The toughest thing about creating a quality reputation is the time and commitment it takes to build it. That’s nothing new to those business owners who have labored for years, providing superior service to their clients each and every day. Successful solution providers are quick to stress the importance of building trust by focusing on critical customer interactions, including honest and open communications.
Of course technical expertise and effective support are also crucial elements, forming the three legs of well-defined and properly executed business plan. Trust isn’t something you can buy, for an individual or a company. It has to be earned the old-fashioned way, by backing up your words with your actions. That doesn’t mean solution providers can’t supplement those actions. Business accreditations have long demonstrated the ability to enhance an organization’s standing in the industry and, more importantly, with current and prospective clients. With few exceptions, the official endorsement of a company’s practices by a respected trade organization instills confidence and creates a great marketing opportunity.
Designed by solution providers, vendors and other industry professionals, the CompTIA Trustmark program offers business accreditations covering different segments of the IT channel. Why should a VAR or MSP pursue one or more of these endorsements? Quite simply, Trustmarks will help separate them from the thousands of other IT services organizations doing business today.
Build a Channel of Accredited Partners
Vendor and distributors play a big part in the Trustmark program, encouraging partners and prospects to validate their professional standing in their areas of expertise. Solution providers with a strong business practice are more likely to sell more services, at a higher profit. That creates more opportunity for manufacturers and distributors, so Trustmark holders are more apt to make valuable partners.
The list of solution providers that have attained the Security Trustmark designation is growing quickly, with more than 40 companies, including Alvaka Networks of Irvine, CA; Connecting Point of Greeley, CO; Jenaly Technology Group of Portsmouth, NH; and the TeamLogic IT franchise team. The directory of MSP Partners Trustmark holders is almost as long and gaining rapidly. This elite group includes a number of respected solution providers, including Anchor Network Solutions of Lone Tree, CO; ARRC Technology of Bakersfield, CA; and Third Eye Technologies of Nanuet, NY.
Now vendors and distributors can play a greater role in getting their partners through the business credential process. CompTIA developed several new resources that directly involve and benefit both parties, helping solution providers successfully complete the Trustmark programs and improve the sales opportunities for all. It’s a flexible portfolio of resources, intended to encourage channel participation while strengthening industry best practices and standards.
- Custom Webinars: As part of the program, CompTIA will tailor a session with information and ideas that meet the specific needs of each vendor’s and distributor’s partner community. Our team will even identify and schedule a unique panel for the session, industry experts who can share tips and best practices relating to the credential while linking each to the sponsoring company’s resources.
- Trustmark bundles: Another CompTIA benefit is the ability for vendors and distributors to offer credential and membership packages to their partners. That includes a co-branded landing page (like this Kaseya site) and other promotional materials, all created by our team for distribution to each company’s partner network. That’s a win-win-win proposition; with benefits to solution providers, vendors and distributors, and even CompTIA.
- Campaign ready Trustmark kit: This package pulls together all the resources for the CompTIA credential and membership programs, including the promotional materials for vendors and distributors to get the word out. And a $100 discount for partners is part of the program!
By following best practices and adhering to the industry standards, solution providers increase the chances they’ll be profitable in the long-term. That’s the value of a business credential such as the Trustmark, encouraging VARs and MSPs to tighten their procedures and to tweak their business model for optimal success. Every vendor (and distributor) understands that concept.
Interested in developing a Trustmark program for your partners? Contact Robert Henry, senior Trustmark sales manager at rhenry@comptia.org or 630-678-8338.
