No college can properly prepare a future entrepreneur with everything he or she needs to build a successful services business in the highly competitive IT industry. That’s not a knock on the post-secondary educational system, but an acknowledgment that all the knowledge and competencies required to grow a viable solution provider practice won’t be obtained from a university education. Consider how most VARs and MSPs grow their operations. They typically follow a business development curve similar to that of other professionals, beginning with a basic understanding of the concepts needed to construct and manage an IT services organization.
While many undergo years in formal classroom settings to learn how to run a business, most IT industry experts suggest the real education comes from on-the-job experience. Of course, peer mentoring is an excellent supplement or, in many cases, an alternative. Who wouldn’t benefit from some quality time with an experienced professional who could expertly guide them through the do’s and don’ts of building a business? After all, the best instructors are typically those with a profound and personal understanding of their subject matter.
While those experts may not always have the time or necessary skills to mentor their peers, or be close enough to offer them support, those who can and do are one of the most valuable resources in the IT channel. Some may be professional coaches who specialize in helping VARs and or MSPs build better business practices. Others may belong to the same peer groups, helping co-members improve specific parts of their service or back-office operations. Either way, the solution provider gets the opportunity to work closely with someone with a first-hand understanding of running a successful channel business. Those individuals can offer tips, suggestions and warnings to help VARs improve not only their service processes and other operations but to strengthen their management skills and techniques as well.
In effect, while these mentoring sessions take on an almost internship-like feel, they allow solution providers to hone their knowledge and management skills in their own business – with immediate results. That training helps create the foundation VARs and MSPs need to construct and execute their long-term growth plans.
While the mentor approach may be the optimal training method for most developing entrepreneurs, it’s simply not an option everyone can take advantage of. Resources may be too thin to hire a coach and access to an experienced peer may not be available for a number of reasons, including competitive restrictions and distance.
That’s where programs like CompTIA Channel Training can really help. With access to a wide variety of experienced subject matter experts, the association stepped up to deliver a comprehensive catalog of IT channel-specific training sessions for its members, including live workshops and all-inclusive teaching guides. While the full portfolio is accessible to members online, a variety of these educational resources are also available to non-members. The CompTIA Channel Training program covers the latest topics from the perspective of solution providers and, after some recent additions, the vendor and distribution communities. Program resources address several key IT business practices and focus areas, including:
- Cloud Computing
- IT Security
- Managed Services
- Managed Print Services
- Mobility
- Unified Communications
- General Channel Business
- Vendors & Distributors
With a wide range of qualified business professionals on staff and a host of IT channel-specific courses on tap, the catalog of sessions is the next best thing to an in-house mentorship for solution providers. What CompTIA has done is make it easier to obtain the needed IT services management skills, with an easy-to-access, free portfolio of resources – including a number of on-demand sessions and webinars. With peer-lead sessions addressing channel-specific opportunities and challenges, the program is one of the most cost-effective ways for IT companies to accomplish their training goals. While that not may fill the role of an onsite mentor, the CompTIA Channel Training catalog is truly a valued resource that every IT services business should check out.
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.
