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PARTNERING WITH CERTIPORT 2nd Edition
PARTNERING WITH CERTIPORT 2nd Edition
Dear Valued Partner,Welcome to Certiport. This handbook is your quick guide to our company andour globally recognized portfolio of industry leading Information Technologycertification programs.As a provider to academic, government and commercial markets, we authenticatecompetitive skills and recognize the simple, yet profound fact that validation is thekey to success for students and adults alike in our competitive global economy.Our partners play a valuable role and enjoy a tremendous business opportunityby delivering our leading Information Technology programs from industry leadersincluding Microsoft, HP, Adobe, Autodesk, Intuit and CompTIA, along with thebase global Digital Literacy standard, Certiport’s own IC3.Partners are an integral part of our global business strategy. Our partners formthe basis of our business philosophy, which is to provide students with industryleading certifications that give them a distinct advantage in today’s digital world.We are confident that as a Certiport Authorized Partner, you will find excellentrevenue and growth opportunities.So please explore this handbook and see for yourself how Certiport can helpyour business grow and thrive.Welcome to Certiport—and welcome to a world of opportunity!Sincerely,Ray KellyPresident & CEOCertiport, Inc.
PARTNERING WITH CERTIPORT (Certiport Conf idential)
CERTIPORTCORPORATE OVERVIEW About Certiport Certiport Milestones The Importance of Certification
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Certiport Corporate OverviewAbout CertiportCertiport is the world leader in performance-based certification exams andpractice test solutions for academic institutions, workforce and corporatetechnology markets. Our products are delivered through an expansive networkof over 12,000 Certiport Authorized Testing Centers in 152 countries.These industry-recognized certifications are the global standard foracademic preparedness and workforce readiness, enabling individuals of allbackgrounds to develop the skills needed to succeed in today’s competitive,technology-driven world.Certiport currently delivers nearly two million certification exams each year,including over one million Microsoft Office Specialist (MOS) exams, makingit the largest IT certification program in the world. Certiport administers theseglobally accepted certifications: Microsoft Office Specialist, Expert and Master Microsoft Technology Associate HP Accredited Technical Associate Adobe Certified Associate Internet and Computing Core Certification (IC3 ) CompTIA Strata IT Fundamentals Autodesk Certified User Intuit QuickBooks Certified UserCertiport provides these comprehensiveservices to its Program Sponsors: Test development Psychometrics Program management S ales and marketingPARTNERING WITH CERTIPORT (Certiport Conf idential)Our MissionEstablish Certiport as theleading provider of globalcertification productsand services, sold anddelivered through theworld’s leading trainingand certification partnernetwork, bringing value tothe candidates, partners,clients and shareholderswe serve.
Certiport’s Global Testing NetworkTest CentersSales RegionNOAM – AmericasLATAM – AmericasEMEA – Europe/Middle East/AfricaAPAC – China/Japan/India/OtherPARTNERING WITH CERTIPORT (Certiport Conf idential)
PARTNERING WITH CERTIPORT (Certiport Conf idential)
Certiport MilestonesSteady growth towards industry leadership and an unmatchedproduct roster:1997Microsoft Office SpecialistThe official certification program for Microsoft Office is created andlaunched by Certiport 2002Certiport IC3The world’s premier performance-based digital literacy certificationis launched 2007Adobe Certified AssociateThe leading certification for validating entry-level digitalcommunications skills is launched by Adobe and Certiport 2010Acquisition of MeasureUpThe leading provider of IT certification practice tests and assessments,providing exam-readiness solutions for Microsoft, Cisco , CompTIA,PMI and more becomes part of Certiport PARTNERING WITH CERTIPORT (Certiport Conf idential)
2010 (continued)Microsoft Technology AssociateCertification designed specifically for secondary and post-secondarystudents interested in exploring academic and career options in atechnology field is introduced by Microsoft and Certiport CompTIA Strata IT FundamentalsThis critical stepping stone to advanced technical learning and IT skillsis introduced by Certiport and CompTIA , a leader in professionalcertifications for the information technology industry 2011AutodeskThe leading provider of 2D and 3D design software partners withCertiport to provide an entry-level exam to certify secondarystudents in the US QuickBooksCertification is developed to demonstrate proficiency as a capstoneto accounting coursework for secondary and post-secondary studentsin the US 2012HP Accredited Technical AssociateThe HP Accredited Technical Associate program provides theindustry’s first architect-level certification designed for academiaand validates the required IT expertise for implementingend-to-end solutions.”PARTNERING WITH CERTIPORT (Certiport Conf idential)
The Importance of CertificationCertifications validate knowledge and skills, improving job performance as wellas graduation and employment rates.Certiport certifications are valuable, professional credentials—no matter whereyou are in your career or education. Internet and Computing Core Certification(IC3 ), Microsoft Office Specialist (MOS), Microsoft Technology Associate(MTA), Adobe Certified Associate (ACA), HP Accredited Technical Associate(ATA), Intuit QuickBooks Certified User (QBCU) and CompTIA Strata ITFundamentals certifications and exams are globally recognized standards fordigital literacy and desktop computing proficiency. The Certiport certification pathway provides tools that allow candidates tobenchmark skills while providing a personalized plan that helps them to learnconcepts and adopt the skills needed to meet the standard. When ready,individuals can validate their newfound knowledge and skills by achievingcertification, which provides a vital foundation for further advancement.Certification provides important validation of a candidate’s academicpreparedness and workforce readiness. It is also a great way for candidatesto distinguish themselves from the crowd—demonstrating valuable skillsrequired for success in today’s digital world.“With the economy so tough these days, it’s not easy for graduates to find jobs.Certification helps you to hone in on the knowledge you need and must have with skills that are valuable in the workplace. Someone who has mastered them —and has the certification to prove it — has a competitive advantage. You’re ableto demonstrate that you not only understand technology at a proven level, butalso that you’re willing to go the extra mile.”– Lutz Ziob, General Manager, Microsoft LearningPARTNERING WITH CERTIPORT (Certiport Conf idential)
Certification programs offer benefitsacross a wide spectrum of sectors:Secondary Education I mprove matriculation in schools, better preparingstudents for higher education, and providing adual-enrollment mechanism Increase student satisfaction and retention rates Make students immediately employable Give students an edge when applying to college P rovide a professional development tool for teachers,and a valuable assessment tool O pen the door for funding opportunities forthe institution G ive students greater confidence and productivitywith assignmentsPost-Secondary Education Increase retention rates Improve matriculation rates Place students according to ability Increase career placement and boost school rankings F ree professors from teaching technology to focuson their curriculum Distinguish student’s resumes with employable skillsWorkforce Development Provide a valuable means to re-skill workers E nable first-time jobholders to gain validationand confidence F ulfill government mandates for industry-basedcertifications Open up new funding opportunitiesPARTNERING WITH CERTIPORT (Certiport Conf idential)
Business and Government Augment training departments’ curricula Significantly reduce Help Desk requests E nsure that a company/agency is ready fordeployment of new software Increase employee satisfaction and efficiencies Improve retention Reduce costs and legal risks Increase productivity and cost savings Reduce youth unemployment T ransition unemployed and socially disadvantagedinto careers Improve ROI on software investment Provide employee advancement opportunities Measure employee productivityCommercial Test Centers P rovide an easy add-on sale to existing trainingcourses/materials O ffer a higher value to customers and commanda higher price H elp win competitive bids that require validationor credentials O pen up opportunities for funds for workforcedevelopment and corporate/governmenttuition assistance89% of certified employeesdo not require additionalsupervision to performtheir duties.13 of 4 supervisors believeadministrative supportemployees proficient inMicrosoft Office technologyplay an important role insetting the standards for theorganization’s work processes. 43% of hiring managers saidthat investing in employeedevelopment reduces turnoveras it increases job satisfactionand feelings of engagement.2“People actually use less than 20 percent of thesoftware functions they have at their disposal.”– Barabara Darrow, CRN, July 7, 2005PARTNERING WITH CERTIPORT (Certiport Conf idential)11I DC White Paper sponsored byMicrosoft, Preventing Bad Hires,November 2006.2P reventing Bad Hires: The Value ofObjective Pre-Hire Assessment,IDC, 2007.
WHY PARTNER WITHCERTIPORT The Certiport Value Proposition Partnering With Certiport Certiport Authorized Partner Program Certiport Partner Advisory Council The Certiport Global Partner Summit
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Why Partner with CertiportThe Certiport Value PropositionProfitable industry-leading certifications will complement yourtraining and testing offeringsCertiport certification exams are the perfect capstone for the learningmaterials you currently sell, and can help differentiate you as a totalsolutions provider. The high-profile brand names generate sales becausepeople understand the value they bring; candidates who certify are muchbetter prepared for success in both academia and the business world.“Certiport Authorized Partners are key tothe success of the clients we serve and the productsand solutions they offer. Certiport has purposefullyrestructured its business strategy to provide our loyalpartners and their testing centers with the information,tools and resources necessary to be successful with theproducts and solutions we represent in the regionalmarkets they serve.“Our Partners form the basis of our business philosophy, which is to provide studentswith industry leading certifications that give them a distinct advantage in today’sdigital world. Certiport Partners serve over 12,000 testing centers across the globe,providing support and assistance with not only with the delivery of world classcertifications, but helping prepare the workforce of the future.“Certiport is committed to the development of its Partners and Testing Centers.Once you join the Certiport community, you become an important link in a growingglobal network of providers dedicated to ongoing improvement of the digital skillsof the workforce.”– Ray Kelly, President, Certiport, Inc.PARTNERING WITH CERTIPORT (Certiport Conf idential)
Partnering With Certiport1Offer a total learning solutionCertiport’s full line of products fill in gaps that mayexist in your product offering and increase the valueof the other products you already sell. Our “pathway”includes assessments, practice tests and courseware tohelp drive adoption of the program you offer, makingimplementation of a complete training and testingexperience simple and cost effective.2Increase salesIndustry-recognized certifications by top companiessuch as Microsoft , HP, Adobe and CompTIA havebecome the target benchmark from which to measuresuccess. Offering Certiport certification programs willencourage sales by: A ttracting new customers who are trying toachieve education standards H elping customers meet mandates forindustry-based certification O pening up funding opportunities for customers—providing money to pay for the program and, often,purchase additional exams E nabling candidates to earn post-secondaryacademic credits, where availableCertificationPost-AssessmentPractice Test/Learning MaterialsLearning PlanPre-AssessmentPARTNERING WITH CERTIPORT (Certiport Conf idential)
3Have recurring touch-points with existingcustomers and candidates Certiport certification programs and theCertiport pathway give distributors, solutionproviders and resellers the opportunity foradditional customer visits outside of the typicalproduct sales cycle—which can take years. C ertification can be positioned as the route toa specific credential or to credentials in othersubjects. Either approach allows for increasedcustomer interaction and increased salesopportunities.PARTNERING WITH CERTIPORT (Certiport Conf idential)
Certiport Authorized Partner (CAP) ProgramUnique products. Exclusive benefits.The Certiport Authorized Partner (CAP) Program gives its membersaccess to the full set of Certiport solutions, which can help an organizationadd value—and prestige—to its portfolio of certifications.A Certiport Authorized Partner (CAP) is any institution—commercial or not-for-profit—that acts as a “purveyor ordistributor” of Certiport exams.This can be a commercial entity, solution provider, reseller,government agency, school system or district with access to achannel of test centers capable of delivering Certiport exams,MeasureUp assessments and practice tests.Participants enter the CAP Program from two realms:business and academic, with several different levels ofinvolvement. The Program accommodates capabilities,needs and goals while also recognizing that Certiportbusiness partners are profit-oriented and view results in adifferent light.Whether a business or academic partner, a CAPmember might also be an owner or director/managerof Certiport-qualified test centers:A Certiport Authorized Test Center (CATC) is defined asany commercial or not-for-profit institution that can deliverand administer computer-based Certiport-managed exams.This applies to test centers within a network—business oracademic—as well as to those administered by corporationsand government agencies.PARTNERING WITH CERTIPORT (Certiport Conf idential)
In either case, Certiport works with CAP Programmembers to develop the right marketing solutions fortheir application or region. We will provide expert supportand information to help you grow your reach and market.Benefits of CAP membership include:Unmatched sales and marketing supportCertiport works closely with you before and after the sale,assisting you with new and sustaining sales opportunities.A wide variety of marketing materials helps you reach theright people and helps you close the sale.Sales support Bid preparation assistance S ales presentation assistance Ongoing sales promotions Full introductions to new offeringsMarketing support Customizable marketing materials, updated regularly Case studies and success stories Public relations assistance Speaking engagements E xcellent trainingTo ensure you receive the training you need, Certiportconducts distributor sales rep training, in either a regionalor corporate setting. This includes training on ourproducts, sales methods, and Certiport system logistics.PARTNERING WITH CERTIPORT (Certiport Conf idential)
New test centers get on board quicklyand effortlessly C ertiport takes great care of our Authorized Partnersand Test Centers, from initial setup to ongoing support. I n North America, Certiport facilitates the on-boardingprocess and manages the accounts for our CertiportAuthorized Testing Centers making it seamless toadminister certification exams. F or Authorized Partners around the world supportingtheir own test center networks, Certiport providesstart-up expertise and marketing support materials thatcan be applied when you identify and sign up anew prospect.PARTNERING WITH CERTIPORT (Certiport Conf idential)
Best-in-class support 2 nd- and 3rd-level technical supportFor those issues or problems that are beyond the scopeof your own technical team (the 1st level of support),CAP Program members have access to the expertise ofCertiport’s technical support team, via telephone, emailand online. Available 6 AM through 10 PM, US MountainStandard Time. L ive customer serviceCertiport provides test candidates and customersaccess to a Customer Service Hotline that will answerrelated questions (e.g., lost certificate, password change,ordering transcripts, etc.). P artners-only websiteThe Certiport Authorized Partner Site (CAPS) allowseasy access to sales and marketing tools, an orderingtool, uploads (e.g., test center performance reports),event information, industry news, tips and shortcuts,technical update information, and best practices. CAPSenables you to manage your Certiport partnership easilyand cost effectively. Visit caps.certiport.com C ATC/Partner LocatorThe Test Center/Partner Locator advertises testcenter availability by region to assist candidates infinding the nearest Certiport Authorized Test Center.CAP Program members have the opportunity to berepresented on this online tool and are encouraged toregister their test centers. View the CATC/Partner Locatorat www.certiport.com/locator S ales trainingCAP members are eligible to receive sales training thatwill help educate and prepare your sales teams to recruitnew test centers, and ultimately sell more tests. See yourCertiport Sales Representative for more details.PARTNERING WITH CERTIPORT (Certiport Conf idential)
I nstructor trainingSuccessful test centers have educated and skilledinstructors. As a CAP Program member, you have accessto a pool of qualified instructors who will organize anddeliver instructor training (i.e., “train the trainer”) foryour test center instructors, either in person or withweb-based tools. This valuable resource has provensuccessful in ramping up test center activity and sales. F ull “Pathway” SolutionsProviding Certiport Authorized Testing Centers withaccess to a full suite of solutions including: assessments,practice tests and courseware helps program adoption.Certiport offers all CAP Program members a rich suiteof these solutions, making implementation of a completetraining and testing experience simple and cost effective.PARTNERING WITH CERTIPORT (Certiport Conf idential)
Certiport Partner Advisory Council (CPAC)The Certiport Partner Advisory Council was established to provide thoughtleadership for the development of programs and other business solutions forthe company’s diverse partner community. CPAC members are volunteersfrom Certiport’s top partners across the globe.CPAC members advise Certiport on: D eveloping programs, products, services and tools todrive partner growth I dentifying top issues and projects that will helpCertiport develop solutions to benefit partners in bothacademic and business environments H elping Certiport partners grow their businesses andpenetrate more deeply into the markets they serveCPAC members also represent Certiport at key events,promote Certiport products and solutions, and provideleadership for all Certiport Authorized Test Centers(CATC) worldwide for Certiport vendor competitions.(See examples of regional/vendor competitions in Productsand Development section.)PARTNERING WITH CERTIPORT (Certiport Conf idential)
The Certiport Global Partner Summit (GPS)This annual event is hosted by Certi
Participants enter the CAP Program from two realms: business and academic, with several different levels of involvement. The Program accommodates capabilities, needs and goals while also recognizing that Certiport business partners are profit-oriented and view results in a different light. Wheth
