Some of those advancements have come about so quickly that they have become commoditized almost overnight, leaving less opportunity for the IT channel. For example, the growth of managed services and cloud computing have made it harder for regional solution providers to distinguish their businesses from those of larger nationwide organizations. Without personalized services and a professional edge, smaller VARs and MSPs will have difficulty competing for new clients in the future.
It comes as no surprise that business executives also struggle to understand this transformation of IT, which explains why certifications and business credentials have continued to grow in value the past few years. That trend isn’t likely to slow anytime soon. Small businesses are eager to adopt the same virtual technologies and mobility solutions that enterprise organizations have been leveraging to improve their operational efficiencies. They want the same benefits, but they don’t often have the technological teams with the right skills and abilities to tackle new technologies.
That’s why certifications or business credentials in those specialties are so attractive. The accreditation process is managed by external entities (such as CompTIA) which, in effect, make them objective measures of an individual’s or company’s capabilities. When two companies propose similar services and both appear to be reputable, the solution provider business with relevant certifications may have the upper hand—especially when it comes to new services such as cloud and mobility.
Accreditation adds weight to solution providers’ business practices, allowing them to validate investment in training and promote their expertise. According to a 2011 survey by Information Security Leaders, more than 80 percent of accredited individuals believe that holding a certification gives them an edge over similarly qualified peers. That same perception applies to the companies that employ them. Organizations with a high number of certified employees often promote that fact and, when that proficiency is in a new technology field, it creates a true differentiator. After all, would you feel better trusting your car to an ASE-certified mechanic with an expertise in transmissions, or someone who just tells you they can fix it?
Successful CompTIA community initiatives have led to a number of new certifications and business accreditations that help solution providers differentiate their business and get a leg up on the competition. Recent and upcoming programs include:
- Mobility: CompTIA will address the best practice and verification needs of solution providers with a suite of credentials in 2012.
- MSP Partners Trustmark: This business credential qualifies and differentiates organizations that provide on-premise IT services via a managed services business model.
- CompTIA Cloud Essentials Certification: An individual certification with a business and technical perspective includes the steps to move to and govern cloud solutions.
- CompTIA Green IT Certification: It ensures that individuals have the knowledge and skills necessary to implement environmentally sound techniques within an organization's IT infrastructure.
- CompTIA Healthcare IT Technician Certification: It covers the knowledge and skills required to implement, deploy, and support healthcare IT systems in various clinical settings.
In addition to the new credentials and certifications, CompTIA has upgraded the related programs and testing this year. EVP of Skills Certification Terry Erdle outlined a number of the changes in this podcast, including the addition of performance-based objects to certifications. The new process includes the ability to measure somebody’s actual skills to perform a function, rather than just their knowledge of the subject.
Business transformation is a major factor in certification and accreditation, forcing traditional solution providers to up their game to remain competitive with larger providers and direct-market organizations. Carolyn April, director of industry analysis for CompTIA, highlighted some of the issues in a recent podcast, including the pressures being exerted by small business customers and the need to continually improve efficiencies. That’s where business credentials such as the CompTIA Security Trustmark and MSP Partners Trustmark can benefit solution providers, requiring recipients to meet industry best practices and process standards that will help them stay ahead of the curve.
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 industry alliances director with Autotask. Contact Brian at Bsherman@techsuccesscommunications.com.
