Case Study: SHI International Corp. achieves streamlined purchasing and stronger customer relationships with SAP Ariba

SHI International Corp. Enhancing Customer Relationships While Streamlining Purchasing Processes

SHI International Corp., a $6 billion global provider of IT products and services, needed a way to strengthen customer relationships while simplifying and centralizing its purchasing processes. Account manager Tammy Elliott was initially cautious about e‑commerce—worried about loss of control, meeting customer expectations, and risking relationships—but the company sought a solution that would scale order volume and improve service.

By adopting SAP Ariba solutions and transacting on the Ariba Network, SHI centralized procurement, automated transactions, and freed Elliott to act more as a consultant than an order-taker. The change helped her team generate more than $55 million in annual revenue, doubled revenue and tripled transactions with key customer AGCO, delivered customer savings (including 20% on software and tens of thousands on monitor purchases), cut costs, and significantly increased electronic transaction volume.

SHI International Corp.

Tammy Elliott

Enterprise Account Executive