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IT Channel Training Catalog


Strengthen, Grow and Diversify your Knowledge Base with CompTIA Channel Training The IT landscape is ever changing and CompTIA Channel Training is keeping pace. Welcome to the Spring 2012 CompTIA Channel Training catalog. At CompTIA, we continue to create new educational products that meet the growing needs of our membership. We’re extremely proud to have created and released more than 250 new channel training products in 2011. As always, these pieces were developed under the direction of our valued CompTIA members. This catalog offers a full portfolio of channel training including live workshops, printed and downloadable training guides and business credentials brought to life by the CompTIA Faculty – an elite group of channel veterans, vetted and selected by their peers for their knowledge, experience and superb delivery skills. If you’re a CompTIA vendor or distributor member, use our educational content to provide your partner base with fundamental skills and information before layering your product or service-specific training on top. CompTIA training also gives your internal staff important insight on what your channel partners experience when building a new practice. If you’re a solution provider, use our educational trainings to strengthen, grow and diversify your business. Our full suite of educational products can also be found online at www.comptia.org. Sincerely,

Kelly Ricker Senior Vice President, Events and Education, CompTIA


About CompTIA Channel Training CompTIA training content and materials are the result of a collaborative, CompTIA community-led development effort. An advisory group of channel leaders and technical experts identified training goals and objectives, while education specialists carried out development work based on the insights and information provided by the advisory group and other subject matter experts. CompTIA adheres to this industryleading development process to offer the IT channel relevant, timely content presented in an interactive format that caters to the way adults learn best.

IT Channel Training Catalog Spring 2012


Table of Contents About CompTIA Channel Training................................................................................................................................................ 4 Live Channel Training...........................................................................................................................................................................................................4

Channel Training Guides......................................................................................................................................................................................................4 Market Intelligence................................................................................................................................................................................................................4 Additional Resources............................................................................................................................................................................................................ 5 Business Credentials for the IT Channel........................................................................................................................................................................ 5 CompTIA Certifications.......................................................................................................................................................................................................6

Cloud Computing.............................................................................................................................................................................7 Live Channel Training........................................................................................................................................................................................................... 7 Cloud Computing Channel Training Course.................................................................................................................................................... 7 Quick Start Session to Cloud Computing........................................................................................................................................................8 Quick Start Session to Virtualization.................................................................................................................................................................8 Channel Training Guides......................................................................................................................................................................................................8 10-Week Guide to Cloud Computing.................................................................................................................................................................8 Quick Start Guide to Cloud Computing...........................................................................................................................................................9 Quick Start Guide to Virtualization....................................................................................................................................................................9 Market Intelligence................................................................................................................................................................................................................9 Research Study: Cloud Computing: Pulling Back the Curtain.................................................................................................................9 Research Study: Annual Trends in Cloud Computing . ..............................................................................................................................9 Research Study: An Introduction to Virtualization......................................................................................................................................9 Additional Resources.......................................................................................................................................................................................................... 10

Government IT .................................................................................................................................................................................11

Live Channel Training...........................................................................................................................................................................................................11 Quick Start Guide to Winning IT Business from State and Local Governments...............................................................................11 Channel Training Guides......................................................................................................................................................................................................11 Quick Start Guide to IT Business Opportunities with U.S. Governments............................................................................................11 Market Intelligence................................................................................................................................................................................................................11 Research Study: Annual U.S. Government IT Purchase Plans..................................................................................................................11

Healthcare IT ................................................................................................................................................................................ 12

Live Channel Training..........................................................................................................................................................................................................12 Healthcare IT Channel Training Course............................................................................................................................................................12 Quick Start Session to Healthcare IT................................................................................................................................................................13 Channel Training Guides.....................................................................................................................................................................................................13 10-Week Guide to Healthcare IT.........................................................................................................................................................................13 Quick Start Guide to Healthcare IT...................................................................................................................................................................13 CompTIA Healthcare IT Ambulatory Workflow Overview.......................................................................................................................13 Market Intelligence.............................................................................................................................................................................................................. 14 Research Study: Annual Healthcare IT Market Insights and Opportunities..................................................................................... 14 Additional Resources.......................................................................................................................................................................................................... 14

IT Security

................................................................................................................................................................................ 15

Live Channel Training..........................................................................................................................................................................................................15 IT Security Channel Training Course.................................................................................................................................................................15 CompTIA Security Trustmark Workshop........................................................................................................................................................15 How to Leverage the CompTIA Security Trustmark in Your Business................................................................................................ 16 Quick Start Session to IT Security.................................................................................................................................................................... 16 Channel Training Guides.................................................................................................................................................................................................... 16 10-Week Guide to Accelerating Your IT Security Business..................................................................................................................... 16 Quick Start Guide to CompTIA Security Trustmark...................................................................................................................................17 Quick Start Session to IT Security.....................................................................................................................................................................17 Market Intelligence...............................................................................................................................................................................................................17 Research Study: 2012 Security Trends.............................................................................................................................................................17 Research Study: 8th Annual Global Security Trends..................................................................................................................................17 Additional Resources...........................................................................................................................................................................................................17

Legal IT Services............................................................................................................................................................................ 18

Live Channel Training......................................................................................................................................................................................................... 18 Legal IT Services Channel Training Course................................................................................................................................................... 18 Quick Start Session to Legal IT Services........................................................................................................................................................ 18 Channel Training Guides.................................................................................................................................................................................................... 19 10-Week Guide to Building a Legal IT Services Practice�........................................................................................................................ 19 Quick Start Guide to Legal IT Services........................................................................................................................................................... 19 Market Intelligence.............................................................................................................................................................................................................. 19 Research Study: IT Opportunities in the Legal Services Market........................................................................................................... 19

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Managed Services......................................................................................................................................................................... 20 Live Channel Training........................................................................................................................................................................................................ 20 CompTIA MSP Partners Trustmark Workshop............................................................................................................................................ 20 Preparing for the CompTIA MSP Partners Trustmark.............................................................................................................................. 20 Quick Start Session to Managed IT Services............................................................................................................................................... 20 Channel Training Guides.....................................................................................................................................................................................................21 10-Week Guide to Transitioning to Managed Services..............................................................................................................................21 Quick Start Guide to Managed Services.........................................................................................................................................................21 Quick Start Guide to MSP Partners Trustmark..............................................................................................................................................21 Market Intelligence...............................................................................................................................................................................................................21 Research Study: Managed Services Trends...................................................................................................................................................21 Additional Resources...........................................................................................................................................................................................................21

Managed Print Services................................................................................................................................................................ 22 Live Channel Training.........................................................................................................................................................................................................22 Quick Start Session to Managed Print Services..........................................................................................................................................22 Channel Training Guides....................................................................................................................................................................................................22 Quick Start Guide to Managed Print Services..............................................................................................................................................22 Market Intelligence..............................................................................................................................................................................................................22 Research Study: Examining the Print and Document Management Market....................................................................................22 Additional Resources..........................................................................................................................................................................................................22

Mobility

............................................................................................................................................................................... 23

Live Channel Training.........................................................................................................................................................................................................23 Mobility Channel Training Course: Maximizing Your Mobile Management Solutions...................................................................23 Quick Start Session to Crafting a Mobility Offering................................................................................................................................. 24 Channel Training Guides................................................................................................................................................................................................... 24 10-Week Guide to Mobility.................................................................................................................................................................................. 24 Quick Start Guide to Crafting a Mobility Offering..................................................................................................................................... 24 Market Intelligence............................................................................................................................................................................................................. 24 Research Study: Trends in Mobility ................................................................................................................................................................ 24

Unified Communications.............................................................................................................................................................. 25

Live Channel Training.........................................................................................................................................................................................................25 Unified Communications Channel Training Course....................................................................................................................................25 Quick Start Session to Unified Communications....................................................................................................................................... 26 Channel Training Guides................................................................................................................................................................................................... 26 10-Week Guide to Unified Communications................................................................................................................................................ 26 Quick Start Guide to Unified Communications.......................................................................................................................................... 26 Market Intelligence..............................................................................................................................................................................................................27 Research Study: Unified Communications and Collaboration Market Trends.................................................................................27 Additional Resources..........................................................................................................................................................................................................27

General Channel Business............................................................................................................................................................ 28 Live Channel Training........................................................................................................................................................................................................ 28 Social Strategies for the Managed Services Provider.............................................................................................................................. 28 Quick Start Session to Social Strategies for Business Use..................................................................................................................... 29 Quick Start Session to Entering a New Vertical Market.......................................................................................................................... 29 Quick Start Session to Social Media for Marketing................................................................................................................................... 29 Channel Training Guides................................................................................................................................................................................................... 30 10-Week Guide to Social Strategies for the Managed Services Provider......................................................................................... 30 Quick Start Guide to Social Strategies for Business Use........................................................................................................................ 30 Quick Start Guide to Entering a New Vertical Market............................................................................................................................. 30 Quick Start Guide to Operational Efficiency............................................................................................................................................... 30 Quick Start Guide to Social Media for Marketing...................................................................................................................................... 30 Market Intelligence...............................................................................................................................................................................................................31 Research Study: 2012 Business Outlook.........................................................................................................................................................31 Research Study: Annual Small and Medium Business Technology Adoption Trends....................................................................31 Research Study: Channel Partners Program..................................................................................................................................................31 Research Study: IT Opportunities in the Education Market....................................................................................................................31 Additional Resources...........................................................................................................................................................................................................31

CompTIA Faculty........................................................................................................................................................................... 32 Vendors & Distributors: Getting the Most Out of CompTIA Education................................................................................ 33 CompTIA Membership Benefits.................................................................................................................................................. 34

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Training Terminology – Find Exactly What You Want CompTIA Live Channel Training CompTIA Channel Training Courses CompTIA Channel Training Courses are taught by CompTIA Faculty -- an elite group of channel veterans serving as Authorized Instructors of CompTIA content. Each module is intended to help IT solution providers enhance their current businesses with successful niche practices. Solution providers walk away with new strategies for building their businesses, learn best practices from an expert instructor, and experience ample opportunities for interacting with and learning from their peers. Upon completion of each module, a solution provider earns a CompTIA Education Credit.

CompTIA Quick Start Sessions CompTIA Quick Start Sessions are 45-60 minute faculty-led presentations that offer solution providers a simple, how-to approach to starting a new business model or practice. These sessions are based on content from the CompTIA Quick Start Guides.

CompTIA Channel Training Guides CompTIA 10-Week Guides CompTIA 10-Week Guides are comprehensive self-study guides. When a solution provider is about to start a new business practice or implement a new service offering, one of the most crucial steps is to build a comprehensive plan. CompTIA 10-Week Guides lead solution providers through a series of steps designed to get that part of their business up and running. Using best practices from industry experts, these self-study guides provide actionable steps that help ensure success.

CompTIA Quick Start Guides Our free Quick Start Guides offer IT solution providers step-by-step instructions in a particular technology or market. Each guide provides an overview of market opportunities, industry best practices, actionable advice from those who have been successful in that particular business segment, and a valuable checklist of resources needed to build an IT practice.

CompTIA Market Intelligence CompTIA provides a steady stream of market intelligence and research designed to keep your company “in the know” on industry trends, customer needs and pain points, technology adoption drivers and channel developments. Every year, at least 15 new CompTIA market intelligence and research studies provide members with timely, relevant data and assessments that can be immediately incorporated into business and marketing plans, education, and sales strategies. CompTIA studies typically include the dual perspective of end-users and IT firms, providing the most comprehensive picture of the present situation as well as what to expect in the future. 4 CompTIA IT Channel Training Catalog


Additional Resources CompTIA Educational Video on Demand Series These pre-recorded online education sessions cover a number of vertical market and business topics. CompTIA Educational Videos on Demand are designed to help solution providers boost their revenue, improve business practices, and meet a number of other organizational goals.

CompTIA Webinars CompTIA webinars provide valuable information on business strategy, new opportunities and how to overcome business challenges. Live and on-demand webinars are available free of charge.

CompTIA Fast Facts CompTIA Fast Facts are brief, informational fliers providing IT professionals with basic, but significant, knowledge about the topics most important to the IT industry.

CompTIA White Papers CompTIA provides a number of white papers on a variety of technical and topical issues. Our white papers are intended to help educate readers and enable them to make quick decisions.

CompTIA Industry Roadmaps Developed by the CompTIA Member Communities, each industry roadmap provides a snapshot of the current landscape, where the industry is going and how to prepare for changes.

CompTIA Business Credentials for the IT Channel A CompTIA business credential demonstrates that a solution provider adheres to industry best practices in a number of IT fields and disciplines. Earning this designation shows existing and potential end-user customers that a business has the dedication, knowledge, and resources to perform quality services.

CompTIA Authorized Service Center (ASC) This credential designates businesses that have a certain percentage of CompTIA certified service technicians on staff in the areas of PC repair, networking and document imaging. As a global, vendor-neutral credential, the CompTIA Authorized Service Center designation authenticates that the business employs knowledgeable and capable IT service professionals. Major hardware and software vendors, distributors and solution providers accept CompTIA certifications as the industry standard in foundation-level, vendor-neutral accreditations for service technicians.

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Training Terminology – Find Exactly What You Want CompTIA Business Credentials for the IT Channel (continued) CompTIA Customer Service Excellence Program This program is the industry standard for measuring and recognizing quality customer service skills. The program integrates communication and support skills with technical abilities for both managers and technicians. Businesses that have completed this program claim increased customer satisfaction and loyalty, as well as more efficient and effective employees. Participants must complete one of three training programs: Field Service, Help Desk or Diagnostic Troubleshooting.

CompTIA Trustmarks CompTIA Trustmark credentials improve business practices resulting in competitive differentiation and customer confidence by identifying solution providers who consistently follow best practices for a specific area of expertise. CompTIA Trustmark holders are required to complete and adhere to an extensive control framework for a specific area of expertise.

CompTIA Certifications CompTIA has four certification series that test different knowledge standards, from entry-level to expert. Those certifications that correspond with the verticals covered are listed. More detailed information about CompTIA Certifications is available at certification.comptia.org. CompTIA Mastery Certifications cover the advanced practice of a specific discipline. Mastery certification candidates must be able to integrate multiple enterprise disciplines through the application of advanced skills. Mastery certifications can be taken as standalone credential or as an advanced step in a specific certification career path. CompTIA Professional Certifications cover the technical skills and knowledge needed to succeed in a specific IT career. CompTIA Specialty Certifications cover the business and technical knowledge needed for specific or vertical niche markets. Specialty certifications can be taken in combination with other CompTIA certifications or can be taken on their own by business and IT professionals. CompTIA Basic Certifications cover foundational topics and issues in IT and are suited for individuals looking to enter jobs that involve computers.

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Cloud Computing Live Channel Training Cloud Computing Channel Training Course The Cloud Computing Channel Training Course allows solution providers to take advantage of the substantial business opportunities in delivering cloud solutions to customers, and helps them recognize the differences from selling traditional software licenses. Workshop attendees learn how to develop a successful cloud services practice by leveraging best practices for marketing and selling cloud solutions and managing ongoing customer relationships. Module Descriptions: Module #1: Transforming Your Business to the Cloud – Executive Overview 2 hours, 30 minutes (webinar option available) The executive overview provides a summary of the training required to help solution providers transform their business to the cloud. This module provides high-level information, including market opportunities, a glossary of terms, customer demand, key aspects to transforming a traditional solution provider business, potential business challenges and overcoming obstacles. Module #2: Marketing 1 hour, 45 minutes (webinar option available) This overview helps solution providers understand the implications of cloud computing on their marketing strategy and helps them align marketing goals, tactics and investments with a new cloud services sales model. Attendees explore a variety of marketing approaches to cloud solutions, discuss messaging, learn how to target new buyers, Attendee Takeaways review tactics and walk away with a marketing readiness checklist. • Quick Start Guide to Module #3: Sales Execution 1 hour, 45 minutes (live training only) The sales execution module helps solution providers gain a better understanding of how to build a successful cloud business practice and to recognize the differences from selling traditional software licenses. This session provides the foundation needed to make decisions on the best approach to sales in the cloud environment, and covers best practices from experienced cloud solution providers. Module #4: Services Delivery 2 hours (webinar option available)

Cloud Computing • CompTIA 10-Week Guide to Cloud Computing • Three CompTIA cloud white papers • Access to Video on Demand series on cloud education • One CompTIA Education Credit for each module completed

The services delivery module helps solution providers understand how to align their cloud service offerings, needs, and price points; as well as develop insights into staffing, pricing and organizational considerations. Specifically, this module focuses on service team structure, the services lifecycle, on-going services opportunities, developing operating services and the implementation process, and long-term client relationships.

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Cloud Computing Live Channel Training (continued) Module #5: Operations Management 2 hours (webinar option available) The operations management module helps solution providers recognize the operational elements of their business that require modification when building a cloud business. The fundamental topics include: Deal economics, cash/revenue flow, creating effective sales compensations plans, and establishing operating metrics. Who Should Attend • Business owners, functional managers, and sales executives of VARs, MSPs and other solution providers who sell to small and mid-sized businesses • Those in the process of developing strategies for incorporating the cloud into their business offerings

Quick Start Session to Cloud Computing The cloud is not one offering or service, but a number of web-based applications and platforms that offer a great opportunity for solution providers. This 45-60 minute presentation provides a basic education on cloud computing and offers actionable steps for IT channel leaders attracted to this emerging technology delivery model. Session attendees also receive the CompTIA Quick Start Guide to Cloud Computing.

Quick Start Session to Virtualization Virtualization has become a critical component of many corporate IT strategies and is a foundational technology in cloud computing. However, CompTIA research finds that although firms are moving rapidly into the cloud, there is less adoption and familiarity with virtualization. Understanding this underlying element of the cloud will help solution providers better understand how to address issues such as cost structure and security. This session covers how virtualization works, the benefits and potential issues with implementing a virtual environment, and how to get started. Session attendees also receive the CompTIA Quick Start Guide to Virtualization Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Channel Training Guides 10-Week Guide to Cloud Computing This self-study guide will help solution providers bring structure to the process of adding cloud offerings to their business. It is designed to help solution providers examine their organization’s unique deal economics and begin exploring the financial and operational implications that the addition of cloud services and solutions will have on pricing strategy, marketing practices, sales processes, and compensation policies. A self-study workbook is also provided. 8 CompTIA IT Channel Training Catalog


Channel Training Guides (continued) Quick Start Guide to Cloud Computing The cloud is not one offering or service, but a number of web-based applications and platforms that offer a great opportunity for solution providers. This guide provides an introduction to cloud computing and offers actionable steps for IT channel leaders attracted to this emerging technology delivery model.

Quick Start Guide to Virtualization CompTIA research finds that although firms are moving rapidly into the cloud, there is less adoption and familiarity with virtualization. This guide gives you tips on how virtualization works, the benefits and potential issues with implementation and provides six simple steps to get you started.

Market Intelligence Research Study: Cloud Computing: Pulling Back the Curtain A lot has happened in the cloud space over the past year. Where do end-users stand with their understanding of IaaS, PaaS and SaaS? How have companies fared in integrating cloud applications with legacy systems? Where will the next wave of cloud opportunities occur? CompTIA research addresses these questions and more through the on-going evaluation of end-user practices and opinions. This study also provides the channel perspective, including insights into how the channel defines the cloud computing ecosystem, perceptions of market opportunities, and resolving partner program challenges with vendors.

Research Study: Annual Trends in Cloud Computing This seven-part study examines the trends in cloud computing among end users and channel firms including usage, investment, and business transformation.

Research Study: An Introduction to Virtualization Virtualization has become a critical component of many corporate IT strategies and is a foundational technology in cloud computing. However, CompTIA research finds that although firms are moving rapidly into the cloud, there is less adoption and familiarity with virtualization. Understanding this underlying element of the cloud will help these firms better understand how to address issues such as cost structure and security.

Get Involved! Help identify and create cloud education for the channel: Join the CompTIA Cloud/SaaS Community. www.comptia.org/ communities

Learn about CompTIA Cloud Essentials at certification.comptia.org

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Cloud Computing Additional Resources • Business Transformation to the Cloud – CompTIA Webinar on Demand • Where, When and How to Capitalize on SaaS and Cloud Computing Market Opportunities – CompTIA Educational Video on Demand • Cloud Transformation Fast Facts • White Paper: Outlining Cloud Computing for the Channel • White Paper: Defining Cloud Computing Business Models for the Channel

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Download these resources today! Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www.comptia.org/cloud to download available resources


Government IT Live Channel Training Quick Start Session to Winning IT Business from State and Local Governments Targeting the needs of this vertical can mean significant revenue for your business. During this session, you’ll explore some of the factors for success in finding opportunities and winning new business in the government market. Session attendees will walk away with the CompTIA Quick Start Guide to Winning IT Business from State and Local Governments and the CompTIA 2nd Annual U.S Government IT Purchase Plans Research Study. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Channel Training Guides Quick Start Guide to IT Business Opportunities Within U.S. Governments What separates those who succeed as government contractors from those who invest their energies in completing the many steps required to work with government entities — only to never win a bid? This guide delves into some of the success factors for winning government business by focusing on local and state agencies. Solution providers learn tips for differentiating their products and services for a government audience, strategies for overcoming undercapitalization and tactics for using teaming and subcontracting to expand reach.

Market Intelligence Research Study: Annual U.S. Government IT Purchase Plans The U.S. government is one of the largest buyers of IT products and services, so its impact on the channel is significant. This study examines current and future IT purchase plans in U.S. government organizations, factors driving IT purchases, and the market for IT firms seeking business with the government.

Download these resources today! Members: Log onto the Member Resource Center at www.comptia.org/ members Non-members: Visit www. comptia.org/government to download the available resources

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Healthcare IT Live Channel Training Healthcare IT Channel Training Course The Healthcare IT Channel Training Course is comprised of four modules and is intended to help VARs and MSPs identify the tools and knowledge needed to run a successful healthcare IT (HIT) practice. Participants learn how peers overcame barriers and discover how (and where) to locate HIT-related resources, understand new regulations and find potential customers. Module Descriptions: Module #1: The Healthcare IT Landscape 2 hours (webinar option available) The world of healthcare IT is complex, broad, deep, heavily regulated and rapidly changing. The federal government recently made significant alterations in the regulatory environment relating to healthcare. Some of these changes create an enormous opportunity for solution providers with consultative sales skills who can become true partners to healthcare professionals making the transition to electronic health records. In this first module, solution providers examine the current healthcare landscape as regulatory changes set the stage for future opportunities. Module #2: The Ambulatory Care Workflow 2 hours (webinar option available) This module allows solution providers to experience firsthand the complexity of documenting the workflow within a physician’s practice. In this session, participants walk through the entire process, from patient intake to results and follow-up. To accomplish this goal, attendees will need to identify the major technologies (or system types) within every physician practice and identify the users of each. Module #3: Consultative Selling to the HIT Market 2 hours, 45 minutes (live training only) The goal of this module is to help solution providers prepare for faceto-face encounters with healthcare professionals and to gain HIT consultative selling skills through repetition. Participants learn how to overcome objections and identify the crucial needs of prospective clients. In addition, they review the CompTIA Physician Practice Assessment Tool, work through a case study and craft a sample quote/ proposal that doubles as a template for actual clients. Module #4: Go-To-Market Plan 30 minutes (live training only)

Attendee Takeaways • CompTIA Quick Start Guide to Healthcare IT • CompTIA 10-Week Guide to Healthcare IT • Physicians Practice Assessment Tool • Ambulatory Workflow document • One CompTIA Education Credit for each module completed

This module teaches attendees to formulate an action plan using their enhanced healthcare IT knowledge, understanding and sales skills. Who Should Attend • Business owners, functional managers, and sales executives of small to mid-sized VARs, MSPs and other solution providers • Those with a strategic goal of entering the healthcare IT market with a focus on ambulatory care practices, such as doctors’ offices, dental practices, ophthalmology clinics and physical therapy clinics

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Live Channel Training (continued) Quick Start Session to Healthcare IT This 45-60 minute presentation discusses the needs and business case for developing a healthcare IT practice, as well as the best practices and steps required to make a profitable effort. Session attendees also receive the CompTIA Quick Start Guide to Healthcare IT. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Learn about CompTIA Healthcare IT Technician at certification.comptia.org

Channel Training Guides 10-Week Guide to Healthcare IT

Get Involved!

This guide provides IT solution providers with a solid path to building a healthcare IT practice. This includes detailed step-by-step information on healthcare IT affiliations, government sources, top blogs and websites to interpret regulations, a review of healthcare terms and acronyms, and much more.

Help identify and create cloud education for the channel: Join the CompTIA Healthcare IT Community. www.comptia.org/ communities

Quick Start Guide to Healthcare IT The healthcare IT market offers one of the greatest growth opportunities in the channel, but only for providers with the ability to deliver valued solutions and service. This guide discusses the needs and business case for developing a healthcare IT practice, as well as the best practices and steps required to make it a profitable effort.

CompTIA Healthcare IT Ambulatory Workflow Overview This guide provides step-by-step documentation of a patient’s visit to a physician’s office. Get firsthand experience with the documentation and processes involved from patient intake to results and follow-up.

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Healthcare IT Market Intelligence Research Study: Annual Healthcare IT Market Insights and Opportunities Don’t guess at what physicians want from technology. CompTIA conducted a series of studies to provide key insights into the factors influencing purchase decisions, technology pain points, their relationship with vendors and solution providers, and the all-important topic of EMR/EHR implementation.

Additional Resources • The Fundamentals of Healthcare: A Primer for Solution Providers – Educational Video on Demand

Download these resources today!

• Five Considerations When Selling EMR Solutions – Fast Facts

Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www. comptia.org/hit to download available resources

• Five Healthcare IT Opportunities Beyond EMR – Fast Facts • Seven Things to Learn from IT Firms Working in HIT – Fast Facts • Six Characteristics of the U.S. Healthcare Market – Fast Facts • Five Mobile Opportunities in the Healthcare Market – Fast Facts

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IT Security Live Channel Training IT Security Channel Training Course All too often IT security is viewed as a necessary evil, if not as an outright barrier to doing business. Changing that perception requires certain finesse in designing and implementing these types of solutions. It means applying granular, rather than crude security controls. The goal of the course is to facilitate a solution provider’s transformation into a trusted IT security advisor. Attendees learn to gauge the impact of emerging trends on their customers’ businesses, to explore ways to facilitate meaningful conversations around security and to leverage those conversations in the design and implementation of appropriate IT solutions. Module Descriptions: Module #1: Transforming Your Business Through IT Security 1 hour, 30 minutes (webinar option available) Security is a core component to every technology provider business. In this module, solution providers discover what it takes to become a trusted security advisor, explore what comprehensive IT protection looks like and scrutinize the investments required to be successful. Module #2: Assessing and Managing Risk 2 hours, 30 minutes (webinar option available) In this module, solution providers explore the process for completing a risk analysis, including how to assess the emerging risks and trends in the IT industry. Those completing the course receive a risk analysis tool they can use to assess their clients’ security needs.

Attendee Takeaways • 10-Week Guide to Accelerating Your IT Security Business • Risk Assessment Tool • CompTIA Annual Global Security Trends Research Study • One CompTIA Education Credit for each module completed

Module #3: Solution Selling Strategies 2 hours, 45 minutes (live training only) For solution providers with a solid IT security business, this module builds on their success by quickly adapting to changes within the industry. Attendees learn to develop security strategies that account for their customers’ business needs as well as the current IT landscape. In addition, the session explores strategies to address current IT trends, including: unified threat management, cloud security, and the impact of a mobile and social workforce. Who Should Attend • Owners and sales executives of small to mid-size solution provider businesses interested in filling the role of trusted security advisor

CompTIA Security Trustmark™ Workshop

Learn about CompTIA Security+ and Advanced Security Practitioner at certification.comptia.org

2 hours (live training only) How do businesses know that their IT solution providers can deliver solutions that are secure within a constantly changing IT landscape? How can a VAR or MSP provide their customers with the confidence and assurance that their security expertise will serve their business and support needs? The CompTIA Security Trustmark provides solution providers and businesses with a badge of assurance. This credential identi-

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IT Security Live Channel Training (continued) fies organizations that consistently follow security best practices in order to protect their clients’ confidential data. This vendor-neutral, business-level credential helps companies set themselves apart from the competition by adhering to the industry’s highest standards of security policies and processes. It also provides a foundation for strategic business partnerships. (cont)

Attendee Takeaways • CompTIA Security Trustmark Workbook • Sample Security Policies • CompTIA Security Trustmark Roadmap Tool

This workshop helps solution providers prepare their organizations to earn the CompTIA Security Trustmark. Attendees review the CompTIA Security Trustmark Workbook, discussing specific examples and gaining a greater understanding of the credential requirements—as well as learning the reasons for each condition. Participants walk away with a high-level plan for their business to successfully earn the CompTIA Security Trustmark and the resources needed to accomplish that goal.

How to Leverage the CompTIA Security Trustmark in Your Business (webinar) Can you protect your customers’ IT data in accordance with their regulatory and proprietary concerns? Are you able to continue providing services in the wake of a hurricane, flood, or other disaster? The CompTIA Security Trustmark™ can help you set your clients’ mind at ease while providing best-in-class service. Be a better business, win more business and earn your industry best practices seal of approval.

Quick Start Session to IT Security In this 45-60 minute presentation, solution providers learn simple steps to help build and grow their IT security practice. Attendees learn about compliance regulations, cloud integration, how to weave security into each opportunity, adherence to best practices and re-educating customers. Session participants walk away with a list of contacts and businesses they need to know to build their IT security practice, as well as receive the CompTIA Quick Start Guide to IT Security. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Channel Training Guides 10-Week Guide to Accelerating Your IT Security Business How do you measure the ROI of a fire extinguisher? Establishing a “return” on security investments can be equally difficult to measure. To be successful at positioning the benefits of network and data protection, solution providers must understand how their customers measure the value of security. The 10Week Guide to Accelerating your IT Security Business provides a roadmap to offering comprehensive IT security solutions. It outlines the current security threatscape, offers guidance on measuring the cost of a security breach and provides insights into a customer’s security concerns. This guide also introduces the process of risk evaluation and management and points to resources available to further refine skills. 16 CompTIA IT Channel Training Catalog


Channel Training Guides (continued) Quick Start Guide to the CompTIA Security Trustmark™ The CompTIA Security Trustmark identifies solution providers that consistently follow security best practices. This business-level credential is based on a security framework agreed upon by key vendors, solution providers, and end users in the IT industry. This guide covers the 12 specific security sections that applicants must address and outlines the process for earning the credential.

Download these resources today! Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www.comptia.org/security to download available resources.

Quick Start Guide to IT Security This guide provides simple steps to help build and grow your IT security practice, including compliance regulations, cloud integration, how to weave security into each opportunity, adherence to best practices, and re-educating your customers. It also provides a checklist of useful organizations and the names you need to know as you build your own IT security business.

Market Intelligence Research Study: 2012 Security Trends CompTIA’s 9th Annual Information Security Trends Study was conducted to build on previous CompTIA research in the security space and further explore trends, challenges and opportunities.

Research Study: 8th Annual Global Security Trends In an increasingly digital, interconnected world, information security affects more organizations on more levels. As technology permeates every functional area of a business and more staff members assume the role of knowledge worker, organizations must contend with new threats and vulnerabilities. At the same time, organizations must balance the need to allow workers the freedom to leverage the most powerful aspects of technology, such as mobility, sharing and collaboration.

Additional Resources • How to Communicate the Value of Security to Your Staff and Customers – Educational Video on Demand • IT Security Industry Roadmap

Get Involved! Help identify and create security education for the channel: Join the CompTIA IT Security Community. www.comptia.org/ communities CompTIA IT Channel Training Catalog 17


Legal IT Services Live Channel Training Legal IT Services Channel Training Course The Legal IT Services workshop is intended to help solution providers build lucrative legal IT practices. Attendees learn about the culture of a legal practice, common IT challenges in the law firm and legal data flow. They explore the business needs that drive law firms to invest in technology and develop action plans to position their product and service offerings in the legal market. Module Descriptions: Module #1: Legal Industry 101 2 hours, 45 minutes (live training only) This module offers attendees an introduction to the legal industry. Solution providers will learn the basics of legal IT and assess whether this type of technology practice provides the right opportunity for them. Module #2: Building a Law Firm IT Practice 2 hours (live training only)

Attendee Takeaways • 10-Week Guide to Legal IT Services • Quick Start Guide to Legal IT Services • Legal IT Solution Provider Self-Assessment • IT Opportunities in the Legal Services Market Research Study

This module dives deeper into the culture and work processes of a law firm. During this module, solution providers explore a small- to medium-sized legal practice, including the primary business concerns, cultural elements that impact workflow and potential IT solutions. Attendees examine their existing product and service portfolios to determine how they can best serve the legal technology market. They also explore strategies for adding services in order to fully leverage the legal IT opportunity. Module #3: Designing Your Blueprint 2 hours, 30 minutes (live training only) In this module, solution providers learn how to move from workflow analysis and customer needs assessment to providing solutions. They learn techniques for identifying the decision-makers and uncovering the pain points in a law firm. Attendees explore the consultative sales process within the context of a law firm, including how IT services help them accomplish their business goals. Who Should Attend • Business owners and sales executives of small to mid-size solution providers with a strategic goal of building a legal IT services practice that targets law firms with up to 75 employees. • Channel managers from IT distributors that offer products and services for the legal industry

Quick Start Session to Legal IT Services

Solution Providers: Find a course near you, visit www. comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

The legal industry presents some unique challenges and opportunities. Gain a solid understanding of legal industry culture, as well as common IT challenges and work processes in the legal environment. Attendees take away tips that help them identify the best opportunities for their type of business and help deliver best-in-class services to their legal clients. Session attendees will also receive the CompTIA Quick Start Guide to Legal IT Services. 18 CompTIA IT Channel Training Catalog


Channel Training Guides 10-Week Guide to Building a Legal IT Services Practice This guide presents a pathway for technology solution providers to build a successful legal IT practice. It provides a step-by-step approach for learning about the legal vertical market and outlines law practice processes, as well as the technology solutions that support them. This guide helps solution providers discover how to enter the legal market and create a plan to ensure continued growth and success.

Quick Start Guide to Legal IT Services The legal industry presents some unique challenges and opportunities. The CompTIA Quick Start Guide helps you gain a solid understanding of the legal industry culture, as well as common IT challenges and work processes in the legal environment.

Market Intelligence IT Opportunities in the Legal Services Market Research Study IT purchases will revolve around many core areas such as laptop PCs, desktop PCs, and smartphones. New opportunities will lie with emerging technologies and solutions that reduce complexity, add capabilities or improve efficiencies.

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Managed Services Live Channel Training CompTIA MSP Partners Trustmark™ Workshop 1 - 1.5 hours (live training only) Solution providers who have made a commitment to the managed services model offer many benefits to their customers, but how can they demonstrate this commitment? The CompTIA MSP Partners Trustmark credential offers solution providers a key differentiator. This credential illustrates a MSP’s commitment to quality service by requiring them to agree to a code of conduct, provide customer references, and meet criteria identified in the credential’s control framework. The MSP Partners Trustmark workshop gives solution providers a comprehensive overview of the benefits offered by the credential. Attendees review the components of the control framework and discuss the related best practices. Case studies and testimonials are also presented to help participants understand how the credential can be leveraged in their sales and marketing processes.

Attendee Takeaways • MSP Partners Trustmark™ Control Framework • Quick Start Guide to MSP Partners Trustmark

Who Should Attend • Business owners and sales executives of small to mid-size solution providers with a strategic goal of building a legal IT services practice that targets law firms with up to 75 employees.

Preparing for the CompTIA MSP Partners Trustmark 45 minutes (webinar option available) Learn what it takes to walk away with the CompTIA MSP Partners Trustmark. This session provides an overview of the program, documentation requirements and benefits.

Quick Start Session to Managed IT Services This 45-60 minute presentation helps solution providers better understand how to establish a solid customer base, expand their managed services offerings and find the right pricing models for their company. This session dives into customer collaboration techniques and how to partner effectively. Solution providers walk away with easy-toDownload these implement steps that elevate their business to the next level, whether resources today! they are just starting or have been offering managed services for years. Members: Log onto the MemSession attendees also receive the CompTIA Quick Start Guide to Manber Resource Center at www. aged IT Services. comptia.org/members Non-members: Visit www. Solution Providers: Find a course near you, visit www.comptia. comptia.org/managedserorg/courselocator vices to download available Vendors & Distributors: Offer Live Channel Training at your resources partner events free of charge. Turn to page 33 to learn more.

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Channel Training Guides 10-Week Guide to Transitioning to Managed Services Whether you’re planning to add a managed service to an existing service provider operation or are pursuing a complete changeover to the MSP model, having a structured approach for creating, and continually evolving, services is a key factor for success. This guide presents the MSP process in broad outlines, but also drills down into specific aspects of day-to-day operations. It provides a walk-through of some of the key business development, marketing, sales and management issues that surround the creation of a managed services operation. The guide also offers recent CompTIA research to illustrate where your peers stand in the MSP transition.

Quick Start Guide to Managed Services This guide is your single source to answer fundamental questions around building a successful managed IT services business. Learn how to identify new and recurring revenue opportunities, find out which questions to ask your customers and prospects, and gain insights into investing in people and processes. This guide also helps you understand how to extend services, the importance of creating “stickiness,” and provides a checklist of useful organizations and names every solution provider needs to know.

Quick Start Guide to CompTIA MSP Partners Trustmark Learn why the CompTIA MSP Trustmark is important to the industry, what it will do for your business and how it will differentiate you from your competition. The guide also provides the requirements for documentation and control topics.

Market Intelligence Research Study: Managed Services Trends When presented with the managed services value proposition, many end users express strong interest in the model, and yet, adoption is still below expectations. CompTIA research looks at the broad issue of IT outsourcing from the end user perspective, including specific details of managed services.

Additional Resources • Best Practices for Managed Services Operations – Educational Video on Demand • Trends in Managed Services – Fast Facts • Managed Services Industry Roadmap

Get Involved! Help identify and create managed services education for the channel: Join the CompTIA MSP Partners Community. www.comptia. org/communities CompTIA IT Channel Training Catalog 21


Managed Print Services Live Channel Training Quick Start Session to Managed Print Services Solution providers learn how to build the formula for managed print success in this 45-60 minute presentation. Enterprise organizations are reducing print-related expenses by contracting with outside suppliers to provide and manage their printer, copier, scanner and other related equipment needs. This session shows solution providers how to get a piece of the action by exploring the current market and identifying how to overcome potential challenges. Attendees also receive the CompTIA Quick Start Guide to Managed Print Services.

Channel Training Guides Quick Start Guide to Managed Print Services Managed print services require that you effectively and profitably support your clients’ printers. This guide provides valuable advice and detailed information from industry experts, along with a quick-start plan for building a successful MPS practice. Solution providers learn the importance of being certified in document imaging, how to uncover market opportunities and how to identify new recurring revenue streams. This guide also includes a checklist of organizations and names that will be useful in the development of a managed print services practice.

Market Intelligence Research Study: Examining the Print and Document Management Market This study was conducted to further the understanding of print and document trends from the end user perspective, as well as to profile managed print service provider firms.

Additional Resources • Managed Print Services Industry Roadmap Learn about CompTIA CDIA+ and CompTIA PDI+ at certification.comptia.org

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Get Involved! Help identify and create unified communications education for the channel: Join the CompTIA Managed Print Services Community. www.comptia.org/communities


Mobility Live Channel Training Mobility Channel Training Course: Maximizing Your Mobile Management Solutions The mobile revolution in the workplace may have started because we love our phones and tablets, but it continues because business leaders recognize the potential for increased productivity and improved connections with customers. Attend this interactive workshop to examine different opportunities in the mobile space and investigate a framework for establishing a mobile strategy. You’ll also consider the concept of mobile management and examine the stages of the mobile device lifecycle. Module Descriptions: Module #1: The Mobility Market 2 hours (webinar option available) This module opens with an examination of key findings from CompTIA’s mobility research. What’s driving the rapid adoption of mobility in the enterprise? What are the benefits? And what are some of the primary concerns or challenges? Building on these discoveries about the current and future state of mobility, this module explores how different organizations use mobility to enhance business productivity and streamline operations. Participants will have opportunities to discuss with industry peers their ideas and plans for using mobility in ways that impact the bottom line. Module #2: Developing Mobile Management Solutions for Customers 2 hours (live training only) Managing enterprise mobility is more than just tracking devices. While device management gets the most attention, a large number of tasks are often included under that umbrella -- expense management, application management, and policy creation and enforcement, to name just a few. This module introduces a framework for addressing all areas of mobility management, then presents the tools available for managing them. Participants walk away from this module with a plan for crafting their own mobility service offerings based on their team’s skill sets and their clients’ mobility needs. Module #3: Building Mobile Application Solutions 2 hours (live training only) (NOTE: This is not a workshop on coding mobile apps)

Attendee Takeaways • CompTIA Quick Start Guide to Crafting a Mobility Offering • CompTIA 10-Week Guide to Mobility Strategy • One CompTIA Education Credit for each module completed

Most industry observers agree that interest in mobile app development is exploding. This presents both an opportunity and a challenge for solution providers. During this module, participants discuss the advantages and disadvantages of the hire, acquire, or partner options for application development, as well as explore different development approaches. Participants walk away from this module with plans for leveraging their roles as trusted advisors by focusing on some of the techniques used in articulating business requirements for mobile app initiatives. Who Should Attend • Business owners, functional managers, and sales executives of small to mid-sized VARs, MSPs and other solution providers • Those with a strategic goal of expanding into mobility offerings CompTIA IT Channel Training Catalog 23


Mobility Live Channel Training (continued) Quick Start Session to Crafting a Mobility Offering Smartphones and tablets are accelerating businesses’ move to mobility. With that comes not only an opportunity but also a requirement for channel partners to help customers deploy and manage increasingly complex mobile work environments. In this 45-60 minute session, attendees look at some of the steps for building a successful mobility strategy, including tips on bundling and marketing solutions. Attendees also receive a copy of the CompTIA Quick Start Guide to Crafting a Mobility Offering. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Channel Training Guides 10-Week Guide to Mobility This 10-Week Guide offers solution providers a framework for exploring the various components of a comprehensive mobility strategy. But when it comes to mobility, what does “comprehensive” mean? Further complicating the discourse around mobility management are the dozens of software products and systems available for managing mobility initiatives. There is often confusing overlap between categories of products making it difficult to compare solutions. Rather than focusing on products, this guide works to establish a structure for addressing mobility needs from your customer’s point of view.

Quick Start Guide to Crafting a Mobility Offering Smartphones and tablets are accelerating businesses’ move to mobility. This CompTIA Quick Start Guide provides channel partners with an introduction to deploying and managing increasingly complex mobile work environments and the key steps for building a successful mobility strategy.

Market Intelligence Research Study: Trends in Mobility Mobility has quickly become a priority for many companies as smart phones, tablets and other mobile technologies are enabling productivity in a remote workforce. In addition to workforce concerns, customers are operating more frequently in a mobile environment. To address both these areas, companies are building mobile policies and investing in tools for management and security. CompTIA’s Trends in Enterprise Mobility report examines this burgeoning market from the perspectives of both end users and IT departments. 24 CompTIA IT Channel Training Catalog

Download these resources today! Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www.comptia.org/mobility to download available resources


Unified Communications Live Channel Training Unified Communications Channel Training Course Unified communications (UC) is more than voice equipment and software; it’s a comprehensive solution that addresses each customer’s individual business problems. It can also be a complex and challenging technology for solution providers to master and deliver, but what worthwhile channel offering isn’t? To simplify UC education for VARs and MSPs, CompTIA designed a comprehensive three-part course that provides the knowledge and skills training needed to start this type of practice—and make it profitable. Module Descriptions: Module #1: The UC Continuum 1 hour, 45 minutes (webinar option available) What does unified communications mean to your business clients? In this module, participants explore the scope of UC, including how it benefits employee productivity and workgroup collaboration, as well as its ability to enhance and integrate a number of significant business systems and processes. Participants begin by identifying and evaluating their readiness to deliver these solutions to their customers. This module touches on four key components: Identifying end-user pain points, developing solutions to address such pain points, discussing the benefits and challenges of UC solutions, and determining the best market/segment opportunities. Module #2: Consultative Selling 2 hours (live training only) In this module, solution providers work on developing their consultative sales approach for unified communications. Each participant walks away with a deeper understanding of solution-based selling and the ROI metrics required for UC sales proposals. This module covers establishing the skills and knowledge needed for a successful UC consultative sales team, discussing the differences between traditional and consultative sales processes, and identifying the required elements of a solution-focused proposal.

Attendee Takeaways • CompTIA Quick Start Guide to Unified Communications • CompTIA 10-Week Guide to Unified Communications • Unified Communications Channel Readiness Assessment Tool • One CompTIA Education Credit for each module completed

Module #3: UC Channel Readiness 1 hour, 45 minutes (webinar option available) In the final module, participants begin by defining their strategic position in the UC market — their unique qualifications for success. Solution providers analyze the industry, identify their target market, evaluate the competition, and outline their specific business risks. In addition, attendees develop marketing strategies to target the proper prospects, sales strategies, ongoing sales team training processes, and technology plans that identify their best options and support needs. Who Should Attend • Business owners, functional managers, and sales executives of small to mid-sized VARs, MSPs and other solution providers • Individuals who are newer to managed services and solution selling • Those who are in the planning stages of building a unified communications service offering CompTIA IT Channel Training Catalog 25


Unified Communications Live Channel Training (continued) Quick Start Session to Unified Communications Do you have a solid plan for delivering UC solutions to your customers? If not, this 45-60 minute presentation walks you through the requirements for getting a unified communications practice off the ground. Learn the actionable steps and best practices developed by experienced industry professionals. Session attendees also receive the CompTIA Quick Start Guide to Unified Communications. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

Channel Training Guides 10-Week Guide to Unified Communications This guide gives IT solution providers guidance and best practices to build their UC offerings and master the longer, more involved sales process. It includes actionable business templates and tools that cover sales, marketing and impact on technical staff. A self-study workbook is also provided.

Quick Start Guide to Unified Communications This guide walks you through the requirements for getting a unified communications practice off the ground. Learn actionable steps and best practices as developed by experienced industry professionals. Learn about CompTIA CTP+ at certification.comptia.org

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Download these resources today! Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www. comptia.org/uc to download available resources


Market Intelligence Research Study: Unified Communications and Collaboration Market Trends Unified communications (UC) is more than a technology deployment. It often entails a seismic shift in how employees interact with one another and customers, as well as how they share information, manage processes, and balance work and home life. CompTIA dives into this quickly evolving market to provide a deep understanding into how customers use audio, video, data and collaboration technologies today—and their expectations for the future. This study also provides the channel perspective: Providing insights into how the channel defines UC, the challenges they face in selling UC solutions, vendor partner programs and more.

Get Involved! Help identify and create unified communications education for the channel: Join the CompTIA Unified Communications Community. www.comptia.org/ communities

Additional Resources • Unified Communications – Fast Facts

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General Channel Business Live Channel Training Social Strategies for the Managed Services Provider Twitter. Facebook. LinkedIn. Enough already!? Sometimes it seems like we can’t escape the continued drum beat of social media hype. But, while the case for social media as an essential sales and marketing tool has been made numerous times, less attention has been paid to how social technologies and platforms have the potential for transforming other areas of your business. During this workshop, participants explore how “social” is not just about media anymore. Using a casebased approach, attendees investigate how other MSPs have leveraged social technologies to optimize core business processes, examine different types of social technologies and tools, and discuss strategies for utilizing social technologies within your business as well as your customers’ businesses. Module Descriptions: Module #1: What is Social Business? 2 hours, 30 minutes (live training only) This module introduces the concept of a social business and discusses how it differs from social media. Participants examine the areas of a business most readily impacted by the social movement and discuss its potential value. They also consider their own goals and how they might be furthered by the effective use of social technology. As part of this module, participants complete a readiness assessment to measure their preparedness for transforming their businesses into a social business.

Attendee Takeaways • CompTIA Quick Start Guide to Social Media for Marketing • CompTIA Quick Start Guide to Social Strategies for Business Use • CompTIA 10-Week Guide to Social Strategies for the Managed Services Provider

Module #2: Social Tools, Techniques, and Applied Value 2 hours (live training only) This module utilizes a case study-based approach to explore how companies – particularly small- to medium-sized companies – have successfully utilized social tools and techniques to add value to their businesses. The potential benefit for solution providers is two-fold: They explore ideas for using social technology to transform their own business operations, while also learning how to effectively guide their customers in utilizing social strategies to achieve their goals. Use cases include IT support, collaborative IT, marketing and CRM, recruiting and more. Module #3: Social Policy and Strategy 2 hours (live training only) Building on the use cases introduced in module 2, this module offers an opportunity for participants to consider their own social strategies. Considerations include creating the right conditions for social success, addressing the needed culture shifts, developing the necessary competencies in the right people,

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Live Channel Training (continued) dedicating resources throughout the organization, and aligning social strategy with business goals. Social ROI and otherwise determining how to measure the value added or created is also discussed. Participants walk away with an action plan for developing a social strategy for their managed services business. Who Should Attend • Business owners, functional managers and sales executives of solution providers. • Those with an interest in using social tools and strategies to improve their business by enhancing collaboration, more effectively managing partner and customer relationship, and providing better customer support

Quick Start Session to Social Strategies for Business Use In the context of technology, many think of social in terms of “social media” or “social networking,” and they either relegate the technology to a marketing function or dismiss it altogether as a consumer product. However, the implications of social technologies go beyond brand management and into the overall operation of an organization. During this session, you’ll discover why social strategies are important to the ongoing health of your business and identify steps towards becoming a social enterprise. Attendees receive a copy of the CompTIA Quick Start Guide to Social Strategies for Business Use.

Quick Start Session to Entering a New Vertical Market What does it take to tackle a niche market? The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? In this session, learn 10 steps to help you build an effective plan to assist your organization in becoming a dominant provider of IT solutions for your chosen vertical market. You’ll hear best practices on selecting a target vertical market and creating a profile for clients in that market, as well as identifying key influencers in the market and creating a positioning statement. This is a must-attend session if you’re looking to expand your business into a new vertical and want to minimize obstacles to entry. Session attendees also receive the CompTIA Quick Start Guide to Entering a New Vertical Market.

Quick Start Session to Social Media for Marketing While the impact of social technologies on many business processes continues to grow, the use of social media tools and platforms in marketing and sales has become well established. This session is packed with tips and tactics for leveraging social media in your marketing and lead generation activities. You’ll discover how to use social media to increase your online visibility, drive more qualified traffic to your site, and turn that traffic into leads and sales. You’ll also find lists of tools and resources to help you manage your social media marketing time and to measure the results of your social media marketing. Attendees receive a copy of the CompTIA Quick Start Guide to Social Media for Marketing. Solution Providers: Find a course near you, visit www.comptia.org/courselocator Vendors & Distributors: Offer Live Channel Training at your partner events free of charge. Turn to page 33 to learn more.

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General Channel Business Channel Training Guides 10-Week Guide to Social Strategies for the Managed Services Provider This 10-Week Guide introduces the concept of a social business -- with social media being just one component of the bigger picture. This guide offers tactics for leveraging social tools and techniques to gain efficiencies and productivity improvements in your business, as well as in your customers’ businesses.

Quick Start Guide to Social Strategies for Business Use The implications of social technologies go beyond brand management and into the overall operation of an organization. This guide covers why social strategies are important to the ongoing health of your business, and helps you identify steps toward becoming a social business.

Quick Start Guide to Entering a New Vertical Market What does it take to tackle a niche market? The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? This guide helps you learn how to build an effective plan to assist your organization in becoming a dominant provider of IT solutions for your chosen vertical market. You will learn best practices on selecting a target vertical market and creating a profile for clients in that market, as well as identifying key influencers in the market and creating a positioning statement.

Quick Start Guide to Operational Efficiency The business of being an IT solution provider has evolved significantly over the past 10 years. Unfortunately, one trend that continues is the steady decline of basic operating margins available in the process of selling and supporting technology products. This guide provides insights into the most common “margin leaks” solution providers struggle with and how can those leaks be addressed. It also covers how to assess your business operation to determine whether you’re experiencing margin leaks, and what strategic changes are needed in the coming years to remain financially viable.

Quick Start Guide to Social Media for Marketing While the impact of social technologies on many business processes continues to grow, the use of social media tools and platforms in marketing and sales has become well established. This guide provides tips and tactics for leveraging social media in your marketing and lead generation activities. You’ll discover how to use social media to increase your online visibility, drive more qualified traffic to your site, and turn that traffic into leads and sales.

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Market Intelligence Research Study: 2012 Business Outlook Heading into 2012, the CompTIA IT Industry Business Confidence Index reading remains essentially flat, although signs of optimism have emerged. The forward-looking component of the index projects a gain of 3.8 points. However, ongoing concerns exist over the possibility of a stalled recovery.

Research Study: Annual Small and Medium Business Technology Adoption Trends This four-part study examines the trends in technology usage among U.S. SMBs, including device usage, budget plans, and familiarity with emerging technologies.

Research Study: Channel Partners Program This study examines the state of channel partner programs, how factors like cloud computing and specialization will drive change to partners programs, and how different channel business models will impact partner program structures.

Research Study: IT Opportunities in the Education Market This four-part study provides insights into the education market’s use, consumption and purchase plans for technology, with the goal of outlining the tech industry opportunity from the perspective of actual educators.

Additional Resources • Patent Reform and Tech SMB – Educational Video on Demand

Download these resources today!

• SMB Tech Adoption Trends – Fast Facts

Members: Log onto the Member Resource Center at www.comptia.org/members Non-members: Visit www.comptia.org/ channelbusiness to download available resources

• Social Media – Fast Facts • White Paper: The Basics of IPv6 • IT Services & Support Industry Roadmap • Small Business Owners Industry Roadmap • UK Channel Industry Roadmap • Four Ways for IT to Get Involved with Social Business Fast Facts

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CompTIA Faculty

CompTIA Channel Training is brought to life by an elite group of channel veterans, vetted and selected by their peers for their knowledge, experience and superb delivery skills.

Pam Avila

Principal and Channel Expert, Sierra Summit Group

Gary Bixler

Founder and Principal Consultant, Bixler Enterprises

Jeff Brandt Consultant

Jacob Braun

President & COO, Waka Digital Media Corp.

Ryan Brock

VP, Wordwide SMB Cloud Services, AMI Partners

Rich Brooks

Founder and President, flyte new media

Sean Burke

Founder, Channelstars

Brett Burney

Howard M. Cohen

Senior Resultant, HMC Corporate Copywriting & Consulting

Brad DeSent

President, Apex Consulting Group, Inc.

Terry Hedden

Founder & CEO, Infinity Technology Solutions

Jeff Hine

President, Clear Sight Consulting

Chris Johnson

HIT Strategist, Untangled Solutions, LLC

Dick Idtensohn

Strategic Business Development, BDW-L Investments LLC

Bob Laclede

President, RPL Solutions, Inc.

President, Burney Consulting

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Ryan Morris

Principal Consultant, MMP Inc.

Joe Schurman

Founder, Evangelyze Communications, UC Executive Strategist

Dan Shapero

Founder, ClikCloud

Dave Sobel

Director of Partner Communities, Level Platforms

Ken Thoreson

President, Acumen Management Group, Ltd.

Patrick Wilson

President & CEO, Vital Signs Technology

Gus Yusem

Managed Print Services Manager, Xerox


Vendors & Distributors: Getting the Most Out of CompTIA Education CompTIA vendor and distributor members have the opportunity to offer our portfolio of channel education and resources to their partners at no additional cost. Whether you deliver a live course or push out resources from our library of downloadable IT business guides, CompTIA provides you with promotional tools to spread the word. This is a great way to educate your existing partner base, recruit new partners, and reduce your training costs.

Live Channel Training CompTIA vendor and distributor members can offer live channel training courses and modules, free of charge, at their partner conferences and events. These face-to-face classes amount to as many as eight hours of instructor-led education and may be used as a full-day session or facilitated in several shorter modules depending on your event or meeting schedule requirements. Training course delivery is valued at $6,500, but participating members will receive the following at no cost: • • • •

Approved CompTIA Faculty (includes travel expenses) Workshop materials Promotional toolkit Listing on the CompTIA Course Locator and master calendar of events

Quick Start Sessions CompTIA vendor and distributor members can offer these 45-60 minute presentations, free of charge, at their partner conferences and events. Participating members who offer the Quick Start Sessions will receive the following at no cost: • Approved CompTIA Faculty (includes travel expenses) • Quick Start Guides for each session attendee • PowerPoint Presentation

Co-Branded Education Landing Pages Choose from our library of pre-packaged landing pages that include free downloadable education guides from the hot topics listed below. As a benefit of your company’s CompTIA membership, your company receives a landing page, lead capture form and a number of promotional tools to help you spread the word to your partners and prospects. • Cloud Computing • Healthcare IT • IT Security

• Managed Services • Managed Print Services • Unified Communications

For information on how to receive these member benefits, contact Blythe Girnus at 630.678.8356 or bgirnus@ comptia.org. You can also visit www.comptia.org/ scheduletraining to complete the request form.

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Member Benefits

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CompTIA IT Channel Training Catalog 35


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, we focus our programs on four main areas: education, certification, advocacy and philanthropy. We:

Educate the IT Channel www.comptia.org

Our educational resources, comprising online guides, webinars, market research, business mentoring, open forums and networking events, help our members grow their businesses and become the “best in class”.

Certify the IT Workforce certification.comptia.org

We are the leading provider of technology-neutral and vendor-neutral IT certifications.

Advocate on Behalf of the IT Industry www.techvoice.org

In Washington, D.C., we bring the power of small- and medium-sized IT businesses to bear as a united voice.

Give Back through Philanthropy www.creatingitfutures.org

Our foundation enables disadvantaged populations to gain the skills they need for employment in the IT industry. Our vision of the IT landscape is informed by 30 years of global perspective and more than 2,000 members and 1,000 business partners that span the entire IT channel. We are driven by our members and led by an elected board of industry professionals.


CompTIA Worldwide Headquarters CompTIA Member Services, LLC 3500 Lacey Road, Suite 100 Downers Grove, Illinois 60515 630.678.8300 www.comptia.org

Š2012 CompTIA Properties, LLC, used under license by CompTIA Member Services, LLC. All rights reserved. All membership activities and offerings to members of CompTIA, Inc. are operated exclusively by CompTIA Member Services, LLC. CompTIA is a registered trademark of CompTIA Properties, LLC in the U.S. and internationally. Other brands and company names mentioned herein may be trademarks or service marks of CompTIA Properties, LLC or of their respective owners. Reproduction or dissemination prohibited without written consent of CompTIA Properties, LLC. Printed in the U.S. March 2012 1617-US

CompTIA IT Channel Training Catalog  

CompTIA offers a full portfolio of channel training, including live workshops, printed and downloadable training guides and business credent...