ChannelTrends: Examining the Impact of IT Industry Business Credentials

People typically buy from those they trust and most industries recognize the companies that do more to earn that type of confidence from their customers. Perhaps that’s why business credentials have become more prominent in the IT community, with solution providers and vendors looking for new ways to validate the processes they put in place to offer top-quality services and products. After all, few accolades speak as loudly to current and prospective customers and other business partners as an endorsement from a well-respected group or industry association.

Of course, that may not be the key ingredient to every organization’s success, but it was central to New Millennium Technology Services president Frank Bravata’s managed services strategy. In his quest to gain prestige for his business and ensure that his team was well versed in and implementing industry best practices, he spent a lot of time reaching his options. His vision was to make this company’s name synonymous with managed services in the Long Island, NY, area; to stand out among a growing list of local and national providers targeting the area. What Bravata discovered was that the options available to B2B computer support organizations were extremely limited, with too narrow a scope to make an impact on his current and prospective customers.

“Without licensing requirements or similarly regulated standards in place for the IT industry, I looked for a highly reputable alternative that could validate our business practices and help boost our company’s presence and marketability,” Bravata said. After receiving information on the then-new CompTIA MSP Partners Trustmark and completing due diligence on the program and the benefits it offered successful applicants, he signed up quickly.

While the process was challenging at times, he understood the business value behind each step his team was asked to complete along the way. In March 2012, after fulfilling each and every program requirement, New Millennium Technology Services was added to the elite list of MSP Partners Trustmark holders. “CompTIA helped us as we went through the credentialing process and ensured that we were doing everything right, and we learned so much about the other association benefits that we became members right away,” he said.

Of course, receiving the Trustmark wasn’t the last step in helping Bravata accomplish his goals. The company put together a comprehensive marketing push to promote its new status and grow the business. As a credential holder, he was able to leverage resources in the MSP Partner Trustmark portal to spread the news and enhance the organization’s reputation in Long Island. New Millennium created and distributed a press release on its accomplishment, which was covered in the local media; added the official Trustmark logo to its company website, messaging and emails as validation of the company’s proficiencies; and explained the value of the credential to clients and prospects using program materials such as email and print letter templates.

This was just the beginning. Shortly after receiving the Trustmark, New Millennium was nominated for and won the 2012 Hauppauge Industrial Association Business Achievement Rookie of the Year award. While this is a remarkable honor, it’s even more impressive considering that the two-employee organization competed with 80 employee businesses for the distinction.

Bravata feels strongly that the CompTIA MSP Partners Trustmark, combined with the positive press it received for the association award, helped them secure a major contract with a new business client. “We were competing with 12 to 15 competitors to replace the IT team for the Tribal Council of Shinnecock Indian Nation, which we may not have won without the Trustmark and all the accolades that came with it,” he said. That contract not only boosted the company’s revenue significantly, but pushed it to expand its staff to five full-time employees and add a part-time marketing professional to continue its success.

New Millennium Technology Services provides a great example of how solution providers can best leverage industry business credentials to raise their process efficiencies, improve their standing in the industry and promote their enhanced capabilities. That’s why CompTIA Trustmarks have become such great differentiators, empowering professionals who offer managed services, managed print services and security – with more options on the way.

Brian Sherman is founder of Tech Success Communications, specializing in editorial content and consulting for the IT channel. His previous roles include chief editor at Business Solutions magazine and senior director of industry alliances with Autotask. Contact Brian at Bsherman@techsuccesscommunications.com.