You’ve probably seen a few of my blogs about MSP University’s live training series, and are perhaps already aware of the incredible quality and quantity of training we’re providing every week. We recently had Jeff Borovitz from VPN Dynamics; a subsidiary of Ingram Micro, with us. VPN Dynamics specializes in award-winning classroom and Live Online certification training for IT resellers and end-user technical staff. VPN Dynamics delivers vendor-authorized, network security training based in real-world experience that’s so highly regarded that the vendors themselves send their employees to attend VPN D courses.
During this first in a series of live trainings that Jeff will be presenting with us this spring, Jeff highlighted a statistic that really got my attention: Resellers with Vendor-Certified Technicians average 50-75% more gross sales of the vendor’s products than un-certified resellers. At first glance, this stat seems a tad shocking—that’s a BIG difference! I was left wondering how something as seemingly simple as a vendor certification can have such a big impact on sales volume.
As I thought about it I began to realize that there are lots of good reasons why vendor-certified resellers sell more of that vendor’s products. Some of them seem pretty obvious, but some of them may be less so:
First, vendor certification is a formal training process in which the IT reseller’s staff learns enough about the vendor’s product to really understand the kinds of business problems that the product will solve. Of course, this empowers the reseller to better position the value of that product in client engagements to win the deals.
Second, vendor certification can qualify you (depending on the specific vendor of course) for pre-sales support, marketing development funds and programs, lead lists, etc. These resources help to offset the costs of sales and marketing, and enable the reseller to penetrate more prospects faster – and ultimately close more business.
Third, vendor certification is a major credibility booster: it’s validation of your staff’s technical competence and knowledge/expertise in these solutions, especially if your client or prospect has a technical person or team on staff. This credibility also enables you to command higher rates for your service as a knowledgeable expert in those solutions.
…and that’s just to name a few.
If you’re interested in learning more about how you can get your team certified and start capturing some of that revenue, check out the recording of Jeff’s session “The Value of Vendor-Authorized Training” available for download from the On Demand Video Training page of our Premium Partner Portal at www.mspu.us. You’ll also find out about an exciting opportunity to win an Apple iPad from VPN Dynamics when you watch this recording. So check it out, and also check out the Live Training Registration page to find out what other great trainings we have coming up.
We look forward to seeing you there!