CompTIA Announces Expansion of Training Programs

CompTIA, the non-profit trade association for the information innovation industry, announced it will expand its business and innovation training programs for IT channel companies to include modules in mobility technologies, social media and business foundations.

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 as well offered in cybersecurity and unified communications, along with sessions on how to build vertical practices for government and legal services.

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.

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

Means to an end

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

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

The small business

"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 research officer, ScanSource.

The ones who are winning new business

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