Learning Business

Arthur Richardson has been involved in corporate education for over 15 years
and was a pioneer of computer-based training/multimedia in Australia. He has
been involved in the design, development and implementation of online learning
for over five years. His current position with Sun Educational Services involves
evangelizing e-learning across the APAC region 

How can IT training companies meet the increasing demand for
techno-functional professionals with domain knowledge?

Our strategy involves restructuring content in the training material and
delivering it in chunks that relate to specific requirements of the job. The
vertical segments we are currently working with are manufacturing, finance and
e-governance. We work closely with our clients in identifying and understanding
the specific areas where training is required. Once that is done, we work with
content partners to develop courses that match these requirements. In July 2001,
we purchased a Canadian learning management system company Isopia. The decision
to purchase Isopia was part of our strategy to deliver end-to-end learning
solutions to our customers.

Could you give an example of the use of customized training?

A Korean electronics conglomerate wanted to train its business people in
e-commerce. We first divided their team into streams–super technical
architects, programmers and developers and the sales force. We designed an
exhaustive 40 hours a week, 26-week course. Though the introduction to
e-commerce and certain other modules were common to all, the course content was
customized according to the specific needs and level of awareness of each
stream. For instance, the technical team was taught only the essential aspects
of the business side and the sales force was imparted task-specific technical
knowledge.

Is Sun’s training course content in India any different?

Some course content is generic but there is customization where required. For
instance, for a customer like Bank of India, it makes sense to develop content
locally as per the needs of the bank. Apart from a better understanding of the
cultural requirements, the physical proximity of the Indian partner is an added
advantage. Our strategy is to have alliances with third party content providers.

Where is the IT training industry headed?

Historically in India, Sun has been involved in instructor-led training
through partners. We are now training our sales force to sell entire training
solutions. Instructor led, classroom based training is increasingly giving way
to learning any where, any time. One will not see professionals who are working
chucking a job for attending day-long classes. Even students otherwise, prefer
to learn when it suits them. The demand is thus for 24X7 e-learning facilities.

What are the criteria Sun employs for selecting partners?

At Sun, we first identify the skills we have and the skills we need. We then
look for people involved in IT education and with large networks to meet these
needs. We do have ‘Rules of engagement’ which specify aspects like who owns
the customer–Sun on the partner. There are cases where the partner wants Sun
to deal with the customer directly and provide the entire solution. In cases
where the partners share a good rapport with the customer, Sun does not
interfere.

Could you elaborate on the educational portal project that you have been
involved in?

The portal project comprises the entire gamut of interaction with
universities–ensuring that not just learning but selecting and applying for
courses, testing and records are all available online. The portal project is a
joint venture set up by eight departments of education in Australia and
functions as a private company. It aims to provide resources in the form of
content and tools to schools and teachers.

So what is it that a good education portal must have?

To begin with, the portal should be designed from the educational not
technology point of view. Functionality is the key. The secret lies in future
proofing the actual solution. Throughout the process of building the portal, one
must continue to interact with the customer regularly. With the rapidly changing
trends in this arena, it is critical for you to be on the same track as the
customer.

Given the awareness among Indian IT students, almost every resume boasts
of a ‘certified’ stamp. But how do you maintain quality in awarding
certification?

We had as many as 333 certifications in India last month. Certified
professionals are allowed to print their credentials on the business cards. But
it is not easy to get a Sun certification. In fact, the courses have a high
failure rate. The questions are edited psychometrically and are revised
frequently. Instructors first need to pass an exam that covers the entire course
before they are permitted to conduct classes for the certifying exams.

Manjiri Kalghatgi in New Delhi