Which POS Certifications Do You Possess?
The answer to the headline is probably 'none.' Imagine a world where potential customers can tell how knowledgeable, reputable, and professional a POS VAR is by checking to see if that VAR has a certain seal of approval. Basically, something to make top-notch VARs stand apart from the competition. Those with the seal might be held in higher regard than those without the seal. Wouldn't you want the seal? This concept isn't new. Most Microsoft certified professionals (MCP) make sure to include the MCP logo on marketing materials because it represents a level of competence. Open the yellow pages and notice how plumbers are sure to advertise if they have a Master Plumber license. Why? It shows potential customers that they'd be dealing with someone who knows what they're doing.
Whether you know it or not, your industry association, the Retail Solutions Providers Association (RSPA) and many of the top POS vendors, are working in conjunction on an initiative to create such a certification. Assuming the message can be effectively marketed beyond the reseller channel, it's hoped that your customers would begin to associate VARs having the RSPA certification as ethical businesses with qualified technicians, fair salespeople, and fair business practices. In essence, a POS seal of approval.
I think this is a great idea. Of all the pain points I hear from VARs, one is the difficulty of standing apart from the mass of competition. This would take care of the problem. In addition, it would force the channel to cleanse itself of the less-than-reputable resellers that can paint honest VARs in a negative color by association. Why wouldn't a VAR want the certification? I'm assuming you'd have to be an RSPA member so you might not be happy about paying membership dues. However, I think a recent article about all the RSPA member benefits shows that a membership actually can save a VAR money in the long run.
Understand that this isn't just a pipe dream of the RSPA. This idea was originally pitched by a top executive from one of the largest vendors in the POS space during one of the RSPA's conferences a couple years ago. Between that winter conference and vendor/BOD meetings held at the recent RetailNOW show in July 2008, the idea has gained traction and is moving ahead.
How soon something like this happens depends on a number of factors, some outside the control of the RSPA. It could take a year or longer. Nevertheless, it's important that you know that the RSPA and its vendor members are working hard to make the channel more successful, and eventually you might find yourself winning or losing business based in part on a certification you do or don't have.
This whole concept might be coming as a complete surprise to you. I can't stress enough the value and importance of becoming a member of the RSPA. Join now and begin taking advantage of the benefits. If you didn't read this article, it's possible you wouldn't know about the certification (and other RSPA initiatives) until it was too late.