Company Description

SHI International Corp., commonly referred to as SHI, is a privately owned company specializing in information technology and services. The company is well-renowned in providing a plethora of IT solutions which includes the likes of software, hardware, security, data center, and storage. They also offer extensive capabilities in IT services ranging from procurement and asset management to unified communications and cloud-based solutions. Other solutions in their purview include volume licensing, virtualization, networking, infrastructure, configuration and customization, and lifecycle services. All these services combined help in assisting businesses with their IT and computing needs, which encompasses mobility and unified communications.

The company is based out of Somerset, New Jersey and boasts a squad containing approximately 6,300 ridiculously helpful people ready to serve its customer needs. In consideration of its customer base, SHI caters to a variety of clientele from different spectrum such as the non-profit sector, private organizations, and public sectors. Apart from its Jersey base, the company extends a global support system in order to offer seamless services irrespective of the geographical location of business operations.

One of the key highlights of SHI lies in its goal to help businesses innovate, collaborate, and optimize their investments in IT while having a laser focus on cost control. It has a longstanding reputation for empowering modern workforces with their robust infrastructure solutions, that covers services in data center, cloud transformation and optimization, edge computing, and cybersecurity.

Finally, a strong personal goal by SHI is to envision itself as a personal technology concierge for its customers, driving them towards the digital evolution by connecting them with the necessary IT solutions and services they need for their continued growth. The company pride themselves on their ability to understand the needs of customers and forecast their future requirements. This insight enables SHI to leverage its vendor relationships to help customers select, deploy, and manage technologies that will drive their businesses forward.

Sales Plan Template

1. Understanding the Prospect: Insights and Pain Points

SHI International Corp. is a privately owned provider of IT infrastructure, end-user computing, cybersecurity, and IT optimization products and services^[3]. It is committed to solving customer's next set of challenges using scalable technology solutions^[5]. As it stands, the company faces a few pain points which we can leverage to pitch our product.

1. Customization and Personalization: SHI struggles to provide personalized IT solutions to its customers. They are focused on understanding their customer needs to help them select, deploy, and manage technologies. Thus, a product that can enhance customer personalization and customization will be attractive to this company.
2. IT Asset Management: With a wide range of services and a global presence, SHI finds it difficult to manage its IT assets efficiently. A solution to make this complex and time-consuming task simpler and more synchronized would be beneficial.
3. Cybersecurity: Ensuring robust cybersecurity measures across its operations and ensuring regulatory compliance across different locations is another challenge for SHI. A product enhancing cybersecurity measures would be significantly beneficial.
4. Digital transformation and Cloud Optimization: Continuous technology evolution makes digital transformation a pain point. A product that aids with cloud migration, optimization, and management would be helpful.
5. Enhancing Customer Service: Delivering consistent, high-quality customer service across its global operations is a challenge. A solution that streamlines and enhances the customer service process will be a significant sell.

2. Value Proposition

The SaaS product we offer should:

• Enhance customization and personalization of services for customers.
• Simplify IT Asset management, ensuring efficient tracking and utilization of assets.
• Strengthen cybersecurity measures and help manage them effectively across various locations and services.
• Assist in digital transformation including cloud migration, optimization, and management.
• Streamline and enhance customer service across different services and locations.

3. Sales Approach

1. Initial Contact: Reach out via LinkedIn or Email with a personalized message detailing how our product can solve SHI's current pain points.
2. Follow-Up Meeting: Arrange a meeting or demo where we can delve into the details of our software and explain how it addresses their specific pain points.
3. Proposal: After the meeting, send a detailed proposal outlining our product, its features, and how it addresses their challenges and aligns with their business objectives.
4. Negotiation: Address any concerns they have in order to reach a mutually beneficial agreement. Specify the terms of the contract, and handle any objections or negotiations.
5. Closing: We aim to close the deal with a signed contract and a timeline for implementation.

4. Obstacles & Responses

1. Cost: To counter cost objections, emphasize the ROI our product offers in terms of productivity, efficiency, security, and customer satisfaction.
2. Implementation and Learning Curve: Emphasize our robust support and training options to ensure smooth implementation.

5. Follow-Up and Customer Satisfaction

After the sale, follow up to ensure they are satisfied with the product and to gather feedback for improvements. Offer continued customer support and consider upselling or cross-selling in the future once they've seen value from our product.

^[3]SHI International Corp - Wikipedia

^[5]SHI International Corp. | LinkedIn