My Learning Certification
Showing results for 
Search instead for 
Did you mean: 

Partner success story reveals value of Sales Certification training



HPE Platinum Partner SHI International Corp. is a $7 billion+ global provider of technology products, solutions, and services to corporate, enterprise, SMB, public sector, and academic customers. Based in Somerset, N.J., SHI employs more than 3,000 professionals worldwide, including a highly experienced and stable sales force backed by software volume licensing experts, hardware procurement specialists, and certified IT services staff. In recent years, SHI has been shifting its business from transactional to solution-driven sales—a strategy that involves enhancing and aligning the skill sets of its sales and engineering teams. Seeing powerful synergies between this approach and the HPE Transformation Areas, SHI is leveraging its relationship with resources such as its HPE Partner Enablement Manager (PEM), and the HPE Partner Ready Certification and Learning program, to gain competitive advantage, increase sales, and change the nature of the customer conversation.

I like to have my engineers go through both the sales and the technical training. When they know our marketing strategy, the solution architects can more effectively help sales reps understand the engineering side of the equation. It’s all about having a more-qualified conversation with the customer, making sure we understand everything HPE has to offer and that we all speak the same language.

– Tim Henning, Director of Hardware and Advanced Solutions, SHI International Corp.

Read the SHI International Success Story to learn more.

0 Kudos
About the Author


I’ve been in marketing in high-tech for 15+ years. With HPE now for 6; prior I managed social and marketing communications for an inflight Internet company. I love telling stories about our customers and partners. I'm excited to do that here for Partner Ready Certification and Learning.

June 5-6, 2018
Expert Days - 2018
Visit this forum and get the schedules for online HPE Expert Days where you can talk to HPE product experts, R&D and support team members and get answ...
Read more
June 19 - 21
Las Vegas, NV
HPE Discover 2018 Las Vegas
Visit this forum and learn about all things Discover 2018 in Las Vegas, Nevada, June 19 - 21, 2018.
Read more
View all