities:      
Maturities of short term investments 1,192 6,492 2,730
Sales of short term investments 2,294    
Purchase of short term investments   (9,978)  
Purchases of property and equipment (3,824) (1,102) (1,263)
Payment for acquisitions, net of cash acquired (13,172) (17,542)  
Net cash provided by (used in) investing activities (13,510) (22,130) 1,467
Cash flows from financing activities:      
Proceeds from stock offering, net of offering costs   17,454  
Payment of note payable due to seller of acquired business     (3,000)
Net borrowings on line of credit 6,000    
Excess tax from stock compensation 780 450 (16)
Tax withholding payments reimbursed by restricted stock (1,065) (174) (203)
Proceeds from issuance of common stock from option exercise 347 1,034 364
Net cash provided by (used in) financing activities 6,062 18,764 (2,855)
Increase (decrease) in cash and cash equivalents (8,632) 9,959 (3,913)
Cash and cash equivalents, beginning of year 18,947 8,988 12,901
Cash and cash equivalents, end of year 10,315 18,947 8,988
Supplementary cash flow information:      
Cash paid for income taxes 8,191 5,934 509
Cash received for income tax refunds 25 469 568
Supplementary non-cash investing and financing activities:      
Non-cash stock issued as consideration for acquisition $ 2,025 $ 1,564  
XML 37 R35.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details 5) (USD $)
In Thousands, except Share data, unless otherwise specified
 3 Months Ended 12 Months Ended
Dec. 31, 2012
Sep. 30, 2012
Jun. 30, 2012
Mar. 31, 2012
Dec. 31, 2011
Sep. 30, 2011
Jun. 30, 2011
Mar. 31, 2011
Dec. 31, 2010
Sep. 30, 2010
Jun. 30, 2010
Mar. 31, 2010
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Summary of Significant Accounting Policies:                              
Net earnings $ 3,232 $ 1,923 $ 3,219 $ 2,161 $ 2,607 $ 2,793 $ 2,697 $ 1,748 $ 2,417 $ 771 $ 5 $ (891) $ 10,535 $ 9,845 $ 2,302
Basic:                              
Weighted average common shares outstanding                         18,727,000 17,899,000 13,570,000
Weighted average common shares of non-vested stock                         (1,613,000) (2,096,000) (769,000)
Shares used in the computation of basic net earnings per share                         17,114,000 15,803,000 12,801,000
Net earnings per share - basic (in dollars per share) $ 0.19 $ 0.11 $ 0.19 $ 0.13 $ 0.16 $ 0.17 $ 0.16 $ 0.13 $ 0.19 $ 0.06 $ 0.00 $ (0.07) $ 0.62 $ 0.62 $ 0.18
Diluted:                              
Shares used in the computation of basic net earnings per share                         17,114,000 15,803,000 12,801,000
Employee and non-employee director stock options (in shares)                         60,000 87,000 51,000
Restricted stock that has not vested (in shares)                         317,000 323,000 129,000
Shares used in the computation of diluted net earnings per share                         17,491,000 16,213,000 12,981,000
Net earnings per share - diluted (in dollars per share) $ 0.18 $ 0.11 $ 0.18 $ 0.12 $ 0.15 $ 0.16 $ 0.16 $ 0.12 $ 0.19 $ 0.06 $ 0.00 $ (0.07) $ 0.60 $ 0.61 $ 0.18
Restricted common stock
                              
Anti-dilutive shares                              
Shares of common stock excluded from the computation of diluted earnings per share                         9,000 128,000 249,001
Options to purchase shares of common stock
                              
Anti-dilutive shares                              
Shares of common stock excluded from the computation of diluted earnings per share                             140,202
XML 38 R22.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Tables)
 12 Months Ended
Dec. 31, 2012
Summary of Significant Accounting Policies:  
Schedule of property and equipment

 

 
   December 31,  
 
   2012   2011  
 
   (in thousands)
  

Property and equipment:

              

Construction in process

   $ 1,987   $ 805  

Leasehold improvements

     1,950     1,890  

Furniture and fixtures

     2,479     2,395  

Equipment

     6,123     4,712  

Computers and software

     3,061     2,631  
           

 

     15,600     12,433  

Less accumulated depreciation and amortization

     (9,518 )   (8,980 )
           

 

   $ 6,082   $ 3,453  
           
Schedule of computation of basic and diluted net earnings per share

 

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands,
except per share data)
  

Net earnings

   $ 10,535   $ 9,845   $ 2,302  
               

Basic:

                    

Weighted average common shares outstanding

     18,727     17,899     13,570  

Weighted average common shares of non-vested stock

     (1,613 )   (2,096 )   (769 )
               

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  
               

Net earnings per share—basic

   $ 0.62   $ 0.62   $ 0.18  
               

Diluted:

                    

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  

Employee and non-employee director stock options

     60     87     51  

Restricted stock that has not vested

     317     323     129  
               

Shares used in the computation of diluted net earnings per share

     17,491     16,213     12,981  
               

Net earnings per share—diluted

   $ 0.60   $ 0.61   $ 0.18  
               
Schedule of restricted stock grants that have not vested and options to purchase shares of common stock excluded from computation of diluted earnings per share

 

 
   Year Ended December 31,  
 
   2012   2011   2010  

Non-vested common stock

     9,000     128,000     249,001  

Options to purchase shares of common stock

     —     —     140,202  
Schedule of financial assets and/or liabilities at fair value on a recurring basis

 

(In thousands)
  Total at Fair
Value		   Quoted Prices in
Active Markets
for Identical
Assets (Level 1)		   Significant Other
Observable
Inputs (Level 2)		   Significant
Unobservable
Inputs
(Level 3)		  

At December 31, 2012:

                          

Cash and cash equivalents

   $ 10,315   $ 10,315   $ —   $ —  
                   

Total assets measured at fair value

   $ 10,315   $ 10,315   $ —   $ —  
                   

At December 31, 2011:

                          

Cash and cash equivalents

   $ 18,947   $ 18,947   $ —   $ —  

Certificates of Deposit

     1,486     1,486     —     —  

Variable Rate Demand Notes

     2,000     2,000     —     —  
                   

Total assets measured at fair value

   $ 22,433   $ 22,433   $ —   $ —  
                   
XML 39 R36.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details 6) (Fair value on a recurring basis, USD $)
In Thousands, unless otherwise specified
Dec. 31, 2012
Dec. 31, 2011
Total at Fair Value
    
Fair Value of Financial Instruments:    
Total assets measured at fair value $ 10,315 $ 22,433
Total at Fair Value | Cash and cash equivalents
    
Fair Value of Financial Instruments:    
Total assets measured at fair value 10,315 18,947
Total at Fair Value | Certificates of Deposit
    
Fair Value of Financial Instruments:    
Total assets measured at fair value   1,486
Total at Fair Value | Variable Rate Demand Notes
    
Fair Value of Financial Instruments:    
Total assets measured at fair value   2,000
Quoted Prices in Active Markets for Identical Assets (Level 1)
    
Fair Value of Financial Instruments:    
Total assets measured at fair value 10,315 22,433
Quoted Prices in Active Markets for Identical Assets (Level 1) | Cash and cash equivalents
    
Fair Value of Financial Instruments:    
Total assets measured at fair value 10,315 18,947
Quoted Prices in Active Markets for Identical Assets (Level 1) | Certificates of Deposit
    
Fair Value of Financial Instruments:    
Total assets measured at fair value   1,486
Quoted Prices in Active Markets for Identical Assets (Level 1) | Variable Rate Demand Notes
    
Fair Value of Financial Instruments:    
Total assets measured at fair value   $ 2,000
XML 40 R24.htm IDEA: XBRL DOCUMENT v2.4.0.6
Short Term Investments (Tables)
 12 Months Ended
Dec. 31, 2012
Short Term Investments  
Summary of short term investments

  The following table summarizes our short term investments (in thousands):

 
   Amortized
Cost		   Gross
Unrealized
Gains		   Gross
Unrealized
Losses		   Fair
Value		  

December 31, 2012

                          

Certificates of Deposit

   $ —     —     —   $ —  

Variable Rate Demand Notes

   $ —     —     —   $ —  

December 31, 2011

                          

Certificates of Deposit

   $ 1,486     —     —   $ 1,486  

Variable Rate Demand Notes

   $ 2,000     —     —   $ 2,000  
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Summary of Significant Accounting Policies:
 12 Months Ended
Dec. 31, 2012
Summary of Significant Accounting Policies:  
Summary of Significant Accounting Policies:

1.     Summary of Significant Accounting Policies:

  • Description of Business:

        Datalink Corporation provides solutions and services that help make data centers more efficient, manageable and responsive to changing business needs. Focused on mid and large-size companies, we help companies migrate from physical to virtual data centers, ensure data protection and optimize enterprise networks. We derive our revenues principally from designing, installing and supporting data center solutions. Our solutions and services span four practices: consolidation and virtualization of data center infrastructures; enhanced data protection; advanced network infrastructures; and business continuity and disaster recovery solutions. We are frequently engaged to provide assistance in the installation of data center solutions and to provide support services subsequent to the installation. Occasionally, we are engaged for consulting services.

  • Recently Issued and Adopted Accounting Standard:

        In July 2012, the FASB issued an update to ASC 350: Testing Indefinite-Lived Intangible Assets for Impairment. This update states that an entity has the option first to assess qualitative factors to determine whether the existence of events and circumstances indicates that it is more likely than not that the indefinite-lived intangible asset is impaired. If, after assessing the totality of events and circumstances, an entity concludes that it is not more likely than not that the indefinite-lived intangible asset is impaired, then the entity is not required to take further action. However, if an entity concludes otherwise, then it is required to determine the fair value of the indefinite-lived intangible asset and perform the quantitative impairment test by comparing the fair value with the carrying amount in accordance with ASC 350. Under the guidance in this update, an entity also has the option to bypass the qualitative assessment for any indefinite-lived intangible asset in any period and proceed directly to performing the quantitative impairment test. An entity will be able to resume performing the qualitative assessment in any subsequent period. The amendments to ASC 350 are effective for annual and interim impairment tests performed for fiscal years beginning after September 15, 2012. We do not believe the adoption of this update will have a material impact on our financial statements.

  • Cash and Cash Equivalents:

        Cash equivalents consist principally of money market funds with original maturities of three months or less, are readily convertible to cash and are stated at cost, which approximates fair value. We maintain our cash in bank deposit and money market accounts which, at times, may exceed federally insured limits. We have not experienced any losses in such accounts.

  • Short-Term Investments:

        Our short term investments consist principally of certificates of deposits and variable rate demand notes. We categorize these investments as trading securities and record them at fair value. We classify investments with maturities of 90 days or less from the date of purchase as cash equivalents; investments with maturities of greater than 90 days from the date of purchase but less than one year generally as short-term investments; and investments with maturities of greater than one year from the date of purchase generally as long-term investments.

  • Accounts Receivable, net:

        We carry accounts receivable at original invoice amount less an estimate made for doubtful receivables based on a review of all outstanding amounts on a monthly basis. Management determines the allowance for doubtful accounts by regularly evaluating individual customer receivables and considering a customer's financial condition and credit history and current economic conditions. We write off accounts receivable when deemed uncollectible, which is generally in excess of a year past due provided we have no additional information to suggest we continue to expect customer payment. We record recoveries of accounts receivable previously written off when received.

        We recorded accounts receivable net of the reserve for doubtful accounts of $223,000 and $282,000 at December 31, 2012 and 2011, respectively.

  • Concentration of Credit Risk:

        We had no customers that comprised more than 10% of our net sales in 2012, 2011 or 2010. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively.

  • Inventories:

        Inventories, including inventories shipped but not installed, principally consist of data storage products and components, valued at the lower of cost or market with cost determined on a first-in, first-out (FIFO) method. We reduced inventories for obsolete and slow moving reserves by $310,000 and $416,000 at December 31, 2012 and 2011, respectively.

  • Property and Equipment:

        We state property and equipment, including purchased software, at cost. We provide for depreciation and amortization by charges to operations using the straight-line method over the estimated useful lives of the assets (ranging from 2 to 10 years). We amortize leasehold improvements on a straight-line basis over the shorter of their estimated useful lives or the underlying lease term. We remove the costs and related accumulated depreciation and amortization on asset disposals from the accounts and include any gain or loss in operating expenses. We capitalize major renewals and betterments, but charge maintenance and repairs to current operations when incurred.

 
   December 31,  
 
   2012   2011  
 
   (in thousands)
  

Property and equipment:

              

Construction in process

   $ 1,987   $ 805  

Leasehold improvements

     1,950     1,890  

Furniture and fixtures

     2,479     2,395  

Equipment

     6,123     4,712  

Computers and software

     3,061     2,631  
           

 

     15,600     12,433  

Less accumulated depreciation and amortization

     (9,518 )   (8,980 )
           

 

   $ 6,082   $ 3,453  
           

  • Goodwill:

        We assess the carrying amount of our goodwill for potential impairment annually or more frequently if events or a change in circumstances indicate that impairment may have occurred. We have only one operating and reporting unit that earns revenues, incurs expenses and makes available discrete financial information for review by our chief operations decision maker. Accordingly, we complete our goodwill impairment testing on this single reporting unit. Our measurement date is December 31, 2012.

        Testing for goodwill impairment is a two step process. The first step screens for potential impairment. If there is an indication of possible impairment, we must complete the second step to measure the amount of impairment loss, if any. The first step of the goodwill impairment test, used to identify potential impairment, compares the fair value of our market capitalization with the carrying value of our net assets. If our total market capitalization is at or below the carrying value of our net assets, we perform the second step of the goodwill impairment test to measure the amount of impairment loss we record, if any. We consider goodwill impairment test estimates critical due to the amount of goodwill recorded on our balance sheet and the judgment required in determining fair value amounts.

  • Valuation of Long-Lived Assets:

        We perform an impairment test for finite-lived assets and other long-lived assets, such as property and equipment and finite-lived intangible assets, whenever events or changes in circumstances indicate that we may not recover the carrying value of such assets. We recognize impairment based on the difference between the fair value of the asset and its carrying value. We generally measure fair value based on discounted cash flow analyses. For 2012, 2011 and 2010, we identified no triggering events that required us to evaluate the impairment of our long-lived assets.

  • Stock Compensation Plans:

        We utilize the fair value method of accounting to account for share-based compensation awards. This requires us to measure and recognize in our statements of operations the expense associated with all share-based payment awards made to employees and directors based on estimated fair values. We use the Black-Scholes model to determine the fair value of share-based payment awards. Stock-based compensation expense was $2.6 million, $2.6 million and $1.6 million for 2012, 2011 and 2010, respectively.

  • Income Taxes:

        We calculate income taxes using the asset and liability method of accounting for income taxes. Under the liability method, we record deferred income taxes to reflect the tax consequences in future years of temporary differences between the tax bases of assets and liabilities and their financial reporting amounts using enacted tax rates for the years in which we expect these items to affect taxable income. We establish valuation allowances when necessary to reduce deferred tax assets to the amount we expect more likely than not to realize. Income tax expense is the tax payable for the period and the change during the period in deferred tax assets and liabilities.

  • Uncertain Tax Positions:

        We utilize a two-step approach to recognizing and measuring uncertain tax positions (tax contingencies). The first step evaluates the tax position for recognition by determining if the weight of available evidence indicates it is more likely than not that we will sustain the position on audit, including resolution of related appeals or litigation processes. The second step measures the tax benefit as the largest amount more than 50% likely of being realized upon ultimate settlement. We include interest and penalties for our tax contingencies in income tax expense. At December 31, 2012 and 2011, we had no unrecognized tax benefits which would affect our effective tax rate if recognized.

  • Use of Estimates:

        The preparation of financial statements in conformity with accounting principles generally accepted in the United States of America requires our 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 financial statements and the reported amounts of revenues and expenses during the reporting period. Significant items subject to estimates and assumptions include the reserve for doubtful accounts, reserve for obsolete and slow moving (excess) inventory and impairment analysis of goodwill and long-lived assets. Actual results could differ from those estimates.

  • Advertising costs

        Advertising and promotion costs are charged to operations as incurred. Advertising and promotion costs included in sales and marketing expense for 2012, 2011 and 2010 were $559,000, $728,000 and $345,000, respectively.

  • Revenue Recognition:

        Product Sales.    We sell software and hardware products on both a "free-standing" basis without any services and as data center solutions bundled with installation and configuration services ("bundled arrangements"). Under either arrangement, we recognize revenue from the sales of products, primarily hardware and essential software, when persuasive evidence of an arrangement exists, shipment has occurred and title has transferred, the sales price is fixed or determinable, and collection of the resulting receivable is reasonably assured. In customer arrangements where a formal acceptance of products is required by the customer, revenue is recognized upon meeting such acceptance criteria.

        Service Sales.    In addition to installation and configuration services provided by us or third party vendors as part of our bundled arrangements, our service sales include postcontract customer support ("PCS") and consulting services. On our balance sheet, deferred revenue relates to service sales for which our customer has paid us or has been invoiced but for which we have not yet performed the applicable services. Revenue from extended service contracts is recognized ratably over the contract term, generally one to three years. Professional services are offered under time and material or fixed fee-based contracts or as part of multiple-element arrangements. Professional services revenue is recognized as services are performed when sold on a stand-alone basis. Our service sales include customer support contracts and consulting services.

  • Postcontract Customer Support Contracts.    When we sell hardware and/or software products to our customers, we enter into service contracts with them. These contracts are support service agreements. A majority of the time, our internal support desk first assists the customer by performing an initial technical triage to determine the source of the problem and whether we can direct the customer on how to fix the problem. If we cannot solve the problem, we transfer the customer to the manufacturer or its designated service organization.

    When we do not provide "first call" assistance, usually because the manufacturer has not authorized us to do so, our customers call the manufacturer or its designated service organization directly for both the initial technical triage and any follow-up assistance. If the customer calls us first, we transfer the customer to the third party.

    In both scenarios above, we purchase third party support contracts from the manufacturers for their services. In accordance with our agreements, and consistent with standard industry practice, we prepay the third party based on its "list price" for maintenance on the specific hardware or software products we have sold, less our negotiated discounts with the third party. Terms are generally net 30 days. If we provide the initial "first call" services our discounts off of list price are more substantial. In all cases, we are the primary obligor in the transaction. The customer ultimately holds us responsible for fulfillment of the third party support contracts and we bear credit risk in the event of nonpayment by the customer.

    We report customer support contract revenue on a gross basis as there are sufficient indicators in accumulation that we should be reporting these revenues on a gross basis in accordance with ASC Topic 605-45, Reporting Revenue Gross as a Principle versus Net as an Agent. We usually present quotations for maintenance arrangements to our customers without differentiating as to whether we, or a third party, are providing the service. Accordingly, we are, from our customers' perspectives, the primary obligor on our maintenance arrangements. We directly enter into the agreements with our customers to provide maintenance services. In all cases, we set the price to our customer for the maintenance arrangements, whether or not we provide our first call services, and bill our customers for the maintenance arrangement. We owe various third parties regardless of whether we collect from our customer. We are also contractually obligated to provide or arrange to provide these underlying support services to our customers in the unlikely event that the manufacturer or its designated service organization, fails to perform according to the terms of our contract.

    When we sell a service contract as part of a bundled arrangement, we use vendor specific objective evidence ("VSOE") to allocate revenue to the service contract element. In all cases, we defer revenues and incremental direct costs resulting from obtaining our service contracts and amortize them into operations over the term of the contracts, which are generally twelve months. We defer customer support costs as allowed under ASC Topic 605-10-S99 based on the guidance in ASC Topic 605-20. The deferred costs we capitalize consist of direct and incremental costs we prepay to third parties for direct support to our customers under our contract terms. We defer our customer support contract revenues and their related costs because significant obligations remain after contract execution. For example, we provide routine help desk assistance to our customers and assist them in contacting our vendors for additional support services.

    Consulting Services.    Some of our customers engage us to analyze their existing data center architectures and offer our recommendations. Other customers engage us to assist them on-site with extended data center infrastructure projects, to support their data center environments and to help with long-term data center design challenges. For these types of consulting services that do not include the sale of hardware or software products, we recognize revenues as we perform these services.

        Multiple element arrangements. In October 2009, the FASB amended the Accounting Standards Codification ("ASC") as summarized in Accounting Standards Update ("ASU") No. 2009-14, Software (Topic 985): Certain Revenue Arrangements That Include Software Elements, and ASU No. 2009-13, Revenue Recognition (Topic 605): Multiple-Deliverable Revenue Arrangements. ASU 2009-14 amended industry specific revenue accounting guidance for software and software related transactions to exclude from its scope tangible products containing software components and non-software components that function together to deliver the product's essential functionality, or what we refer to as essential software. We also sell non-essential software, which continues to be in the scope of ASC 985-605. ASU 2009-13 amended the accounting for multiple-element arrangements to provide guidance on how the deliverables in an arrangement should be separated and eliminates the use of the residual method. ASU 2009-13 also required an entity to allocate revenue using the relative selling price method.

        ASU 2009-13 establishes a hierarchy of evidence to determine the stand-alone selling price of a deliverable based on VSOE, third-party evidence ("TPE"), and the best estimate of selling price ("BESP"). If VSOE is available, it would be used to determine the selling price of a deliverable. If VSOE is not available, the entity would determine whether TPE is available. If so, TPE must be used to determine the selling price. If TPE is not available, then the BESP would be used.

        In certain instances, we are not able to establish VSOE for all deliverables in an arrangement with multiple elements. This may be due to infrequent sales of each element separately, not pricing products within a narrow range, or only having a limited sales history. We have not consistently established VSOE for any of our products or services, except for PCS.

        When VSOE cannot be established, we attempt to determine the standalone selling price for each element based on TPE. TPE is determined based on competitor prices for similar deliverables when sold separately. Generally, our strategy differs from that of our peers and our offerings contain a significant level of customization and differentiation such that the comparable pricing of products with similar functionality cannot be obtained. Furthermore, we are unable to reliably determine what similar competitor products' selling prices are on a stand-alone basis. Therefore, we are typically not able to determine TPE.

        Since we are typically unable to determine VSOE or TPE, we use BESP in our allocation of the arrangement consideration where VSOE or TPE do not exist. Therefore, revenue from these multiple-element arrangements is allocated based on BESP, except for PCS which is allocated based on VSOE. The objective of BESP is to determine the price at which we would transact a sale if the product or service were sold on a stand-alone basis. BESP is generally used for offerings that are not typically sold on a stand-alone basis or for new or highly customized offerings. We determine BESP for product or service using a cost-plus margin approach. When establishing the methodology used to calculate BESP we also considered multiple factors, including, but not limited to, geographies, market conditions, competitive landscape, internal costs, gross margin objectives and pricing practices. The determination of BESP is made through consultation with and formal approval by management.

        We regularly review VSOE, TPE and BESP and maintain internal controls over the establishment and updates of these estimates. We limit the amount of revenue recognized for delivered elements to the amount that is not contingent on the future delivery of products or services, future performance obligations or subject to customer-specified return or refund privileges.

        We evaluate each deliverable in an arrangement to determine whether they represent a single unit of accounting. The delivered item constitutes a separate unit of accounting when it has stand-alone value and there are no customer-negotiated refunds or return rights for the delivered elements. If the arrangement includes a customer-negotiated refund or return right relative to the delivered item and the delivery and performance of the undelivered item is considered probable and substantially in our control, the delivered element would also constitute a separate unit of accounting. In instances when the aforementioned criteria are not met, the deliverable is combined with the undelivered elements and revenue recognition is determined for the combined unit as a single unit of accounting. Allocation of the consideration is determined at arrangement inception on the basis of each unit's relative selling price.

        Our multiple-element product offerings include networking hardware with embedded software products, professional services, and PCS, which are considered separate units of accounting. For fiscal year 2011 and future periods, pursuant to the guidance in ASU 2009-13, when a sales arrangement contains multiple elements, such as products, essential software, PCS and/or professional services, we will allocate revenues to each element based on the aforementioned selling price hierarchy.

        In multiple-element arrangements that include software that is not essential to the functionality of the products, revenue is initially allocated to each separate unit of accounting using the relative selling prices of each of the deliverables in the arrangement based on the aforementioned selling price hierarchy. Since non-essential software deliverables are in the scope of ASC 985-605, VSOE must exist to account for the non-essential software deliverables as separate units of accounting from one another and further allocate the originally allocated non-essential software fee among the individual non-essential software deliverables. Since we were only able to establish VSOE for PCS, the amount allocated to the other non-essential software deliverables would be based on the residual method of allocation using VSOE for PCS. This allocated revenue is recognized once all non-essential software deliverables other than PCS are delivered.

        For fiscal year 2010 and sales contracts entered into prior to fiscal year 2011, we recognized revenue pursuant to the previous guidance for multiple-element arrangements. Refer to the critical accounting policies in our Annual Report on Form 10-K for the fiscal year ended December 31, 2010 in "Management's Discussion and Analysis of Financial Condition and Results of Operations" under the heading "Critical Accounting Policies and Estimates" for a discussion of the previous accounting policy.

  • Net Earnings Per Share:

        We compute basic net earnings per share using the weighted average number of shares outstanding. Diluted net earnings per share include the effect of common stock equivalents, if any, for each period. Diluted per share amounts assume the conversion, exercise or issuance of all potential common stock instruments unless their effect is anti-dilutive. The following table computes basic and diluted net earnings per share:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands,
except per share data)
  

Net earnings

   $ 10,535   $ 9,845   $ 2,302  
               

Basic:

                    

Weighted average common shares outstanding

     18,727     17,899     13,570  

Weighted average common shares of non-vested stock

     (1,613 )   (2,096 )   (769 )
               

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  
               

Net earnings per share—basic

   $ 0.62   $ 0.62   $ 0.18  
               

Diluted:

                    

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  

Employee and non-employee director stock options

     60     87     51  

Restricted stock that has not vested

     317     323     129  
               

Shares used in the computation of diluted net earnings per share

     17,491     16,213     12,981  
               

Net earnings per share—diluted

   $ 0.60   $ 0.61   $ 0.18  
               

        We excluded the following restricted stock grants that have not vested and options to purchase shares of common stock from the computation of diluted earnings per share as their effect would have been anti-dilutive:

 
   Year Ended December 31,  
 
   2012   2011   2010  

Non-vested common stock

     9,000     128,000     249,001  

Options to purchase shares of common stock

     —     —     140,202  

  • Fair Value of Financial Instruments:

        Fair value is the price that would be received from selling an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. In determining fair value for assets and liabilities required or permitted to be recorded at fair value, we consider the principal or most advantageous market in which it would transact and the assumptions that market participants would use when pricing the asset or liability. We apply fair value measurements for both financial and nonfinancial assets and liabilities. We have no nonfinancial assets or liabilities that require measurement at fair value on a recurring basis as of December 31, 2012.

        The fair value of our financial instruments, including cash and cash equivalents, accounts receivable, accounts payable, line of credit and accrued expenses, approximate cost because of their short maturities.

        We use the three-level fair value hierarchy that prioritizes the inputs to valuation techniques used to measure fair values. The hierarchy gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1 measurements) and the lowest priority to unobservable inputs (Level 3 measurements). The three levels of the fair value hierarchy are described below:

  • •
    Level 1—Unadjusted quoted prices available in active markets for the identical assets or liabilities at the measurement date.
  • •
    Level 2—Significant other observable inputs available at the measurement date, other than quoted prices included in Level 1, either directly or indirectly.

    •
    Level 3—Significant unobservable inputs that we cannot corroborate by observable market data and thus reflect the use of significant management judgment. We generally determine these values using pricing models based on assumptions our management believes other market participants would make.

        The fair value hierarchy requires the use of observable market data when available. In instances in which the inputs used to measure fair value fall into different levels of the fair value hierarchy, we determine the fair value measurement based on the lowest level input that is significant to the fair value measurement in its entirety. Our assessment of the significance of a particular item to the fair value measurement in its entirety requires judgment, including the consideration of inputs specific to the asset or liability. The following table sets forth, by level within the fair value hierarchy, the accounting of our financial assets and/or liabilities at fair value on a recurring basis according to the valuation techniques we used to determine their fair value(s):

(In thousands)
  Total at Fair
Value		   Quoted Prices in
Active Markets
for Identical
Assets (Level 1)		   Significant Other
Observable
Inputs (Level 2)		   Significant
Unobservable
Inputs
(Level 3)		  

At December 31, 2012:

                          

Cash and cash equivalents

   $ 10,315   $ 10,315   $ —   $ —  
                   

Total assets measured at fair value

   $ 10,315   $ 10,315   $ —   $ —  
                   

At December 31, 2011:

                          

Cash and cash equivalents

   $ 18,947   $ 18,947   $ —   $ —  

Certificates of Deposit

     1,486     1,486     —     —  

Variable Rate Demand Notes

     2,000     2,000     —     —  
                   

Total assets measured at fair value

   $ 22,433   $ 22,433   $ —   $ —  
                   
XML 43 R3.htm IDEA: XBRL DOCUMENT v2.4.0.6
BALANCE SHEETS (Parenthetical) (USD $)
Dec. 31, 2012
Dec. 31, 2011
BALANCE SHEETS    
Common stock, par value (in dollars per share) $ 0.001 $ 0.001
Common stock, shares authorized 50,000,000 50,000,000
Common stock, shares issued 18,726,723 17,899,171
Common stock, shares outstanding 18,726,723 17,899,171
XML 44 R17.htm IDEA: XBRL DOCUMENT v2.4.0.6
Commitments and Contingencies
 12 Months Ended
Dec. 31, 2012
Commitments and Contingencies  
Commitments and Contingencies

11.   Commitments and Contingencies

        We have change of control severance agreements and employment agreements in place with certain executive employees. Under the agreements, an executive is entitled to a severance payment in the event the executive (a) is terminated without cause by us in anticipation of, in connection with, at the time of or within two years after a change of control, or (b) resigns for good reasons arising in anticipation of, in connection with, at the time of or within two years after a change of control.
XML 45 R1.htm IDEA: XBRL DOCUMENT v2.4.0.6
Document and Entity Information (USD $)
 12 Months Ended
Dec. 31, 2012
Mar. 08, 2013
Jun. 30, 2012
Document and Entity Information      
Entity Registrant Name DATALINK CORP    
Entity Central Index Key 0001056923    
Document Type 10-K    
Document Period End Date Dec. 31, 2012    
Amendment Flag false    
Current Fiscal Year End Date --12-31    
Entity Well-known Seasoned Issuer No    
Entity Voluntary Filers No    
Entity Current Reporting Status Yes    
Entity Filer Category Accelerated Filer    
Entity Public Float     $ 134,810,293
Entity Common Stock, Shares Outstanding   18,629,627  
Document Fiscal Year Focus 2012    
Document Fiscal Period Focus FY    
XML 46 R18.htm IDEA: XBRL DOCUMENT v2.4.0.6
Quarterly Financial Information (unaudited)
 12 Months Ended
Dec. 31, 2012
Quarterly Financial Information (unaudited)  
Quarterly Financial Information (unaudited)

12.   Quarterly Financial Information (unaudited)

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2012

                          

Net sales

   $ 119,088   $ 120,042   $ 104,774   $ 147,298  

Gross profit

     27,326     28,033     24,012     32,655  

Operating earnings

     3,612     5,411     3,255     5,440  

Net earnings

     2,161     3,219     1,923     3,232  

Net earnings per share—basic

     0.13     0.19     0.11     0.19  

Net earnings per share—diluted

     0.12     0.18     0.11     0.18  


 

 
   March 31   June 30   Sep 30   Dec 31  
 
   (in thousands, except per share data)
  

2011

                          

Net sales

   $ 85,694   $ 89,481   $ 90,140   $ 114,712  

Gross profit

     20,755     21,679     21,240     25,938  

Operating earnings

     3,000     4,379     4,859     4,555  

Net earnings

     1,748     2,697     2,793     2,607  

Net earnings per share—basic

     0.13     0.16     0.17     0.16  

Net earnings per share—diluted

     0.12     0.16     0.16     0.15  


 

 
   March 31   June 30   Sept 30   Dec 31  
 
   (in thousands, except per share data)
  

2010

                          

Net sales

   $ 62,544   $ 70,875   $ 69,220   $ 91,040  

Gross profit

     14,332     16,760     16,665     19,879  

Operating earnings (loss)

     (1,535 )   (65 )   1,425     4,153  

Net earnings (loss)

     (891 )   5     771     2,417  

Net earnings (loss) per share—basic

     (0.07 )   0.00     0.06     0.19  

Net earnings (loss) per share—diluted

     (0.07 )   0.00     0.06     0.19  
XML 47 R4.htm IDEA: XBRL DOCUMENT v2.4.0.6
STATEMENTS OF OPERATIONS (USD $)
In Thousands, except Per Share data, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Net sales:      
Product sales $ 319,041 $ 245,743 $ 180,424
Service sales 172,161 134,284 113,255
Total net sales 491,202 380,027 293,679
Cost of sales:      
Cost of product sales 248,286 188,384 140,984
Cost of services 130,890 100,978 83,951
Amortization of intangibles   1,053 1,108
Total cost of sales 379,176 290,415 226,043
Gross profit 112,026 89,612 67,636
Operating expenses:      
Sales and marketing 48,553 38,723 32,353
General and administrative 18,227 15,468 14,092
Engineering 22,974 17,535 15,652
Other income   (1,127) (503)
Integration and transaction costs 359 454 581
Amortization of intangibles 4,195 1,766 1,483
Total operating expenses 94,308 72,819 63,658
Earnings from operations 17,718 16,793 3,978
Interest income 59 50 14
Interest/other expense, net (56) (40)  
Net earnings before income taxes 17,721 16,803 3,992
Income tax expense 7,186 6,958 1,690
Net earnings $ 10,535 $ 9,845 $ 2,302
Net earnings per common share:      
Basic (in dollars per share) $ 0.62 $ 0.62 $ 0.18
Diluted (in dollars per share) $ 0.60 $ 0.61 $ 0.18
Weighted average common shares outstanding:      
Basic (in shares) 17,114 15,803 12,801
Diluted (in shares) 17,491 16,213 12,981
XML 48 R12.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Commitments:
 12 Months Ended
Dec. 31, 2012
Lease Commitments:  
Lease Commitments:

6.     Lease Commitments:

        Our corporate headquarters including our principal technical and support services operations, are located in an office and warehouse facility in Eden Prairie, Minnesota. As of December 31, 2012, our other 36 leased locations, housing sales and technical staff, are small to medium sized offices. We have regional hubs located in the Northeast, South, Mid Central, North Central and West.

        As of December 31, 2012, future minimum lease payments due under non-cancelable operating leases are as follows:

 
   Lease
Obligations		   Sublease
Agreements		   Net Lease
Obligations		  
 
   (in thousands)
  

2013

   $ 1,644   $ (34 ) $ 1,610  

2014

     1,520     (34 )   1,486  

2015

     1,081     —     1,081  

2016

     721     —     721  

Thereafter

     1,930     —     1,930  
               

 

   $ 6,896   $ (68 ) $ 6,828  
               

        As a result of our acquisition of StraTech in October 2012, we are the successor in interest to six leases where StraTech was the tenant. These facilities provide us with approximately 27,000 additional square feet of office space available for our operations in Georgia, Alabama, North Carolina, Florida, Maryland, and Tennessee.

        As a result of our acquisition of certain assets of Midwave in October 2011, as tenant, we are the successor interest to a lease ("Original Lease") dated August 9, 2010. The Original Lease was for 20,851 square feet of office space. In December 2011, we entered into a First Amendment to Lease (the "Amendment") to the Original Lease for approximately 32,906 additional square feet of office space ("Expansion Space"), which provides us with approximately 54,000 total square feet available for our operations. We moved our corporate headquarters to this new location in April 2012. Under the terms of the Amendment, the term of the Original Lease was extended for 42 months from March 1, 2016 through August 31, 2019 and the term of the lease for the Expansion Space is for seven years and six months, which commenced on March 1, 2012. We have the option to extend the term of the Original Lease for an additional five year term as long as certain conditions are met.

        Total rent expense, net of sublease income of $219,000, $663,000 and $663,000 in 2012, 2011 and 2010, respectively, is as follows:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Rent expense

   $ 2,578   $ 2,601   $ 2,386  
               
XML 49 R11.htm IDEA: XBRL DOCUMENT v2.4.0.6
Income Taxes:
 12 Months Ended
Dec. 31, 2012
Income Taxes:  
Income Taxes:

5.     Income Taxes:

        The reconciliation of the U.S. federal statutory tax rate to our effective income tax rate is as follows:

 
   2012   2011   2010  

Tax expense (benefit) at U.S. statutory rates

     35.0 %   35.0 %   34.0 %

State tax expense, net of federal tax effect

     5.0     5.2     4.7  

Meals and entertainment

     1.0     1.0     3.6  

Incentive stock options

     —     —     0.6  

Other

     (0.4 )   0.2     (0.6 )
               

Effective tax rate

     40.6 %   41.4 %   42.3 %
               

        Net deferred tax liabilities consist of the following components as of December 31, 2012 and 2011:

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Deferred income tax assets:

              

Allowance for doubtful accounts

   $ 97   $ 126  

Compensation accrual

     1,685     1,423  

Inventories

     128     172  

Deferred revenue

     12,542     8,828  

Net operating loss carryovers

     65     135  

Bonuses

     1,360     —  

Deferred rent

     162     —  

Tenant allowance

     227     —  

Sublease reserves

     —     32  

Intangibles

     744     159  

Other

     22     74  
           

Total deferred tax assets

     17,032     10,949  

Deferred income tax liability:

              

Prepaids

     (212 )   (380 )

Deferred costs

     (17,581 )   (12,872 )

Deferred commission

     (2,537 )   (1,688 )

Section 481(a) adjustment

     (1,065 )   (305 )

Property and equipment

     (200 )   (4 )
           

Total deferred tax liabilities

     (21,595 )   (15,249 )
           

Net deferred income tax liabilities

   $ (4,563 ) $ (4,300 )
           

        The deferred tax amounts above have been classified in the accompanying balance sheets as follows for 2012 and 2011:

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Current deferred tax liability

   $ (9,034 ) $ (7,459 )

Noncurrent deferred tax asset

     4,471     3,159  
           

Net deferred tax liability

   $ (4,563 ) $ (4,300 )
           

        The tax expense for 2012 and 2011 consists of the following:

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Current income tax expense

   $ 6,924   $ 6,584  

Deferred tax expense

     262     374  
           

Income tax expense

   $ 7,186   $ 6,958  
           

        In assessing the recoverability of deferred tax assets, management considers whether it is more likely than not that we will realize some portion or all of the deferred tax assets. The ultimate realization of deferred tax assets is dependent upon the generation of future taxable income during the periods in which those temporary differences become deductible. As of December 31, 2012, we have no federal net operating carryforwards. As of December 31, 2012, we have state net operating loss carryforwards of approximately $1.1 million, which are available to offset future state taxable income. If not used, the state net operating loss carryforwards will expire between 2013 and 2028. For 2012 we recorded approximately $780,600 to equity for tax expenses associated with the exercise of stock options. For 2011 we recorded approximately $449,500 to equity for tax expenses associated with the exercise of stock options. In future periods of taxable earnings, we expect to report an income tax provision using an effective tax rate of approximately 40% to 42%.

        The tax years 2009-2012 remain open to examination by both the Federal government and by other major income taxing jurisdictions to which we are subject.

        Our ability to utilize a portion of our net operating loss carryforwards to offset future taxable income may be subject to certain limitations under Section 382 of the Internal Revenue Code due to changes in our equity ownership. We do not believe that an ownership change under Section 382 has occurred, and therefore, no such limitations exist.
XML 50 R23.htm IDEA: XBRL DOCUMENT v2.4.0.6
Acquisitions (Tables)
 12 Months Ended
Dec. 31, 2012
StraTech
  
Acquisitions  
Summary of allocation of the purchase price to the fair value of the assets and liabilities acquired

 

 

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable

   $ 9,598  

Deferred revenue costs

     8,521  

Equipment

     432  

Finite-lived intangibles

     15,920  

Goodwill

     5,334  

Other assets

     628  
       

Total assets acquired

     40,433  

Liabilities assumed at their fair value:

        

Accounts payable

     17,645  

Customer deposits

     751  

Deferred revenue

     10,289  

Accrued expenses

     765  

Other liabilities

     29  
       

Total liabilities assumed

     29,479  
       

Net purchase price

   $ 10,954  
       
Schedule of reconciliation of the cash payment made to the estimated net purchase price for business acquisition

 

 

 
   (in thousands)  

Payment in cash for purchase

   $ 13,172  

Less receivable due from seller

     (4,243 )

Plus value of shares issued

     2,025  
       

Estimated net purchase price

   $ 10,954  
       
Schedule of pro forma consolidated unaudited results of operations

 

 

 
   Years Ended December 31,  
 
   2012   2011  
 
   (in thousands, except per share data)
  

Net sales

     558,356   $ 437,841  

Net earnings

     12,676     11,297  

Per share data:

              

Basic earnings

     0.74   $ 0.71  

Diluted earnings

     0.72   $ 0.70  
Midwave
  
Acquisitions  
Summary of allocation of the purchase price to the fair value of the assets and liabilities acquired

 

 

 
   (in thousands)  

Assets acquired at their fair value:

        

Accounts receivable, net

   $ 11,575  

Deferred revenue costs

     33  

Equipment

     1,270  

Finite-lived intangibles

     6,635  

Goodwill

     9,300  

Other assets

     224  
       

Total assets acquired

     29,037  

Liabilities assumed at their fair value:

        

Accounts payable

     8,933  

Customer deposits

     122  

Deferred revenue

     16  

Accrued expenses

     860  
       

Total liabilities assumed

     9,931  
       

Net purchase price

   $ 19,106  
       
Schedule of reconciliation of the cash payment made to the estimated net purchase price for business acquisition

 

 

 
   (in thousands)  

Net purchase price

   $ 19,106  

Less value of shares issued

     1,564  
       

Payment in cash for purchase

   $ 17,542  
       
XML 51 R19.htm IDEA: XBRL DOCUMENT v2.4.0.6
Subsequent Events
 12 Months Ended
Dec. 31, 2012
Subsequent Events  
Subsequent Events

13.   Subsequent Events

        None.
XML 52 R15.htm IDEA: XBRL DOCUMENT v2.4.0.6
Stockholders' Equity:
 12 Months Ended
Dec. 31, 2012
Stockholders' Equity:  
Stockholders' Equity:

9.     Stockholders' Equity:

  • Common Stock Offering:

        On March 14, 2011, we completed a public offering of 4,266,500 shares of common stock with a price to the public of $5.75 per share. We issued and sold 3,306,500 shares in the offering and the selling shareholder sold 960,000 shares in the offering. We received proceeds from the common stock sold by us, net of offering costs of $17.5 million. We did not receive any proceeds from the shares sold by the selling shareholder.

  • Stock Compensation Plans:

        In May 2011, our shareholders approved our 2011 Incentive Compensation Plan ("2011 Plan"). The 2011 plan replaced our existing 2009 Incentive Compensation Plan ("2009 Plan") and 2000 Director Stock Option Plan (the "Director Plan"), each of which terminated upon approval of the 2011 Plan on May 12, 2011. We reserved up to 750,000 initial shares of our common stock for possible issuance under the 2011 Plan and 303,943 shares remaining available for future grants under the 2009 Plan. Awards under the 2011 Plan may consist of options (non-qualified and incentive stock options), stock appreciation rights, or SARs, restricted stock units, performance units, dividend equivalents, annual incentive awards and other share-based awards as determined by our Compensation Committee. The terms and conditions of each award are set in an award agreement as determined by the Compensation Committee. As of December 31, 2012, there were 763,134 shares available for grant under the 2011 Plan.

  • Time-based Restricted Stock Grants under our 2011 Plan, 2009 Plan and Director Plan:

        Under the 2011 Plan, eligible employees may be awarded shares of restricted stock. These shares generally vest three to four years after issuance, subject to continuous employment and certain other conditions. In 2012, 2011 and 2010, we issued 279,428, 140,000 and 254,000 shares of time-based restricted stock to our executive management and certain other employees. Restricted shares are valued at the closing price of our stock on the date of grant and are expensed over the vesting period. Unrecognized compensation expense related to the non-vested stock grants was $2.9 million at December 31, 2012 and is expected to be recognized through November 2016. Compensation expense related to these restricted stock grants was $910,000 in 2012, $621,000 in 2011 and $663,000 in 2010.

        In 2012, 2011 and 2010, we issued 36,000, 36,607 and 37,030 shares of common stock to members of the Board of Directors, respectively. Our non-employee directors receive 6,000 shares of restricted stock for their Board service. We issue the annual restricted stock grants on June 30 of each year and they vest one-quarter upon issuance and one-quarter on the following September 30, December 31, and March 31, respectively, provided that the director is still a member of the Board on that date. As of December 31, 2012, 9,000 shares of the 2012 restricted stock grant were not vested. The 2011 and 2010 awards to our directors have all vested. For 2012, 2011 and 2010, total compensation expense for these awards was approximately $323,000, $260,000 and $153,000, respectively.

  • Performance-based Restricted Stock Grants under our 2011 Plan, 2009 Plan and Director Plan:

        Under the 2011 Plan, we are able to grant performance-based awards of restricted stock to our employees. The purpose of the performance-based grants is to retain key employees and to align key management with shareholders' interests.

        On December 4, 2012, we awarded approximately 163,000 shares of restricted stock pursuant to our 2011 Plan to executive management. The restricted stock vests as follows: (1) fifty percent upon the achievement of our predetermined earnings from operations objective for 2013 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2014, (2) twenty five percent upon the second grant anniversary date, (3) 12.5 percent upon the third grant anniversary date and (4) 12.5 percent upon the fourth grant anniversary date. We are amortizing the $1.4 million fair value of the shares that have not vested as follows: (1) $680,000 over a 25-month period for the achievement of the performance objectives and assuming the individual remains employed with us through December 31, 2014, (2) $340,000 over the two year vesting period, (3) $170,000 over the three year vesting period and (4) $170,000 over the four year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $1.3 million at December 31, 2012 and is expected to be recognized through November 2016. Compensation expense related to these restricted stock grants was $51,000 for the year ended December 31, 2012.

        On October 4, 2012, we awarded 45,000 shares of restricted stock pursuant to our 2011 Plan to certain managers. The restricted stock vests as follows: (1) fifty percent upon the achievement of our income or gross profit objectives for 2012 and the individual employee remains employed with us through the announcement of the 2012 financial results, (2) twenty five percent upon the second grant anniversary date and (3) twenty five percent upon the third grant anniversary date. We are amortizing the $386,000 fair value of the shares that have not vested as follows: (1) $198,000 over the 4.5 month period for the achievement of the performance objectives and remaining employed through the announcement of 2012 financial results, (2) $99,000 over the two year vesting period and (3) $99,000 over the three year vesting period. Unrecognized compensation expense related to the restricted stock grants was $173,000 at December 31, 2012 and is expected to be recognized through September 2015. Compensation expense related to these restricted stock grants was $20,000 for the year ended December 31, 2012.

        On February 22, 2012, we awarded approximately 173,000 shares of restricted stock pursuant to our 2011 Plan to certain members of our executive management team. The restricted stock vests as follows: (1) fifty percent upon the achievement of our predetermined earnings from operations objective for 2012 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2013, (2) twenty five percent upon the second grant anniversary date and (3) twenty five percent upon the third grant anniversary date, provided in each case the individual is employed with us on each vesting date. We are amortizing the $1.5 million fair value of the shares that have not vested as follows: (1) $750,000 over the 22.5 month period for the achievement of the performance objectives and assuming the individual remains employed with us through December 31, 2013, (2) $375,000 over the two year vesting period and (3) $375,000 over the three year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $483,000 at December 31, 2012 and is expected to be recognized through February 2015. Compensation expense related to these restricted stock grants was $286,000 for the year ended December 31, 2012.

        On July 17, 2011, we awarded 215,000 shares of restricted stock pursuant to our 2011 Plan to certain managers. The restricted stock vests as follows: (1) 39,000 upon the achievement of our income or gross profit objectives for 2011, (2) 88,000 upon the second grant anniversary date and (3) 88,000 upon the third grant anniversary date. We are amortizing the $1.6 million fair value of the restricted shares that have not vested as follows: (1) $292,000 over a 6 month vesting period for the achievement of the performance objectives, (2) $658,000 over the two year vesting period and (3) $658,000 over the three year vesting period. Unrecognized compensation expense related to the restricted stock grants was $381,000 at December 31, 2012 and is expected to be recognized through June 2014. Compensation expense related to these restricted stock grants was $309,000 and $566,000 for the years ended December 31, 2012 and 2011, respectively.

        On January 17, 2011, we awarded 209,000 shares of restricted stock pursuant to our 2011 Plan to executive management. The restricted stock vests as follows: (1) 104,500 shares upon the achievement of our predetermined earnings from operations objective for 2011 as approved by our Board of Directors and the individual employee remains employed by us through December 31, 2013, (2) 52,250 upon the second grant anniversary date and (3) 52,250 upon the third grant anniversary date. We are amortizing the $1.2 million fair value of the restricted stock as follows: (1) $612,000 over a 12 month vesting period for the achievement of the performance objectives, (2) $306,000 over the two year vesting period and (3) $306,000 over the three year vesting period. Unrecognized compensation expense related to the non-vested stock grants was $325,000 at December 31, 2012 and is expected to be recognized through January 2014. Compensation expense related to these restricted stock grants was $459,000 and $440,000 for the years ended December 31, 2012 and 2011, respectively.

        On August 17, 2010, we awarded 25,000 shares of restricted stock pursuant to our 2009 Plan to managers and certain employees. The grants vest upon the achievement of an on-time and on-budget implementation of the new ERP system. In addition, the individual employee must remain employed by us through February 1, 2012. We are amortizing the $85,000 fair value of the restricted stock on the date of grant ratably over the eighteen-month vesting period in accordance with specific vesting terms. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2012, 2011 and 2010, compensation expense related to these restricted stock grants was $(56,000) and $53,000 and $28,000, respectively.

        On August 17, 2010, we awarded 42,307 shares of restricted stock pursuant to our 2009 Plan to executive management. The grants vested upon our achievement of the predetermined earnings from operations objective for the second-half of 2010 as approved by our Board of Directors. In addition, the individual must have remained employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $144,000 fair value of the restricted stock over the eighteen-month vesting period in accordance with specified vesting terms. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and 2010, compensation expense related to these restricted stock grants was $102,000 and $42,000, respectively.

        On February 2, 2010, we awarded 25,000 shares of restricted stock pursuant to our 2009 Plan to senior management and managers. The grants vested upon our achievement of the predetermined earnings from operations objective for 2010 as approved by our Board of Directors. In addition, the individual employee must remain employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $112,000 fair value of the restricted stock over a two-year period that began on January 1, 2010. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and 2010, compensation expense related to these restricted stock grants was $(34,000) and $56,000, respectively.

        On December 14, 2009, we awarded 201,250 shares of restricted stock pursuant to our 2009 Plan to senior management and managers. The grants vested upon our achievement of the predetermined earnings from operations objective for 2010 as approved by our Board of Directors. In addition, the individual employee must have remained employed by us through December 31, 2011. As of December 31, 2011, all of these awards are fully vested. We amortized the $767,000 fair value of the restricted stock over a two-year period that began on January 1, 2010. There was no unrecognized compensation expense related to these restricted stock grants at December 31, 2012. For 2011 and 2010, compensation expense related to these restricted stock grants was $316,000 and $316,000, respectively.

        The following table summarizes our restricted stock activity for the periods indicated below:

 
   Number of Shares   Weighted Average
Grant-Date Fair Value		  

Restricted stock at January 1, 2010

     575,799   $ 4.65  

Granted

     351,307   $ 4.19  

Shares vested

     (147,880 ) $ 5.10  

Shares cancelled

     (132,169 ) $ 5.75  
           

Restricted stock at January 1, 2011

     647,058   $ 4.04  

Granted

     564,000   $ 7.12  

Shares vested

     (75,000 ) $ 3.88  

Shares cancelled

     (57,000 ) $ 5.26  
           

Restricted stock at January 1, 2012

     1,079,058   $ 5.60  

Granted

     663,843   $ 8.58  

Shares vested

     (385,808 ) $ 5.66  

Shares cancelled

     (109,425 ) $ 7.12  
           

Restricted stock at December 31, 2012

     1,247,668   $ 7.47  
           

  • Stock Options:

        We had no stock option grants in 2012, 2011 or 2010.

        In December 2009, we awarded 25,000 stock options to one of our managers. The stock options vest over three years with one-third vesting each year if the individual is still employed by us. We use the Black-Scholes option pricing model to estimate the fair value of stock options. The weighted-average fair value per option at the date of grant was $2.35.

        In July 2009, we awarded 450,000 stock options to our president and chief executive officer. The stock options vest 25% per year over a term of four years, provided he continues employment with us through each relevant vesting date. Unvested stock options will immediately vest upon a change of control of us (as defined in his employment agreement) but only if he (i) is continuously employed to the date of the change of control, (ii) the change of control price (as defined in the employment agreement) exceeds $3.50 per share, and (iii) such acceleration and vesting will not cause the option to be subject to the adverse consequences described in Section 409A of the Internal Revenue Code. We use the Black-Scholes option pricing model to estimate the fair value of stock options. The weighted-average fair value per option at the date of grant was $2.15.

        Total stock-based compensation expense related to stock options was $242,000 and $264,000 for the years ended December 31, 2012 and 2011, respectively. Unrecognized stock-based compensation expense related to stock options was $134,000 at December 31, 2012.

        The following table summarizes activity under our stock option plans:

 
   Outstanding Options  
 
   Number of Shares   Range of
Exercise Prices		   Weighted
Average
Exercise Price		  

Balance, December 31, 2009

     1,239,920   $1.44 - $18.13   $ 4.57  

Options granted

     —   —   $ —  

Options exercised

     (91,620 ) $3.32 - $4.36   $ 3.68  

Options cancelled

     (110,589 ) $3.16 - $18.13   $ 9.78  
               

Balance, December 31, 2010

     1,037,711   $1.44 - $9,81   $ 4.10  

Options granted

     —   —   $ —  

Options exercised

     (263,564 ) $1.44 - 8.44   $ 3.88  

Options cancelled

     (106,765 ) $3.46 - 9.81   $ 8.09  
               

Balance, December 31, 2011

     667,382   $1.44 - $5.21   $ 3.52  

Options granted

     —   —   $ —  

Options exercised

     (95,092 ) $1.44 - $4.36   $ 3.66  

Options cancelled

     (4,250 ) $3.71 - $4.36   $ 4.06  
               

Balance, December 31, 2012

     568,040   $1.80 - $5.21   $ 3.49  
               

Options exercisable as of December 31, 2010

     627,878   $1.44 - $9.81   $ 3.80  

Options exercisable as of December 31, 2011

     436,827   $1.44 - $5.21   $ 3.58  

Options exercisable as of December 31, 2012

     455,540   $1.80 - $5.21   $ 3.49  

        The weighted average remaining contractual life of options outstanding at December 31, 2012 was 5.62 years. At December 31, 2012, 2011 and 2010, respectively, the aggregate intrinsic value of options outstanding and exercisable was $2,316,414, $2,692,302 and $580,122. Total intrinsic value of options exercised was $563,405, $988,986 and $337,496 for 2012, 2011 and 2010, respectively.
XML 53 R13.htm IDEA: XBRL DOCUMENT v2.4.0.6
Employee Benefit Plan:
 12 Months Ended
Dec. 31, 2012
Employee Benefit Plan:  
Employee Benefit Plan:

7.     Employee Benefit Plan:

        We have a defined contribution retirement plan for eligible employees. Employees may contribute up to 60% of their pretax compensation to the 401(k) portion of the plan. Since April 2006, we have matched 50% of an employee's contribution up to the first 6% of an employee's eligible compensation. The cost of our contributions to the 401(k) portion of the plan for 2012, 2011 and 2010 was $1.1 million, $857,000 and $762,000, respectively.
XML 54 R14.htm IDEA: XBRL DOCUMENT v2.4.0.6
Line of Credit:
 12 Months Ended
Dec. 31, 2012
Line of Credit:  
Line of Credit:

8.     Line of Credit:

        We have available for use a line of credit of $15.0 million with Wells Fargo Bank, N.A. which was last amended in October 2012 to extend the maturity date to July 31, 2014. The line of credit continues to bear interest at 2.0% above the bank's three month LIBOR rate (approximately 0.31% at December 31, 2012). In addition, the line of credit continues to require us to meet certain financial covenants. In the event of noncompliance with the financial covenants and other defined events of default, the lender is entitled to certain remedies, including acceleration of the repayment of amounts outstanding on the line of credit facility. At December 31, 2012, we were in compliance with the covenants. As of December 31, 2012, we had outstanding advances of $6.0 million on the line of credit. We have classified this as a current liability within the balance sheet as we intend to pay off the balance within the next 12 months. At December 31, 2011 there were no outstanding advances on the line of credit.
XML 55 R16.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Receivables
 12 Months Ended
Dec. 31, 2012
Lease Receivables  
Lease Receivables

10.   Lease Receivables

        In June 2012, we entered into a sales-type lease agreement with a single customer resulting from the sale of certain products. Our lease receivable is recorded at cost within the accounts receivable, net balance on our balance sheet and is due in monthly installments over an initial term of two years. Cash received and applied against this receivable balance is recorded within changes in operating assets and liabilities in the net cash provided by operating activities section of the statement of cash flows. Finance income is derived over the term of the sales-type lease arrangement as the unearned income on financed sales-type leases is earned. Unearned income is amortized over the life of the lease using the interest method. The contractual amounts due under sales-type leases at December 31, 2012 were as follows (in thousands):

 
   Contractual
Amounts Due
Under Leases		  

Gross finance receivables

   $ 1,015  

Unearned income

     (60 )
       

Net investment in sales-type lease receivables

   $ 955  
       

        Lease receivables are individually evaluated for impairment. In the event we determine that a lease receivable may not be paid, we include in our allowance an amount for the outstanding balance related to the lease receivable. At December 31, 2012, there were no amounts past due related to lease receivables.
XML 56 R34.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Details 4)
 12 Months Ended
Dec. 31, 2012
Total net revenue  
Support contract payment terms 30 days
Minimum
  
Total net revenue  
Revenue recognition period under extended service contracts 1 year
Maximum
  
Total net revenue  
Revenue recognition period under extended service contracts 3 years
XML 57 R51.htm IDEA: XBRL DOCUMENT v2.4.0.6
Quarterly Financial Information (Unaudited) (Details) (USD $)
In Thousands, except Per Share data, unless otherwise specified
 3 Months Ended 12 Months Ended
Dec. 31, 2012
Sep. 30, 2012
Jun. 30, 2012
Mar. 31, 2012
Dec. 31, 2011
Sep. 30, 2011
Jun. 30, 2011
Mar. 31, 2011
Dec. 31, 2010
Sep. 30, 2010
Jun. 30, 2010
Mar. 31, 2010
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Quarterly Financial Information (unaudited)                              
Net sales $ 147,298 $ 104,774 $ 120,042 $ 119,088 $ 114,712 $ 90,140 $ 89,481 $ 85,694 $ 91,040 $ 69,220 $ 70,875 $ 62,544 $ 491,202 $ 380,027 $ 293,679
Gross profit 32,655 24,012 28,033 27,326 25,938 21,240 21,679 20,755 19,879 16,665 16,760 14,332 112,026 89,612 67,636
Operating earnings (loss) 5,440 3,255 5,411 3,612 4,555 4,859 4,379 3,000 4,153 1,425 (65) (1,535) 17,718 16,793 3,978
Net earnings (loss) $ 3,232 $ 1,923 $ 3,219 $ 2,161 $ 2,607 $ 2,793 $ 2,697 $ 1,748 $ 2,417 $ 771 $ 5 $ (891) $ 10,535 $ 9,845 $ 2,302
Net earnings (loss) per share - basic (in dollars per share) $ 0.19 $ 0.11 $ 0.19 $ 0.13 $ 0.16 $ 0.17 $ 0.16 $ 0.13 $ 0.19 $ 0.06 $ 0.00 $ (0.07) $ 0.62 $ 0.62 $ 0.18
Net earnings (loss) per share - diluted (in dollars per share) $ 0.18 $ 0.11 $ 0.18 $ 0.12 $ 0.15 $ 0.16 $ 0.16 $ 0.12 $ 0.19 $ 0.06 $ 0.00 $ (0.07) $ 0.60 $ 0.61 $ 0.18
XML 58 R21.htm IDEA: XBRL DOCUMENT v2.4.0.6
Summary of Significant Accounting Policies: (Policies)
 12 Months Ended
Dec. 31, 2012
Summary of Significant Accounting Policies:  
Recently Issued and Adopted Accounting Standard:

  • Recently Issued and Adopted Accounting Standard:

        In July 2012, the FASB issued an update to ASC 350: Testing Indefinite-Lived Intangible Assets for Impairment. This update states that an entity has the option first to assess qualitative factors to determine whether the existence of events and circumstances indicates that it is more likely than not that the indefinite-lived intangible asset is impaired. If, after assessing the totality of events and circumstances, an entity concludes that it is not more likely than not that the indefinite-lived intangible asset is impaired, then the entity is not required to take further action. However, if an entity concludes otherwise, then it is required to determine the fair value of the indefinite-lived intangible asset and perform the quantitative impairment test by comparing the fair value with the carrying amount in accordance with ASC 350. Under the guidance in this update, an entity also has the option to bypass the qualitative assessment for any indefinite-lived intangible asset in any period and proceed directly to performing the quantitative impairment test. An entity will be able to resume performing the qualitative assessment in any subsequent period. The amendments to ASC 350 are effective for annual and interim impairment tests performed for fiscal years beginning after September 15, 2012. We do not believe the adoption of this update will have a material impact on our financial statements.
Cash and Cash Equivalents:

  • Cash and Cash Equivalents:

        Cash equivalents consist principally of money market funds with original maturities of three months or less, are readily convertible to cash and are stated at cost, which approximates fair value. We maintain our cash in bank deposit and money market accounts which, at times, may exceed federally insured limits. We have not experienced any losses in such accounts.
Short-Term Investments:

  • Short-Term Investments:

        Our short term investments consist principally of certificates of deposits and variable rate demand notes. We categorize these investments as trading securities and record them at fair value. We classify investments with maturities of 90 days or less from the date of purchase as cash equivalents; investments with maturities of greater than 90 days from the date of purchase but less than one year generally as short-term investments; and investments with maturities of greater than one year from the date of purchase generally as long-term investments.
Accounts Receivable, net:

  • Accounts Receivable, net:

        We carry accounts receivable at original invoice amount less an estimate made for doubtful receivables based on a review of all outstanding amounts on a monthly basis. Management determines the allowance for doubtful accounts by regularly evaluating individual customer receivables and considering a customer's financial condition and credit history and current economic conditions. We write off accounts receivable when deemed uncollectible, which is generally in excess of a year past due provided we have no additional information to suggest we continue to expect customer payment. We record recoveries of accounts receivable previously written off when received.

        We recorded accounts receivable net of the reserve for doubtful accounts of $223,000 and $282,000 at December 31, 2012 and 2011, respectively.
Concentration of Credit Risk:

  • Concentration of Credit Risk:

        We had no customers that comprised more than 10% of our net sales in 2012, 2011 or 2010. However, our top five customers collectively accounted for 11%, 11%, and 12% of our 2012, 2011, and 2010 revenues, respectively.
Inventories:

  • Inventories:

        Inventories, including inventories shipped but not installed, principally consist of data storage products and components, valued at the lower of cost or market with cost determined on a first-in, first-out (FIFO) method. We reduced inventories for obsolete and slow moving reserves by $310,000 and $416,000 at December 31, 2012 and 2011, respectively.
Property and Equipment:

  • Property and Equipment:

        We state property and equipment, including purchased software, at cost. We provide for depreciation and amortization by charges to operations using the straight-line method over the estimated useful lives of the assets (ranging from 2 to 10 years). We amortize leasehold improvements on a straight-line basis over the shorter of their estimated useful lives or the underlying lease term. We remove the costs and related accumulated depreciation and amortization on asset disposals from the accounts and include any gain or loss in operating expenses. We capitalize major renewals and betterments, but charge maintenance and repairs to current operations when incurred.

 
   December 31,  
 
   2012   2011  
 
   (in thousands)
  

Property and equipment:

              

Construction in process

   $ 1,987   $ 805  

Leasehold improvements

     1,950     1,890  

Furniture and fixtures

     2,479     2,395  

Equipment

     6,123     4,712  

Computers and software

     3,061     2,631  
           

 

     15,600     12,433  

Less accumulated depreciation and amortization

     (9,518 )   (8,980 )
           

 

   $ 6,082   $ 3,453  
           
Goodwill:

  • Goodwill:

        We assess the carrying amount of our goodwill for potential impairment annually or more frequently if events or a change in circumstances indicate that impairment may have occurred. We have only one operating and reporting unit that earns revenues, incurs expenses and makes available discrete financial information for review by our chief operations decision maker. Accordingly, we complete our goodwill impairment testing on this single reporting unit. Our measurement date is December 31, 2012.

        Testing for goodwill impairment is a two step process. The first step screens for potential impairment. If there is an indication of possible impairment, we must complete the second step to measure the amount of impairment loss, if any. The first step of the goodwill impairment test, used to identify potential impairment, compares the fair value of our market capitalization with the carrying value of our net assets. If our total market capitalization is at or below the carrying value of our net assets, we perform the second step of the goodwill impairment test to measure the amount of impairment loss we record, if any. We consider goodwill impairment test estimates critical due to the amount of goodwill recorded on our balance sheet and the judgment required in determining fair value amounts.
Valuation of Long-Lived Assets:

  • Valuation of Long-Lived Assets:

        We perform an impairment test for finite-lived assets and other long-lived assets, such as property and equipment and finite-lived intangible assets, whenever events or changes in circumstances indicate that we may not recover the carrying value of such assets. We recognize impairment based on the difference between the fair value of the asset and its carrying value. We generally measure fair value based on discounted cash flow analyses. For 2012, 2011 and 2010, we identified no triggering events that required us to evaluate the impairment of our long-lived assets.
Stock Compensation Plans:

  • Stock Compensation Plans:

        We utilize the fair value method of accounting to account for share-based compensation awards. This requires us to measure and recognize in our statements of operations the expense associated with all share-based payment awards made to employees and directors based on estimated fair values. We use the Black-Scholes model to determine the fair value of share-based payment awards. Stock-based compensation expense was $2.6 million, $2.6 million and $1.6 million for 2012, 2011 and 2010, respectively.
Income Taxes:

  • Income Taxes:

        We calculate income taxes using the asset and liability method of accounting for income taxes. Under the liability method, we record deferred income taxes to reflect the tax consequences in future years of temporary differences between the tax bases of assets and liabilities and their financial reporting amounts using enacted tax rates for the years in which we expect these items to affect taxable income. We establish valuation allowances when necessary to reduce deferred tax assets to the amount we expect more likely than not to realize. Income tax expense is the tax payable for the period and the change during the period in deferred tax assets and liabilities.
Uncertain Tax Positions:

  • Uncertain Tax Positions:

        We utilize a two-step approach to recognizing and measuring uncertain tax positions (tax contingencies). The first step evaluates the tax position for recognition by determining if the weight of available evidence indicates it is more likely than not that we will sustain the position on audit, including resolution of related appeals or litigation processes. The second step measures the tax benefit as the largest amount more than 50% likely of being realized upon ultimate settlement. We include interest and penalties for our tax contingencies in income tax expense. At December 31, 2012 and 2011, we had no unrecognized tax benefits which would affect our effective tax rate if recognized.
Use of Estimates:

  • Use of Estimates:

        The preparation of financial statements in conformity with accounting principles generally accepted in the United States of America requires our 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 financial statements and the reported amounts of revenues and expenses during the reporting period. Significant items subject to estimates and assumptions include the reserve for doubtful accounts, reserve for obsolete and slow moving (excess) inventory and impairment analysis of goodwill and long-lived assets. Actual results could differ from those estimates.
Advertising costs

  • Advertising costs

        Advertising and promotion costs are charged to operations as incurred. Advertising and promotion costs included in sales and marketing expense for 2012, 2011 and 2010 were $559,000, $728,000 and $345,000, respectively.
Revenue Recognition:

  • Revenue Recognition:

        Product Sales.    We sell software and hardware products on both a "free-standing" basis without any services and as data center solutions bundled with installation and configuration services ("bundled arrangements"). Under either arrangement, we recognize revenue from the sales of products, primarily hardware and essential software, when persuasive evidence of an arrangement exists, shipment has occurred and title has transferred, the sales price is fixed or determinable, and collection of the resulting receivable is reasonably assured. In customer arrangements where a formal acceptance of products is required by the customer, revenue is recognized upon meeting such acceptance criteria.

        Service Sales.    In addition to installation and configuration services provided by us or third party vendors as part of our bundled arrangements, our service sales include postcontract customer support ("PCS") and consulting services. On our balance sheet, deferred revenue relates to service sales for which our customer has paid us or has been invoiced but for which we have not yet performed the applicable services. Revenue from extended service contracts is recognized ratably over the contract term, generally one to three years. Professional services are offered under time and material or fixed fee-based contracts or as part of multiple-element arrangements. Professional services revenue is recognized as services are performed when sold on a stand-alone basis. Our service sales include customer support contracts and consulting services.

  • Postcontract Customer Support Contracts.    When we sell hardware and/or software products to our customers, we enter into service contracts with them. These contracts are support service agreements. A majority of the time, our internal support desk first assists the customer by performing an initial technical triage to determine the source of the problem and whether we can direct the customer on how to fix the problem. If we cannot solve the problem, we transfer the customer to the manufacturer or its designated service organization.

    When we do not provide "first call" assistance, usually because the manufacturer has not authorized us to do so, our customers call the manufacturer or its designated service organization directly for both the initial technical triage and any follow-up assistance. If the customer calls us first, we transfer the customer to the third party.

    In both scenarios above, we purchase third party support contracts from the manufacturers for their services. In accordance with our agreements, and consistent with standard industry practice, we prepay the third party based on its "list price" for maintenance on the specific hardware or software products we have sold, less our negotiated discounts with the third party. Terms are generally net 30 days. If we provide the initial "first call" services our discounts off of list price are more substantial. In all cases, we are the primary obligor in the transaction. The customer ultimately holds us responsible for fulfillment of the third party support contracts and we bear credit risk in the event of nonpayment by the customer.

    We report customer support contract revenue on a gross basis as there are sufficient indicators in accumulation that we should be reporting these revenues on a gross basis in accordance with ASC Topic 605-45, Reporting Revenue Gross as a Principle versus Net as an Agent. We usually present quotations for maintenance arrangements to our customers without differentiating as to whether we, or a third party, are providing the service. Accordingly, we are, from our customers' perspectives, the primary obligor on our maintenance arrangements. We directly enter into the agreements with our customers to provide maintenance services. In all cases, we set the price to our customer for the maintenance arrangements, whether or not we provide our first call services, and bill our customers for the maintenance arrangement. We owe various third parties regardless of whether we collect from our customer. We are also contractually obligated to provide or arrange to provide these underlying support services to our customers in the unlikely event that the manufacturer or its designated service organization, fails to perform according to the terms of our contract.

    When we sell a service contract as part of a bundled arrangement, we use vendor specific objective evidence ("VSOE") to allocate revenue to the service contract element. In all cases, we defer revenues and incremental direct costs resulting from obtaining our service contracts and amortize them into operations over the term of the contracts, which are generally twelve months. We defer customer support costs as allowed under ASC Topic 605-10-S99 based on the guidance in ASC Topic 605-20. The deferred costs we capitalize consist of direct and incremental costs we prepay to third parties for direct support to our customers under our contract terms. We defer our customer support contract revenues and their related costs because significant obligations remain after contract execution. For example, we provide routine help desk assistance to our customers and assist them in contacting our vendors for additional support services.

    Consulting Services.    Some of our customers engage us to analyze their existing data center architectures and offer our recommendations. Other customers engage us to assist them on-site with extended data center infrastructure projects, to support their data center environments and to help with long-term data center design challenges. For these types of consulting services that do not include the sale of hardware or software products, we recognize revenues as we perform these services.

        Multiple element arrangements. In October 2009, the FASB amended the Accounting Standards Codification ("ASC") as summarized in Accounting Standards Update ("ASU") No. 2009-14, Software (Topic 985): Certain Revenue Arrangements That Include Software Elements, and ASU No. 2009-13, Revenue Recognition (Topic 605): Multiple-Deliverable Revenue Arrangements. ASU 2009-14 amended industry specific revenue accounting guidance for software and software related transactions to exclude from its scope tangible products containing software components and non-software components that function together to deliver the product's essential functionality, or what we refer to as essential software. We also sell non-essential software, which continues to be in the scope of ASC 985-605. ASU 2009-13 amended the accounting for multiple-element arrangements to provide guidance on how the deliverables in an arrangement should be separated and eliminates the use of the residual method. ASU 2009-13 also required an entity to allocate revenue using the relative selling price method.

        ASU 2009-13 establishes a hierarchy of evidence to determine the stand-alone selling price of a deliverable based on VSOE, third-party evidence ("TPE"), and the best estimate of selling price ("BESP"). If VSOE is available, it would be used to determine the selling price of a deliverable. If VSOE is not available, the entity would determine whether TPE is available. If so, TPE must be used to determine the selling price. If TPE is not available, then the BESP would be used.

        In certain instances, we are not able to establish VSOE for all deliverables in an arrangement with multiple elements. This may be due to infrequent sales of each element separately, not pricing products within a narrow range, or only having a limited sales history. We have not consistently established VSOE for any of our products or services, except for PCS.

        When VSOE cannot be established, we attempt to determine the standalone selling price for each element based on TPE. TPE is determined based on competitor prices for similar deliverables when sold separately. Generally, our strategy differs from that of our peers and our offerings contain a significant level of customization and differentiation such that the comparable pricing of products with similar functionality cannot be obtained. Furthermore, we are unable to reliably determine what similar competitor products' selling prices are on a stand-alone basis. Therefore, we are typically not able to determine TPE.

        Since we are typically unable to determine VSOE or TPE, we use BESP in our allocation of the arrangement consideration where VSOE or TPE do not exist. Therefore, revenue from these multiple-element arrangements is allocated based on BESP, except for PCS which is allocated based on VSOE. The objective of BESP is to determine the price at which we would transact a sale if the product or service were sold on a stand-alone basis. BESP is generally used for offerings that are not typically sold on a stand-alone basis or for new or highly customized offerings. We determine BESP for product or service using a cost-plus margin approach. When establishing the methodology used to calculate BESP we also considered multiple factors, including, but not limited to, geographies, market conditions, competitive landscape, internal costs, gross margin objectives and pricing practices. The determination of BESP is made through consultation with and formal approval by management.

        We regularly review VSOE, TPE and BESP and maintain internal controls over the establishment and updates of these estimates. We limit the amount of revenue recognized for delivered elements to the amount that is not contingent on the future delivery of products or services, future performance obligations or subject to customer-specified return or refund privileges.

        We evaluate each deliverable in an arrangement to determine whether they represent a single unit of accounting. The delivered item constitutes a separate unit of accounting when it has stand-alone value and there are no customer-negotiated refunds or return rights for the delivered elements. If the arrangement includes a customer-negotiated refund or return right relative to the delivered item and the delivery and performance of the undelivered item is considered probable and substantially in our control, the delivered element would also constitute a separate unit of accounting. In instances when the aforementioned criteria are not met, the deliverable is combined with the undelivered elements and revenue recognition is determined for the combined unit as a single unit of accounting. Allocation of the consideration is determined at arrangement inception on the basis of each unit's relative selling price.

        Our multiple-element product offerings include networking hardware with embedded software products, professional services, and PCS, which are considered separate units of accounting. For fiscal year 2011 and future periods, pursuant to the guidance in ASU 2009-13, when a sales arrangement contains multiple elements, such as products, essential software, PCS and/or professional services, we will allocate revenues to each element based on the aforementioned selling price hierarchy.

        In multiple-element arrangements that include software that is not essential to the functionality of the products, revenue is initially allocated to each separate unit of accounting using the relative selling prices of each of the deliverables in the arrangement based on the aforementioned selling price hierarchy. Since non-essential software deliverables are in the scope of ASC 985-605, VSOE must exist to account for the non-essential software deliverables as separate units of accounting from one another and further allocate the originally allocated non-essential software fee among the individual non-essential software deliverables. Since we were only able to establish VSOE for PCS, the amount allocated to the other non-essential software deliverables would be based on the residual method of allocation using VSOE for PCS. This allocated revenue is recognized once all non-essential software deliverables other than PCS are delivered.

        For fiscal year 2010 and sales contracts entered into prior to fiscal year 2011, we recognized revenue pursuant to the previous guidance for multiple-element arrangements. Refer to the critical accounting policies in our Annual Report on Form 10-K for the fiscal year ended December 31, 2010 in "Management's Discussion and Analysis of Financial Condition and Results of Operations" under the heading "Critical Accounting Policies and Estimates" for a discussion of the previous accounting policy.
Net Earnings Per Share:

  • Net Earnings Per Share:

        We compute basic net earnings per share using the weighted average number of shares outstanding. Diluted net earnings per share include the effect of common stock equivalents, if any, for each period. Diluted per share amounts assume the conversion, exercise or issuance of all potential common stock instruments unless their effect is anti-dilutive. The following table computes basic and diluted net earnings per share:

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands,
except per share data)
  

Net earnings

   $ 10,535   $ 9,845   $ 2,302  
               

Basic:

                    

Weighted average common shares outstanding

     18,727     17,899     13,570  

Weighted average common shares of non-vested stock

     (1,613 )   (2,096 )   (769 )
               

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  
               

Net earnings per share—basic

   $ 0.62   $ 0.62   $ 0.18  
               

Diluted:

                    

Shares used in the computation of basic net earnings per share

     17,114     15,803     12,801  

Employee and non-employee director stock options

     60     87     51  

Restricted stock that has not vested

     317     323     129  
               

Shares used in the computation of diluted net earnings per share

     17,491     16,213     12,981  
               

Net earnings per share—diluted

   $ 0.60   $ 0.61   $ 0.18  
               

        We excluded the following restricted stock grants that have not vested and options to purchase shares of common stock from the computation of diluted earnings per share as their effect would have been anti-dilutive:

 
   Year Ended December 31,  
 
   2012   2011   2010  

Non-vested common stock

     9,000     128,000     249,001  

Options to purchase shares of common stock

     —     —     140,202  
Fair Value of Financial Instruments:

  • Fair Value of Financial Instruments:

        Fair value is the price that would be received from selling an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. In determining fair value for assets and liabilities required or permitted to be recorded at fair value, we consider the principal or most advantageous market in which it would transact and the assumptions that market participants would use when pricing the asset or liability. We apply fair value measurements for both financial and nonfinancial assets and liabilities. We have no nonfinancial assets or liabilities that require measurement at fair value on a recurring basis as of December 31, 2012.

        The fair value of our financial instruments, including cash and cash equivalents, accounts receivable, accounts payable, line of credit and accrued expenses, approximate cost because of their short maturities.

        We use the three-level fair value hierarchy that prioritizes the inputs to valuation techniques used to measure fair values. The hierarchy gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1 measurements) and the lowest priority to unobservable inputs (Level 3 measurements). The three levels of the fair value hierarchy are described below:

  • •
    Level 1—Unadjusted quoted prices available in active markets for the identical assets or liabilities at the measurement date.
  • •
    Level 2—Significant other observable inputs available at the measurement date, other than quoted prices included in Level 1, either directly or indirectly.

    •
    Level 3—Significant unobservable inputs that we cannot corroborate by observable market data and thus reflect the use of significant management judgment. We generally determine these values using pricing models based on assumptions our management believes other market participants would make.

        The fair value hierarchy requires the use of observable market data when available. In instances in which the inputs used to measure fair value fall into different levels of the fair value hierarchy, we determine the fair value measurement based on the lowest level input that is significant to the fair value measurement in its entirety. Our assessment of the significance of a particular item to the fair value measurement in its entirety requires judgment, including the consideration of inputs specific to the asset or liability. The following table sets forth, by level within the fair value hierarchy, the accounting of our financial assets and/or liabilities at fair value on a recurring basis according to the valuation techniques we used to determine their fair value(s):

(In thousands)
  Total at Fair
Value		   Quoted Prices in
Active Markets
for Identical
Assets (Level 1)		   Significant Other
Observable
Inputs (Level 2)		   Significant
Unobservable
Inputs
(Level 3)		  

At December 31, 2012:

                          

Cash and cash equivalents

   $ 10,315   $ 10,315   $ —   $ —  
                   

Total assets measured at fair value

   $ 10,315   $ 10,315   $ —   $ —  
                   

At December 31, 2011:

                          

Cash and cash equivalents

   $ 18,947   $ 18,947   $ —   $ —  

Certificates of Deposit

     1,486     1,486     —     —  

Variable Rate Demand Notes

     2,000     2,000     —     —  
                   

Total assets measured at fair value

   $ 22,433   $ 22,433   $ —   $ —  
                   
XML 59 R26.htm IDEA: XBRL DOCUMENT v2.4.0.6
Income Taxes: (Tables)
 12 Months Ended
Dec. 31, 2012
Income Taxes:  
Schedule of reconciliation of the U.S. federal statutory tax rate to the entity's effective income tax rate

 

 
   2012   2011   2010  

Tax expense (benefit) at U.S. statutory rates

     35.0 %   35.0 %   34.0 %

State tax expense, net of federal tax effect

     5.0     5.2     4.7  

Meals and entertainment

     1.0     1.0     3.6  

Incentive stock options

     —     —     0.6  

Other

     (0.4 )   0.2     (0.6 )
               

Effective tax rate

     40.6 %   41.4 %   42.3 %
               
Schedule of net deferred tax liabilities

 

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Deferred income tax assets:

              

Allowance for doubtful accounts

   $ 97   $ 126  

Compensation accrual

     1,685     1,423  

Inventories

     128     172  

Deferred revenue

     12,542     8,828  

Net operating loss carryovers

     65     135  

Bonuses

     1,360     —  

Deferred rent

     162     —  

Tenant allowance

     227     —  

Sublease reserves

     —     32  

Intangibles

     744     159  

Other

     22     74  
           

Total deferred tax assets

     17,032     10,949  

Deferred income tax liability:

              

Prepaids

     (212 )   (380 )

Deferred costs

     (17,581 )   (12,872 )

Deferred commission

     (2,537 )   (1,688 )

Section 481(a) adjustment

     (1,065 )   (305 )

Property and equipment

     (200 )   (4 )
           

Total deferred tax liabilities

     (21,595 )   (15,249 )
           

Net deferred income tax liabilities

   $ (4,563 ) $ (4,300 )
           
Schedule of deferred tax amounts classified in the accompanying balance sheets

 

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Current deferred tax liability

   $ (9,034 ) $ (7,459 )

Noncurrent deferred tax asset

     4,471     3,159  
           

Net deferred tax liability

   $ (4,563 ) $ (4,300 )
           
Schedule of tax expense

 

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Current income tax expense

   $ 6,924   $ 6,584  

Deferred tax expense

     262     374  
           

Income tax expense

   $ 7,186   $ 6,958  
           
XML 60 R49.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Receivables (Details) (USD $)
In Thousands, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
lease
Lease Receivables  
Number of lease receivables due 1
Term of lease receivables 2 years
Gross finance receivables $ 1,015
Unearned income (60)
Net investment in sales-type lease receivables $ 955
XML 61 R41.htm IDEA: XBRL DOCUMENT v2.4.0.6
Income Taxes: (Details) (USD $)
In Thousands, unless otherwise specified
 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Reconciliation of the U.S. federal statutory tax rate to the entity's effective income tax rate      
Tax expense (benefit) at U.S. statutory rates (as a percent) 35.00% 35.00% 34.00%
State tax expense, net of federal tax effect (as a percent) 5.00% 5.20% 4.70%
Meals and entertainment (as a percent) 1.00% 1.00% 3.60%
Incentive stock options (as a percent)     0.60%
Other (as a percent) (0.40%) 0.20% (0.60%)
Effective tax rate (as a percent) 40.60% 41.40% 42.30%
Deferred income tax assets:      
Allowance for doubtful accounts $ 97 $ 126  
Compensation accrual 1,685 1,423  
Inventories 128 172  
Deferred revenue 12,542 8,828  
Net operating loss carryovers 65 135  
Bonuses 1,360    
Deferred rent 162    
Tenant allowance 227    
Sublease reserves   32  
Intangibles 744 159  
Other 22 74  
Total deferred tax assets 17,032 10,949  
Deferred income tax liability:      
Prepaids (212) (380)  
Deferred costs (17,581) (12,872)  
Deferred commission (2,537) (1,688)  
Section 481(a) adjustment (1,065) (305)  
Property and equipment (200) (4)  
Total deferred tax liabilities (21,595) (15,249)  
Net deferred income tax liabilities (4,563) (4,300)  
Deferred tax amounts classified in the accompanying balance sheets      
Current deferred tax liability (9,034) (7,459)  
Noncurrent deferred tax asset 4,471 3,159  
Net deferred income tax liabilities (4,563) (4,300)  
Tax expense      
Current income tax expense 6,924 6,584  
Deferred tax expense 262 374 1,755
Income tax expense $ 7,186 $ 6,958 $ 1,690
XML 62 R5.htm IDEA: XBRL DOCUMENT v2.4.0.6
STATEMENTS OF STOCKHOLDERS' EQUITY (USD $)
In Thousands, except Share data, unless otherwise specified
Total
Common Stock
Additional Paid-in Capital
Retained Earnings
Balances at Dec. 31, 2009 $ 43,415 $ 13 $ 41,595 $ 1,807
Balances (in shares) at Dec. 31, 2009   13,261,000    
Increase Decrease in Stockholders' Equity        
Net earnings 2,302     2,302
Stock option and restricted stock expense 1,593 1 1,592  
Stock option and restricted stock expense (in shares)   232,000    
Excess tax benefit (expense) from stock compensation (16)   (16)  
Tax withholding payments reimbursed by restricted stock (203)   (203)  
Tax withholding payments reimbursed by restricted stock (in shares)   (32,000)    
Common shares issued under exercise of stock options 364   364  
Common shares issued under exercise of stock options (in shares)   109,000    
Balances at Dec. 31, 2010 47,455 14 43,332 4,109
Balances (in shares) at Dec. 31, 2010   13,570,000    
Increase Decrease in Stockholders' Equity        
Net earnings 9,845     9,845
Stock option and restricted stock expense 2,557 1 2,556  
Stock option and restricted stock expense (in shares)   573,000    
Excess tax benefit (expense) from stock compensation 450   450  
Tax withholding payments reimbursed by restricted stock (174)   (174)  
Tax withholding payments reimbursed by restricted stock (in shares)   (24,000)    
Common shares issued under exercise of stock options 1,034   1,034  
Common shares issued under exercise of stock options (in shares)   264,000    
Issuance of common stock for Midwave and StraTech acquisition 1,564   1,564  
Issuance of common stock for Midwave and StraTech acquisition (in shares)   221,000    
Issuance of common stock for secondary offering 17,454 3 17,451  
Issuance of common stock for secondary offering (in shares)   3,307,000    
Balances at Dec. 31, 2011 80,185 18 66,213 13,954
Balances (in shares) at Dec. 31, 2011 17,899,171 17,911,000    
Increase Decrease in Stockholders' Equity        
Net earnings 10,535     10,535
Stock option and restricted stock expense 2,576 1 2,575  
Stock option and restricted stock expense (in shares)   578,000    
Excess tax benefit (expense) from stock compensation 780   780  
Tax withholding payments reimbursed by restricted stock (1,065)   (1,065)  
Tax withholding payments reimbursed by restricted stock (in shares)   (127,000)    
Common shares issued under exercise of stock options 347   347  
Common shares issued under exercise of stock options (in shares)   95,000    
Issuance of common stock for Midwave and StraTech acquisition 2,025   2,025  
Issuance of common stock for Midwave and StraTech acquisition (in shares)   270,000    
Balances at Dec. 31, 2012 $ 95,383 $ 19 $ 70,875 $ 24,489
Balances (in shares) at Dec. 31, 2012 18,726,723 18,727,000    
XML 63 R10.htm IDEA: XBRL DOCUMENT v2.4.0.6
Intangibles:
 12 Months Ended
Dec. 31, 2012
Intangibles:  
Intangibles:

4.     Intangibles:

        We had goodwill assets with a recorded value of $37.8 million and $32.4 million as of December 31, 2012 and 2011, respectively. Goodwill activity is summarized as follows:

 
   (in thousands)  

January 1, 2011

   $ 23,146  

Additions

     9,300  
       

December 31, 2011

   $ 32,446  

Additions

     5,334  
       

December 31, 2012

   $ 37,780  
       

        We had finite-lived intangible assets with a net book value of $20.8 million and $9.0 million as of December 31, 2012 and 2011, respectively. The change in the net carrying amount of intangibles during 2012 and 2011 is as follows:

 
   Year Ended
December 31,		  
 
   2012   2011  
 
   (in thousands)
  

Beginning Balance

   $ 9,035   $ 5,219  

Recognized in connection with acquisitions

     15,920     6,635  

Amortization

     (4,195 )   (2,819 )
           

Ending Balance

   $ 20,760   $ 9,035  
           

        Identified finite-lived intangible asset balances are summarized as follows:

 
    
   As of December 31, 2012   As of December 31, 2011  
 
   Amortizable
Period
(years)		   Gross
Assets		   Accumulated
Amortization		   Net
Assets		   Gross
Assets		   Accumulated
Amortization		   Net
Assets		  

Customer relationships

   5-8   $ 29,133     (8,665 ) $ 20,468   $ 13,213     (4,729 ) $ 8,484  

Services agreement

   4     67     (54 )   13     67     (38 )   29  

Certification

   2     467     (467 )   —     467     (467 )   —  

Covenant not to compete

   3     478     (199 )   279     478     (40 )   438  

Trademarks

   3     263     (263 )   —     263     (179 )   84  

Order backlog

   3 months-
1 year		     2,162     (2,162 )   —     2,162     (2,162 )   —  
                               

Total identified intangible assets

       $ 32,570     (11,810 ) $ 20,760   $ 16,650     (7,615 ) $ 9,035  
                               

        Amortization expense related to finite-lived intangible assets for 2012, 2011 and 2010 was $4.2 million, $2.8 million and $2.6 million, respectively. In 2012, amortization expense increased due to the acquisition of StraTech. The finite-lived intangible asset we acquired in the StraTech acquisition consisted of customer relationships having an estimated life of 5 years that we are amortizing over the useful life of the asset using an accelerated amortization method, to match the pattern in which the economic benefits are expected to be consumed. In 2011, amortization expense increased due to the acquisition of Midwave. The finite-lived intangibles we acquired in the Midwave acquisition consisted of covenants not to compete, order backlog and customer relationships having estimated lives of three years, three months and five years, respectively. Amortization expense in 2010 relates primarily to our acquisitions of the networking solutions division of Cross in October 2009 and the reseller business of Incentra in December 2009. The finite lived intangibles we acquired related to the reseller business of Incentra consisted of trademarks, order backlog and customer relationships and have estimated lives of three years, one year and eight years, respectively. The finite lived intangibles we acquired related to the networking solutions division of Cross consisted of the services agreement and certifications and have estimated lives of four years and two years, respectively. The finite-lived intangible assets we acquired in the acquisitions of Midwave, the networking solutions division of Cross and the reseller business of Incentra are amortized over their useful lives primarily using the straight-line approach, to match the pattern in which the economic benefits of those assets are expected to be consumed. Expected amortization in each of the next five years is as follows:

 
   (in thousands)  

2013

   $ 7,251  

2014

     5,293  

2015

     3,963  

2016

     2,937  

2017

     1,316  
       

 

   $ 20,760  
       
XML 64 R27.htm IDEA: XBRL DOCUMENT v2.4.0.6
Lease Commitments: (Tables)
 12 Months Ended
Dec. 31, 2012
Lease Commitments:  
Schedule of future minimum lease payments due under non-cancelable operating leases

 

 

 
   Lease
Obligations		   Sublease
Agreements		   Net Lease
Obligations		  
 
   (in thousands)
  

2013

   $ 1,644   $ (34 ) $ 1,610  

2014

     1,520     (34 )   1,486  

2015

     1,081     —     1,081  

2016

     721     —     721  

Thereafter

     1,930     —     1,930  
               

 

   $ 6,896   $ (68 ) $ 6,828  
               
Schedule of total rent expense, net of sublease income

 

 

 
   Year Ended December 31,  
 
   2012   2011   2010  
 
   (in thousands)
  

Rent expense

   $ 2,578   $ 2,601   $ 2,386  
               
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Acquisitions (Details 2) (USD $)
 12 Months Ended 1 Months Ended 12 Months Ended 12 Months Ended 1 Months Ended 12 Months Ended 12 Months Ended
Dec. 31, 2012
Dec. 31, 2011
Dec. 31, 2010
Oct. 31, 2011
Midwave
Dec. 31, 2012
Midwave
Dec. 31, 2011
Midwave
Dec. 31, 2012
Midwave
Covenant not to compete
Dec. 31, 2012
Midwave
Order backlog
Dec. 31, 2012
Midwave
Customer relationships
Dec. 31, 2012
Reseller Business of Incentra, LLC
Dec. 31, 2010
Reseller Business of Incentra, LLC
Dec. 31, 2012
Reseller Business of Incentra, LLC
Order backlog
Dec. 31, 2012
Reseller Business of Incentra, LLC
Customer relationships
Dec. 31, 2012
Reseller Business of Incentra, LLC
Trademarks
Oct. 31, 2011
Cross
Sep. 30, 2011
Cross
Sep. 30, 2010
Cross
Oct. 31, 2009
Cross
Dec. 31, 2012
Cross
Oct. 01, 2009
Cross
Dec. 31, 2012
Cross
Services agreement
Dec. 31, 2012
Cross
Certification
Acquisitions                                            
Purchase price       $ 19,100,000             $ 13,800,000                 $ 2,000,000    
Purchase price, cash payment       16,100,000                               2,000,000    
Purchase price, shares of common stock issued       220,988                                    
Purchase price, value of shares of common stock issued       1,564,000                                    
Finite lived intangible assets, estimated lives             3 years 3 months 5 years     1 year 8 years 3 years             4 years 2 years
Purchase price, working capital adjustments       1,400,000                                    
Goodwill deductible for tax purposes         9,300,000                                  
Period over which goodwill is deductible for tax purposes         15 years         15 years                 15 years      
Minimum commitment to purchase networking products and services by the acquiree entity                                   1,800,000        
Period of minimum commitment to purchase networking products and services by the acquiree entity                                     3 years      
Shortfall paid under the agreement, recorded as other income                               574,000 503,000          
Amount paid by the acquiree entity for early buyout of the agreement                             553,000              
Net tangible assets                     4,600,000                 47,000    
Assets acquired at their fair value:                                            
Accounts receivable, net       11,575,000                                    
Deferred revenue costs       33,000                                    
Equipment       1,270,000                                    
Finite-lived intangibles       6,635,000             5,200,000                 534,000    
Goodwill       9,300,000             4,000,000                 1,400,000    
Other assets       224,000                                    
Total assets acquired       29,037,000                                    
Liabilities assumed at their fair value:                                            
Accounts payable       8,933,000                                    
Customer deposits       122,000                                    
Deferred revenue       16,000                                    
Accrued expenses       860,000                                    
Total liabilities assumed       9,931,000                                    
Net purchase price       19,106,000                                    
Reconciliation of the net purchase price as compared to the cash payment for purchase                                            
Net purchase price       19,106,000                                    
Less value of shares issued       1,564,000                                    
Payment in cash and working capital for purchase       17,542,000                                    
Payment in cash for purchase       16,100,000                               2,000,000    
Total integration and transaction costs $ 359,000 $ 454,000 $ 581,000     $ 454,000                                

XML 68 R20.htm IDEA: XBRL DOCUMENT v2.4.0.6
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS
 12 Months Ended
Dec. 31, 2012
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS  
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS

DATALINK CORPORATION
SCHEDULE II VALUATION AND QUALIFYING ACCOUNTS
FOR THE YEARS ENDED DECEMBER 31, 2012, 2011 AND 2010

Description
  Period   Balance at
Beginning
of Period		   Additions   Deductions(1)   Balance
at End
of Period		  

Allowance for Doubtful Accounts

     2012   $ 282,196   $ —   $ 59,336   $ 222,860  

 

     2011     203,526     84,515     5,845     282,196  

 

     2010     628,974     72,668     498,117     203,526  

Allowance for Inventory Obsolescence

    
2012		  
$
416,370		  
$
445,453		  
$
552,322		  
$
309,501		  

 

     2011     105,191     374,264     63,085     416,370  

 

     2010     122,193     132,390     149,392     105,191  
(1)
Deductions reflect write-offs of customer accounts receivables, net of recoveries.

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