Sogeti Turns to wrightrobbins Learning Consultant to Define the

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					                                              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
Enterprise Technologies.

                                              Business Challenge                                   and motivating consultants to ensure follow-
Business Challenge
                                              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.
  learning options
                                              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.‖

About WrightRobbins
WrightRobbins ( 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

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.

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