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A signal-driven view of SHI’s addressable market

We synthesized your ICP, mapped the addressable market, and scored every account against SHI’s buying signals. See below for a snapshot of your in-market accounts and top contacts.

Access the full dataset →

Step 01 · Understanding ICP

We analysed how SHI goes to market

Firmographics

2,000–50,000 FTE, $400M–$150B revenue
Multi-vendor, multi-entity IT estates with fragmented licensing, renewal sprawl and no asset-management discipline
US national + Canada

Verticals

Healthcare & Life Sciences
Financial Services
Education & Research
Manufacturing & Distribution

Buyer Personas

CIO
Director of IT Procurement
Head of IT Asset Management (economic)
VP Infrastructure, CISO, Finance

Step 02 · Scoring & prioritising

Every account scored against SHI’s buying signals

Gilead Sciences Biotechnology Research · 14,810 employees · California

84Fit

Signal stack 31 / 34
Firmographic fit 19 / 22
Complexity & footprint 18 / 20
Technographic 6 / 14
Strategic geo & PE 10 / 10

What fired

29 locations to standardise a platform across
316 open requisitions live on the careers site
5.8% technical staff against 14,810 employees, a clear capacity gap
CEO 10 months in seat, inside the re-evaluation window
Dell, Oracle, Servicenow in the stack

Anatomy of a score

Signal stack: open requisitions, share of headcount that is technical, CEO time in seat, recent capital or M&A events.
Firmographic fit: employees and revenue against the ICP band.
Complexity and footprint: site count and headcount.
Technographic: Microsoft, Adobe, IBM, VMware in the stack, plus legacy markers like Manual License Tracking, Spreadsheet License Management, No Software Asset Management, Shelfware.
Strategic geo and PE: New Jersey / major US enterprise hubs HQ, private equity or M&A ownership.

The secret sauce

Six signals a generic data tool cannot assemble

Landbase-native signal	Why it cannot be replicated	What the rep leads with
Job postings and IT-capacity gap	Live reqs naming Microsoft, Adobe, IBM, VMware or cloud platforms, measured against technical headcount. Shows who is mid-programme and short-staffed.	End-user computing and device lifecycleCloud licensing migration and cost control
Rival ERP and legacy stack	A rival or ageing estate marks a displacement or upgrade window rather than a cold start.	Software Asset Management and licence optimisation
Existing SHI footprint	Manual License Tracking, Spreadsheet License Management, No Software Asset Management, Shelfware identify expansion accounts where the relationship already exists.	Cloud licensing migration and cost controlSHI One platform for asset visibility
Leadership tenure, CIO or CFO	A new CIO or CFO inside 18 months is the single most reliable window for a platform decision.	New CIO or procurement lead
Multi-site and multi-entity complexity	Location count and entity spread predict consolidation pain.	Multi-site deployment and logistics
Capital events and M&A	Funding, acquisitions and carve-outs force system consolidation on a deadline.	Software Asset Management and licence optimisationCloud licensing migration and cost control

Step 03 · Building TAM

A slice of your addressable market

2,710

In-band accounts scored

2,000–50,000 employees, 4 industry suites, deduplicated on the company graph

869

Qualified market

Fit score 60 or above: the accounts worth working across the next several quarters

71

Tier-1 priority targets

Fit score 75 or above, from which the 100 named in this brief are drawn

What is actually true about those 100 accounts

Hiring surge94

Install base90

Thin IT87

PE / M&A signal73

New CEO44

Priority hub HQ44

Multi-site32

Recent CEO20

Each bar is how many of the 100 are firing that trigger today. Tier-1 accounts stack two or more inside a 90-day window, which is what separates them from a company that merely looks like a fit.

Step 04 · Mapping buyers to accounts

A snapshot of your accounts and buyers

25 of 100

#	Company	Vertical	Employees	Revenue	Sites	Fit
1	Gilead Sciences	Health & Life Sci	14,810	$29.4B	29	84
2	Lockton	Health & Life Sci	15,145	$1.3B	103	83
3	R1 RCM	Health & Life Sci	23,031	$2.3B	11	83
4	Vontier	Mfg & Distribution	6,205	$3.1B	75	83
5	IFF	Mfg & Distribution	15,243	$10.9B	102	83
6	Univar Solutions	Mfg & Distribution	9,277	$11.5B	15	83
7	Brookdale	Health & Life Sci	20,828	$3.2B	3	82
8	McCormick	Mfg & Distribution	9,223	$6.8B	56	82
9	Brown & Brown	Health & Life Sci	13,590	$5.9B	101	81
10	Corebridge Financial	Financial Svcs	5,354	$18.5B	4	81
11	Brunswick	Mfg & Distribution	9,536	$5.4B	33	81
12	Builders FirstSource	Mfg & Distribution	12,190	$15.2B	6	81
13	UT Southwestern Medical Center	Health & Life Sci	19,443	$3.1B	23	80
14	Dentsply Sirona	Health & Life Sci	11,320	$3.7B	7	80
15	OSF HealthCare	Health & Life Sci	12,515	$4.6B	21	80
16	Kindred	Health & Life Sci	13,523	$7.2B	3	80
17	Brink’s	Mfg & Distribution	10,588	$5.3B	56	80
18	Penn State Health	Health & Life Sci	8,089	$4.3B	100	79
19	KKR	Financial Svcs	11,538	$19.5B	5	79
20	Newly Weds Foods	Mfg & Distribution	2,132	$2.5B	30	79
21	Syneos Health	Health & Life Sci	23,794	$5.4B	5	78
22	HUB International	Health & Life Sci	16,229	$4.8B	16	78
23	McLaren Health Care	Health & Life Sci	9,332	$6.7B	5	78
24	Kemper	Health & Life Sci	7,013	$4.8B	5	78
25	Oak Street Health, part of CVS Health	Health & Life Sci	5,225	$2.2B	47	78

Company	Contact	Title	Buyer role	Level
Gilead Sciences	Anna Berg Asberg	SVP IT & global CIO	Economic	C-Level
Gilead Sciences	Angela Robinson	Executive Director, Head of Procurement Business Partnering & Category Management	Economic	Director
Lockton	Byron Clymer	Chief Information Officer	Economic	C-Level
Lockton	Ankita Lavande	Chief Information Security Officer	Security	C-Level
R1 RCM	Eric Tagliere	EVP and Chief Information Officer	Economic	C-Level
R1 RCM	Susan Patrick Harris	Vice President Procurement	Economic	President/Vice President
Vontier	Barak Meiri	Chief Technology Officer of Konect, Global eMobility (Gilbarco Veeder-Root, a Vontier Company)	Economic	C-Level
Vontier	Raj Samprathi	Chief Information Officer	Economic	C-Level
IFF	Alexandre Turolla	SVP CPO- Chief Procurement Officer	Economic	C-Level
IFF	Vic V.	EVP & Chief Information & Digital Officer	Champion	C-Level
Univar Solutions	Pat Jerding	SVP - Chief Information Officer	Economic	C-Level
Univar Solutions	Lee Trusty	Chief Information Security Officer	Security	C-Level
Brookdale	Tara Jones	Chief Information Officer	Economic	C-Level
Brookdale	Kayla Heins	Vice President, Procurement	Economic	President/Vice President
McCormick	Neil Robertson	Chief Technology Officer	Economic	C-Level
McCormick	Diane Ball	Global Chief Information Security Officer (CISO)	Security	C-Level
Brown & Brown	Rob Cleek	Chief Technology Officer - Employee Benefits	Economic	C-Level
Brown & Brown	Ken Deitz	Chief Information Security Officer	Security	C-Level
Corebridge Financial	Tim Tucker	SVP & Chief Procurement Officer	Economic	C-Level
Corebridge Financial	Liam Tuohey	Chief Information Officer, Life & Retirement	Economic	C-Level
Brunswick	Samir Shah	Senior Vice President and Global Chief Information Officer	Economic	C-Level
Brunswick	Melissa Farber	Deputy Chief Information Security Officer - Strategy & Compliance	Security	C-Level
Builders FirstSource	Mike McCranie	Chief Information Officer	Economic	C-Level
Builders FirstSource	Rahul Naroola	Chief Information Security Officer	Security	C-Level
UT Southwestern Medical Center	Owen Huett	Chief Information Officer of the Health System	Economic	C-Level
UT Southwestern Medical Center	DuWayne Willett	Chief Health Information Officer Associate Vice President	Champion	C-Level
Dentsply Sirona	Henry Capello	VP, Chief Information Security Officer	Security	C-Level
Dentsply Sirona	Kevin Boyle	CTO Dentsply Sirona	Champion	C-Level
OSF HealthCare	Jenny Atterberg	Chief Nursing Information Officer	Champion	C-Level
OSF HealthCare	Ray Sharp	Vice President and Associate CIO	Economic	President/Vice President
Kindred	Rick Chapman	EVP, CAO & CIO	Economic	C-Level
Kindred	Christine Albro	Senior Director Procurement & Vendor Management	Economic	Senior
Brink’s	Ronnie Banks	Deputy Chief Information Security Officer (DCISO) & Sr. Director, Global Information Security	Security	C-Level
Brink’s	Nabil Bawa	Chief Operating Officer, Head of Global Technology Business Operations	Champion	C-Level
Penn State Health	Dennis Sutterfield	SVP, Chief Information Officer	Economic	C-Level
Penn State Health	Matthew Snyder	Senior Vice President, Chief Information Security Officer & Chief Risk Officer	Security	C-Level
KKR	Ruchir Swarup	Chief Information Officer	Economic	C-Level
KKR	David Stern	Chief Information Security Officer	Security	C-Level
Newly Weds Foods	Fernando Pinho	Chief Information Officer Vice President of IT	Economic	C-Level
Newly Weds Foods	Dirk Beekman	Chief Technology Officer, V.P. R&D, Quality and Regulatory	Economic	C-Level
Syneos Health	Harpreet Bedi	SVP, Chief Technology Officer	Economic	C-Level
Syneos Health	Charles N.	Chief Information Security Officer	Security	C-Level
HUB International	Jeremy Embalabala	Chief Information Security Officer	Security	C-Level
HUB International	Christin Schlosser	Director of Benefits Procurement	Economic	Director
McLaren Health Care	Leigh Anderson	CIO & EVP	Economic	President/Vice President
McLaren Health Care	Tina Basch	VP IT Security (CISO)	Security	President/Vice President
Kemper	Kelly Coomer	EVP, Chief Information Officer	Economic	C-Level
Kemper	Lorna B.	Chief Information Security Officer	Security	C-Level
Oak Street Health, part of CVS Health	Jayesh S.	Vice President, Information Technology at Oak Street Health	Champion	President/Vice President
Oak Street Health, part of CVS Health	Erin W.	Lead Director, Tech Infrastructure	Champion	Director

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scored and SDR-ready.

A 30-minute working session covering your Tier-1 accounts, the signals behind each score, and territory-ready exports for your SDRs.

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