Dimension Data Learning Solutions (DDLS) is Australia ’s largest Certified Partner for Learning Solutions. DDLS operates in six locations throughout Australia, employs 35 full time vendor certified instructors and has fifty fully equipped classrooms, with over 600 workstations and fileservers. Dimension Data Learning Solutions provides customers with access to the widest range of vendor authorized technical training courses in Australia , providing the flexibility of more courses more often. Dimension Data Learning Solutions is part of Dimension Data, one of Australia 's leading end to end network integrators providing technical expertise, top customer service and product support. Dimension Data Learning Solutions (DDLS) prides itself on providing its customers with the best technologies backed by the best people and the most comprehensive range of training courses available in their market. That’s why DDLS is excited about the Microsoft Business Solutions opportunity. “We realize that Microsoft’s goal is to strategically build their Microsoft Business Solutions business over time. DDLS is prepared to share the journey as it unfolds,” says Steve Ross, General Manager for DDLS DDLS began this process by working with regional Microsoft team members to gain a solid understanding of what this new opportunity would require. DDLS had already taken on Microsoft CRM and was aware of the challenges they’d face such as a smaller customer base and the difficulty of finding qualified instructors. DDLS decided that if they were going to be serious about delivering a solid training offering on this new suite of products it was going to require a commitment. “There are no quick results, this is a long-term commitment aligned to Microsoft’s Business Solutions strategy,” Ross says. “When approaching this project we recognized our limitations and examined our options were to build or buy the skills we needed to make this transition successful,” says Ross. “We took the same approach that Microsoft did when looking at business applications. We analyzed what skills we were lacking and invested in those we didn’t have while adapting them to our existing business model.” DDLS is excited about the upcoming changes to the Microsoft Certified Trainer program and recognizes how the addition of individual competencies will help to ensure the quality of classroom training. Having specific competencies within the MCT program ensures that trainers have the appropriate domain expertise. DDLS recognizes that providing training on an ERP application is significantly different then a product such as SQL Server 2000. DDLS first task was to locate qualified trainers. By working closely with Microsoft and Microsoft Business Solutions partners in Australia , DDLS was able to locate the experienced, real-world experts they were looking for. DDLS is expecting to contract 90-100% of their trainers to Microsoft Business Solutions Partners. “Developing a pool of experienced business solutions trainers is our key goal,” says Ross. The other difference that DDLS recognized early on was that the market for Microsoft Business Solutions training wassmaller - making it harder to fill their classrooms with Microsoft Business Solutions students, than with other training offerings. DDLS considers the long-term value of delivering this offering to be greater then the short-term investment needed to be successful. In addition, Dimension Data Learning Solutions recognizes an immediate benefit of offering training on Microsoft Business Solutions products. By offering training on Microsoft Business Solutions products Dimension Data is able to provide those customers with training on all related Microsoft products such as SQL Server, Windows, Office, and others. What’s more, to help expand their schedule DDLS has partnered with another Certified Partner for Learning Solutions in New Zealand to deliver a broad schedule of courses between Australia and New Zealand . To ensure they met their business objectives and to drive classroom attendance DDLS decided to hire a long time Microsoft Business Solutions veteran, John Richardson, as an account manager solely focused on developing their Microsoft Business Solutions business. “ When the opportunity to work on this project with the most successful Microsoft Certified Partners for Learning Solutions in Australia came up it was an easy decision to make. My prior experience with Microsoft Business Solutions training meant that I was able to add value from day one, but the huge win comes from leveraging in-house training expertise at DDLS. They've been doing this for a long time and are the industry leaders. This makes the transition that much easier ,” says Richardson . The role that Richardson will play as part of the Dimension Data team is very focused on Microsoft Business Solutions. Richardson will concentrate on building long-term relationships with Microsoft Business Solutions partners. These relationships go beyond simply partnering for training resources; they aim to mutually offer a high quality training offering to their customer base. DDLS will be engaging directly with Microsoft Business Solutions partners to “sell through” customer training directly from the partner. Thus, DDLS considers themselves an extension of the Microsoft Business Solutions partners they collaborate with. DDLS actively discusses with Business Solutions partners the potential margin opportunities. “As we’ve done with all our partners, we want to reward them for their loyalty and commitment to create a win-win situation,” says Ross. Dimension Data has made a firm commitment to delivering Microsoft Business Solutions training throughout Australia . They have made what they believe are the proper investments to ensure they are successful in this new and exciting opportunity. |
Contact Information “As a CPLS many of the necessary procedures and policies were already in place but we realized our ability to adapt was going to be a key factor in our success. Acknowledging the fact that this is a new skill area and the need to have the right skill-set is crucial.” Steve Ross General Manager Dimension Data Learning Solutions This document is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. © 2004 Microsoft Corporation. All rights reserved. For more information on Microsoft Business Solutions, please visit the Microsoft Business Solutions Web site at: For more information about Dimension Data Learning Solutions, please visit the DDLS Web site: www.DDLS.com.au
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