DSCI Corp. is introducing a sales certification program for its channel partners that builds on one developed and implemented for its own account executives.
The DSCI Certification Program covers traditional products such as PRI and POTS and more complex services such as MPLS VPN and the company’s flagship product iPBX, which is a hosted IP communications service.
Training covers technical details, target markets by product and actual applications and solutions, according to the company. In addition, channel partners will be introduced to the DSCI teams who will support them and their customers before, during and after installation.
“Enterprise communications are evolving into integrated systems that impact more and more of the essential ways a company does business,” said Chris Zibailo, director of sales engineering. “For this reason, we created a training curriculum which focuses on the solutions approach.”
DSCI already has seen increased business from using the certification program with its account executives, according to James Maloney, vice president of sales.
“Experience has shown us that the strongest customer relationships are forged when the sales person can help define the solution for the customer,” said DSCI president and CEO Sean Dandley. “That requires highly knowledgeable sales people and is the reason we established our certification program.”