Proper training is vital to consultants, specifiers, system integrators, installers, operators and end users. A&S investigates investments and efforts made by both training providers and trainees, and see how they help provide more well-suited solutions to the market.
Proper training is vital to consultants, specifiers, system integrators, installers, operators and end users. A&S investigates investments and efforts made by both training providers and trainees, and see how they help provide more well-suited solutions to the market.
Training provided by manufacturers, distributors and training experts aims to prepare consultants, specifiers, integration partners, installers and end users for the latest technologies and hands-on knowledge. A recent report by IMS Research points out that both training providers and trainees are always carefully evaluating the delicate balance between effectiveness and price. “The market is in a Catch-22 situation," said Niall Jenkins, Senior Research Analyst at IMS Research, in the report. “Integrators need training in the equipment before they can win wireless video surveillance projects but are unwilling to pay for the training because there is no guarantee they will win these projects. Wireless equipment manufacturers need integrators to be trained to win wireless projects but are unwilling to provide the training for free because there is no guarantee this will translate into sales revenue.”
While the report focuses more on wireless training for city surveillance projects, the dilemma is applicable to nearly all other product segments and vertical markets. This article looks at the two ends of the security channel and suggests how each may budget for and evaluate training investment in order to reach a win-win outcome.
Prices to Pay
The Internet today allows training materials to be more accessible than ever before. “End users, operators and system administrators have always had open and free access to e-learning, podcasts and tutorials, as these materials empower them to operate, maintain and use products to the fullest,” said Barbara Morgan, Global Training Director for Pelco (a Schneider Electric company). In fact, many instructor-led, classroom training sessions for end users and operators at certain vendor training centers and representative offices are offered at no charge, Morgan added. Vendors and training experts feel that much can be learned by exploring free online materials, watching tutorial videos and engaging in discussions on various boards.
The idea of free training can be misleading to some, said Jonathan Lee, Director of Alliance and Consulting for Training Partners. “There is no ‘free training' per se, as any kind of training needs to be funded by someone, somewhere — such as internal resources from a business unit that wants to drive certain new products, as part of package deal/bundled package and/or as a part of a larger project.”
For advanced and certification courses that come with fees, it is up to each trainee to determine how much training is required and how much investment should be made. “It is indeed a tricky situation,” said Patrick Lim, Director of Sales and Marketing for Ademco Far East. “The cost of training can be quite expensive, and if staff turnover rates are high, companies may not want to send staff out for training as willingly.”