← SHI International
SHI International role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A reseller that helps organizations buy IT hardware, software and services from many vendors in one place.
Who you'd be calling
IT directors, procurement managers and CIOs at enterprises, schools and government agencies
Your opener
“Hi [Name], this is [You] from SHI. I know I'm calling unannounced, so do you have a quick minute? We help IT teams buy hardware, software and cloud from one place, and I wanted to ask how your team handles purchasing today.”
Problems you solve for them
- Buying IT from many vendors is slow and takes lots of paperwork
- Hard to get good pricing and track software licenses
- Small IT teams don't have time to research and compare products
Discovery questions to ask
- How does your team buy software and hardware right now, and who is involved?
- How do you keep track of licenses and renewals so nothing lapses?
- What's the most frustrating part of getting a quote or a purchase approved?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll keep it brief. I only want to find out whether IT buying is a headache for your team. Could we do a quick call later this week?
“Not interested.”
→ No problem. Just curious, is that because you're happy with your current purchasing setup, or because it's not the right time?
“We already use something for that.”
→ That's common, many teams already have a reseller. What do you like about yours, and have you ever compared pricing or service on a recent quote?
“Send me an email.”
→ Happy to. What types of purchases come up most for you, hardware, software or cloud, so I can send something that's actually useful?
Competitors worth knowing
CDW, Insight Enterprises, Connection
Interview tips for this company
- A reseller doesn't make products, it sells many vendors' products plus services, so explain that clearly and say why that helps the customer.
- SHI sells to both companies and public sector buyers, so be ready to mention that government buying often follows rules and contracts.
Written from public information about SHI International to help you practice. Ask an insider what their role play looked like; it's the best prep there is.