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Partner success story reveals value of Sales Certification training

SarahA

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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.

  • Partner Success Stories
  • Sales Certifications
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About the Author

SarahA

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.

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