Vendor University: Is It Getting Better?

While solution providers appear relatively satisfied with the vendor training they receive on systems these days, Sun's midrange server training rises to the top, according to the 2006 CRN Channel Champions partner satisfaction poll.

What's Sun's secret? System integrators say hands-on work with servers during training sessions and the quality of Sun's instructors and curricula put the vendor ahead of competitors. Solution providers also liked the quality of Sun's free online tutorials.

"If you have a day free and want to figure something out, you have the opportunity to learn it without having to spend a lot of money," said Steve McLane, principal Sun consultant at Alphanumeric Systems, a Raleigh, N.C.-based systems integrator.

McLane also likes the quality of Sun's classroom education. "They are comprehensive, and there's always the hardware that you need available. That makes all the difference," he said. "You get some hands-on training with industry experts in that field."

Sun also is actively subsidizing training for its authorized partners. While Sun's training unit, like other vendors' units, does operate as a profit center, its channel organization provides training credits to partners based on sales volume. It recently revamped its program to simplify it and help lower-volume solution providers, said Bill Cate, director of U.S. partner programs at Sun.

The new program allots credits to each tier, and each credit allows one person to take one course. Top resellers receive six credits, midtier resellers three credits and other resellers two credits per quarter. The new system not only simplifies the former accrual system, but also puts unused training credits into a "slush fund" from which other partners can borrow. "We have sized this in such a way that we think the credits are more than enough to get partners through each quarter," Cate said.

Changes in the program will not have much effect on Sigma Solutions, one of Sun's Elite resellers. "Because of our position within Sun's programs, we'll end up getting enough credits to train the people we need to train," said Eric Kronenthal, vice president of professional services at the San Antonio-based VAR.

Sun's training was superior to other system vendors because of its variety, he said. "They have top-notch training instructors and coordinators. ... We have not had to pay for any of the more advanced classes."

Amy Hargis, education operations manager at Maryville Technologies, St. Louis, said, "Students are very pleased with the courseware and the variety of offerings that Sun has. They seem very pleased with the content that is delivered and that they're able to get practical experience in the labs."

Maryville offers Sun classes for up to 14 students, but Hargis said they try to keep the numbers low to give participants more hands-on time. Each class is at least 50 percent lab time, working with the servers rather than sitting through lectures or presentations.

"I think labs are why [Sun is successful] from a feedback perspective. That's one of the biggest positives that I hear students give when they're leaving," Hargis said.

Jennifer Lawinski