certification microsoft
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Country or Region: United States
Industry: Professional services (IT consulting)
Customer Profile
Santa Clara, California-based International Network Services (INS), a leading global IT consultancy, provides Fortune 1000 customers with software and end-to-end IT planning, infrastructure, and systems management services. A Microsoft Certified Gold Partner, INS operates from 37 offices in North America, the European Union, and Asia.
Business Situation
To maintain a competitive advantage, INS sought an efficient, cost-effective way to maximize the value of Microsoft software and the intellectual capital of company consultants.
Solution
Certifying software engineers, solution developers, and other Microsoft-focused IT professionals provides INS with an effective career development framework and helps INS consultants deepen their IT expertise.
Benefits
More revenue
Less technology and project risk
More customers
"We value Microsoft certification because it provides a comprehensive, cost-effective framework, in which we can convert our IT expertise into more effective solutions and a stronger business.
Jeff Hooper, Chief Information Officer, International Network Services
Microsoft certification helps International Network Services (INS) expand company revenues by increasing the value of the services it offers.Certification also helps INS increase its customer base and reduce the project and technology risk of its engagements.
Specific benefits include:
Microsoft-certified consultants generate revenues that average U.S.$18,000 more per consultant per year than uncertified consultants.
INS can charge an average of 10 to 20 percent higher hourly rates for Microsoft-certified consultants with real-world experience.
Certified consultants deliver solutions an average of 10 to 15 percent faster than uncertified colleagues.
Situation
As a global provider of sophisticated IT implementation and management solutions, International Network Services (INS) operates in a business environment characterized by fierce competition and constant change.
Improvements in IT enable INS to provide customers with increasingly powerful solutions. However, these enhanced IT capabilities require INS to manage increasingly complex projects and constantly enhance the companys primary assetthe IT-related skills, knowledge, and experience of INS consultants.
Since 1999, when INS first became a Microsoft Gold Certified Partner, the company has recognized that certifying IT professionals is a powerful way to maximize the return on IT and intellectual capital. INS optimizes the returns on these assets by making Microsoft certification an integral part of company-wide business and professional development planning.
Jeff Hooper, Chief Information Officer at INS comments, We operate in a performance-driven business that lives or dies by the quality of our intellectual and IT resources. We must constantly prove that we can plan and manage complex projects, use leading-edge technologies, and deliver cost-effective solutions in real-life settings. The Microsoft Certified Professional program is the most efficient way we can develop IT expertise, build our business, and optimize the value of our Microsoft platforms and partnership.
Solution
INS uses these aspects of Microsoft certification to grow its business and develop the intellectual capital of company consultants:
Performance-based testing in a broad range of technologies. Microsoft certification tests for relevant job skills by having individuals achieve real-world goals in simulated technical environments. In these environments, individuals gain confidence from their proven ability to execute critical tasks. As a result, simulated environments better reflect problem solving in the real world, candidates perform tasks rather than just answer questions about them, and practice for the exam is transformed into hands-on experience.
Ongoing development of IT expertise. Certification gives INS consultants ready access to and hands-on experience with the newest Microsoft technologies and established software. Making certification an ongoing part of the INS professional development program promotes consultants confidence and motivation to work with new technologies and enables the company to engage in larger, more complex projects.
Benefits
Microsoft certification helps INS to increase revenues, offer a wider variety of products and services, and make its services more attractive to customers.
Comprehensive Program Helps INS Build a Stronger Business
INS uses the advantages of Microsoft certification to bring product and service offerings to market more quickly and increase its customer base.
Increased revenues. One-third of INS customers prefer to work with certified consultants. Many of these customers are willing to pay premiums of up to U.S.$10 per hour for certified consultants and up to $50 per hour for certified Microsoft security specialists with security expertise in several knowledge domains. Carol Sams, Vice President for Partners and Alliances at INS comments, Confidence inand demand forcertification translate into annual billings that average $18,000 more per Microsoft-certified INS consultant than those of uncertified consultants.
Faster delivery of solutions based on new technologies. Microsoft certification gives INS consultants access to the newest Microsoft software, which often enables the company to be the first to market with products and services based on new IT.
New business opportunities. About 20 percent of INS revenues come from products and services based on new IT. Expanding consultant competencies in the newest Microsoft software enables INS to offer customers a steady stream of new products and services based on new software such as Microsoft Operations Manager 2005, Microsoft Exchange Server 2003 communication and collaboration server, and Microsoft Windows ServerTM 2003, components of Microsoft Windows Server SystemTM integrated server software.
Carol Sams continues, About 35 percent of customers submitting requests for proposals [RFPs] ask us for the number and types of certified IT professionals that would engage in their project. More than 50 percent of our Microsoft-based projects are closed on the strength of consultant certification. Microsoft certification enables us to expand our clientele by responding to RFPs that require certified IT professionals.
IT Expertise Reduces Project Risk
Of the companys 160 Microsoft-focused consultants, more than 100 are certified as Microsoft Certified Software Engineers, Microsoft Certified Solution Developers, and certified Internet specialists.
Microsoft certification performance-based testing challenges INS consultants to acquire and demonstrate the deeper knowledge and
experience they need to plan, implement, and manage more complex solutions.
Carol Sams explains, On projects, Microsoft certification helps to improve efficiency and margins by enabling our consultants to plan solutions more efficiently and complete projects with less time, effort, and rework.
Jeff Hooper, Chief Information Officer at INS concludes, The Microsoft certification process challenges our consultants to focus on new technologies, use established IT more creatively, and to engage in a culture of continuous improvement. We value Microsoft certification because it provides a comprehensive, cost-effective framework, in which we can convert our IT expertise into more effective solutions and a stronger business.
Microsoft Certified Professional Program
The Microsoft Certified Professional program develops and validates the skills required to successfully implement a Microsoft product or technology as part of a business solution within an organization. The program provides IT professionals, developers, and knowledge workers with extensive guidance and motivation to complete a thorough and relevant learning experience. Certification resources include assessments, right-sized online and classroom training, hands-on experience, technical books, and skills validation through certification testing. As a result, the Microsoft Certified Professionals program enables organizations to stay competitive today and in the future. Learn more about the program at: HYPERLINK "http://www.microsoft.com/learning/mcp" www.microsoft.com/learning/mcp/
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Microsoft Customer Solution
Customer Solution Case Study
INS Uses Microsoft Certification to Increase Revenue and Business Opportunities
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More than 50 percent of our Microsoft-based projects are closed on the strength of consultant certification.
Carol Sams, Vice President, Partners and Alliances, International Network Services
For More Information
For more information about Microsoft products and services, call the Microsoft Sales Information Center at (800) 426-9400. In Canada, call the Microsoft Canada Information Centre at (877) 568-2495. Customers who are deaf or hard-of-hearing can reach Microsoft text telephone (TTY/TDD) services at (800) 892-5234 in the United States or (905) 568-9641 in Canada. Outside the 50 United States and Canada, please contact your local Microsoft subsidiary. To access information using the World Wide Web, go to: HYPERLINK "http://www.microsoft.com" www.microsoft.com.
For more information about INS products and services, call (888) 767-2988 or visit the Web site at: HYPERLINK "http://www.ins.com" www.ins.com.
This case study is written by Lawrence Associates. For more information about Lawrence Associates, call (908) 762-2100 or visit: HYPERLINK "http://www.lawrence-associates.com" www.lawrence-associates.com.
Software and Services
Services
Microsoft Certified Professional Program
2005 Microsoft Corporation. All rights reserved.
This case study is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.
Microsoft, Windows Server, and Windows Server System are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. All other trademarks are property of their respective owners.
Document published May 2005
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