Welcome to
The Novell Certified Training Salespers
2006 Edition
Introductions
Please tell us:
Your name
Your company
If you have attended CNS and/or CLS
Your experience with Novell technologi
Your experience selling professional tra
Your experience selling Novell Training
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(c) Novell, Inc. Confidential and Proprietary
Agenda
Introduction
The Market for IT Training and Certification
Why Novell Training and Certification?
Understanding Novell Training and Certification Offerings
Selling Novell Training Courses and Certifications
Uncovering Novell training opportunities
Presenting Novell training courses
Presenting Novell certifications
Novell Certified Training Salesperson Exam
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(c) Novell, Inc. Confidential and Proprietary
What Will We Cover?
1
Linux courses and certifications
2
Novell© Open Enterprise Server courses
3
NetWare© courses and certifications
4
Novell eDirectory™ courses
5
6
Novell ZENworks© courses
Certified Linux Professional
Certified Linux Engineer 9
Certified Linux Professional 10
Certified Linux Engineer 10
Novell GroupWise© courses
Certified Novell Administrator
Certified Novell Engineer
Master Certified Novell Engineer
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(c) Novell, Inc. Confidential and Proprietary
Course Objectives
At the conclusion of this course, you will know the following:
What training courses and certifications are available from Novell
What questions to ask to uncover Novell training and certification op
How to position Novell training services to
your customers
How to make more money selling
Novell training and certification services
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(c) Novell, Inc. Confidential and Proprietary
The CNS Course
As a prerequisite to this course, Novell offers the Certified Novell
The Novell strategy
The solution-selling model
Novell product capabilities
Novell solution business benefits
Certified Novell Salesperson Information
www.novell.com/partners/channel/academy
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(c) Novell, Inc. Confidential and Proprietary
If You Need to Know More ...
Novell Training and Certification Home Page
www.novell.com/training
Novell Training Courses by Product
www.novell.com/training/train_product
Course Locator
www.novell.com/training/locator/SearchAdvanced.jsp
Novell Certifications
www.novell.com/training/certinfo
Novell Testing Information
www.novell.com/training/testinfo
Novell Partner Portal
www.novell.com/channel
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(c) Novell, Inc. Confidential and Proprietary
NCTS Exam Breakdown...
30 multiple-choice questions
45 minutes
75 percent passing score
Only 23 correct answers necessary to pass
Open book and open notes
No collaboration
Online testing results are immediate.
Instructor-led testing results are e-mailed within two weeks.
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(c) Novell, Inc. Confidential and Proprietary
The NCTS Advantage
Novell Certified Training Salesperson
2005 Edition
The knowledge you need to provide the right services and solutions to you
Market differentiation for you and your company
Direct, pertinent communication to Novell Certified Training Salespeople
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(c) Novell, Inc. Confidential and Proprietary
The Market for IT Training and Certification
Two questions to ask yourself:
What's the current market for IT training and certification?
What am I offering my clients when I present an opportunity to get certified through Novell?
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(c) Novell, Inc. Confidential and Proprietary
IT Training Services
The Market Opportunity
The market for professional IT training services is large and grow
Worldwide Market for IT Training
40
35
30
25
20
Revenue in Billions
15
10
5
0
2004
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2005
(c) Novell, Inc. Confidential and Proprietary
2006
IT Certification
What the Analysts Are Saying about Certification
“Two-thirds of all certified professionals indicated that their salaries increased after becom
“Nearly two-thirds of IT managers cite a higher leve
“Both IT professionals and managers consider technology training and certification to be critical to care
Source: Gartner
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(c) Novell, Inc. Confidential and Proprietary
IT Certification
One of the Keys to Success in the IT Industry
Expertise on the latest-and-greatest technologies is critical in the
Why get certified?
Expertise on the latest technologies
Opportunities for career advancement
Opportunities for increased salary
Respect from peers
Improved job security
Increased value within the organization
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
Two questions to ask yourself:
Why should I invest my time and energy selling Novell training and certification offerings?
What are my customers getting when I sell them Novell training and certification?
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
Backing from a World-class Company
You and your clients can rely on Novell. Here's why:
Novell delivers software for the open enterprise to 52,000 enterprises in 43 c
Novell has 20 years of experience in data center, security and identity, resou
Novell has a full range of Linux products and services with award-winning su
Novell has annual revenues of more than $1 billion +
More than 5,000 employees worldwide
More than 5,000 partners worldwide
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
World-class Technology Base
Industry-Leading Technology Solutions
Leading-edge proprietary and open source network solutions
Award-winning Resource-management solutions
Award-winning Security and Identity solutions
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(c) Novell, Inc. Confidential and Proprietary
Original Equipment Manufacturers and T
Novell is dedicated to partnering with original equipment manufa
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
High-quality Courseware Training Materials
Novell courseware is designed and developed by Novell engineer
No one knows Novell like Novell
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
Training on Linux—the Future of Network Computing
The Linux operating system has seen tremendous growth as com
•
•
•
•
•
More than 53 percent of CIOs are adopting open source as a major pla
More than 3 million production Linux servers are in use around the wor
More than 10 million Linux desktops are in use
More than 70,000 projects are on SourceForge.net
30 new open source startups have emerged in the last six months
“Linux and open source should be part of a company's plans in every IT
-Gartner
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(c) Novell, Inc. Confidential and Proprietary
Why Novell Training and Certification?
Proven Technology Training and Certifications
Novell has a long and decorated history of innovation and excelle
1986
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1990
(c) Novell, Inc. Confidential and Proprietary
1992
Why Novell Training and Certification?
Hot New Technology Training and Certifications
Novell has quickly emerged as one of the top Linux solution prov
The Novell Certified Linux Professional (CLP) certification has been named one of the “10 Hottest Certificatio
Release of “SUSE Linux Enterprise Ser
* Novell CLP 10
* Novell CLE 10
2005
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(c) Novell, Inc. Confidential and Proprietary
2006
Why Novell Training and Certification?
Vendor-neutral Linux Certifications
Novell offers Linux training that will help your customers get cert
Novell’s Guide to CompTIA’s Linux+ with SUSE Linux Enterprise Serv
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(c) Novell, Inc. Confidential and Proprietary
Understanding Novell
Training and Certification Offerings
Two questions to ask yourself…
What type of training is available for Novell solutions?
Which Novell courses can I offer as a Novell Training Services partner?
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Offerings
Current Courses
Novell offers more than 50 unique training courses through a glo
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Offerings
Instructor-led Training and Self-study Kits
Novell Training Services partners are eligible to deliver instructor
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Offerings
Certified and Noncertified Training Courses
Novell offers training courses with or without certification options
Instructor-led training courses or Self-Stud
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Offerings
Novell Product Categories
Novell technical training courses cover all Novell award-winning
We focus on key training opportunities in the following six produ
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Offerings
Novell Course Information: What to Look for
Course Objectives
The primary objectives of the course
Course Description
A detailed description of the course, including knowledge and skills to b
Prerequisites
Prerequisites for each course, including Novell training courses and/or
Other Course Details
Other course details including the number of days for instructor-led trai
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(c) Novell, Inc. Confidential and Proprietary
Novell Certification Offerings
Current Novell Certifications
Novell currently offers seven different industry-leading technical
Novell Linux
Certifications
Novell Traditional
Certifications
Novell Instructor
Certifications
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(c) Novell, Inc. Confidential and Proprietary
Novell Certification Offerings
Novell Certification Testing
Novell offers industry-leading testing that challenges the student
Matching
Fill-in-the-blank
Multiple-choice
Practicum
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(c) Novell, Inc. Confidential and Proprietary
Novell Certification Offerings
Practicum Testing
Novell has pioneered a practical exam methodology called the No
Practicum exams require students to prove that they have master
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(c) Novell, Inc. Confidential and Proprietary
Activity 1
Let’s see how much you know about Novell training and certification o
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(c) Novell, Inc. Confidential and Proprietary
Selling Novell Linux Training and Certifications
A few questions to ask yourself:
What Linux courses and Linux certifications are available from Novell?
What course should I recommend to clients looking for basic Linux training?
Which courses should I recommend to advanced Linux users?
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(c) Novell, Inc. Confidential and Proprietary
Selling SUSE Linux Training
Asking the Right Questions
Ask these questions to uncover Novell Linux training opportuniti
1
2
What is your company's Linux strategy?
Where is Linux currently being used in your organization (e.g., data ce
Over the next year or two, how do you anticipate using Linux?
3
What training and/or experience do your engineers have with Linux?
4
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Enterprise Server
Product Listing and Overview
SUSE Linux Enterprise Server
SUSE Linux Enterprise Server empowers businesses to leverage Linux and open sourc
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Enterprise Server
Current Course Listings
SUSE Linux Enterprise Server 9
Getting Started With Linux: Novell’s Guide to CompTIA’s Linux+ (Course 3060)
SUSE Linux Fundamentals (Course 3036)
SUSE Linux Administration (Course 3037)
Advanced SUSE Linux Administration (Course 3038)
Migrating to SUSE Linux (Course 3019)
SUSE Linux Network Services: SLES 9 (Course 3057)
SUSE Linux Security: SLES 9 (Course 3058)
Novell Loadfest - SUSE LINUX Enterprise Server 9 (Course 3066 v1.0)
SUSE Linux Enterprise Server 10
Novell's Guide to CompTIA's Linux+ w/ SUSE Linux Enterprise 10 (Course 3064)
SUSE Linux Enterprise Server 10 Fundamentals (Course 3071)
SUSE Linux Enterprise Server 10 Administration (Course 3072)
SUSE Linux Enterprise Server 10 Advanced Administration (Course 3073)
SUSE Linux Enterprise Server 10 Network Services (Course 3074)
SUSE Linux Enterprise Server 10 Security (Course 3075)
Upgrade to Certified Linux Professional 10 (Course 3070)
Upgrading to Certified Linux Engineer 10 (Course 3076)
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
CompTIA Linux+ Certification Track
This course is for customers who are
interested in an introductory,
vendor-neutral Linux certification.
Prerequisites
• None
Getting Started With Linux: Novell’s Guide to CompTIA’s Linux+ (Course 3
This course is built on SUSE Linux Enterprise Server 9 but introduces students to knowled
•
•
•
•
•
•
•
•
•
Understand the Linux story
Use the Linux desktop
Locate and use help resources in the Linux system
Administer Linux with the YaST management utility
Work with the Linux shell and command line
Manage directories and files in the Linux system
Use Linux text editors
Understand and view processes in the Linux system
Manage the network configuration
CompTIA Linux+
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP Track
rs who need an introduction to SUSE Linux and the basics of managing a Linux serv
Prerequisites
• None
CLP, CLE9
Three-day course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP Certification Track
course is for customers who need entry-level SUSE Linux administration skills.
Prerequisites
• Course 3036 or Course 3060
SUSE Linux Fundamentals (Course 3036)
• Basic knowledge of and/or e
This course introduces open source standards and the
knowledge and skills needed to manage any Linux
distribution. Students will learn how to do the following:
•
•
•
•
•
•
•
•
•
Understand the Linux story
Use the Linux desktop
Locate and use help resources in the Linux system
Administer Linux with the YaST management utility
Work with the Linux shell and command line
Manage directories and files in the Linux system
Use Linux text editors
Understand and view processes in the Linux system
Manage the network configuration
CLP, CLE9
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP Certification Track
course is for customers who need advanced SUSE Linux administration skills.
Prerequisites
SUSE Linux Administration (Course 3037)
• Course 3036 or Course 3060
• Course 3037
• Equivalent knowledge or exp
This course utilizes SUSE Linux Enterprise Server 9 to
teach administrative skills common to an entry-level Linux
administrator or helpdesk technician in an enterprise
environment.
•
•
•
•
•
•
•
•
•
•
40
Become aquainted with the basics of managing the SUSE
Linux Enterprise Server 9
Manage user access and security
Manage the Linux file system
Manage software for SUSE Linux Enterprise Server
Manage system installation
Manage Linux processes and services
Connect the SUSE Linux Enterprise Server to the network
Enable infrastructure services
Enable Internet services
Manage remote access
(c) Novell, Inc. Confidential and Proprietary
CLP, CLE9
Five-day course
SUSE Linux Training Courses
Novell CLP Track for Linux Experts
This course is for customers who have
nce with other Linux distributions but who want to learn the specifics of using SUSE Linux.
Prerequisites
Advanced SUSE Linux Administration
(Course 3038)
• Fundamental knowledge of n
• Experience with any Linux o
• Familiarity with administrativ
This course teaches advanced SUSE Linux Enterprise
Server 9 administration skills to students who already have
some experience with the SUSE Linux operating
environment. Students will learn how to do the followingL:
•
•
•
•
•
•
•
•
•
41
Install SUSE Linux Enterprise Server 9
Configure the network manually
Configure network services
Secure SUSE Linux Enterprise Server 9
Manage backup and recovery
Develop shell scripts
Compile software from source
Monitor a installation of SUSE Linux Enterprise Server
Manage hardware and component changes
(c) Novell, Inc. Confidential and Proprietary
CLP, CLE9
Five-day course
Certified Linux Profess
The demand for Linux expertise
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLE9 Track
e is for customers who are familiar with SUSE Linux but who need advanced training
on configuring SUSE Linux network services.
Prerequisites
• Novell CLP
SUSE Linux Network Services: SLES9
(Course 3057)
This intensive training course teaches students how to
configure advanced network services on SUSE Linux
Enterprise Server 9 and explores server optimization.
Students will learn to do the following:
•
•
•
•
•
•
•
•
•
43
Configure a DNS Server using BIND
Use DHCP to manage networks
Set up a print server
Use Samba to connect to Windows
Configure a mail server
Use OpenSLP
Monitor network traffic
Deploy Tomcat
Use YaST to configure a printer manually
(c) Novell, Inc. Confidential and Proprietary
CLE9
Five-day course
SUSE Linux Training Courses
Novell CLE9 Track
e is for customers who are familiar with SUSE Linux but who need advanced training
on managing SUSE Linux security features .
Prerequisites
SUSE Linux Security: SLES 9 (Course 3058)
• Novell CLP
• Course 3057
• Knowledge of networking p
This exciting course teaches students how to perform
detailed troubleshooting tasks for complex security
problems. In addition to gaining the knowledge and skills
necessary for designing a secure SUSE Linux Enterprise
Server networking environment, students will also learn the
following:
•
•
•
•
•
•
•
•
•
44
General security considerations and definition of terms
Host security
Cryptography basics and practical applications
Network security
General firewall design
Packet filters
Application-level gateways
Virtual private networks (VPNs)
Intrusion detection and incident response
(c) Novell, Inc. Confidential and Proprietary
CLE9
Five-day course
Novell Certified Linux E
Novell has taken Linux certificat
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell Loadfest - SUSE LINUX Enterprise Server 9 (Course 3066 v1.0)
to their enterprise network, replacing proprietary servers in a network, the ease of managing Linux servers and perfor
.
Prerequisites
Novell Loadfest - SUSE LINUX Enterprise Server 9
(Course 3066 v1.0)
Participants will bring their own hardware to class and walk through the
steps to install SUSE Linux Enterprise Server 9 on their hardware.
Use and navigation of the Linux desktop environments included in the
SUSE Linux Enterprise Server 9 products (KDE and GNOME) follows
the installation of the server product, followed by instructions for
accessing GUI-based help on the desktop system. It finishes with
instruction in using the YaST management utility, unique to SUSE
Linux, that provides users with an easy to use utility to perform
standard management tasks on SUSE Linux systems, such as:
• Manage user and group accounts
• Install and configure printers
• Install Linux software packages
• Access system updates and security fixes
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(c) Novell, Inc. Confidential and Proprietary
• Basic understanding of ent
• Hardware that meets the ba
• Introductory level experienc
None
One day
SUSE Linux Training Courses
CompTIA Linux+ Certification Track
This course is for customers who are
interested in an introductory,
vendor-neutral Linux certification.
Prerequisites
• None
Novell’s Guide to CompTIA’s Linux+ with SUSE Linux Enterprise Server 10
The primary audience for this course includes students who have no or limited knowledge of the Linux
Students will be able to perform such tasks as:
•
•
•
•
installing SUSE Linux Enterprise Server 10
understanding directories and files
understanding users and groups
configuring the network and key services
Five-day Course
CompTA Linux+
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP 10 Track
rs who need an introduction to SUSE Linux and the basics of managing a Linux serv
Prerequisites
•• None
Basic
computer skills o
Desktop operating expe
SUSE Linux Enterprise Server 10 Fundamentals (Course• 3071)
This course guides attendees who never touched Linux before through the main concept
•Installing SUSE Linux Enterprise Server 10 and knowing where to find help when having problems.
•Understanding the basic concepts of bash and the file system
•Managing users and permissions
Five-day Course
CLP, CLE9
Novell CLP 10
Three-day
course
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP 10 Certification Track
ux Enterprise Server 10, students will gain familiarity with the core elements of Linux system administ
Prerequisites
• Course
Course 3036
or Course 3060
3071
•• Familiarity
Basic knowledge
and/or
withofthe
filees
SUSE Linux Enterprise Server 10 Administration (Course
3072)
• User
Management
• Using a shell and basic
This course teaches students tasks such as:
•
•
Installing and configuring SUSE Linux Enterprise Server 10.
Configuring, networking, backing up, printing, gaining remote access and performing variou
Five-day Course
CLP, CLE9
Novell CLP 10
Five-day
Five-daycourse
course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLP 10 Certification Track
course is for students seeking advanced administration skills on SUSE Linux Enterprise 10
Prerequisites
SUSE Linux Enterprise Server 10 Administration
(Course 3073)
••
•
••
•
Course
or
Course
3060
Course 3036
3036
or and
Course
3060o
Course
3071
3072,
Course 3037
Basic knowledge
ofthe
and/or
Familiarity
with
filees
Performing
a basic
insta
Equivalent knowledge or exp
User Management
• Working
on the comman
Using a shell
and basic
• Managing
software
pack
Students will learn the following key objectives:
•
•
•
•
•
Virtualization with XEN
Configuration of a Web Application Server
Configuration of Samba
Shell Scripting
System health check and performance tuning
Five-day Course
CLP,
CLP,CLE9
CLE9
Novell CLP 10
Five-day
Five-daycourse
course
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(c) Novell, Inc. Confidential and Proprietary
Certified Linux Profess
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLE 10 Certification
udents who want to learn to configure advanced network services on SUSE Linux Enterprise Se
Prerequisites
SUSE Linux Enterprise Server 10 (Course 3074)
••
•••
•
••
Course
or
Fundamental
knowledge
of n
Course 3036
3036
or
Course 3060
3060
Course
3071
Novell
CLP
10Course
Course 3037
Experience
with any
Linux oe
Basic knowledge
and/or
Familiarity
withofthe
file s
Equivalent knowledge or exp
Familiarity with administrativ
• User Management
• Using a shell and basic
Students will learn the following key objectives:
•
•
To enrich and simplify the network by setting up elementary services like DNS, DH
To be able to monitor the network so everything runs smoothly.
Five-day Course
CLP,
CLP,CLE9
CLE9
Novell CLE 10
Five-day
Five-daycourse
course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLE 10 Track
e experienced Linux system administrators familiar with networking services running on Linux and want
Prerequisites
••
•••
•
••
Course
3036
or
Course
3060
Novell CLP
Fundamental
knowledge
of n
Course
3036
or
Course
3060
Course
3071
Understanding
of netwo
Course
3037with any Linux o
Experience
Basic knowledge
and/or
Familiarity
withofthe
filees
3074
Equivalent
knowledge
or exp
SUSE Linux Enterprise Server 10 Security (Course 3075)Course
Familiarity with
administrativ
• User Management
Students will learn the following key objectives:
•
•
•
•
•
• Using a shell and basic
Install and administer a computer running SUSE Linux Enterprise Server 10 securely.
Configure Novell AppArmor.
Create a Certificate Authority and Certficates.
Set up a packet filter, application level gateway and a VPN gateway.
Monitor the network so everything runs smoothly.
Five-day Course
CLE9
CLP,
CLP,
CLE9
CLE9
Novell CLE 10
Five-day
Five-daycourse
course
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(c) Novell, Inc. Confidential and Proprietary
SUSE Linux Training Courses
Novell CLE 10 Track
rtified Linux Engineer 9 who would like to upgrade his/her skills and become a Novell Certified L
Prerequisites
••
•••
•
••
Course
3036
or
Novell CLP
Fundamental
knowledge
of n
Course
3036
or
Course 3060
3060
Course
3071
Novell
CLE
9 Course
Course 3037
Course
3057
Experience
with any
Linux oe
Basic
knowledge
and/or
Familiarity
withofthe
file s
Equivalent knowledge or exp
Knowledgewith
of networking
p
Familiarity
administrativ
Upgrading to Novell Certified Linux Engineer 10 (Course• User
3076)
Management
• Using a shell and basic
Based on the SUSE Linux Enterprise Server 10, you can install, configure and maintain
•
•
A virtual machine using XEN technology
AppArmor Application Security
Five-day Course
CLE9
CLP,
CLP,
CLE9
CLE9
Novell CLE 10
Five-day
Five-daycourse
course
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(c) Novell, Inc. Confidential and Proprietary
Novell Certified Linux E
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(c) Novell, Inc. Confidential and Proprietary
Handling Objections
Objection: I know I need Linux training, but why should I train on SUSE
Response: SUSE Linux is one of the most stable and secure Linux netw
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(c) Novell, Inc. Confidential and Proprietary
Handling Objections
Objection: I'm interested in advancing my career with a Linux certificatio
Response: You do not need to choose between our SUSE Linux certifica
57
(c) Novell, Inc. Confidential and Proprietary
Activity 2
Let’s see how much you know about Novell Linux training and certifica
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(c) Novell, Inc. Confidential and Proprietary
Selling Novell Open
Enterprise Server
Training
A few questions to ask yourself:
Do I have any clients who are
incorporating Linux into their
NetWare environments?
What training is available from
Novell for the Open Enterprise
Server environment?
Do I have any customers who
recently upgraded their
NetWare environments to Open
Enterprise Server?
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(c) Novell, Inc. Confidential and Proprietary
Open Enterprise Server
Product Listing and Overview
Open Enterprise Server
Novell Open Enterprise Server is a secure, highly available suite of services that provide
60
(c) Novell, Inc. Confidential and Proprietary
Selling Open Enterprise Server Training
Asking the Right Questions
Ask these questions to uncover Novell Open Enterprise Server tr
What is your company's network OS strategy?
1
What is your company's Linux strategy?
2
Where are you using or planning to implement Open Enterprise Server
3
What experience and/or skills do your engineers have with NetWare? W
4
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(c) Novell, Inc. Confidential and Proprietary
Novell Open Enterprise Server
Current Course Listing
Deploying Novell Open Enterprise Server (Course 3059)
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(c) Novell, Inc. Confidential and Proprietary
Open Enterprise Server Training Course
This course is for customers who have
e 6.5 experience and want to learn to manage the same services on a Linux server.
Prerequisites
• Knowledge or experience wi
Deploying Novell Open Enterprise Server
(Course 3059)
This course teaches students to use the new NetWare
features in Novell Open Enterprise Server and how to install
these services in a mixed operating system environment that
includes SUSE Linux. Students will learn to do the following:
•
•
•
•
•
•
•
•
•
•
63
Upgrade NetWare 6.5 to OES - NetWare
Install and use OES - Linux Server
Manage OES Servers
Implement infrastructure services
Implement storage services
Implement file system access on OES
Implement end-user services
Plan and implement a OES solution
Upgrade your OES servers with a ZLM Update Manager
Novell eDirectory coexistence issues
(c) Novell, Inc. Confidential and Proprietary
None
Five-day course
Selling NetWare
Training and
Certification
A few questions to ask yourself:
What NetWare courses and NetWare certifications are available from Novell?
Which classes should I recommend to clients looking for basic NetWare training?
Which classes should I recommend to advanced NetWare users?
64
(c) Novell, Inc. Confidential and Proprietary
NetWare
Product Listing and Overview
NetWare
NetWare 6.5 is one of the most reliable foundations in the world for deploying business-
65
(c) Novell, Inc. Confidential and Proprietary
Selling NetWare Training
Asking the Right Questions
Ask these questions to uncover Novell NetWare training opportun
1
What is your company's network OS strategy?
Have any new engineers on your staff been given the task to help man
2
Do you have any engineers on staff who need to upgrade their skills by
3
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(c) Novell, Inc. Confidential and Proprietary
NetWare
Current Course Listings
Foundations of Novell Networking: NetWare 6.5 (Course 3016)
Upgrading to NetWare 6.5 (Course 3018)
Novell Network Management: NetWare 6.5 (Course 3042)
Advanced Novell Network Management: NetWare 6.5 (Course 3
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(c) Novell, Inc. Confidential and Proprietary
NetWare Training Courses
course is for customers who need entry-level NetWare 6.5 administration skills.
Prerequisites
Foundations of Novell Networking: NetWare 6.5
(Course 3016)
• Knowledge or experience wi
• Knowledge or experience int
• Knowledge or experience de
This course is designed to enable entry-level networking
professionals to perform common administrative tasks using
NetWare 6.5.
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Install NetWare 6.5 and Novell Client
Set up and manage user objectives in Novell eDirectory
Manage storage and file services
Implement file and eDirectory rights
Manage print services
Set up Virtual Office in NetWare 6.5
Manage and remotely manage the NetWare 6.5 server
CNA, CNE
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
Certified Novell Admini
Certified Novell Administrators (
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(c) Novell, Inc. Confidential and Proprietary
NetWare Training Courses
This course is for customers who have
NetWare 5.x or 6.0 experience and want to
learn about managing a NetWare 6.5 network.
Upgrading to NetWare 6.5 (Course 3018)
Prerequisites
• Knowledge or experience wi
• Knowledge or experience int
• Knowledge or experience de
This course is designed to provide hands-on experience
using NetWare 6.5 features that illustrate how NetWare 6.5
lowers an enterprise's total cost of ownership (TCO),
elevates administrator and end-user productivity, and
enhances business productivity. Students will learn to do the
following:
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Upgrade or migrate to NetWare 6.5
Install and configure NetWare 6.5
Perform a remote, in-place upgrade
Consolidate network resources
Use NetWare 6.5 management utilities
Manage storage and file services
Manage data and application sharing with DirXML
Manage Web services
Deploy Virtual Office
Deploy Novell Branch Office
(c) Novell, Inc. Confidential and Proprietary
None
Five-day course
NetWare Training Courses
This course is for customers who are new
o NetWare 6.5 and want some fundamental NetWare 6.5 management skills.
Prerequisites
Novell Network Management: NetWare 6.5
(Course 3042)
• Basic knowledge or experien
• Knowledge or experience wi
This course teaches basic, critical skills for managing a
NetWare 6.5 network. Students will learn to do the following:
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Manage client software on a NetWare 6.5 network
Build a TCP/IP network using NetWare 6.5
Manage NetWare 6.5 servers
Manage NetWare 6.5 encryption
Optimize eDirectory performance
Manage Novell licensing
Manage NSS file system
Manage NetWare 6.5 Web and application services
Foundational network management skills and resources
Plan for a NetWare 6.5 upgrade
Upgrading to NetWare 6.5
(c) Novell, Inc. Confidential and Proprietary
CNE
Five-day course
NetWare Training Courses
omers who are already using NetWare 6.5 and want some advanced network manage
Prerequisites
Advanced Novell Network Management:
NetWare 6.5 (Course 3043)
• Knowledge or experience wi
• Knowledge or experience wi
• Knowledge or experience wi
This course provides hands-on experience with NetWare
6.5. As part of the instruction, students work through lab
exercises to apply course concepts. The exercises reinforce
proficiency with NetWare 6.5 migration and installation
utilities, as well as developer services.
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Migrate to NetWare 6.5
Identify the business needs for server consolidation
Identify tools for troubleshooting Novell network
performance issues
Troubleshoot and resolve NetWare server issues
Monitor and troubleshoot eDirectory
Manage Novell Storage Services (NSS) volumes
Perform advanced NSS management tasks
Configure and troubleshoot a RAID solution using NSS
Implement Novell Identity Manager
Novell, Inc. Confidential and Proprietary
Deploy Novell Branch(c)Office
CNE
Five-day course
Certified Novell Engine
Certified Novell Engineer (CNE) t
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(c) Novell, Inc. Confidential and Proprietary
Handling Objections
Objection: With the release of Novell Open Enterprise Server (OES) an
Response: Actually it does make sense. NetWare continues to be an e
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(c) Novell, Inc. Confidential and Proprietary
Activity 3
Let’s see how much you know about Novell Open Enterprise Server a
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(c) Novell, Inc. Confidential and Proprietary
Selling Novell
eDirectory Training
A few questions to ask yourself:
What types of eDirectory training
are available from Novell?
Do I have any clients whose
businesses depend heavily on
eDirectory for identity
management and/or access
control?
Do I have any customers who are
looking to implement or enhance
their directory infrastructure?
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(c) Novell, Inc. Confidential and Proprietary
eDirectory
Product Listing and Overview
Novell eDirectory provides high-end directory services that allow businesses to manage
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(c) Novell, Inc. Confidential and Proprietary
Selling eDirectory Training
Asking the Right Questions
Ask these questions to uncover Novell eDirectory training opport
1
What is your company's directory strategy?
Is your company currently taking full advantage of eDirectory?
2
Would you like your engineers to learn new skills that would allow them
3
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(c) Novell, Inc. Confidential and Proprietary
eDirectory
Current Course Listings
Fundamentals of Novell eDirectory (Course 3017)
Novell eDirectory Tools and Diagnostics
(Course 3007)
Novell eDirectory Design and Implementation (Course 575)
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(c) Novell, Inc. Confidential and Proprietary
eDirectory Training Courses
This course is for customers who need to
know how to manage an eDirectory
environment on a cross-platform network
The Fundamentals of Novell eDirectory
(Course 3017)
Prerequisites
• Fundamental knowledge of n
• Knowledge or experience wi
• Experience with proprietary
This course enables IT professionals to perform directoryrelated administrative tasks using eDirectory 8.7.3 on a
cross-platform network. Students learn design principles that
are key to planning an optimized eDirectory tree.
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Purpose and function of a directory
Fundamental eDirectory concepts
Service Location Protocol configuration
Time synchronization
eDirectory 8.7.3 installation
eDirectory administration
eDirectory rights
Partitions and replicas
eDirectory tree design
eDirectory maintenance
eDirectory backup and restoration
(c) Novell, Inc. Confidential and Proprietary
MCNE
Five-day course
eDirectory Training Courses
This course is for customers who need
practical eDirectory-management skills
Novell eDirectory Tools and Diagnostics
(Course 3007)
This courses teaches the practical skills associated with
common eDirectory management and diagnostic tools.
Students will learn how to do the following:
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Identify basic directory and eDirectory 8.7 features
Install or upgrade to eDirectory 8.7
Implement design guidelines to prevent eDirectory issues
Use troubleshooting steps and tools to resolve issues
Describe and analyze eDirectory background processes
Troubleshoot and solve partition replica consistency issues
Troubleshoot and solve communication, time
synchronization and schema synchronization issues
Identify eDirectory disaster planning and recovery and
server maintenance issues
Perform an eDirectory health check
Troubleshooting eDirectory rights
Troubleshoot and solve
eDirectory
issues
(c) Novell,
Inc. Confidential performance
and Proprietary
Prerequisites
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•
Course 520, 560 or 3001
Course 525, 570 or 3004
Course 532 or 575
Course 801, 580 or 3005
Knowledge of terminology,
MCNE
Five-day course
eDirectory Training Courses
his course is for customers who need to design and implement an effective
and manageable eDirectory environment
Prerequisites
Novell eDirectory Design and Implementation
(Course 575, Version 3)
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•
Basic knowledge of eDirect
Experience working with ne
Course 560
Course 565
Course 570
This course teaches students critical design skills associated
with implementing an eDirectory tree. Students will learn
how to do the following:
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Design and implement an eDirectory tree for an internal
employee base
Design and implement an eDirectory tree for an external,
Web-based customer base
Implement eDirectory using different types of network
operating systems
Merge two eDirectory tree structures
Evaluate design scenarios based on varying organizational
goals
CNE
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
Selling Novell
ZENworks Training
A few questions to ask yourself
Do I have any clients who may
have recently upgraded to
ZENworks 6.5?
Are there different ZENworks
courses available for my clients?
Have I provided NetWare or other
Novell training services to any
customers who may need
ZENworks training too?
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(c) Novell, Inc. Confidential and Proprietary
ZENworks
Product Listing and Overview
ZENworks 6.5
Novell ZENworks allows companies to manage the entire lifecycles of their desktops, lap
Desktop
Management
Server
Management
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ZENworks
Handheld
Management
Linux
Management
Document
Management
(c) Novell, Inc. Confidential and Proprietary
Selling ZENworks Training
Asking the Right Questions
Ask these questions to uncover Novell ZENworks training opport
1
What is your company's resource-management strategy?
Is your company currently taking full advantage of all of the features in
2
Since upgrading your ZENworks software, have you been able to bring
3
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(c) Novell, Inc. Confidential and Proprietary
ZENworks
Current Course Listings
Upgrading to ZENworks 6.5 Desktop Management (Course 304
ZENworks 6.5 Desktop Management (Course 3041)
ZENworks 7 Desktop Management Administration (Course 3062
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(c) Novell, Inc. Confidential and Proprietary
ZENworks Training Courses
s course is for customers who have experience with ZENworks 4 and want to
learn about managing ZENworks 6.5
Prerequisites
Upgrading to ZENworks 6.5 Desktop Management
(Course 3040)
• Knowledge or experience wi
• Knowledge or experience wi
• Knowledge or experience wi
This course enables IT professionals who have experience with
previous versions of ZENworks for Desktops to upgrade their
skills and knowledge to ZENworks 6.5 Desktop Management.
Students will learn how to do the following:
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Upgrade an existing ZENworks for Desktops 4 system to
ZENworks 6.5 Desktop Management
Migrate workstation data and configuration settings using
Personality Migration
Image workstations using ZENworks imaging
Automatically import workstations into the eDirectory tree
Deploy Windows installer packages using AdminStudio
Manage patch and update deployment using PatchLink patch
management services
Implement workstation management
Configure remote management
Configure workstation inventory
(c) Novell, Inc. Confidential and Proprietary
None
Three- day course
ZENworks Training Courses
is course is for customers who need basic ZENworks 6.5 management skills
Prerequisites
ZENworks 6.5 Desktop Management
(Course 3041)
• CompTIA A+ Certification or
• CompTIA Network+ Certifica
• Course 3016 or equivalent ex
This course teaches students fundamental skills associated
with installing and managing ZENworks 6.5 Desktop
Management. Students will learn how to do the following:
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Install ZENworks for Desktops 6.5
ZENworks 6.5 Desktop Management policy management
Implement server and user policies
Manage personality migration services
Image workstations with ZENworks 6.5
Automatically import workstations
Implement workstation and service-location policies
Distribute and manage ZENworks applications
Implement location independence for applications
Configure ZENworks patch management services
Configure remote management
Configure workstation inventory
(c) Novell, Inc. Confidential and Proprietary
CNE, MCNE
Five-day course
ZENworks Training Courses
dministrators, integrators and engineers,networking consultants, reseller and partner technical-support staff, n
Prerequisites
ZENworks 7 Desktop Management Administration
(Course 3062 v1.0)
• Novell eDirectory 8.7.3 or lat
• Basic experience with any ne
During this course, you will learn how to complete the following tasks:
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Install Novell ZENworks 7 Desktop Management
Configure and implement ZENworks policies and policy
packages
Perform application- and workstation-management tasks
Perform general administrative tasks
Design a ZENworks 7 Desktop Management
implementation based on company or institution
requirements
CNE, MCNE
Five-day course
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(c) Novell, Inc. Confidential and Proprietary
Selling Novell
GroupWise Training
Two questions to ask yourself:
Do I have any clients who recently
moved to GroupWise or upgraded
their GroupWise implementations?
Have I provided NetWare or other
Novell training services to any
companies that may also need
GroupWise training?
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(c) Novell, Inc. Confidential and Proprietary
GroupWise
Product Listing and Overview
GroupWise
Novell GroupWise 6.5 is a comprehensive collaboration environment for organization of
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(c) Novell, Inc. Confidential and Proprietary
Selling GroupWise Training
Asking the Right Questions
Ask these questions to uncover Novell GroupWise training oppor
1
What is your company's collaboration/e-mail strategy?
Is your company currently taking full advantage of GroupWise?
2
Would you like your engineers to learn new skills that would allow them
3
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(c) Novell, Inc. Confidential and Proprietary
GroupWise
Current Course Listing
GroupWise 6.5 Administration (Course 3014)
GroupWise 7.0 Administration (Course 3063 v1.0)
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(c) Novell, Inc. Confidential and Proprietary
GroupWise Training Courses
GroupWise 6.5
s new to GroupWise who want to become proficient at implementing and administerin
Prerequisites
• Basic knowledge of email ad
GroupWise 6.5 Administration (Course 3014)
This course teaches GroupWise administrators how to more
easily address common GroupWise 6.5 business messaging
and collaboration needs. Students will learn to do the
following:
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•
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Install GroupWise
Preform basic administration tasks
Maintain a GroupWise system
Install and configuring GWIA
Optimize GWIA properties
Expand the GroupWise system
Maintain the expanded system
Install and configuring Web Access
Troubleshoot GroupWise Net Access
Troubleshoot GroupWise connectivity
Install and configure GroupWise Messenger
Install and configure GroupWise Monitor
(c) Novell, Inc. Confidential and Proprietary
None
Five-day course
GroupWise Training Courses
GroupWise 7.0 Administration (Course 3063 v1.0)
alent experience), GroupWise system administrators,Networking consultants, reseller and partner technical-sup
Prerequisites
GroupWise 7 Administration (Course 3063)
The GroupWise 7 Administration course (3063) prepares students to
administer a GroupWise 7 mail system. Students learn the following highlevel skills:
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Installing and configuring a basic GroupWise system on OES
NetWare
Performing administration tasks in and maintaining a basic
GroupWise system
Installing, configuring, and optimizing GWIA
Expanding a GroupWise system and maintaining it
Installing and configuring GroupWise WebAccess
Installing and configuring Novell Messenger
Monitoring a GroupWise system
Installing and configuring a basic GroupWise system on OES
Linux
(c) Novell, Inc. Confidential and Proprietary
•
CompTIA A+
•
CompTIA Network+
•
Foundations of Novell Net
•
Novell Network Manageme
None
Five-day course
Master Certified Novell
Master Certified Novell Engineer
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(c) Novell, Inc. Confidential and Proprietary
Handling Objections
Objection: We're currently very happy with our GroupWise implement
Response: The market for GroupWise administration skills, like the m
97
(c) Novell, Inc. Confidential and Proprietary
Activity 4
Let’s see how much you know about Novell eDirectory, ZENworks and
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(c) Novell, Inc. Confidential and Proprietary
Novell Training Services Sales Tips, Tricks and Resources
A few questions to ask yourself:
Where can I go to get the resources I need to successfully position and sell Novell Training S
What resources are available to keep me informed about Novell training courses and testing
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(c) Novell, Inc. Confidential and Proprietary
Sales Tips, Tricks and Resources
Channel Link
Channel Link -Novell's comprehensive partner portal- gives Novell Tra
WebChat with the Novell Customer Response Team
Unique sales tools
Additional sales training
Product information
Customer success stories
Partner events information Login to Channel Link at:
http://www.novell.com/training/authorizedpartner
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(c) Novell, Inc. Confidential and Proprietary
Sales Tips, Tricks and Resources
In the Loop Newsletter
The In the Loop newsletter is an HTML-formatted e-mail designed s
The Monthly Novell
Newsletter for IT Training
Sales Professionals
*Sign up for the In the Loop newsletter by making sure
you are listed as a contact in your PartnerNet profile.
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(c) Novell, Inc. Confidential and Proprietary
Sales Tips, Tricks and Resources
Course and Test Highlights
The Novell “Course and Test Highlights” document provides Novell Tr
Novell training courses and associated tests
Recently released courses and tests
Recently discontinued courses and tests
Courses and tests that are pending discontinuation
To access the “Course and Test Highlights” document, just look for the link in
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(c) Novell, Inc. Confidential and Proprietary
Sales Tips, Tricks and Resources
Novell Practicum Testing Opportunities
Novell practicum exams can be offered via any computer with an Inter
In fact, Novell Training Services partners retain any fees collected for
For additional details on offering Novell Practicum exams, visit www.novell.co
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(c) Novell, Inc. Confidential and Proprietary
Sales Tips, Tricks and Resources
Training Locator
The Partner Training Locator gives Novell Training Services partners
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(c) Novell, Inc. Confidential and Proprietary
Activity 5
Let’s see how much you know about selling Novell training and certific
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(c) Novell, Inc. Confidential and Proprietary
Summary of Key Messages
The market for IT training and certification is large and growing.
Novell offers practical, job-related training and certification offerings
There are more than 50 Novell training courses and seven unique N
Significant training opportunities can be uncovered if you know whic
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(c) Novell, Inc. Confidential and Proprietary
The Moment You've Been Waiting For
1.
2.
3.
4.
5.
Mark the appropriate form letter on your answer sheet
Fill out the evaluation form on the back of your answer sheet.
You have 45 minutes to complete the test.
When you are finished, hand in both the test and the answer shee
You may leave when you have finished your test.
Tip:
Don't try to look up each answer, or you will run out of time.
GOOD LUCK!
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(c) Novell, Inc. Confidential and Proprietary