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Certifications, Enablement and Training Help Optimize Deployments

Tuesday, January 27, 2015

By Maurice Hamilton, Vice President, Technical Services at Tech Data

Rapid growth in areas like converged infrastructure, virtualization, migration, cloud and security continues to drive demand for certification, education and training. The forecasted market growth in these areas will require the expansion of professional services and expert Systems Engineers to help meet the demand, as well as a business model and strategy that differentiates the solution providers’ value proposition and provides a competitive edge. Now more than ever, solution providers need the certifications and business training necessary to be the trusted advisors their clients need.

To enable solution providers through the process, we recommend offering a two-pronged approach—combining certifications and related education with real-world application experience. In order to be a trusted advisor in the IT channel, adding to certifications with hands-on training provides greater value.

We recognize the value that shadowing and hands-on training provides in creating comprehensive deployments. At Tech Data, we provide extensive education and enablement training through our Solutions Center—a 6,000 square-foot proof-of-concept facility where solution providers and their end-user customers can experience the latest technology that our vendor partners have to offer. The Solutions Center provides the latest technologies, proof-of-concept, technology seminars, video conferencing, consultative sessions, training and remote demos. In the Solutions Center, partners can earn certifications, view demos and learn about the newest innovations in technologies across key vertical markets.

Tech Data also helps reseller partners scale and expand their business through complementary services when and where reach is needed. For example, Tech Data is an authorized Channel Service Provider (CSP) for HP and performs HP 3PAR StoreServ Storage installation and startup services on behalf of authorized HP solution providers. As an authorized HP ServiceOne delivery partner, we enable solution providers to increase engagement with their end-user customers, expand their HP Technology Services portfolio, and grow profitability through the program. Our professional services offerings also provides more of a focus on concept-to-completion solutions across the entire HP Converged Infrastructure ecosystem, helping solution providers embrace and capitalize on the latest technology trends.

Our partnership with HP is an example of how a distributor can help a solution provider expand their reach into new markets and offer not only the training needed for success, but also the augmented services. In fact, due to the growing need for these services, Tech Data is adding more dedicated Systems Engineers for HP-authorized solution providers.

There are many ways for solution providers to grow their business—and a distributor is a perfect partner throughout the process. Whomever your preferred distributor, make sure you ask the right questions about dedicated support, enablement and training. All of these elements are very important to your success.