JANUARY 2015 EDUCATION PROGRAM GUIDE PARTNER PARTN ADVANTAGE

Transcription

1 JANUARY 2015 PARTN ADVANT EDUCATION PROGRAM GUIDE

2 R S Table of Contents Introduction Sales Tracks Accreditation CommVault Sales Professional Accreditation...4 Knowledge Transfer Simpana Sales Enablement Protect and Manage Virtual Machines...5 Simpana Sales Enablement Intelligent Archive...8 Simpana Sales Enablement Reference Copy...9 Simpana Sales Enablement Edge...10 G Accreditation CommVault Technical Sales Professional Accreditation...12 Technical Tracks Certification CommVault Certified Services Associate...13 CommVault Solutions Architect Certification...14 T 1

3 Introduction Accelerate Sales. Expand your Opportunities. At CommVault, we are committed to your success. That s why we have developed comprehensive education and enablement programs that deliver the material and resources that are not only relevant, informative and convenient, but also optimized to help you accelerate sales and expand your opportunities. With programs designed for both sales and technical knowledge transfer, our partner education has been developed to build the practical expertise you and your teams can use today to accelerate deals, expand opportunities and build customer loyalty. From sales and technical sales accreditation programs to certification programs for deployment professionals and solution architects, CommVault partner education and enablement programs will give you the competitive edge that sets you apart. With options for online and hands-on training, CommVault education programs offer a range of training solutions to meet your goals. These revenue-enhancing programs will enable you to gain a competitive advantage, close more business and differentiate yourself with the credentials that highlight your expertise to CommVault customers. Please review the enclosed summary of our education and enablement programs to identify the track that best supports your objectives. We look forward to partnering in your ongoing success. Sincerely, The CommVault PartnerAdvantage Team advantage 2

4 Sales Enablement Tracks Accreditation Programs designed for CommVault Partner and Reseller Sales Professionals Knowledge Transfer Sales resources and tools differentiate you from the competition PARTN advantage 3

5 CommVault Sales Professional Accreditation On-Line Learning Program, 4 Hours/8 Modules with Knowledge Check Assessments This on-line sales accreditation program is designed for CommVault partner s and reseller s sales professionals, enabling them to complete the program on their own timeline and in manageable chunks of time. There are 8 modules in the program, each with corresponding Knowledge Checks which the sales professional needs to successfully complete (80% or higher score on each module) in order to receive their Foundational CommVault Sales Accreditation. The program is a knowledge-based program, which provides participants with resources they can actually use in the field when promoting the CommVault solution as part of their overall solutions portfolio, and which also provides the knowledge needed to successfully complete the Knowledge Checks for certification. It should take the average sales professional under 4 hours to complete the program, depending on their industry experience and any previous knowledge of CommVault and our solutions. No prerequisites required. Basic understanding of data management and related industry sectors is recommended. R Module 1 Why CommVault High Level Market Overview; How CommVault Solves Customer Data Management Challenges; Why CommVault s Approach to the Market Is Unique; How CommVault Compliments Other Partner/Reseller Offerings Module 2 CommVault Value Proposition The Value CommVault Brings To Your Customers; How to Articulate The CommVault Value Proposition; How The CommVault Value Proposition Aligns to Major Data Challenges Your Customers Are Facing; How To Uncover New Opportunities By Adding CommVault to Your value Proposition Module 3 Business Challenges CommVault Solves Having the Business Challenge Discussion; How CommVault Solves Business Challenges Faced By Your Customers and Prospects; Having the Holistic Data Management Discussion; Adding To Your Value Proposition Module 4 Questions to Ask Your Prospects and Customers Questions to Ask to Uncover the Larger Opportunity; Linking Tthe Questions to the CommVault Value Proposition; Using the Answers to Shape Your Business Case Module 5 Top Objections You May Face Understanding Top Common Objections; Effectively Handling Top Objections: Using Objections To Your Advantage Module 6 Competitive Landscape Understanding the Data Management Market; Competition You May Face; Disarming Potential Competition Module 7 Customer Testimonials and CommVault Credibility Using Customer Testimonials To Your Advantage; Hearing It Directly From CommVault Customers; The Business Impact; Establishing CommVault s Credibility Module 8 Simpana 10: The Data and Information Management Platform A Sales Perspective of Simpana 10; The Simpana Suite of Data Management Solutions; The Holistic Approach; Who To Talk With; Having An Effective Data Management Discussion CURRICULUM 4

6 Simpana Sales Enablement Protect and Manage Virtual Machines Solution Module 1 Optimizing Virtual Machine Data Protection This 30-minute training course is designed to help familiarize you with the market opportunity, key personas, features and benefits of a Virtual Machine Data Protection solution included in Simpana Software. It will help you find opportunities, position the solution and close deals. In this course, viewers will learn to: Understand the challenges the protecting virtual machines and these are driving customers to completely rethink their data protection strategy. Build a knowledge base the compelling and award-winning solution for protecting virtual machines embedded in CommVault Simpana software that put you at a competitive advantage. Audience CommVault partner and field sales. None. Identify key roles/personas and position the solution to them. R Close deals in accounts with pain around their current virtual machine protection strategy like poor performance, lack of scale and lack of application awareness. Module 1 Optimizing Virtual Machine Data Protectio Optimizing Virtual Machine Data Protection Learn to position and win with award-winning solutions for protecting and managing data in virtual machines. Module 2 Private Cloud Data Management Private Cloud Data Management Extend your knowledge into the advanced capabilities in CommVault Simpana solutions for managing data at the scale of clouds. T Feature Module Virtual Machine Archiving Learn how to uncover opportunities and close deals faster with the industry s first solution for virtual machine archiving designed to solve a customer s VM sprawl problems. CURRICULUM 5

7 Simpana Sales Enablement Protect and Manage Virtual Machines Solution Module 2 Private Cloud Data Management This 30-minute training course is an advanced course designed to help you expand your knowledge the server virtualization and private cloud market opportunities, the key personas, features and benefits of helping customers move to a Private Cloud Data Management solution included in Simpana Software. This module builds upon your knowledge base from the Optimizing Virtual Machine Data Protection training course and will help you better position the more advanced capabilities in Simpana software to help customer solve critical challenges in moving to a cloud scale environment. In this course, viewers will learn to: Understand the challenges customers face as they scale their virtualization deployment up and out into private cloud deployments. Build a knowledge base the compelling and award-winning solutions for managing data in large scale virtual deployments with CommVault Simpana software that put you at a Rcompetitive advantage. Identify key roles/personas and position the solution to them. Close deals in accounts with pain around their data in cloud scale deployments like Virtual Machine Sprawl, more automated disaster recovery, and the need for more automation in managing current virtual machine protection strategy like poor performance, lack of scale and lack of application awareness. Audience CommVault partner and field sales. Module 1: Optimizing Virtual Machine Data Protection. Module 1 Optimizing Virtual Machine Data Protection Optimizing Virtual Machine Data Protection Learn to position and win with award-winning solutions for protecting and managing data in virtual machines. Module 2 Private Cloud Data Management Private Cloud Data Management Extend your knowledge into the advanced capabilities in CommVault Simpana solutions for managing data at the scale of clouds. T Feature Module Virtual Machine Archiving Learn how to uncover opportunities and close deals faster with the industry s first solution for virtual machine archiving designed to solve a customer s VM sprawl problems. CURRICULUM 6

8 Simpana Sales Enablement Protect and Manage Virtual Machines Feature Module Virtual Machine Archiving This 30-minute training course is designed to help familiarize you with the opportunity, features and benefits in CommVault Simpana s new VM Archiving capabilities. You will learn how VM Sprawl is currently a major challenge in many larger customer environments. And you will learn how to position this feature as a lead-in to helping customers solve their data protection challenges for protecting and managing virtual machines. In this course, viewers will learn to: Understand the challenges customers face as they scale their virtualization deployment and are faced with increased Virtual Machine Sprawl. Build a knowledge base of on the VM Archival capabilities CommVault Simpana software that put you at a competitive advantage. Identify key roles/personas and position the solution to them. Audience CommVault partner and field sales. None. Close deals in accounts with pain around their data in cloud scale deployments like RVirtual Machine Sprawl. Module 1 Optimizing Virtual Machine Data Protection Optimizing Virtual Machine Data Protection Learn to position and win with award-winning solutions for protecting and managing data in virtual machines. Module 2 Private Cloud Data Management Private Cloud Data Management Extend your knowledge into the advanced capabilities in CommVault Simpana solutions for managing data at the scale of clouds. T Feature Module Virtual Machine Archiving Learn how to uncover opportunities and close deals faster with the industry s first solution for virtual machine archiving designed to solve a customer s VM sprawl problems. CURRICULUM 7

9 Simpana Sales Enablement Intelligent Archive This 25-minute training course is designed to help familiarize you with the market opportunity, key personas and features and benefits of the Intelligent Archive solution. It will help you find opportunities, position the solution and close deals. In this course, viewers will learn to: Understand the growing trend for information archive, retention, search and access. Identify key roles/personas and position the solution to them. Build a knowledge base of the features and benefits of Intelligent Archive. Close deals in accounts with pain or initiatives around Controlling and Using Big Data, Reducing Hardware Spend and Simplifying Archive for Search & Compliance. Audience CommVault partner and field sales. No prerequisites required. R T 8

10 Simpana Sales Enablement Reference Copy This 15-minute training course is designed to help familiarize you with the market opportunity, key personas and features and benefits of the new Reference Copy feature. It will help you find opportunities, position the solution and close deals. In this course, viewers will learn to: Understand the growing trend for content-based retention. Identify key roles/personas and position the solution to them. Build a knowledge base of the features and benefits of Reference Copy. Close deals in accounts with pain or initiatives around Controlling and Using Big Data, Reducing Hardware Spend and Simplifying Archive for Search & Compliance. Audience CommVault partner and field sales. No prerequisites required. R T 9

11 Simpana Sales Enablement Edge This 35-minute training course is designed to help familiarize you with the market opportunity, key personas and features and benefits of the CommVault Edge single solution for endpoint data protection, mobile access and search/ediscovery. It will help you find opportunities, position the solution and close deals. In this course, viewers will learn to: Understand the growing trend for protecting, managing and accessing data on laptops/ desktops. Identify key roles/personas and position the solution to them. Build a knowledge base of the features and benefits of CommVault Edge. Close deals in accounts with pain or initiatives around enabling the mobile worker, PC migration, BYOD and ediscovery of data at the edge. Audience CommVault partner and field sales. No prerequisites required. R T 10

12 Technical Tracks Accreditation ProCommVault Technical Sales Professional Certification Sales resources and tools differentiate you from the competition PARTN advantage 11

13 CommVault Technical Sales Professional Accreditation s The CommVault Technical Sales Professional (CVTSP) Accreditation Course is designed for Systems Engineering and Technical Sales Resources seeking a core understanding of the CommVault Simpana Information and Data Management suite in order to develop their capabilities to execute on the technical validation aspects of data and information management solutions sales, and drive more data management solutions built on Simpana software to success. In this course, learners will: Build a solid understanding of the key technologies and functions of Simpana software, and be able to convey the key technical value proposition points that differentiate Simpana software in the market. Build expertise on the architecture and infrastructure components involved with a comprehensive data and information management solution that leverages Simpana software as its foundation. Learn to conduct effective discovery of customer environments to identify pain points, gain a deep understanding of customer data management environments, and position CommVault solutions through effective discovery sessions. R Gain a core knowledge base surrounding Simpana software licensing and understand how to effectively leverage the available licensing models to address customer needs and gain competitive advantage. Audiences Systems Engineers, Solution Architects, Technical Sales Resources. No prerequisites required. Basic understanding of data protection and storage technologies is recommended. Duration Approximately 4-5 hours of web-based training. Module 1 Telling the CommVault Story High Level Market Overview; Common Customer Data Management Challenges; The Simpana Approach; The Power of an Extensible Data and Information Management Platform Module 2 High Level Architecture Overview of CommCell Components (e.g. CommServe ; Media Agents; Search Nodes) and Key Simpana Technical Differentiators (e.g. distributed indexing) Module 3 Key Technologies Protect Overview of Simpana Software Data Protection Functionalities; Traditional Application Protection; IntelliSnap Functionality; Deduplication; Protection of Virtual Environments; Simpana OnePass ; CommVault Edge Technology Module 4 Key Technologies Manage & Access TOverview of Simpana Software Data Management and Access Functionalities; Indexing & Search; Self-Service Access; Workflows; Reporting Module 6 Competitive Landscape Understanding the Data Management Market; Competition You May Face; Disarming Potential Competition Module 5 Key Technologies Discovery Value of Effective Discovery; Pain Point and Opportunity Identification; Data Points and Relevancy; Gathering Details for Design Module 6 Licensing Licensing Background; Capacity-Based Licensing Overview; Agents and Options Overview; Positioning the Right Licensing Models Accreditation Testing 40-questions randomly chosen from a bank designed to evaluate a learner s knowledge of the topics covered in the course. 12CURRICULUM2

14 CommVault Certified Services Associate The CommVault Certified Services Associate certification course is designed to provide technical resources the capability to competently and consistently plan and deliver deployment services involving core Simpana software features and functionalities; including core architecture; data protection; storage and media management; and archive. In this course, students will: Develop the skills required to plan and implement solutions involving the most commonly leveraged Simpana features and functions. Conduct customer requirements analysis and develop architectures that address customer challenges. Develop storage and media management policies to match business requirements. Develop deployment plans for Simpana software implementations. Execute effective and successful service engagements for core Simpana software environments. R Audiences Solution Consultants; Service / Deployment Engineers. CommVault Solutions Architect Certification. Module 1 Core Infrastructure Design Review most common design setups and placement of core infrastructure pieces Module 2 Addressing Customer Challenges Understanding & Interpreting Customer Issues; Pre-Flight Planning and Tools; Physical Design Module 3 Planning & Deployment: CommServe Planning: CommServe; CommServe Deployment Lab Module 4 Planning & Deployment: Media Agents and Libraries Planning: Media Agents and Libraries; Media Agent and Library Deployment Lab Module 5 Planning & Deployment: Storage Policies Planning Storage Policies; Storage Policy Lab Module 6 Planning CommCell Operational Parameters (e.g. Security; Schedules; Reports; Networking) Planning and design considerations for: Security; Schedules; Reports; Alerts; and Networking T Module 7 Planning & Deployment: Client Computer Groups Defining Client Computer Groups; Practical Examples Module 8 Planning & Deployment: Clients File System / Simpana OnePass for File Systems; Virtual Server Agent; Exchange / Simpana OnePass for ; NAS / NAS OnePass; SQL; SharePoint Module 9 Planning & Deployment: IntelliSnap Functionality Basics IntelliSnap Functionality Software Configuration; Introduction to Array Manager Configuration Module 10 Troubleshooting Troubleshooting Tools (e.g. GxTail); Acquiring and Interpreting Logs; Environment Analysis Certification Testing 50 questions randomly chosen from a bank designed to evaluate a learner s knowledge of the topics covered in the course. 13CURRICULUM2

15 CommVault Solutions Architect Certification The CommVault Solutions Architect Certification is designed for technical professionals seeking a deep understanding of the features and functionalities of Simpana software, and the develop the skills necessary to design and architect information and data management solutions built on Simpana software to address customer challenges. The information provided in the course will allow you to become a highly effective and trusted technical resource in the your organization s data management solutions campaigns. In this course, students will: Acquire deep expertise on a the key technologies and functions of Simpana software. Learn to convey and present Simpana software s key differentiators and technical positioning to gain competitive advantage and secure technical wins. Gain the skills to design and size CommVault solutions that address specific customer requirements and acquire a deep understanding of the physical and logical components of a CommCell. Gain the skills to design and size the requirements for appropriate complementary technologies (e.g. storage; server; networking) that comprise a comprehensive data management solution built on Simpana software. R Learn to utilize CommVault tools to assist with the assessment, architecture, and design of Simpana solutions. Audiences Systems Engineers; Solution Architects; Service Engineers. CommVault Technical Sales Accreditation. Duration Approximately 7-8 hours of web-based training. Module 1 Core Infrastructure Design Core Architecture Designs; Infrastructure Placement Considerations; Management by Policies; Understanding the Content Store / Reference Copy Module 2 Deduplication Deduplication Essentials; Deduplication Mechanics; Deduplication Storage Policies & Global Deduplication Storage Policies; Deduplication Technologies - DASH; DASH Full Operations; Partitioned Deduplication Module 3 Protecting Virtualized Environments VSA Essentials; Protecting VMware Environments; Protecting HyperV Environments; Additional Virtualization Technologies of Note Module 4 Advanced Data Protection Application-Specific Integration (Exchange; SQL; SharePoint); TFile System Clusters; Application Clusters (Exchange; SQL); NDMP; Edge Data Protection Module 5 IntelliSnap Functionality and Integration IntelliSnap Integration (Array-level); IntelliSnap Architecture; Resources and Tools Module 6 Archive; Search; and Access Archive; Simpana OnePass ; Search and Indexing; ContentStore; Access End-User; Compliance Module 7 Architectural Tools and Sizing Simpana Configurator; Deduplication Calculator; CI Calculator; EDC; Others; Putting it all Together Certification Testing 50-questions randomly chosen from a bank designed to evaluate a learner s knowledge of the topics covered in the course. 14CURRICULUM5

16 PARTN ADVANT n 2 Crescent Place n Oceanport, NJ Regional Offices: Europe n Middle East & Africa n Asia-Pacific n Latin America & Caribbean n Canada n India n Oceania CommVault Systems, Inc. All rights reserved. CommVault, the CV logo, Solving Forward, and Simpana are trademarks or registered trademarks of CommVault Systems, Inc. All other third party brands, products, service names, trademarks, or registered service marks are the property of and used to identify the products or services of their respective owners. All specifications are subject to change without notice.