DELL EMC PARTNER ACADEMY

DELL EMC PARTNER ACADEMY

CLOUD SERVICE PROVIDER AND STRATEGIC OUTSOURCER PROGRAM TRAINING OVERVIEW Cloud technology has become an integral part of the business world that organizations across the globe rely upon to provide IT services to their customers and employees. Cloud service providers and strategic outsourcers are leading the charge, providing Dell EMC cloud solutions in response to this rise in demand. At Dell EMC, we are continually innovating to provide advancing technology solutions to our customers. As Dell EMC partners, you understand the importance of keeping up with technology as it evolves so that you can maintain your customer relationships and grow your business. The Cloud Service Provider and Strategic Outsourcer Program Training has been established to help you expand your knowledge around Dell EMC cloud solutions, leverage new technologies, and grow your business built on a foundation of awareness and expertise that will make you a trusted advisor to your customers. As part of the requirements for the Dell EMC Partner Program, Cloud Service Providers (CSP) and Strategic Outsourcer (SO) Partners are required to achieve certain levels of training to maintain partner status. This guide is designed to demonstrate the benefits of completing the training, and help you get started. It will also help you achieve the amount of training hours needed to meet your company s tier requirement in the Partner Program, while demonstrating the flexibility that s built into the system, allowing your business to grow based on your unique strategy.

PURPOSE-BUILT FOR CLOUD SERVICE PROVIDERS AND STRATEGIC OUTSOURCERS The Cloud Service Provider training program is designed to ensure that you get the training you need without prescribing specific training tracks that you might not need. The flexible design allows you to choose the best courses for your organization in order to maximize the value of the time you spend in training. The program is also designed to elevate the knowledge of your entire organization with courses that cover the functional areas of business, products and solutions. The Cloud Service Provider training is: 1 FLEXIBLE 2 TARGETED 3 VALUABLE Choose only the courses that fit your needs Select from business overview, product-specific, complete solution or services courses Earn hours toward your training requirement while deepening your knowledge, increasing confidence and enabling more sales opportunities Here s how to determine the best training to take for each role and desired skill level: FIRST Determine the number of training hours your organization needs, and identify the individuals within your organization who will complete training over the course of the year. SECOND Identify training for each person based on his or her role within your organization and the products, solutions or business concepts that they want to learn. THIRD Determine each individual s skill level with each targeted technology or skill, and find the appropriate class that will help them achieve their desired goals.

TRAINING : MORE THAN JUST COMPLIANCE In order to maintain your partner level, your organization will be required to meet a pre-defined threshold of training hours. While maintaining training is common for partner programs, the Cloud Service Provider program is designed to accommodate the needs of a rapidly changing industry. With over 200 self-paced classes to choose from, this flexible program allows you to select the training hours you need for your entire organization to be more successful. Determining Your Required Hours Required training hours are defined by your partner level. Each course provides a set number of hours. Throughout each year, your organization will be required to complete a total number of hours, divided between a minimum number of people in your organization. The number of hours completed by each individual is yours to decide, and you are always free to take more classes or train more people than the minimum threshold. PARTNER LEVEL GOLD PLATINUM TITANIUM Minimum total training hours 24 48 144 Minimum number of people trained 3 6 18 The required hours can be divided up in any manner that suits your organization, as long as the minimum number of people are trained for a total of the minimum number of hours required. Gold Partner: 3 People: 8 hours each = 24 total hours Gold Partner: 3 People: 4 hours for 1, 10 hours for each of the other 2 = 24 total hours Platinum Partner: 6 People: 14 hours for one, 10 hours for another, 12 hours for another, 4 for the other 3 people = 48 total hours 8 + + = + + = + + + 8 8 24 TOTAL 4 10 10 24 TOTAL 14 4 + 10 4 + 12 4 = 48 TOTAL

KEY ROLES AND COURSE GUIDANCE Your organization encompasses many professional areas, staffed by experts who all bring a unique skillset to your customers. The Dell EMC Cloud Service Provider training is structured to deliver relevant information that s tailored to each individual s role within your organization. Product/solution courses are broken down by key roles so that you can easily identify which courses will provide the maximum benefit for each member of your organization. Framework Example BUSINESS/SKILLS PRODUCTS SOLUTIONS SERVICES Dell EMC Better together Value Props Isilon Fundamentals Symmetrix VMAX Cloud Computing Fundamentals Plan EHC Infrastructure Assessment Differentiation Fundamentals Big Data Fundamentals Big Data Vision Workshop Service Provider Business Elastic Cloud Storage 101 Big Ideas: Why Cloud Matters Application profiling Cloud Service Provider VNX 101 Big Ideas: How Big is Big Data IT Transformation Workshop Business Account planning Storage TCO Backup TCO IT Perspectives: Data Center Virtualization Trends and Strategies EMC Data Protection Fundamentals Avamar Fundamentals Data Domain Fundamentals DPA Fundamentals Converged Infrastructure Introduction VMware 301 for Partners Big Ideas: Why Big Data Matters Hadoop Technical Presales elearning for Partners Information Storage Security in the Cloud Continuous Business Operations in the Cloud Cloud Advisory Workshop Build NHC Implementation Analytics Insight Module Install Design EHC Design & Implementation Design & Deploy <product> Course c ROLE DESCRIPTION RECOMMENDED TRAINING Marketing Sales System Engineer Technical Services The marketing team is tasked with developing go-to-market strategies and exercising BDF funds to drive continued business. They need to understand how to work with Dell EMC marketing to maximize the effectiveness of their strategy and their BDF spend. Sales is responsible for finding opportunities for Dell EMC offers, demonstrating the value prop to their customers and closing deals. Sales needs to understand product value props, features and benefits so they can provide a strong story that results in sales. The technical courses provide learning for anyone who is responsible for technical assistance, design and engineering support, or build/ implementation for the customer. These reps need to understand the technical features, benefits and differentiators of Dell EMC products so that they can describe how the solutions work, architect solutions to customer specifications, and implement/support the system. Reps who deal with presales, design, build, manage or run roles should focus on the System Engineer Technical courses. The Services managers and engineers provide value-added pre- and post-sales services to customers. They benefit from training that encompasses service-oriented solutions, such as data or systems migration, onsite implementation, systems management, etc. High-level product and solution training Marketing Academy coursework Product and solution overviews Key use cases, qualifying questions and objection handling Enhanced sales skills Product and solution technical overviews Product and solution architecture, size and design Architecture discussions Product demos Technical solution discussions Finance/quoting Dell EMC Services implementation training Implementation Engineer training

BUILDING YOUR KNOWLEDGE LEVEL Depending on your role and your current knowledge level with the Dell EMC products you offer or want to offer you can choose courses that will help solidify and enhance your understanding. You can choose from general overviews, intermediate discussions, and advanced, in-depth studies. If you are unsure of where your current skillset lies within the course difficulty spectrum, use this as a guide: GENERAL (100-LEVEL) COURSES Identifies solution strategy and product portfolio overview Includes features, advantages and benefits, target customers or markets and competitive advantages INTERMEDIATE (200-LEVEL) COURSES Discusses technical features and their benefits, interoperability of solutions, including workloads and technical use cases ADVANCED (300-LEVEL) COURSES Specialized technical discussions and white board solution sessions for customerspecific needs Sizing and architecting complete solutions TAKE A GENERAL COURSE IF YOU WANT TO: Actively position a product or solution Address customer challenges at a high level Discuss how a product or solution is better than a competing product Explain the Dell EMC corporate strategy TAKE AN INTERMEDIATE COURSE IF YOU WANT TO: Expand your knowledge of a product or solution Discuss product workloads with customers Provide deeper architecture considerations and understanding Anticipate common questions and objections during the sales cycle TAKE AN ADVANCED COURSE IF YOU WANT TO: Become an SME for a product portfolio or solution Provide sizing and architecture considerations for solutions Explain portfolio features and benefits on a technical level Differentiate solution value props in detail

GETTING STARTED To find out more and create your account, visit the Partner Academy from the Training & Competency page on Partner Portal. If you have any questions regarding the Dell EMC Partner Academy or your eligibility for training, contact your Dell EMC Account Manager. After you re logged in, select your partner type and role. You should set your partner type to Cloud Service Provider in order to streamline the course selection to your needs. Once selected, the Partner Academy will custom-tailor itself to your direct needs. From the landing page of the Partner Academy, you ll have many different options for getting started. It s recommended that you start with the short, introductory video to learn how to access the training and enablement tools and resources that are available to you in the Partner Academy. Fast Start On-Boarding Designed to Accelerate Your Productivity The Fast Start link will take you to a page filled with useful information that s designed to streamline your onboarding process. With information on Dell EMC, plus playbooks, messaging guidelines, thought leadership papers and learning videos, Fast Track will help you come up to speed quickly so that your continued training will have an even deeper impact on your success.

Choose Your First Course After familiarizing yourself with the Partner Academy, you can enroll in your first course. Choose CSP Specific Training from the Partner Academy landing page to navigate to the course selection page. Your recommended courses will appear pre-filtered, based on your role and you will have the opportunity to narrow down the list further by filtering on your particular area of focus and preferred language. With over 200 courses to choose from, it can be difficult to select your first course, and while the system is designed to help you decide, the choice is ultimately yours. You can change the role, affiliation, language and category to find courses that suit your needs. Courses are grouped on the screen by course level. The course titles appear as values in the table. Changing the filters will immediately refresh the table to show or hide options based on your choices. Once you ve found your desired course, click the link to open the training. Carefully read and agree to the Dell EMC License Agreement for your course, and then launch your training. Follow the instructions in your module. At any time, you can pause the course and come back at a later time to complete the training. You can also use the tools under My Account to view your active training sessions and to track your learning path progress. START TODAY Visit the Partner Portal to find out more and to create your account. You will find the Partner Academy on the Training & Competency page.