Subscribe for Access
SHI International has made strategic moves in late 2025, launching new partner-centric AI platforms, rolling out accessibility-driven solutions, garnering industry recognition, and solidifying alliances with tech giants.
These developments happen at a time of rapid AI adoption and hyperscaler ecosystem evolution, directly influencing core channel strategies, including sales, pricing, and customer engagement approaches.
What is happening at SHI International?
The broader ecosystem is witnessing aggressive cloud-native and AI-first transitions.
According to CRN, solutions built in partnership with leading vendors such as NVIDIA and HPE are setting the bar for channel performance and competitive differentiation. Against this backdrop, SHI’s focus on compliance, award-winning innovation, and global expansion emphasizes a deep commitment to ecosystem maturity.
“What SHI provided on their home turf is the managed service, the integration service; they bring the ecosystem together, doing part of the consulting service,” HPE Vice President of Global Hybrid Solutions Ulrich ‘Uli’ Seibold said. “I would say they are a role model. What we are doing in all our enablement workshops is talking with our partners and distributors, leveraging them to build an ecosystem. You cannot be fast enough to do all of it by yourself. You need to go into a partnership.”
Key updates
SHI’s latest announcements point to where the ecosystem is actively investing and where partner opportunity is accelerating.
- Digital AI ambassador platform (with NVIDIA and HPE): SHI launched a deployable AI ambassador platform with NVIDIA and Hewlett-Packard Enterprise, moving AI from experimentation to real customer-facing outcomes. Now, partners can attach services, models, and vertical expertise to a proven AI motion that already has enterprise trust.
- Vertiv 2024 North America partner of the year: Recognition from Vertiv highlights SHI’s strength in mission-critical infrastructure. Partners can benefit from aligning with a reliable execution partner in complex, high-stakes infrastructure and data center deals.
- 508 compliance solution with HPE, NVIDIA, and Kamiwaza: This new accessibility suite drives compliance for government and private sector digital transformation. This removes a major blocker for partners selling into government and regulated industries.
- $16B sales and AI practice expansion: SHI surpassed $16B in sales while expanding its AI capabilities. This means, greater scale and AI investment mean larger deals, more co-sell opportunities, and global execution support.
- Omdia 2025 Overall Partner of the Year: SHI was named Overall Partner of the Year by Omdia. The award reinforces SHI’s role as a trusted ecosystem connector across vendors and solutions.
- Recognition for HPE Private Cloud Smart City Solution, NVIDIA GTC: CRN spotlighted SHI’s work on HPE private cloud and smart city innovation. Partners can plug into proven, ecosystem-heavy solutions where AI, infrastructure, and public-sector needs converge.
Implications for channel leaders
SHI’s recent momentum points to a broader shift in how channel value is created, one that channel leaders should factor into their 2025 planning and partner strategy.
At the center of this shift is the move from AI experimentation to packaged, partner-led solutions. The launch of deployable AI platforms with NVIDIA and Hewlett-Packard Enterprise reflects a clear change in buyer expectations: AI must be production-ready and outcome-driven. As a result, channel leaders should prioritize partners that can operationalize AI, not just supply infrastructure or tools.
That focus on execution is echoed in SHI’s broader ecosystem strategy. “AI is unlocking possibilities we could only imagine a few years ago,” said Thai Lee, SHI President and CEO.
By pairing technology with expertise and partnerships, SHI aims to help customers lead transformation rather than simply keep pace — reinforcing the idea that AI success depends on coordinated partner delivery.
This need for coordination elevates ecosystem orchestration into a competitive advantage. SHI’s recognition from Vertiv, Omdia, and CRN reflects its ability to align multiple vendors and solution providers around shared outcomes. For channel leaders, this underscores the importance of investing in visibility, alignment, and shared execution across increasingly complex partner motions.
At the same time, compliance and infrastructure continue to act as deal accelerators. SHI’s introduction of a 508 compliance solution, alongside its strength in mission-critical infrastructure, highlights growing demand from regulated and public-sector markets. Channel leaders should ensure their partner programs are designed to support compliance-driven selling and infrastructure-heavy environments where requirements, not innovation alone, determine buying decisions.
Scale clearly plays a role in capturing these opportunities — but it is not sufficient on its own. Surpassing $16B in sales while expanding AI capabilities shows that growth is driven by pairing scale with consistent delivery excellence. Channel leaders should look beyond partner size and focus on which partners reliably turn innovation into measurable outcomes.
Finally, leadership depth and culture remain foundational to ecosystem performance. Recognition of SHI leaders signals how talent and inclusive leadership contribute to long-term partner resilience. For channel leaders, investing in enablement, leadership alignment, and durable relationships is becoming just as critical as technical capability.
Recommended actions for partners
For partners operating in — or looking to expand within — the SHI International ecosystem, the next steps should be practical and immediate:
- Package AI into outcome-led offers: Move beyond standalone AI components and build repeatable solutions aligned to SHI’s AI ambassador, private cloud, and smart infrastructure motions. Focus messaging on customer outcomes, not experimentation.
- Attach compliance early in the sales cycle: Leverage SHI’s 508 compliance solution to proactively qualify public-sector and regulated opportunities. Treat accessibility and compliance as deal accelerators, not post-sale hurdles.
- Align GTM motions with OEM and hyperscaler priorities: Tighten collaboration with NVIDIA, HPE, and infrastructure partners to ensure your solutions map directly to SHI-led initiatives and funding paths.
- Upskill delivery teams for regulated and infrastructure-heavy environments: Invest in enablement for government, healthcare, and mission-critical infrastructure use cases where buying criteria are stricter and execution risk is higher.
- Shift services toward recurring and lifecycle value: Adapt service models to support ongoing AI optimization, infrastructure management, and compliance maintenance — not just one-time implementations.
How to strengthen partner execution in the SHI International ecosystem?
As SHI’s ecosystem becomes more multi-vendor and outcome-driven, execution hinges on visibility and coordination across partners.
Ecosystem Revenue Platforms like Crossbeam can help you identify shared account overlaps within the IT infrastructure and cybersecurity ecosystem — enabling more intentional co-selling across AI, infrastructure, and cybersecurity motions.
With Crossbeam, partners can:
- Surface high-intent overlap accounts aligned to AI, compliance, and infrastructure priorities.
- Run cleaner joint pipeline reviews with shared data instead of anecdotal partner updates.
- Prioritize deals using AI-driven propensity signals to focus resources where ecosystem influence is highest.
- Reduce channel conflict and revenue leakage by aligning early on account ownership and partner roles.
In complex, multi-party deals, Crossbeam provides the connective tissue that turns ecosystem ambition into coordinated execution — helping partners accelerate pipeline, mitigate risk, and win together inside the IT infrastructure and cybersecurity ecosystem ecosystem.
What’s next for SHI International?
Ecosystem maturity will accelerate throughout 2026, with further AI-enabled automation, joint solution launches across verticals, and ongoing talent diversification. Expect more adaptive partner program requirements, broader compliance-driven service offerings, and deeper integrations between IT, AI, and cloud ecosystems.
Sign up for Crossbeam for free to see how you can leverage Ecosystem Intelligence and accelerate your channel growth within the IT infrastructure and cybersecurity ecosystem.
FAQ
- When do the new SHI ecosystem updates take effect?
Most launches and awards are effective Q4 2025 through early 2026. Check press releases for specific dates.
- What is the biggest impact for SHI’s partners?
Partners that specialize in AI integration, accessibility, compliance, and public cloud solutions will be best positioned for joint wins.
- How should partners adapt?
Use account mapping tools (like Crossbeam) to find overlaps, upskill for AI, and realign service offerings to address regulated markets.
- What is the benefit of alliances with NVIDIA, HPE, and Vertiv?
These alliances open opportunities for co-innovation, public sector expansion, and high-value digital transformation engagements.
- How will Crossbeam help with the transition?
Crossbeam streamlines identification of shared opportunities, reduces channel conflict, expands pipeline, and integrates with your CRM and PRM stack.
References
- SHI Launches Digital AI Ambassador Development Platform with NVIDIA and HPE
- SHI Named Vertiv’s 2024 North America Partner of the Year for Leadership in AI and Data Center Innovation
- Seven SHI leaders named finalists in CRN’s 2025 Women of the Year Awards
- SHI Releases 508 Compliance Solution with HPE, NVIDIA, and Kamiwaza
- SHI surpasses $16 billion in sales and expands AI capabilities through strategic investment in NStarX
- SHI Emerges As AI All-Star With A Breakthrough HPE Private Cloud Smart City Solution At Nvidia GTC
- SHI Named Omdia’s 2025 Overall Partner of the Year for Channel Leadership and Innovation
