Santoso Karsono, PT Artha Mulia Trijaya, Indonesia

HP ExpertONE
PT Artha Mulia Trijaya boosts sales
opportunities and strengthens
relationships with HP customers
Brochure
“Obtaining multiple certifications has added value to what I can deliver
within my current role. I now have visibility into, as well as a clearer
understanding of, the entire solution from proposal to implementation. The
knowledge is helpful when designing solutions that align my customers’ IT
investments to the needs of their business.”
—Santoso Karsono, PT Artha Mulia Trijaya
Partner profile
Certified
professional:
Santoso Karsono
Company: PT
Artha Mulia Trijaya
Job title: product
manager and
solution architect
Country:
Indonesia
Website:
www.arthatrijaya.
com
Santoso Karsono is a product manager and solution
architect at PT Artha Mulia Trijaya, an HP Premium
Business Partner and storage-focused partner in
Indonesia. Karsono has close to 10 years of experience
within the IT industry in Indonesia, and his journey with
the HP ExpertONE program began when he joined
PT Artha Mulia Trijaya four years ago.
Established in 1996, PT Artha Mulia Trijaya provides
state-of-the-art solutions that are scalable and flexible,
and cater to the IT needs of small and medium-size
businesses, large enterprises, and the public sector
in Indonesia.

“Previously, we had too many resources and
significant time allocated to the sales process
and that was inefficient for both our company
and our customers. Today, sales consultants with
certifications can provide technical information,
address issues and make recommendations
to customers within the first meeting, and our
customers appreciate this level of professional
service.”
—Santoso Karsono, PT Artha Mulia Trijaya
Investing in certification boosts sales
opportunities
ExpertONE certifications are a symbol for industry
credibility and quality in the Indonesian market. Having
employees who are ExpertONE-certified has significantly
enhanced the reputation of PT Artha Mulia Trijaya in
the market and helped develop their business. This has
spurred the company to actively encourage employees
to obtain certification.
As a result, the company has gained access to highprofile
customers in market segments that are difficult
to enter. Karsono explains, “ExpertONE certifications
have enabled us to enter market segments that are
traditionally challenging to penetrate. Having employees
who are ExpertONE-certified automatically eliminates
most of our competition, especially when bidding for
projects in these segments.”
Karsono adds, “Specifying the number of employees
who are ExpertONE-certified in our proposal often leads
to PT Artha Mulia Trijaya becoming a preferred vendor,
which results in a higher probability of being awarded
the contract. The certifications have been instrumental
in acquiring more business and have developed our
reputation as a highly credible HP Premium Partner in
the industry.”
Strengthening customer relationships
through strategic focus on long-term
business needs
Karsono’s role at PT Artha Mulia Trijaya is crucial to
ensuring customer satisfaction and retention. As a
solution architect, Karsono is responsible for the design
and delivery of comprehensive solutions to fulfill the IT
requirements of HP customers. By supporting employees
like Karsono to obtain HP ExpertONE certifications,
PT Artha Mulia Trijaya facilitates the delivery of
exceptional solutions to customers while gaining their
confidence and trust, which is vital to the company’s
customer retention strategy.
While Karsono’s current role focuses on presales solution
design, he has chosen to become certified in a wide
range of roles, including sales and systems integration,
primarily due to the benefits these certifications bring to
his customers.
Karsono explains, “Obtaining multiple certifications
has added value to what I can deliver within my
current role. I now have visibility into, as well as a
clearer understanding of, the entire solution from
proposal to implementation. The knowledge is helpful
when designing solutions that align my customers’
IT investments to the needs of their business.” Adds
Karsono, “Being able to demonstrate strategic vision
helps me gain my customers’ confidence in the product
as well as in the level of service we provide.”
Delivering enhanced services to
customers by increasing efficiency of
processes
At PT Artha Mulia Trijaya, having a number of
employees certified by ExpertONE has resulted in a
streamlined sales process. In being able to directly
apply the acquired knowledge and skills, sales teams
are spending less time on average per customer due
to increased competency levels. For the company, this
results in their sales consultants being able to support
more customers effectively while delivering higher levels
of service.
Karsono explains, “Previously, we had too many
resources and significant time allocated to the sales
process and that was inefficient for both our company
and our customers. Today, sales consultants with
certifications can provide technical information, address
issues and make recommendations to customers within
the first meeting, and our customers appreciate this level
of professional service.”
Combining technical knowledge with
industry best practices through highly
structured multi-layer delivery
Karsono believes that the ability of certified professionals
to take away practical lessons from the certifications
and apply them in real business situations is the biggest
differentiating factor for ExpertONE when compared
to other industry certifications. With a combination of
instructor-led training sessions, self-study Web sessions,
and ongoing access to industry events and technology
forums, ExpertONE certifications equip professionals like
him to design and propose future-proof IT solutions for
their customers.
2

Certifications
• Accredited Sales Professional – HP Enterprise Solutions [2011]
• Accredited Sales Professional – HP Networking [2011]
• Accredited Sales Consultant – HP Networking [2011]
• Accredited Sales Professional – HP SMB Solutions [2010]
• Accredited Sales Consultant – HP Enterprise Storage Solutions [2010]
• Accredited Sales Consultant – HP Converged Infrastructure [2010]
• Accredited Sales Professional – HP ProLiant ML/DL/SL Servers [2010]
• Accredited Integration Specialist – HP BladeSystem Solutions [2010]
Benefits
• Investing in certification boosts sales opportunities
• Strengthening customer relationships through strategic focus on long-term business needs
• Delivering enhanced services to customers by increasing efficiency of processes
• Combining technical knowledge with industry best practices through highly structured multi-layer delivery
• Achieving career growth through commitment to life-long learning
“While the self-study Web sessions provide me
access to relevant technical knowledge to deepen my
understanding, the instructor-led training sessions teach
me how to apply this knowledge to real-life business
situations. This is because the instructors are consultants
who bring tangible industry experience and working
examples to the course, which helps me to absorb the
knowledge gained from the self-study sessions at a faster
pace,” comments Karsono.
Achieving career growth through
commitment to life-long learning
ExpertONE certifications have made a significant
contribution to Karsono’s career progression and have
helped him develop expertise quickly in a range of
HP solutions to support his customers. In the early stages
of Karsono’s IT career, his limited technical knowledge
of HP solutions made troubleshooting technical issues in
the field a challenge. “Initially ExpertONE certifications
gave me a sound grounding in HP technology and the
tools I needed to perform my role. As my knowledge
and competency expanded, I was able to go a step
further by applying what I had learnt and resolve more
complex technical issues in the field,” affirms Karsono.
Karsono has also been able to achieve a marked
expansion in his job scope. “Prior to being certified,
my role was limited to working with a solution
implementation team at the customer site. Over time, my
role has evolved to become strategically focused and
with my industry knowledge and expertise I am now
designing solutions that cater to our customers’ long-term
IT needs,” states Karsono.
PT Artha Mulia Trijaya is committed to ExpertONE
certifications and supports employees who show an
interest in obtaining industry qualifications. “I am
fortunate to be working in an environment that is
supportive of career progression through learning.
The best practices I have adopted from ExpertONE
certifications have added value to my role, enabling me
in turn to add value to my employer and our customers,”
concludes Karsono.
3

“Initially ExpertONE certifications gave me a
sound grounding in HP technology and the tools I
needed to perform my role. As my knowledge and
competency expanded, I was able to go a step
further by applying what I had learnt and resolve
more complex technical issues in the field.”
—Santoso Karsono, PT Artha Mulia Trijaya
Why HP ExpertONE
• ExpertONE helps you build the expertise you need to be an
expert in your field and to advance your career.
• The ExpertONE Expertise Lifecycle model can provide a roadmap
for your professional development.
• When you keep your expertise current and relevant, you are much
more valuable as an employee or contracted worker, and more
likely to be assigned to exciting projects.
• The other experts in the ExpertONE community are your lifeline
for getting the information and help you need to solve technical
issues. And, you can be a valuable lifeline as well to your peers in
this community.
• Companies prefer to hire people with relevant experience, which
you can get through sessions in the HP remote labs.
• Employers will have confidence in your abilities based on the
industry-leading ExpertONE certifications you’ve earned.
HP ExpertONE: expertise that drives
your career
With your needs in mind, HP ExpertONE is redefining
how IT professionals like you build and maintain
the expertise you need to differentiate yourself and
accelerate your career.
For more information
To learn more about the HP ExpertONE program, go to:
www.hp.com/go/ExpertONE
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© Copyright 2011 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties
for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be
construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.
4AA3-8632ENW, Created December 2011