WrightRobbins Learning Solutions
Partner Readiness Case Study
Overview Sogeti USA Turns to WrightRobbins Learning
Partner Name: Sogeti USA Consultant to Define the Best Path to Readiness
Country or Region: U.S. subsidiary
Industry: Information Technology Services
―Working with a Learning Consultant definitely drives
Profile value for any partner interested in strengthening their
Sogeti USA is a premier provider of
information technology services, operating
Microsoft capabilities. It’s helped us focus our
in 24 U.S. locations. With over 40 years of strategic direction, and outlined a clear, efficient and
experience, Sogeti’s comprehensive
portfolio of services includes Applications
demonstrable path to get where we want to go.‖
Management, Business Consulting, and Sanjeev Agarwal, Group Senior Vice President – Global Microsoft Solutions Practice, Sogeti
Business Challenge and motivating consultants to ensure follow-
Sogeti USA is a Microsoft Enterprise Partner through.
Sogeti USA and the Microsoft Enterprise &
and the United States subsidiary of a global
Partner Group (EPG) identified readiness
technology services provider. Sogeti’s U.S. ―Microsoft has so many training options
planning as critical to growing Sogeti’s
Microsoft practice employs more than 550 available – from the individual product
Microsoft practice. They needed an expert
consultants in 24 cities. groups, the Microsoft Partner team, local
to help develop and implement a
Microsoft offices, certified partners, online,
comprehensive training plan that would
When the Microsoft Enterprise & Partner self-paced, classroom, events, airlifts – it’s
support their strategic goals.
Group (EPG) conducted a global survey of hard to know where to start,‖ said Sanjeev
partner needs as part of their planning Agarwal, Group Senior Vice President –
process for 2009, Sogeti responded with a Global Microsoft Solutions Practice at Sogeti.
Sogeti and the Microsoft EPG Team worked
core concern that many partners share: ―We need to ensure that we invest our
with a Microsoft Certified Learning
readiness and training to stay up-to-date on training resources wisely and cost-
Consultant from WrightRobbins to develop
the latest Microsoft technologies, in a way effectively.‖
and execute a customized readiness plan
that is affordable and timely.
that took advantage of a blend of learning
―Our goal was to find an easy and effective The Microsoft Enterprise & Partner Group
way for our consultants to upgrade their skill turned to WrightRobbins, a technology
Learning Consulting Benefits
sets,‖ said Jason Tolbert, National Director of learning and marketing consultancy, to help
Cut training costs and related expenses
Microsoft Applications Platform for Sogeti. Sogeti USA develop and carry out a
Protect billable hours with flexible
comprehensive readiness plan.
In the past, Sogeti had struggled with the
Standardize training across the
process of putting together a cohesive ―One of Microsoft’s goals is to keep our
organization for both sales and technical
national training plan to enable consultants partners satisfied,‖ said Sylvain Mercier,
across the organization to drive new Microsoft Worldwide Alliance Manager for
Gain a strategic picture of workforce
business opportunities. Training tended to Sogeti. ―When Sogeti shared their problems
be done on a regionalized and ad-hoc basis, with readiness, we needed to secure the
with local units often coming up with training knowledge and the capacity to resolve those
plans on their own. Without a standardized issues. The answer was to bring in a
approach, it was especially difficult to Microsoft Certified Learning Consultant.‖
achieve consistent training results from
location to location, as well as in tracking The Enterprise & Partner Group had been
working with WrightRobbins Learning achieves related certifications in a timely With this centralized approach to readiness
Consultants since mid-2008 to connect manner. planning, Sogeti USA was able to roll out its
enterprise partners with Microsoft Certified first-ever nationwide training effort, to all
Learning Consultants (MCLCs). Learning Benefits locations simultaneously. More employees
Consultants are experts in technology training Six months into the 18-month readiness plan, have been able to take advantage of
and certification: they understand the 475 of Sogeti USA’s Microsoft consultants training, and there has been a corresponding
complex landscape of Microsoft training have received training, and have expressed increase in the number of consultant
resources available to partners—and how to strong satisfaction with the readiness certifications earned.
package them in an overall readiness plan program. Sogeti has been able to:
that maximizes ROI. Gain strategic insight into workforce capacity
Save on training costs The Learning Consulting process included a
Beginning in October 2008, Keith Mayer, By using online learning rather than detailed skill inventory of Sogeti’s nationwide
WrightRobbins Director of Learning and instructor-led classroom training, Sogeti will consulting team, to uncover skill gaps and
Technology and an MCLC, began working with cut direct training costs and related identify opportunities to expand capabilities.
Sogeti to initiate a centralized readiness expenses such as travel by 96% over the Once training was underway, WrightRobbins
planning process. He worked directly with the project timeline. Sogeti also projects that began reporting on consultant participation,
Sogeti management team led by Sanjeev certification exam costs will be reduced by certifications achieved, and compliance with
Agarwal and Jason Tolbert, as well as the half. training goals.
Microsoft Partner team, led by Sylvain
Mercier. Together they analyzed training Protect billable hours ―With the ability to track our consultants’
needs based on Sogeti’s revenue targets and With an MCLC-driven training program expertise, we can make shifts as needed to
then set readiness goals. designed around self-paced learning options, align with our strategic direction,‖ said
Sogeti has reduced overall training hours per Tolbert. ―Working with a Learning
Mayer developed a readiness plan that student by about one-third over traditional Consultant has given us a whole new view of
outlined prescriptive learning paths to classroom learning. This on-demand training training for the organization.‖
address Sogeti’s skill gaps in a cost and time takes place during non-billable consultant
effective way. The learning curriculum is downtime, allowing Sogeti to avoid the loss Empower employees with the right skills
focused on nine tracks that build consultant of a significant number of billable hours. Interviews with participants indicate that
expertise in Core IO (Infrastructure Sogeti USA’s consultants have been
Optimization), BPIO (Business Productivity Streamline and standardize training across empowered with the exact skills they needed
Infrastructure Optimization), and APO the organization to work toward achieving revenue goals. In
(Application Platform Optimization) Mayer’s in-depth knowledge of the wealth of addition, the self-paced, on-demand learning
technologies. Microsoft learning resources enabled Sogeti options have resulted in a high degree of
to cut through the confusion of too many knowledge retention as consultants put their
The readiness plan combines both free training choices and streamline the training training into action.
partner resources and fee-based training, process.
which Sogeti chose to supplement with a Pleased with the success of this US
Microsoft E-Learning subscription. ―We used to spend weeks identifying subsidiary readiness program, Sogeti plans
learning options and putting together to continue it into the next fiscal year and
To implement the training, Sogeti uses a training programs,‖ said Tolbert. ―Keith was beyond. Sogeti is also making plans to take
systematic approach to assign individual able to put together a comprehensive the program beyond the US and roll out
consultants into specific learning tracks. A training program with tried-and-true methods similar training for consultants across the
streamlined reporting system ensures that in record time. It gave us a direct path for global organization.
each consultant completes the training and developing the skills we needed.‖
WrightRobbins (www.wrightrobbins.com) is a technology consulting and strategic marketing firm with 15 years experience driving success with
Microsoft and other industry leaders. Our in-house Learning Consultants offer deep subject matter expertise in learning and technology—
combined with business savvy—to design, manage and execute strategic readiness plans that map exactly to your business objectives.
For more information, e-mail the WrightRobbins team at email@example.com.
Document published July 2009.
This case study is for informational purposes only. WRIGHTROBBINS AND MICROSOFT MAKE NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. Microsoft is a registered trademark of Microsoft Corporation.