Executive Overview Global provider of IT products, services and solutions 20-Year Anniversary in 2009! • 1989 – regional software-only reseller Financially strong, stable and consistently profitable • Every quarter, every year $3.46 billion in sales in 2009* • 1,200+ employees Most experienced field sales force • Average tenure at SHI: • Field rep: 6+ years • Management team: 12 years *Sales and transaction volume supported
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Executive OverviewGlobal provider of IT products, services and solutions
20-Year Anniversary in 2009!• 1989 – regional software-only reseller
Financially strong, stable and consistently profitable
• Every quarter, every year
$3.46 billion in sales in 2009*• 1,200+ employees
Most experienced field sales force• Average tenure at SHI:
• Field rep: 6+ years• Management team: 12 years
*Sales and transaction volume supported
Executive Overview 2009 - $3.46 billion
Highest Growth Segments• Mid-Size Corporate
• Public Sector
• Canada, EMEA, Asia
Globalization Continues• 10% of Sales outside U.S.
Long-term Goal• Become the #1 strategic
IT partner for all organizations
50%
10%
40%
2009 Revenue Mix
Software
Integrated Services
Hardware
Executive Summary - SHI’s Value PropositionAgainst the competition
• SHI GM – avg. 7% lower
• SHI’s OpEx – avg. 7.3% lower
To whom do we answer?
Stock Performance in 2008• Dell (-57.31%)
• Insight (-67.50%)
• PC Connection (-63.61%)
• EnPointe/Allied Digital Services
(-53.57%)
• Softchoice - (-92.02%)
• CDW – private in May 2007
• Zones – private in 2008
SHI privately owned since 1989• The only rating that matters to us –
customer satisfaction
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
SHI vs. Competition
Gross Margin %
Operating Expenses %
SHI
Executive Summary – The SHI Advantage
4
#1 Enterprise VAR. 41/Fortune 50 Cos chose SHI as primary VAR. Scale. Best-In-Class.
Lowest Overhead. Best Value. Ability to Invest. Gaining Mkt Share. LT Customer Loyalty.
Best Customer Experience. Tenured, Strongest field team. 350 in the field. 400 inside.
Strongest F/S & B/S. No debt. 100% Organic Growth. Profitable Every Quarter Since 1989.
Executive Overview - SHI’s Long-Standing PartnersSHI customers for 10+ years
• Fortune 500 “Who’s Who?”
• Among the most complex IT environments in the world
Supporting more Microsoft EA seats in the enterprise space than any other reseller
SHI delivers each a dynamic, scalable, innovative and “unique” solution
• Each solution backed it with world-class support
• Each grew to integrate software and hardware
Executive Summary – Worldwide Support
Worldwide Distribution Centers
United KingdomGround floor Avebury House 201 - 249 Avebury Boulevard Milton Keynes, BuckinghamshireMK9 1AU +44 (0) 1908 300 370www.uk.shi.com
France 23 rue Balzac 75008, Paris France +33 (0) 1 53 53 67 67 www.europe.shi.com
SHI Headquarters33 Knightsbridge Road Piscataway, NJ 08854 888-764-8888 www.shi.com
SHI Canada, ULCMorneau Sobeco Centre 1895 Don Mills RoadSuite 200Toronto, OntarioM3C 1W3
Canadian Sales Offices*Calgary * Edmonton *Toronto * Vancouver
Asia/Pacific Suite 601, New World Tower16-18 Queen’s Road CentralCentral, HKHong Kong+852 2166 8295
North American Office Locations
Expansion in 2008 – 2009
25 Regional Offices Opened
Bringing our sales and support
teams closer to customers
Supporting local training and partner events
Streamlining customer service
Headcount increased +300
Insight : (-510 jobs cut)
CDW: (-190; first layoff ever)
Dell: (-9,300; 11% of workforce)
Executive Summary - North American Distribution Centers
Drop-shipping since 1991• 2008 – 90% of SHI order-
fulfillment done through local distribution centers
30 Distribution centers• Ground shipping anywhere in
U.S. or Canada: 3 days or less
• Increased efficiency
• Decreased freight costs
World class support• 11th hour, overnight and same-
day shipping
• SHI branded
SHI’s Core OfferingsIT Product Fulfillment
License Agreement
Services
E-Commerce Solutions
Asset Management
Hardware Integration
Services
Comprehensive Lifecycle
Management
Core Offerings - Product Fulfillment
Core Offerings - Software Agreement Services
SHI’s Licensing Department• Supporting the programs of 28+
major software publishers
• Primary relationship manager with publisher
• Facilitate local representation with publisher’s field reps
Contract Negotiation and Support• Program requirements and review
• Impact/cost analysis
• Price validation
• Best-practice recommendations
Core Capabilities - SHI and Microsoft
Microsoft: $1.7 billion in 2008• $532 million in June 2009• Biggest month ever• Net gain of +100 COCP for FY’08
EA’s represent 50% of SHI’s Microsoft business
Over 8,000 signed contracts• 1,300 EAs• 5,400 Select Agreements• Countless Open agreements
Authorized LAR/ESA in U.S., Canada and Europe
• Capable of supporting global agreements
The only eight-time winner of the Microsoft Operational Excellence Award
• Six Years Running 2004 -2009
SHI’s Microsoft Support ResourcesLicensing Executives
• MS volume license experts providing global sales support
• Renewal analysis, program and product usage consultation
Product Champions
• Specific product knowledge of MS products lines (VSTE, MSDN, etc.)
SA Benefits Administrators
• Helping customers optimize their entitlements under SA