CompTIA Announces Expansion of Training Programs for IT Channel Companies

WASHINGTON, Aug. 3, 2011 /PRNewswire/ -- CompTIA, the non-profit trade association for the information technology (IT) industry, announced it will expand its business and technology training programs for IT channel companies to include modules in mobility technologies, social media and business foundations.

The announcement of the new training options, scheduled for availability in Q4 2011, came during the opening general session of CompTIA Breakaway, the premier annual event for the IT channel. More than 1,100 IT channel leaders are at the conference, which continues through Thursday, Aug. 4.

"We aim to serve as a trusted resource and catalyst for change, delivering excellent training programs, serving as a passionate advocate, and always being neutral and transparent," said Todd Thibodeaux, CompTIA president and chief executive officer.

"CompTIA has invested heavily in channel training and market intelligence to help you adopt new technologies and enter new markets. We've committed more than $4 million to education, training, events and research projects in 2011."

CompTIA's commitment to providing more education and training opportunities for IT channel companies is evident in this year's Breakaway program. A session Tuesday on getting into the cloud computing market attracted an overflow audience. Channel training modules were also offered in cybersecurity and unified communications, along with sessions on how to build vertical practices for government and legal services.

Breakaway Keynoter: Focus Obsessively on Customer Needs

During Tuesday's opening keynote speech, best-selling author and noted business consultant Peter Sheahan told Breakaway attendees that the biggest obstacles in the selling process are often wrong assumptions made by sellers.

"Often there is misalignment between what sellers offer and what buyers need," said Sheahan. "Before you get tactical, ask yourself if you're making the right assumptions about your customers."

Sheahan noted that more technology buying is done today by line of business executives with very little technical expertise, and not through IT departments.

"Technology to business people is a means to an end," Sheahan said. "It's the business they're interested in, not the technology. Customers will look for IT partners who can help them solve business problems."

IT Distributor Power Panel

Also Tuesday, senior executives from technology distributors Ingram Micro, ScanSource, SYNNEX and Tech Data participated in a panel discussion on the evolving relationship between distributors and technology solution providers.

What used to be a "volume-based relationship" has changed because there's more specialization in the technologies sold and vertical markets served, according to Bob Stegner, senior vice president, marketing, North America, SYNNEX.

"Small is in," he said. "We're all looking for ways to do business with you."

"Vendors are dying to get to the small business," agreed Kirk Robinson, vice president and general manager, Commercial Markets Division, Ingram Micro. "Get involved and bring your voice to the table. We're looking for it."

All four speakers agreed that the keys to a successful relationship between distributor and solution provider are communication and engagement.

"Be open and frank with us because the more we know, the better the solution we can deliver," said Greg Dixon, chief technology officer, ScanSource.

"Engaged resellers are the ones who are winning new business," added Joe Quaglia, senior vice president, U.S. marketing, Tech Data.

Among the highlights on Wednesday's agenda at Breakaway is the Channel Chiefs Power Panel, a session that will feature insights from executives from Acer, AMD, Juniper Networks and Motorola Enterprise Mobility Solutions. Training sessions continue in government sales, cloud computing, healthcare IT and managed print services. The Breakaway Technology Vendor Fair also continues. More than 160 exhibitors are spotlighting their newest products and services at the vendor fair.

About CompTIA

CompTIA is the voice of the world's information technology (IT) industry. As a non-profit trade association advancing the global interests of IT professionals and companies, CompTIA is the recognized authority for IT education and credentials and the primary advocate for IT businesses and workers. Through its foundation, CompTIA also enables disadvantaged populations to gain the skills they need for employment in the IT industry. CompTIA's vision of the IT landscape is shaped by more than 25 years of global perspective and more than 2,000 members and 1,000 business partners. For more information, visit www.comptia.org or follow CompTIA on Twitter at http://www.twitter.com/comptia.  

SOURCE CompTIA