SHI History/ Resources
Our Founder and CEO
Who is Thai Lee?
These are the two main components of the Customer-Centric Approach. Seek to______ to Ensure _____.
What is Seek to Understand and Ensure Value?
What BANTC stands for.
What is Budget, Authority, Need, Timeline, and Competition?
Our GTM Focus Areas for 2026.
What is Networking, Datacenter, and Security
2nd President of the United States
Who is John Adams?
A group of key customers who meet with SHI's leaders to provide feedback, share insights, and help guide the company’s products, services, and strategy.
What is the Customer Advisory Board? (CAB)
A SHI-funded, pre-sales architectural review for existing customers that objectively assesses their current network environment and provides clear, prioritized recommendations to guide modernization decisions.
What is the Network Architecture Review? (NAR)
Necessary hardware in the data center even if customer is "100% in the cloud"
What is Networking hardware?
A renewal management practice that provides a custom timeline, advanced notifications, expert advice, proactive quoting, and quarterly reviews to help customers keep track of upcoming renewals and licensing expirations.
What is Proactive Renewal Management (PRM)?
The # of Planets in our Solar System
The year SHI started
What is 1989?
A reason or occurrence that forces a customer/prospect to act or make a decision.
What is a Compelling Event?
This is what D.I.P.O stands for. (From Question-Based Selling Session)
What is Discover, Impact, Profile, Obstacle?
Centralized platform developed by SHI that allows organizations to manage their entire technology lifecycle—including purchasing, tracking, and optimizing hardware, software, and cloud services—from a single, easy-to-use dashboard.
What is SHI One?
The # of Continents on Earth.
What is 7?
Customer Retention Rate at SHI
What is 99%?
SHI Funded Security Assessment that identifies gaps and overlaps in customer's environment
What is a Security Posture Review? (SPR)
Most powerful way to start a question based off the scale of powerful questions chart.
What is "what if?"
These two AI Tools helps sellers with SHI‑specific selling tasks, while the other is a general Microsoft productivity assistant. Name Both.
What is MindSpark and Copilot?
The First State in the US.
What is Delaware?
The amount of technical resources at SHI
What is 1000+?
What is the Storage Lifecycle Success Plan?
This 5 Letter Acronym is used to describe our Customer Engagement Model.
What is G.U.I.D.E. ? (goals, understand, inform, design, execute)
5 out of the 8 Keys to Active Listening
what is: slow down, ask 1 ? at time, repeat what you heard, eye contact and body language, don't think about what you want to say next, build on what they give you, be comfortable with silence, practice empathy?
Longest River in the US.
What is the Missouri River?