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The value of product certification for VARs and consultants

EXPERT RESPONSE FROM: Retired Expert - Donald C. Donzal

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QUESTION POSED ON: 27 September 2006
What is the value in being certified in my partner's products? Do my customers care?

EXPERT RESPONSE

Sure, they care. If you want to work with Google, you better know Linux. If you want to get a service account with a new hot client and they are a Microsoft shop, having MCSEs on staff could help close the deal. When trying to land a network management contract for a Fortune 500 company, chances are a Cisco certification differentiates your bid from your competitors'. Of course, experience is always the largest factor, but if you can make your proposal stand out, then why won't you?

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