Set Yourself Apart with Effective Learning and Enablement Strategies
When looking for an implementation partner, customers have a lot to choose from. And, on paper, it can look like a lot of partners have the same capabilities.
That’s why it’s crucial to determine ways to stand out. One of the best ways? Make sure that your people are highly qualified and have preeminent skills. A quality training and enablement program along with a high percent of your staff who have achieved certification can help you to stand out in an increasingly crowded market.
In addition, training and certification can improve IT channel professionals’ salaries which in turn increases employee satisfaction as well as their commitment to high-quality client delivery. In the 2017 Channel Futures technology survey report, IT channel pros said their salaries were holding steady, but that training was often the difference between a base salary increase and status quo. In the 2018 version of the study, of the respondents who enjoyed a salary increase, 15 percent said drivers for the salary bump were new certifications and skills development.
Just as training and certification can be the tipping point in whether an employee stays at a company or not, so, too, can they be the tipping point for a client trying to decide among Partner A, B and C (and D and E and F …).
But not just any training works.
There is an alphabet soup of certifications that are pretty much expected these days. In other words, you must have those certs to be in the game. But, to win, look to add enablement and certification in up-and-coming fields—the ones potential customers know they need to be involved in but know nothing about themselves.
Again, going back to the 2017 survey, training on “burgeoning” new technology such as artificial intelligence, the Internet of Things and containers played a big role in salary increases: “22% of respondents said their gross annual salaries increased due to new skills development or new certifications,” stated the survey report. “Indeed, education and training are making a significant impact on salaries …”