DELL EMC PARTNER ACADEMY

CLOUD SERVICE PROVIDER AND STRATEGIC OUTSOURCER PROGRAM TRAINING OVERVIEWCloud 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.

The Cloud Service Provider training is:

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

1 FLEXIBLE 2 TARGETED 3 VALUABLE

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.

PURPOSE-BUILT FOR CLOUD SERVICE PROVIDERS AND STRATEGIC OUTSOURCERSThe 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.

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.

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.

TRAINING HOURS: 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.

PARTNER LEVEL GOLD PLATINUM TITANIUM

Minimum total training hours 24 48 144

Minimum number of people trained 3 6 18

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

8HOURS

4HOURS

14HOURS

4HOURS

8HOURS

10HOURS

10HOURS

4HOURS

8HOURS

10HOURS

12HOURS

4HOURS

24HOURS TOTAL

24HOURS TOTAL

48HOURS TOTAL

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KEY ROLES AND COURSE GUIDANCEYour 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

• Dell EMC–Better together

• Value Props

• Differentiation

• Service Provider Business

• Cloud Service Provider

Business

• Account planning

• Storage TCO

• Backup TCO

• IT Perspectives: Data Center

Virtualization Trends and

Strategies

PRODUCTS

• Isilon Fundamentals

• Symmetrix VMAX

Fundamentals

• Elastic Cloud Storage 101

• VNX 101

• EMC Data Protection

Fundamentals

• Avamar Fundamentals

• Data Domain Fundamentals

• DPA Fundamentals

• Converged Infrastructure

Introduction

• VMware 301 for Partners

SOLUTIONS

• Cloud Computing

Fundamentals

• Big Data Fundamentals

• Big Ideas: Why Cloud Matters

• Big Ideas: How Big is Big Data

• Big Ideas: Why Big Data

Matters

• Hadoop Technical Presales

eLearning for Partners

• Information Storage Security in

the Cloud

• Continuous Business

Operations in the Cloud

SERVICES

Plan• EHC Infrastructure Assessment

• Big Data Vision Workshop

• Application profiling

• IT Transformation Workshop

• Cloud Advisory Workshop

Build• NHC Implementation

• Analytics Insight Module Install

Design• EHC Design & Implementation

• Design & Deploy <product>

• Course c

ROLE DESCRIPTION RECOMMENDED TRAINING

Marketing

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.

• High-level product and solution training

• Marketing Academy coursework

Sales

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.

• Product and solution overviews

• Key use cases, qualifying questions and objection handling

• Enhanced sales skills

System Engineer – Technical

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.

• Product and solution technical overviews

• Product and solution architecture, size and design

• Architecture discussions

• Product demos

• Technical solution discussions

• Finance/quoting

Services

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.

• Dell EMC Services implementation training

• Implementation Engineer training

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

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

INTERMEDIATE (200-LEVEL) COURSES

• Discusses technical

features and their benefits,

interoperability of solutions,

including workloads and

technical use cases

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

ADVANCED (300-LEVEL) COURSES

• Specialized technical

discussions and white board

solution sessions for customer-

specific needs

• Sizing and architecting

complete solutions

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

BUILDING YOUR KNOWLEDGE LEVELDepending 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.

GETTING STARTEDTo 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.

START TODAYVisit the Partner Portal to find out more and to create your account. You will find the Partner Academy on the Training & Competency page.

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.

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.