The large account reseller attributes investments in partnerships and training to its continued growth
Large account reseller SHI continues to expand at a rapid pace, announcing record revenue and growth for the first half of 2019 as investments in new staff, training, partnerships, and market development are paying off and setting a pace for a record revenue year.
The Lowdown: SHI says its gross revenue for the first half of 2019 topped $4.9 billion – an increase of 6.7% year over year for the same period. SHI says the growth is a result of its expansion of human resources, opening new facilities, and focusing on growth markets. The New Jersey-based company now has more than 4,500 employees worldwide, of which more than 3,000 are in the field providing customer service and technical support.
The Details: The growth posted by SHI is not isolated in one business unit or region. The company reports public sector revenue increasing 20%, while corporate and SMB sales increased nearly 13%. Internationally, SHI’s sales in France are up 28% while revenues from the United Kingdom are up 12%. In terms of vendors, SHI reports strong relationships with Cisco, Adobe, Apple, Commvault, Check Point and Fortinet. However, the standout vendor is Amazon Web Services, which saw sales skyrocket 40%.
The growth is a result of more than $220 million investments to expand support infrastructure, staff hiring and training, new facilities and marketing. SHI says it plans to continue to invest in its pre- and post-sales support over the next 18 months.
Background: SHI is making big noise over its growth. Earlier this year, SHI announced topping $10 billion in annual revenue for the first time – a milestone in its transformation from a regional direct market reseller (DMR) to a powerhouse in IT sales and services.
“Our growth as a company has always been a product of our world-class customer service,” said Thai Lee, President and CEO of SHI. “But now more than ever, customers rely on us to provide advanced, integrated hardware, software, and hybrid cloud solutions. Doing that properly and at scale requires infrastructure and resources. For the past 18 months we’ve been expanding our capabilities, from accelerating our hiring to fortifying our training capabilities to nearing completion of two major new facilities. All of it is in service to our customers as we guide them to the solutions that deliver the most value to their organizations.”
Channelnomics Point of View: SHI’s growth is an example of how investments in infrastructure and people, focus on go-to-market relationships with vendors, and promoting capabilities to target customers generate growth and real return on investment. SHI is emblematic of the positive results that come from investing beyond technical skills.