Case Study in Certification Mandates

As IT certification has become a more accepted and reputable way to verify aptitude, more organizations are implementing credentialing mandates to ensure a certain level of skill among their employees. One such company is Advanced Internet Security (AIS), which designs and implements security solutions, many of which involve Symantec products and services.


“It’s a pretty strong mandate,” AIS President Gary Cannon said. “We require that (AIS) consultants and engineers maintain their certifications on all Symantec products. We have a number of customers who’ve settled on Symantec as their security solutions provider. We want to be able to support them across that panoply of products, regardless of whether it’s on the lower end—anti-virus and other administration-type products—or full-security products. We are pretty aggressive about enforcing that policy. We all feel that it’s in our best interest. We made the decision some time back to have that as our policy, and we’ve strengthened our relationship with Symantec as a result of that. I think it gives us an edge on a number of our competitors.”


This certification mandate can be a selling point when discussing deals with potential customers, Cannon said. “When we’re contacting new clients, we provide that information as part of the initial communication. We explain the Symantec Certified Security Practitioner, as well as the CISSP certification. I think that helps with our credibility in our initial engagement with customers.”


Cannon provided the example of its negotiations with Pyrotek, a provider of molten metal transfer systems,…


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