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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

R1 RCM Hospitals and Health Care · 23,031 employees · Illinois

89Fit

Signal stack 34 / 34
Firmographic fit 22 / 22
Complexity & footprint 15 / 20
Technographic 8 / 14
Strategic geo & PE 10 / 10

What fired

372 open requisitions live on the careers site
3.6% technical staff against 23,031 employees, a clear capacity gap
CEO 10 months in seat, inside the re-evaluation window
Data Ai, Enterprise App, Itsm in the stack
New Jersey / major US enterprise hubs HQ (Illinois)

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 Citrix Xenapp, Novell, COBOL, Windows 7.
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	Citrix Xenapp, Novell, COBOL, Windows 7 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

1,203

Qualified market

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

194

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

Install base98

Hiring surge94

Thin IT84

PE / M&A signal74

Priority hub HQ43

New CEO40

Multi-site30

Legacy / EOL tech29

Recent CEO27

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	R1 RCM	Health & Life Sci	23,031	$2.3B	11	89
2	Kemper	Health & Life Sci	7,013	$4.8B	5	88
3	MSC Industrial Supply	Mfg & Distribution	5,945	$3.8B	11	88
4	IFF	Mfg & Distribution	15,243	$10.9B	102	88
5	Univar Solutions	Mfg & Distribution	9,277	$11.5B	15	88
6	Gilead Sciences	Health & Life Sci	14,810	$29.4B	29	87
7	McLaren Health Care	Health & Life Sci	9,332	$6.7B	5	87
8	McCormick	Mfg & Distribution	9,223	$6.8B	56	87
9	Lockton	Health & Life Sci	15,145	$1.3B	103	86
10	Brown & Brown	Health & Life Sci	13,590	$5.9B	101	86
11	Aspen Dental	Health & Life Sci	9,763	$650M	3	86
12	Vontier	Mfg & Distribution	6,205	$3.1B	75	86
13	Builders FirstSource	Mfg & Distribution	12,190	$15.2B	6	86
14	Ascensus	Financial Svcs	5,799	$2.0B	8	85
15	Intact	Health & Life Sci	21,762	$18.3B	13	84
16	Community Health Network	Health & Life Sci	8,923	$3M	9	84
17	Corebridge Financial	Financial Svcs	5,354	$18.5B	4	84
18	KKR	Financial Svcs	11,538	$19.5B	5	84
19	Brink’s	Mfg & Distribution	10,588	$5.3B	56	84
20	Lincare	Health & Life Sci	5,904	$2.0B	5	83
21	Kindred	Health & Life Sci	13,523	$7.2B	3	83
22	Brookdale	Health & Life Sci	20,828	$3.2B	3	83
23	CareOne	Health & Life Sci	2,397	$465M	53	83
24	Brunswick	Mfg & Distribution	9,536	$5.4B	33	83
25	Syneos Health	Health & Life Sci	23,794	$5.4B	5	82

Company	Contact	Title	Buyer role	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
Kemper	Kelly Coomer	EVP, Chief Information Officer	Economic	C-Level
Kemper	Lorna B.	Chief Information Security Officer	Security	C-Level
MSC Industrial Supply	John Reichelt	Chief Information Officer Digital	Economic	C-Level
MSC Industrial Supply	Benjamin Girard	Senior Director of Cyber Security	Security	Senior
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
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
McLaren Health Care	Leigh Anderson	CIO & EVP	Economic	President/Vice President
McLaren Health Care	Tina Basch	VP IT Security (CISO)	Security	President/Vice President
McCormick	Neil Robertson	Chief Technology Officer	Economic	C-Level
McCormick	Diane Ball	Global Chief Information Security Officer (CISO)	Security	C-Level
Lockton	Byron Clymer	Chief Information Officer	Economic	C-Level
Lockton	Ankita Lavande	Chief Information Security Officer	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
Aspen Dental	James Shriver	IT Director, Product Management and Design	Economic	Director
Aspen Dental	Andrew Robinson	Vice President of Field Lab Operations	Sponsor	C-Level
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
Builders FirstSource	Mike McCranie	Chief Information Officer	Economic	C-Level
Builders FirstSource	Rahul Naroola	Chief Information Security Officer	Security	C-Level
Ascensus	Karen Longshore	Chief Information Officer	Economic	C-Level
Ascensus	Alex Petrow	Chief Information Security Officer (CISO)	Security	C-Level
Intact	Ranji N.	Chief Information Officer Canada	Economic	C-Level
Intact	Marie-Josee Sylvestre	Vice President Finance and Procurement	Economic	President/Vice President
Community Health Network	Rick Copple	VP & CTO	Champion	President/Vice President
Community Health Network	Alex Butler	Director, Strategic Sourcing	Economic	Director
Corebridge Financial	Tim Tucker	SVP & Chief Procurement Officer	Economic	C-Level
Corebridge Financial	Liam Tuohey	Chief Information Officer, Life & Retirement	Economic	C-Level
KKR	Ruchir Swarup	Chief Information Officer	Economic	C-Level
KKR	David Stern	Chief Information Security Officer	Security	C-Level
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
Lincare	Prentis Brooks	Head Of Information Security	Security	Head
Lincare	Jacob Karr	Director of Procurement	Economic	Director
Kindred	Rick Chapman	EVP, CAO & CIO	Economic	C-Level
Kindred	Christine Albro	Senior Director Procurement & Vendor Management	Economic	Senior
Brookdale	Tara Jones	Chief Information Officer	Economic	C-Level
Brookdale	Kayla Heins	Vice President, Procurement	Economic	President/Vice President
CareOne	Michael Spector	Senior VP of Corporate Procurement & Culinary Services	Economic	President/Vice President
CareOne	Kristen Riley	Director of Information Technology	Economic	Director
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
Syneos Health	Harpreet Bedi	SVP, Chief Technology Officer	Economic	C-Level
Syneos Health	Charles N.	Chief Information Security Officer	Security	C-Level

See your full SHI TAM,
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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