Distributor Ingram Micro (IM) has lined up special one-day digital signage training and certification courses to help its North American channel partners bump up their ability to market and sell the technology.

The program, which Ingram is calling Digital Signage Certified Expert (DSCE) training, is running through the distributor’s ProAV/Digital Signage business unit. ProAV trainers, educators from Brawn Consulting and Ingram Micro’s technology solutions engineer and DSCE certified instructor Tom Jones together are handling the instruction.

Ingram previewed the DSCE program to some 100 channel partners at its 2013 ProAV/Digital Signage Solutions Partner Invitational in May.

The idea behind the training is to supply Ingram’s channel partners with a competitive advantage to sell digital signage solutions, said Kevin Prewett, Ingram Pro AV/Digital Signage senior director.

“Ingram Micro is the first certified technology distributor trained and approved to teach this course and that gives our channel partners a distinct advantage when it comes to marketing, selling and supporting ProAV and digital signage solutions,” said Prewett. “With Brawn Consulting’s guidance and our in-house digital signage expertise, we’ve developed a best-in-class training program that will help our channel partners clearly differentiate their services and deliver greater value to their customers.”

The digital signage training is offered both in-class and online, with the curriculum covering how to:

  • Prospect and identify the right digital signage solutions;
  • Measure and demonstrate the return on investment and business value of digital signage;
  • Master the fundamentals of digital signage system design; and
  • Market, sell and price digital signage solutions.

Ingram plans to back the training with its ProAV/Digital Signage group’s technical support staff and inside and field sales teams, as well as its marketing, vendor management and category management professionals.

“The service potential surrounding ProAV and digital signage solutions is explosive for channel partners who are willing to step up their game and learn more about what the market needs and how best to service it,” said Prewett. “We’re enabling our channel partners to grow their business by expanding their focus on digital signage solutions and making the training, support and education they need readily accessible to them through our dedicated business unit,” he said.

Digital signage has been identified as a technology vertical ripe with opportunity for VARs, so it's no wonder Ingram Micro is deepening its commitment to the space.