HIGH-COST OF CERTIFICATION

High cost means lesser certified people...

Certification programs are very expensive. Often, capable and well-deserving
partners are deprived of certifications simply because of its high price. This
in turn, makes them lose out on lucrative deals, as most corporates expect a
certain number of certified members on the team implementing their solution.

“Certification programs are expensive and often deserving partners can’t go for it, which in turn, makes them lose out on lucrative deals” Ujwal Andhari Softcell Technologies

Reimburse partners for certification...

All vendors should emulate what IBM is doing currently. IBM is providing
certification program called, ‘You Pass, We Pay’. Here, the partner deputes
his employee for certification and pays the program fees. After the employee is
certified, IBM reimburses the partner the program fee. This way, channel
partners get to certify more of their employees and get more business for the
vendor as well.

Subsidize certification for developing countries...

Certification programs cost anything from Rs 40,000 to Rs 1 lakh. Partners
don’t have the deep pockets to spend so much money on certifying one employee.
Especially because the channel partners fear that the employee might leave the
organization after the program and the partner will have to get another employee
certified. Vendors should subsidize certification programs in India by over 60%
to make it economically feasible.

Overseas trainers cost a bomb...

Often, vendors get trainers from outside India, which adds to the overheads
of the certification program. It would be better if vendors train their own
certification group and they impart training on partners in the country. This
will bring down the cost of certification programs, as the vendors don’t have
to finance the trainer’s accommodation, travel and other expenses.

Give certified partners the preference...

Vendors should forward referrals to partners who have invested in certifying
their employees on the vendor’s technology. This will ensure that the partners
will get a better RoI from the program. Such a move will also motivate partners
as they will get good orders from corporate and government segments.

Free low-end certification programs...

Vendors should give low-end certification to the sales and marketing team
free of cost. This will be beneficial to vendor because more the number of
people they certify, more the business they will get. These certified people
will implement the vendor’s solutions wherever they go.

Certification programs are correctly priced...

Pre-sales and sales programs are offered free of cost. But certification
programs for implementation of solutions are charged. It would be wrong to say
that these programs are highly priced, since the partner generates good revenues
from the implementation of a solution, post-certification. The high-pricing of a
certification is a perceived notion.

“Certifications help partners to bag lucrative orders and generate revenue on their successful implementation” Aubrey Corda Director, Partnerships and Alliances, Computer Associates India

No need for vendors to reimburse partners...

Vendors need to certify their partners to improve their technology’s
visibility in the market. But at the same time, these certifications help
partners to bag lucrative orders and generate revenue as well from the service
aspect of the implementation. So there is no need for a vendor to reimburse the
partner. However, if the service is given free with the product and the partner
does not make any revenues, then reimbursement can be considered.

Certification pricing depends on the market...

Vendors price their certification programs purely on how much the market can
afford and absorb. The pricing of programs therefore vary in different countries
and therefore there is no call for subsidizing these programs further.

Imparting competency locally...

It is true that getting a trainer from abroad can be a big overhead for a
vendor. This is why Computer Associates has taken the step of imparting
competency and creating skills locally.

Certified partners get preference naturally...

A vendor will give preferential treatment to certified partners because
these are well qualified to handle orders. This may not be put down in policy,
but it is natural as the vendor has confidence in the partner’s grasp of
technology. And a basketful of good orders naturally motivate partners to get
more of thier people certified.

Partners worry about certified employees quitting...

Rather than the high cost of certification, partners are more worried about
certified employees leaving the job. In such a scenario, the partner will have
to get other employees certified. This is why some partners don’t invest in
certification.