Novell Certified Training Salesperson Course. 2006 edition

Novell Certified Training Salesperson Course 2006 edition

I N T R O D U C T I O N Welcome to the Novell Certified Training Salesperson course. In it, you will learn about the Novell training and certification offerings available to your customers and how to best position and sell these training services. This course includes a short introduction to the training and certification market, a discussion on reasons for selling Novell training services and an overview of current Novell training courses and certification paths. Novell Certified Training Salesperson Course The Novell Certified Training Salesperson course gives you the knowledge and skills you need to successfully position and sell Novell training services from short, self-study training sessions on traditional Novell network services and applications to in-depth, instructor-led courses on the latest open source technologies. When you complete this course, you will have the opportunity to take an examination that will test your understanding of Novell training and certification offerings. This examination will be given at the end of your training session. If you are completing this course on your own, you can take the exam at http://register.novell.com/webexam. When you pass the exam, you will be qualified as a Novell Certified Training Salesperson for 2006 PREREQUISITE: Novell currently has one other sales certification course the Certified Novell Salesperson course. Because it is a prerequisite to this course, you are encouraged to study for and take the Certified Novell Salesperson exam prior to beginning this training. Novell currently has one other sales certification course the Certified Novell Salesperson course. This course provides detailed information on the capabilities and business benefits of Novell technology solutions and will prove invaluable to anyone interested in selling Novell Training Services. The Certified Novell Salesperson course is a prerequisite to this training services course, so you are encouraged to study for and get your Certified Novell Salesperson certification prior to beginning this training. Additional information about the Certified Novell Salesperson course can be found at www.novell.com/partners/channel/academy/cns_course.html 2

How to Approach This Course If you are approaching this course as a self-study exercise, you will want to treat it differently than you would instructor-led training. Follow these steps to get the most out of your self-paced, self-study learning experience: 1. Download the slide presentation from Channel Link at www.novell.com/training/authorizedpartner/ncts.html and follow it on your computer. 2. Read the material in this study guide for additional details and instructions. 3. Complete the Test Your Knowledge exercises on your own and then check your answers in the study guide. Performance Objectives When you complete this course, you should be able to do the following: Understand and articulate the various training services that Novell offers Understand and discuss the different Novell certification paths Better position and sell Novell training services For More Information Try these Web sites for additional information: www.novell.com/training www.novell.com/training/train_product www.novell.com/training/locator/searchadvanced.jsp www.novell.com/training/certinfo www.novell.com/training/testinfo www.novell.com/partners/channel/partnernetlogin.jsp 3

Advantages of Becoming a Novell Certified Training Salesperson We re pleased you ve chosen to take this course and earn your Novell Certified Training Salesperson 2006 designation. Becoming a certified salesperson on Novell Training Services has several advantages: Your knowledge base will differentiate you from other account managers. You will gain a solid understanding of current Novell training and certification offerings. You become a respected member of a worldwide community of professional salespeople who understand the professional training and certification business and how Novell uniquely contributes to this market. Perhaps most important, you can increase sales and earn more money! 4

SECTION #1 THE MARKET FOR INFORMATION TECHNOLOGY TRAINING AND CERTIFICATION Two questions to ask yourself: What is the current market for IT training and certification? What am I offering my customers when I present the opportunity to become certified through Novell? The Market Opportunity for IT Training Services Businesses are under enormous pressure to make the most of their technology investments and to transform those investments into real business value. It s understood that regardless of a company s primary business proposition, IT has the potential to advance or halt its progress. Because of this, effectively managing IT resources has become strategic to sustaining and growing a profitable enterprise. The way to do this is to have the right people with the right skills managing those resources. The market for professional IT training services is large and growing. According to IDC, the worldwide IT training market is estimated to grow at 11.2 percent through 2006 to reach a total of $39 billion. In other words, there s never been a better time to be involved in selling and delivering quality IT training services. The worldwide market for IT training services continues to grow significantly. 2004 2005 2006 5

Certification Is a Key to Success in the IT Industry Expertise on the latest technologies is critical to the IT professional; continuing education and practical experience are critical to gaining and sustaining that expertise. And in today s market, it s important to be able to demonstrate expertise in particular technologies through relevant IT certifications, like those offered by Novell. Certification offers: Opportunities for career advancement Opportunities for increased salary Respect from peers Improved job security Increased value within the organization What the Analysts Are Saying About IT Certification As an IT professional, you understand that lifelong learning is the key to success in your field. You also understand that you and your employer need tangible proof of the knowledge you have gained. The way to accomplish this, of course, is earning quality IT certifications that demonstrate the knowledge you ve learned and skills you ve developed. So what are the analysts saying about IT certification? Here are a few results from Gartner s 2001 Global Training and Certification Study: Both IT professionals and managers consider technology training and certification to be critical to career development and quality control. Nearly two-thirds of IT managers cite a higher level of service as a key benefit of having certified staff, followed by a competitive advantage and increased productivity. Two-thirds of all certified professionals indicated that their salaries increased after becoming certified and more than half cited increased productivity as a reason to seek certification. 6

WHY NOVELL TRAINING AND CERTIFICATION? Two questions to ask yourself: Why should I invest my time and energy in selling Novell training and certification? What are my customers getting when I sell them Novell training and certification? As an IT training sales professional, you understand that there are literally thousands of technologies that make up a sophisticated IT environment. Many of these are being sold as the hottest new technologies on the market. With only so much time in a day, how do your clients decide on which technologies to train and which certifications to pursue? And how can you make sure that the training and IT certifications that you re offering your clients will mean something tomorrow as well as today? So why choose Novell training and certification? Below are several reasons that will provide clarification and guidance. Novell Training Services Courses and Certifications Are Backed by a Worldwide, World-class Company Novell provides software for the open enterprise to more than 52,000 enterprises in 43 countries. Novell has 20 years of experience in Data Center, Security and Identity, Resource Management, Workgroup and Desktop solutions. Novell offers a full range of Linux products and services with award-winning support for both commercial and open source software. Novell annual revenues exceed $1 billion. Novell has more than 5,000 employees worldwide. Novell has more than 5,000 partners worldwide. 7

A: Your Clients Receive Training on World-class, Award-winning Technology Novell offers leading-edge proprietary and open source network solutions. Novell offers award-winning Resource-management solutions. Novell offers award-winning Security and Identity solutions. Novell Courseware Training Materials Are Some of the Best in the Industry Novell courseware the information and materials provided to your customers as student kits for instructor-led training or as self-study kits for those taking the course independently is designed and developed at Novell by subject-matter experts. Their quality contributions to the course-development process have resulted in some of the best IT training course materials in the industry. In other words, no one knows Novell like Novell. Novell Offers Cutting-edge Training on Linux One of the Most Promising Technologies and One of the Hottest Training Topics in the Industry What does Linux mean to customers? Many have come to realize that Linux has developed into a mature network operating environment that matches or improves proprietary solutions with enterprise-ready stability, reliability, performance and flexibility. Linux opens the door to thousands of low-cost open source applications, lends itself to being configured and customized to meet the exact needs of the environment, and has proven trouble free when it comes to the security holes and virus threats that plague some network operating systems. In addition, the Linux operating system has seen tremendous growth as companies of all sizes recognize that it meets or exceeds their performance and security requirements at a lower cost of ownership. More than 53 percent of CIOs are adopting open source as a major platform. More than 3 million production Linux servers are in use around the world. 8

More than 10 million Linux desktops are in use. More than 70,000 projects are under way on SourceForge.net. 30 new open source startups emerged between March and August 2005. Here are just a few of the things people are saying about Linux: Linux technologies are hot. Quo circa Research 2004 The use of Linux has exploded. IDC 2003 Linux and open source should be part of a company's plans in every IT area. Gartner Group 2004 So what does Linux mean to you? Linux continues to grow in popularity as both a general network and as a mission-critical application server and the Linux desktop continues to propagate to new arenas so the demand for Linux expertise is growing, too. That s where you come in. Novell Has a Long History of Offering Quality Technology Training and Meaningful Certifications Professional computer certification programs have been around for a long time, but none has been as successful as the Novell program. Novell has a long and decorated history of innovation and excellence in IT network training and certification. More than two decades after its start, Novell continues to deliver some of the most recognized and valued technical certifications in the industry. Novell Now Offers Some of the Hottest New Technology Training and Certification Offerings in the Industry Through strategic acquisitions and a continuing commitment to open source technology, Novell has emerged as one of the preeminent organizations in Linux software solutions. With the overwhelming interest and growing adoption of Linux in the enterprise, Novell has some of the hottest Linux training courses and Linux certifications in the business. Novell Has Embraced Vendor-neutral Linux Certifications So Your Clients Get More for Their Training Dollar Novell offers Linux training that will help your customers get certified by Novell and by other vendor-neutral certification organizations like CompTIA. The best example is Getting Started with Linux: Novell s Guide to CompTIA s Linux+ (Course 3060). 9

UNDERSTANDING NOVELL TRAINING AND CERTIFICATION OFFERINGS Two questions to ask yourself: What types of training courses are available for Novell solutions? As a Novell Training Services partner, which Novell courses can I offer? Current Novell Training Courses Novell Training Services offers comprehensive training on all key Novell products and solution offerings. In fact, Novell offers over 50 unique training courses through a network of more than 400 authorized training partners. These courses range from entry-level networking technology to advanced security features on a SUSE Linux server. Novell Authorized Training partners are eligible to sell and deliver instructor-led Novell training courses or to sell self-study kits to their customers. Instructor-led Training Instructor-led training gives students the opportunity to interact with someone who is knowledgeable about and experienced in the technology and the training material. They can, for example, ask questions on subject matter they re finding difficult to grasp, view demonstrations given by the instructor and do exercises and labs under the watchful eye of a mentor. Instructor-led training also facilitates student interaction and participation in group discussions and exercises. Self-study Kits Novell self-study kits give your clients a flexible way to learn the information and skills they need to succeed in their careers. Not only is independent study a cost-effective approach to training and certification, it also allows students to take the course when and where they would like. Self-study has the advantage of allowing students to study the material at their own pace and to focus on learning the information and acquiring the skills they need. With independent self-study courses, students can spend as much time as need on any particular topic, and they can come back to a topic as often as they like. Certification and Non-certification Training Courses 10

Novell course offerings include both certification and non-certification training courses. Certification training courses contribute to a student earning one or more Novell certifications. Non-certification training courses do not lead to any particular Novell certification. Both types of courses emphasize practical job skills that are critical for today's IT engineers. Novell Product Categories Novell has a broad offering of technology products that address business needs as diverse as personal file management and enterprise network computing. To manage the different training options associated with these product offerings, Novell training courses have been organized by product category. Through the Novell Training Services partner channel, Novell currently offers training in nine major product categories. These courses focus on some of the most significant training opportunities in six of these product categories, which are shown below: Additional information on the product training options and the product categories not covered in this course can be found at www.novell.com/training/train_product Novell Course Information: What to Look for Because Novell training is offered for diverse products in a variety of product categories, knowing which course to offer your clients can be a challenge. Considering these items will help you determine the right courses for potential students. Course Description Each Novell training course includes a detailed description that lists topics covered during the training as well as any administrative tasks or applied skills that will be practiced and learned. Prerequisites This section lists the prerequisites for each course, which may include Novell training courses that provide basic information students need to complete the course or hands-on experience. Other Course Details 11

These details include the number of days needed to complete the instructor-led training and whether the course contributes to the completion of a Novell certification. Current Novell Certifications So that students can demonstrate knowledge and practical skills obtained through Novell training offerings, Novell offers industry-leading certification in seven different areas of emphasis 1 : Novell Linux Certifications Traditional Novell Certifications Novell Instructor Certifications 1 In order to receive any Novell certification, the candidate must agree to the terms and conditions of the Novell Training Services Certification Agreement. 12

Novell Certified Linux Professional The demand for Linux expertise is escalating, and your clients need skills to become proficient Linux administrators. Once they ve obtained these skills through authorized Novell training courses, achieving the Novell Certified Linux Professional certification tells employers that they have what it takes to begin successful careers as Linux administrators. Novell Certified Linux Engineer 9 To obtain greater success in their careers as Linux administrators, your clients need to advance their skills. Authorized Novell Certified Linux Engineer 9 training courses pave the way to advance your clients Linux skills and validate their enhanced expertise to management, peers and potential employers. With this certification, they will be in high demand as more and more employers seek talented Linux engineers. Certified Novell Administrator Certified Novell Administrators provide direct support for software users in various work environments, including professional offices, small businesses, workgroups, departments and corporate information services. Certified Novell Engineer Certified Novell Engineer training gives your clients a wide variety of network support skills that allows them to keep their companies networks running efficiently. As Certified Novell Engineers, your clients will be able to solve advanced, companywide support problems and high-level network problems. They will be able to perform planning, installation, configuration, troubleshooting and upgrade services for networks. Master Certified Novell Engineer Master Certified Novell Engineer training gives your clients the knowledge and skills they need to offer a higher level of support for the environments in which they work. As Master Certified Novell Engineers, they are the multi-vendor, multi-solution specialists of the network industry. Certified Novell Instructor The Certified Novell Instructor is the most renowned technical-instructor certification. All Certified Novell Instructors hold a current Certified Novell Engineer certification and a CompTIA Certified Technical Trainer (CTT+) certification. Novell Training Services acknowledges the CTT+ as the premier generic certification for technical trainers. 13

Novell Academic Instructor Designed for Novell Academic partners, the Novell Authorized Instructor certification allows your clients to teach certified courses at authorized Novell Academic Training partner or Novell Technical Institute locations. As certified instructors, they have access to information on the latest Novell products as well as valuable classroom material and resources that will assist them in teaching Novell training courses. Novell Certification Testing Novell offers industry-leading testing that challenges students through matching, fill-in-the-blank and multiple-choice questions. Additionally, Novell has pioneered a practical exam methodology called the Novell Practicum. This test requires students to prove that they have obtained practical skills by asking them to complete technical scenarios that show that they not only understand the technical concepts but can also apply them in a real-world environment. Note: Occasionally, Novell Training Services announces continuing certification requirements for one or more of our certification programs. Novell recognizes the work and diligence dedicated candidates put in to obtaining prestigious Novell certifications. In the ever-changing IT environment, a continuing certification requirement helps ensure that members of the certified community understand current Novell technology and possess proven technical skills. 14

Activity 1 Note: Just a few of the many Novell assessment tests are Let s see how much you know about the IT listed training here and for certification purpose of market example. and Novell For a complete training and listing of available exams, please visit the following site: certification offerings. www.novell.com/training/testinfo 1. Novell currently offers seven industry-leading certification programs. Indicate which seven of the items listed below are Novell certifications. 1. Certified Novell Technician 2. Certified Novell Administrator 3. Master Certified Novell Engineer 4. Certified Linux Engineer 5. Novell Academic Instructor 6. Certified Linux Professional 7. Master Certified Linux Professional 8. Certified Novell Engineer 9. Certified Linux Engineer 9 10. Certified Directory Engineer 11. Certified Novell Instructor 2. With the incredible number of technology products your clients have to choose among, what are some of the reasons they should choose Novell training and certification? 3. What are some of the reasons your clients should take the time and expend the effort to achieve a Novell certification? 15

Article II. SECTION #2 Answers to Activity #1SELLING NOVELL LINUX TRAINING AND CERTIFICATIONS A few questions to ask yourself: Exercise #1 2, 3, 5, 6, 8, 9, 11 Exercise #2 1) Novell training is backed by a worldwide, world-class company, 2) Novell technology is world class, 3) Novell training materials are industry leading, 4) Novell has cutting-edge Linux technology, 4) Novell has a long history of proven training and certification, 5) Novell What Linux courses and Linux certifications are available from Novell? offers one of the hottest Linux certifications on the market, 6) Novell training can help them obtain vendor-neutral certifications as well as Novell certifications. Which course should I recommend to clients looking for basic Linux training? Which courses should I recommend to advanced Linux users? SUSE Linux Enterprise Server Product Listing and Overview SUSE Linux Enterprise Server 9 empowers businesses to leverage Linux and open source by delivering a scalable, high-performance foundation for secure enterprise computing. Built for reliability, it offers comprehensive functionality to power today s networks and meet user demands. SUSE Linux Enterprise Server also supports a broad range of hardware platforms and leading software applications. Through its unique and open management capabilities, students will learn to easily install, deploy, configure, secure and update Linux servers anywhere on their networks, significantly reducing IT costs. SUSE Linux Enterprise Server 9 is backed by Novell, giving customers a reliable release cycle and a complete enterprise software ecosystem for Linux: technical support, training, consulting, indemnification and an extended partner network. The Novell commitment to open source, combined with our expertise Linux integration, helps businesses of all sizes deploy Linux quickly and confidently. in 16

Current Course Listings So, with which SUSE Linux Enterprise Server courses offered by Novell should you be familiar? 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: SUSE Linux Enterprise Server 9 (Course 3057) SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058) Novell Loadfest SUSE Linux Enterprise Server 9 (Course 3066 v1.0) Asking the Right Questions When positioning and selling training services, asking the right questions and listening to the answers is often the key to successfully closing the sale. Doing so allows you to discover your clients needs, objections and emotional hot buttons. It also enables you to understand your clients situations and demonstrates genuine interest, which allows you to build rapport and credibility. With the information you ve gathered by asking questions, you can better position Novell training services and make your prospective clients aware of the training opportunities that make sense for them. Ask these questions to discover Novell Linux training opportunities in your customer accounts: What is your company's Linux strategy? Where is Linux currently being used in your organization (for example, data center, Web servers, vertical applications or developers)? How do you anticipate using Linux over the next year or two? What training or experience do your engineers have with Linux? 17

CompTIA Linux+ Certification Track This course is for customers who are interested in an introductory, vendor-neutral Linux certification. Getting Started With Linux: Novell s Guide to CompTIA s Linux+ (Course 3060) This course introduces students to the knowledge and skills they need to manage any Linux distribution. Specifically, this course covers the objectives outlined by CompTIA for its Linux+ exam and certification, an international industry credential that offers proof of knowledge in the following areas: Linux basics Linux desktops Linux help resources Linux administration Linux shell and command line Linux directories and files Linux text editors Linux processes Network configuration and hardware Linux services Security Not only does this course prepare students for the CompTIA Linux+ exam, but it also offers an excellent way to begin preparing for the Novell Certified Linux Professional practicum exam. In fact, after completing this course, students will have acquired one-third of the knowledge needed to become a full Novell Certified Linux Professional, the ideal certification for people interested in becoming Linux administrators. PREREQUISITES None AUDIENCE The primary audience for this course includes students who are preparing for the CompTIA Linux+ exam as well as current Novell certification candidates with experience in other operating systems. This course can be used in the place of SUSE Linux Fundamentals (Course 3036) when preparing for the Novell Certified Linux Professional certification. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study REVIEWS Read a review from Certification Magazine about the CompTIA Linux+ exam at www.certmag.com/common/newscenter/newsdisplay.cfm?id=3780 18

Novell Certified Linux Professional Track This course is for customers who need an introduction to SUSE Linux and the basics of managing a Linux-server environment. SUSE Linux Fundamentals (Course 3036) In this course, students will learn the following concepts and skills fundamental to understanding SUSE Linux Enterprise Server 9: Understanding the Linux story Using the Linux desktop Locating and using help resources in the Linux system Administering Linux with the YaST management utility Working with the Linux shell and command line Managing directories and files in the Linux system Using Linux text editors Understanding and viewing processes in the Linux system Managing the network configuration These essential skills are prerequisites to learning the skills of an entry-level Linux administrator or helpdesk technician in an enterprise environment. PREREQUISITES Before attending this course, students should have experience administering any operating system in a computing environment, such as an enterprise or academic environment. AUDIENCE While the primary audience for this course is the current Certified Novell Engineer, certification candidates with experience in other operating systems can also use this course to begin preparing for the Novell Certified Linux Professional practicum exam. Additionally, anyone who is seeking a fundamental understanding of the Linux operating system would benefit from this course. COURSE DETAILS Number of days: Three Training options: Instructor-led or self-study 19

Novell Certified Linux Professional Track This course is for customers who need entry-level SUSE Linux administration skills. SUSE Linux Administration (Course 3037) SUSE Linux Administration (Course 3037) teaches students basic SUSE Linux Enterprise Server 9 administration skills. These skills, along with those taught in SUSE Linux Fundamentals (Course 3036) and Advanced SUSE Linux Administration (Course 3038) prepare students to take the Novell Certified Linux Professional practicum exam. Students learn to perform the following SUSE Linux Enterprise Server 9 administrative tasks: Update and monitor SUSE Linux Enterprise Server 9 Perform administrative tasks with YaST Manage users and groups Provide basic system security Manage the Linux file system Manage software installation Manage system initialization, processes and services Connect the server to the network Provide basic network services (such as printing and Web access) Remotely access a SUSE Linux Enterprise Server 9 These administrative skills are common to an entry-level administrator or helpdesk technician in an enterprise environment. Students work multiple lab exercises to help them practically apply course concepts and reinforce their proficiency with features and management utilities in SUSE Linux Enterprise Server 9. On the final day of instruction, students perform live fire exercises that test their SUSE Linux Enterprise Server 9 administration skills. PREREQUISITES Before attending this course, students should have a fundamental knowledge of SUSE Linux Enterprise Server 9 in a computing environment, such as an enterprise or academic environment. They can obtain this knowledge by taking SUSE Linux Fundamentals (Course 3036). AUDIENCE While the primary audience for this course is the current Certified Novell Engineer or those with similar experience, certification candidates with experience in other operating systems can use this course to prepare for the Novell Certified Linux Professional practicum exam. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 20

Novell Certified Linux Professional Track This course is for customers who need advanced SUSE Linux administration skills. Advanced SUSE Linux Administration (Course 3038) In this course, students learn advanced SUSE Linux Enterprise Server 9 administration skills. It covers performing the following Linux system advanced administration tasks for SUSE Linux Enterprise Server 9: Installing SUSE Linux Enterprise Server 9 Configuring the network manually Configuring network services Securing a SUSE Linux Enterprise Server 9 server Managing backup and recovery Developing shell scripts Compiling software from source Performing health checks and tuning performance Managing hardware and component changes These advanced administrative skills are common to an experienced administrator in an enterprise environment. The final day of class is reserved for a live fire exercise that tests advanced SUSE Linux Enterprise Server 9 administration skills and prepares students to take the Novell Certified Linux Professional practicum exam. PREREQUISITES Before attending this course, students should complete SUSE Linux Fundamentals (Course 3036) and SUSE Linux Administration (Course 3037) or have experience managing SUSE Linux Enterprise Server 9 servers in a network environment. AUDIENCE The primary audience for this course is the current Certified Novell Engineer or those with similar experience who have completed the two previous courses in the Novell Certified Linux Professional curriculum. However, Linux professionals and administrators with experience in other operating systems can also use this course to prepare for the Novell Certified Linux Professional practicum exam. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 21

Novell Certified Linux Professional Track for Linux Experts This course is for customers who have experience with other Linux distributions, but want to learn the specifics of using SUSE Linux Migrating to SUSE Linux (Course 3019) This course enables Linux administrators who have administrative experience with Linux distributions other than SUSE Linux to learn to perform administrative tasks on the SUSE Linux Enterprise Server 9 platform. Topics covered in this course include: Installing SUSE Linux Enterprise Server 9 Understanding YaST Understanding SUSEconfig Configuring the network Working with file systems Managing user accounts Understanding the startup mechanism Configuring services on SUSE Linux Enterprise Server 9 Monitoring the system Configuring kernel parameters Using the SUSE Linux Enterprise Server rescue system PREREQUISITES Students should have the following knowledge base: Experience with any Linux operating system Familiarity with administrative tasks on Linux server systems Fundamental knowledge of networking technologies, such as those covered in Novell Course 3003, Fundamentals of Networking AUDIENCE This course is intended for Linux administrators who have little or no experience with SUSE Linux who are planning to implement SUSE Linux Enterprise Server 9 in their networks. COURSE DETAILS Number of days: Three Training options: Instructor-led or self-study 22

Certified Linux Professional The demand for Linux expertise is growing at an incredible pace and Novell offers the training your customers need to effectively manage a Linux network. Once they've obtained these skills, achieving the Novell Certified Linux Professional certification validates that they have what it takes to succeed as a Linux administrator. The skills taught in SUSE Linux Fundamentals (Course 3036) SUSE Linux Administration (Course 3037) and Advanced SUSE Linux Administration (Course 3038) prepare your clients to take the Novell Certified Linux Professional practicum exam. To capitalize on the escalating demand for expertise on Linux, your customers need to prove that they have the ability to effectively implement, manage and support Linux and the enterprise services that run on top of it. Whether they are Linux end users, administrators or development engineers, 23

Novell training gives them the knowledge and hands-on skills they need to enhance their Linux expertise and put them in demand. What is the Novell Certified Linux Professional Certification? The Novell Certified Linux Professional certification is for people interested in becoming Linux administrators. Skills demonstrated by someone holding a Novell Certified Linux Professional certification include installing Linux servers into a network environment, managing users and groups, managing the Linux kernel, network processes and services-just to name a few. As with all Novell certifications, coursework is never required. The candidate just needs to pass the Novell practicum exam (050-689) in order to achieve the certification. The authorized Novell training materials for this certification are designed to introduce students to basic Linux concepts until they progress through the tasks of managing a Linux network environment. They ll then take the Novell practicum, a scenario-based exam in which they apply their knowledge to solve real-life problems-showing they not only know what to do but that they can actually do it. (In order to receive any Novell certification, the candidate must agree to the terms and conditions of the Novell Training Services Certification Agreement.) How Does Someone Become a Novell Certified Linux Professional? In order to become a Novell Certified Linux Professional, an individual simply needs to pass the Novell practicum exam (050-689). Coursework is never required for this certification. However, using authorized Novell training materials for study (either through instructor-led training or self-study) is an excellent way to prepare for the Novell practicum exam. For more information about the Novell practicum exam, please review the Novell Certified Linux Professional exam objectives: http://www.novell.com/training/certinfo/clp/ How Do the Novell Certified Linux Professional and Novell Certified Linux Engineer 9 Certifications Relate to Each Other? The Novell Certified Linux Professional is a good place to start Linux certification. The Novell Certified Linux Engineer 9 is the more advanced certification, building on the concepts of Linux administration learned in the Novell Certified Linux Professional training. 24

Novell Certified Linux Engineer 9 Track This course is for customers who are familiar with SUSE Linux but need advanced training in configuring SUSE Linux network services. SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057) This course teaches the advanced Linux skills needed to administer the network services of SUSE Linux Enterprise Server 9. In it, students will gain practice in the following: Configuring a DNS server using BIND Using DHCP for managing networks Setting up a print server Setting up a network printing server using CUPS Using Samba to connect to Windows Configuring a mail server Using OpenSLP Using Squid as an http/https proxy Monitoring network traffic Deploying Tomcat PREREQUISITES Novell Certified Linux Professional certification or equivalent experience AUDIENCE This course is for students seeking the Novell Certified Linux Engineer 9 certification and those who want to learn to configure advanced network services on SUSE Linux Enterprise Server 9. Students who are seeking the Novell Certified Linux Engineer 9 certification should note that they are required to complete the Novell Certified Linux Professional certification first. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 25

Novell Certified Linux Engineer 9 Track This course is for customers who are familiar with SUSE Linux but need advanced training on managing SUSE Linux security features. SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058) This course focuses on various security-related aspects of SUSE Linux Enterprise Server 9 from a system administrator s perspective. The following is a short outline of the material covered in this course: General security considerations Host security Cryptography Network security Firewalls Packet filters Application-level gateways Virtual private networks Intrusion detection PREREQUISITES A detailed understanding of network protocols is essential for the design and configuration of firewalls. For students lacking this critical knowledge, Novell strongly recommends the completion of Fundamentals of Networking (Course 3003) to prepare for the topics of this course. Additionally, the information found in SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057) is key to performing effective security tasks. AUDIENCE This course is for students seeking the Novell Certified Linux Engineer 9 certification or those who want to improve their skills in planning, designing and managing a secure SUSE Linux Enterprise Server 9 environment. Students who are seeking the Novell Certified Linux Engineer 9 certification should note that they are required to complete the Novell Certified Linux Professional certification first. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 26

Novell Certified Linux Engineer 9 Novell has taken Linux certification to a new level. The Novell Certified Linux Engineer 9 certification will help your customers master advanced SUSE Linux Enterprise Server 9 administration skills; this certification will also put them in demand as more and more employers seek talented Linux engineers. SUSE Linux Network Services (Course 3057) and SUSE Linux Security (Course 3058) prepare students for the Novell Certified Linux Engineer 9 practicum exam. Those seeking this certification must also successfully complete the Novell Certified Linux Professional practicum exam. Although 27

they are not required to take any certification courses to become a Novell Certified Linux Engineer 9, students must meet the following requirements: Prerequisite Knowledge Students must have a solid understanding of networking. We recommend that students review an introductory networking course such as Foundations of Novell Networking: NetWare 6.5 (Course 3016) or obtain equivalent experience. Required Exams Students must complete the entire Novell Certified Linux Professional 9 certification path including Novell Practicum 050-689 before they can take the Novell Certified Linux Engineer 9 practicum exam (050-693). Elective Courses Coursework is not required for this certification. However, taking the following training courses is an excellent way for your clients to prepare for the two Novell practicum exams they will be required to pass in order to complete certification. SUSE Linux Fundamentals (Course 3036) or Getting Started with Linux: Novell s Guide to CompTIA's Linux+ (Course 3060) SUSE Linux Administration (Course 3037) Advanced SUSE Linux Administration (Course 3038) SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057) SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058) 28

Additional SUSE Linux Courses Course 3066 introduces students to SUSE Linux Enterprise Server 9. The class compares the SUSE Linux 10.0 (desktop) and SUSE Linux Enterprise Server 9 (server) products from Novell and addresses the basic differences between Novell Loadfest SUSE Linux Enterprise Server 9 (Course 3066 v1.0) Following this high-level introduction, students install SUSE Linux Enterprise Server 9 on their own hardware and learn how to obtain support for their installations. The course finishes with instruction on using the YaST management utility, unique to SUSE Linux, which simplifies standard tasks such as managing user and group accounts, installing and configuring printers, installing Linux software packages and accessing system updates and security fixes. Upon completion of this training, students will be able to install SUSE Linux Enterprise Server 9 and set up a system for further tests. They will also be able to use the Linux desktop and administer Linux with the YaST management utility. PREREQUISITES Participants in the Novell Loadfest SUSE Linux Enterprise Server 9 course should have the following: A basic understanding of enterprise networking Experience with network administration on any operating system (Linux knowledge is not required.) Hardware that meets the basic system requirements for an installation of SUSE Linux Enterprise Server 9 (256 MB RAM, 500 MB hard-disk space for software and 500 MB harddisk space for user data) Introductory-level experience managing a server in an enterprise network, regardless of platform (NetWare, Windows, Solaris, UNIX) AUDIENCE The target audience for this course includes students in either of these two groups: Entry-level or experienced network administrators interested in adding Linux servers to their enterprise networks IT professionals curious about adding Linux servers to a network, replacing proprietary servers in a network or managing Linux servers and performing standard network tasks easily 29

COURSE DETAILS Number of days: One (five hours) Training options: Instructor-led only 30

Handling Objections OBJECTION I know I need Linux training, but why should I train on SUSE Linux instead of Red Hat or some other Linux distribution? RESPONSE In addition to being one of the most stable and secure Linux network environments available today for any size of company small-to-medium business or the enterprise SUSE Linux is the only distribution maintained by a billion-dollar worldwide organization with more than 800 Linux-trained engineers and consultants and a rich history of professional IT training and certification. OBJECTION I'm interested in advancing my career with a Linux certification. Why should I pursue a SUSE Linux certification from Novell instead of a more general certification like LPI or CompTIA's Linux+? RESPONSE You do not need to choose between Novell SUSE Linux certifications and CompTIA s Linux+ certification. CompTIA s Linux+ certification is an introductory Linux certification that helps you advance to Novell Certified Linux Professional and Certified Linux Engineer 9 certifications. In fact, Novell even offers introductory Linux training Novell Course 3060 that will help you prepare for the CompTIA Linux+ certification exam. 31

Activity 2 Let s see how much you know about Novell Linux training and certification offerings. Exercise #1 Match the course description with the course name (there may be more than one applicable course name per description): 1. Introduces students to the knowledge and skills needed to manage any Linux distribution 2. Covers the objectives outlined by CompTIA for its Linux+ certification exam 3. Teaches administrative skills common to an entry-level administrator or helpdesk technician 4. Teaches students to establish and manage users and groups, grant and revoke permissions, manage software applications with YaST, manage and troubleshoot the SUSE Linux file system and more 5. Teaches students to perform health checks and tune performance on a SUSE Linux server, develop Shell scripts and manage backup and recovery 6. Teaches advanced SUSE Linux administrative skills to students who have knowledge and experience with other Linux distributions 7. Assumes students already have a solid understanding of Linux and Linux administration A. Getting Started with Linux: Novell's Guide to CompTIA's Linux+ (Course 3060) B. SUSE Linux Fundamentals (Course 3036) C. SUSE Linux Administration (Course 3037) D. Advanced SUSE Linux Administration (Course 3038) E. Migrating to SUSE Linux (Course 3019) 32

Answers to Activity #2 Exercise #1 1. A,B 2. A 3. C 4. C 5. D 6. E 7. E Exercise #2 C Article III. SECTION #3 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 does Novell offer for the Open Enterprise Server environment? Do I have any customers who recently upgraded their NetWare environments to Open Enterprise Server? Product Listing and Overview Open Enterprise Server is a secure, highly available suite of services that provides proven networking, communication, collaboration and application services in an open, easy-to-deploy environment. Administrators can choose to deploy these services on either a NetWare or a SUSE Linux platform using common management tools and services that span the two platforms. Current Course Listing With which Novell Open Enterprise Server course offered by Novell should you be familiar? Deploying Novell Open Enterprise Server (Course 3059) 33

Asking the Right Questions Ask these questions to discover Novell Open Enterprise Server training opportunities in your customer accounts. What is your company's network operating system strategy? What is your company's Linux strategy? Where are you using or planning to implement Open Enterprise Server in your organization? What experience or skills do your engineers have with NetWare? With Linux? With Open Enterprise Server? 34

Open Enterprise Server Training Course This course is for customers who have NetWare 6.5 experience and want to learn to manage the same services on a Linux server Deploying Novell Open Enterprise Server (Course 3059) Deploying Novell Open Enterprise Server (Course 3059) teaches students to use the new NetWare features in Novell Open Enterprise Server as well as how to install these services in a mixed operating system environment that includes SUSE Linux. The course will include multiple lab exercises to practically apply course concepts and reinforce proficiency in the following areas: Evaluating the benefits of using Novell Open Enterprise Server Upgrading an existing NetWare 6.5 server to Open Enterprise Server NetWare Installing Novell Open Enterprise Server Linux Managing Open Enterprise Server servers in a mixed operating system environment Implementing infrastructure services Configuring authentication to an Open Enterprise Server Linux server through Novell edirectory Implementing Open Enterprise Server storage services Implementing file system access on Open Enterprise Server servers Implementing end-user services, including Novell iprint, Novell eguide and Novell Virtual Office PREREQUISITES Before attending this course, students should have experience with NetWare 6.5 through training or on-the-job experience. AUDIENCE The primary audience for this course consists of NetWare administrators who have some NetWare 6.x training or experience and who want to implement Novell services in a mixed Linux-NetWare Open Enterprise Server environment. While familiarity with SUSE Linux (or some other Linux distribution) is not required, Novell recommends the Novell Certified Linux Professional certification or equivalent knowledge of the SUSE Linux Enterprise Server operating environment. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 35

SECTION #4 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? Product Listing and Overview NetWare 6.5 is one of the most reliable foundations for deploying business-critical, open source enabled solutions in the world. It is the obvious choice for hosting myriad services that increase network availability and user productivity and decrease the costs of doing business. Current Course Listings With which NetWare courses offered by Novell should you be familiar? 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 3043) Asking the Right Questions Ask these questions to discover NetWare training opportunities in your customer accounts. What is your company's network operating system strategy? Do you have any new engineers on staff who have been assigned to help manage your network infrastructure? Do you have any engineers on staff who need to upgrade their skills by learning about advanced NetWare administration and network security features? 36

NetWare Training Courses This course is for customers who need entry-level NetWare 6.5 administration skills. Foundations of Novell Networking: NetWare 6.5 (Course 3016) Foundations of Novell Networking: NetWare 6.5 (Course 3016) is designed to enable entry-level networking professionals to perform common administrative tasks using NetWare 6.5. Students will install NetWare 6.5 and perform tasks often required of employees who provide front-line support for a NetWare 6.5 installation and/or serve as entry-level administrators of a small- to medium-sized network. This course will introduce students to the high-availability solutions NetWare 6.5 provides that make it a stable and powerful kernel and operating system for deployment in small businesses to enterprise environments. During the course, students will do the following: Install NetWare 6.5 and the Novell Client Set up and manage user objects 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 PREREQUISITES Students should have the following knowledge base: Knowledge of or experience with NetWare 5.x or NetWare 6 Knowledge of or experience integrating NetWare and edirectory with other operating systems Knowledge of or experience deploying Web servers such as Apache AUDIENCE This course is the introductory course for the NetWare Certified Novell Engineer curriculum. The intended audience for this course includes Novell customers who have 1) one year or less of experience in entry-level network administration, 2) completed the study or certification requirements for this course or 3) intentions to achieve the Novell Certified Novell Administrator certification. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 37

Certified Novell Administrator Certified Novell Administrators provide companies direct support for software users in various work environments, including professional offices, small businesses, workgroups, departments and corporate IT. Individuals pursuing the Certified Novell Administrator distinction should have a fundamental knowledge of networking before learning the specifics of Novell networking. Novell strongly recommends individuals have a CompTIA Network+ certification before pursuing the Novell Certified Novell Administrator. In a recent survey, the vast majority of Certified Novell Administrators who had obtained the Network+ certification prior to earning the Novell certification rated the CompTIA knowledge as valuable to highly valuable in preparing them to be Certified Novell Administrators. Achieving the Network+ certification ensures a good understanding of network implementation, support, media, topologies, protocols and standards all necessary areas of knowledge to successfully pursue the Certified Novell Administrator certification. 38

NetWare Training Courses This course is for customers who have experience in NetWare 5.x or 6 who want to learn about managing a NetWare 6.5 network. Upgrading to NetWare 6.5 (Course 3018) Upgrading to NetWare 6.5 (Course 3018) is designed to provide hands-on experience using NetWare 6.5 features and to illustrate how NetWare 6.5 lowers an enterprise's total cost of ownership, augments administrator and end-user productivity, and enhances business productivity. In the course, students will learn to do the following: Identify the new features of NetWare 6.5 Upgrade a NetWare 5.1 server to NetWare 6.5 Install a new NetWare 6.5 server into an existing edirectory tree Deploy business-continuity services Deploy end-user-productivity services As part of the classroom instruction, students will work multiple lab exercises to help them practically apply course concepts and reinforce their proficiency with migration and installation utilities in NetWare 6.5 as well as with the administrator, end-user and developer services in NetWare 6.5. The learning objectives included in this course will help candidates prepare for the Certified Novell Engineer certification exam. PREREQUISITES Students should have the following knowledge base: Knowledge/experience with NetWare 5.x and/or NetWare 6 Knowledge/experience integrating NetWare and edirectory with other operating systems Knowledge/experience deploying Web servers, especially Apache Web server AUDIENCE This is the upgrade course for the NetWare Certified Novell Engineer curriculum. The intended audience for this course includes Novell customers who 1) have administration experience with NetWare 5.x and/or NetWare 6 2) meet the prerequisites for this course and/or 3) have intentions to achieve the Novell Certified Novell Engineer certification. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 39

NetWare Training Courses This course is for customers who are new to NetWare 6.5 and want fundamental NetWare 6.5-management skills. Novell Network Management: NetWare 6.5 (Course 3042) This course teaches the basic, critical skills needed to manage a NetWare 6.5 network: Managing client software on a NetWare 6.5 network Building a TCP/IP network using NetWare 6.5 Managing NetWare 6.5 servers Managing NetWare 6.5 Web and application servers Managing NetWare 6.5 encryption Optimizing edirectory performance Managing Novell licensing Managing the Novell Storage System (NSS) file system Planning and managing a NetWare 6.5 upgrade PREREQUISITES Students should have the following knowledge base: Foundation of Novell Networking (Course 3016) or equivalent experience Knowledge of terminology, hardware and practices such as routers, hubs, switches, backbones and subnets commonly used in medium-to-large enterprise networks AUDIENCE This course is for students who have entry-level experience managing computer networks. This course does not require occupational experience with Novell products; however, it does assume some prior knowledge of NetWare 6.5. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 40

NetWare Training Courses This course is for customers who are already using NetWare 6.5 and want some advanced network management skills. Advanced Novell Network Management: NetWare 6.5 (Course 3043) This course is designed to provide hands-on experience using NetWare 6.5 features and to illustrate how NetWare 6.5 lowers an enterprise's total cost of ownership, augments administrator and enduser productivity, and enhances business productivity. As part of the classroom instruction, students work through lab exercises to apply course concepts. The exercises also reinforce proficiency with NetWare 6.5 migration and installation utilities as well as with various developer services. In the course, students will learn to do the following: Migrate to NetWare 6.5 Consolidate servers Troubleshoot network performance Troubleshoot server performance Troubleshoot edirectory performance Manage server storage Implement advanced storage services Implement RAID Deploy Novell Identity Manager Deploy Novell Branch Office PREREQUISITES Students should have the following knowledge base: Knowledge of or experience with NetWare 6.5 Knowledge of or experience with edirectory Knowledge of or experience managing NetWare storage Familiarity with network hardware and conceptual knowledge of the Open Systems Interconnection (OSI) model, topologies and various protocols AUDIENCE This is the advanced server-management course for the NetWare 6.5 Certified Novell Engineer curriculum. The intended audience for this course includes Novell customers who have administration experience with NetWare, meet the prerequisites for this course and intend to achieve the Certified Novell Engineer 6.5 distinction. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 41

Certified Novell Engineer Certified Novell Engineer training gives your customers a variety of network support skills that allow them to keep their companies' networks running efficiently. As Certified Novell Engineers, your customers will be able to solve advanced company-wide support problems and high-level network issues. They will also be able to perform planning, installation, configuration, troubleshooting and upgrading services for networks. 42

There are currently two Certified Novell Engineer tracks the NetWare 6 track and the NetWare 5 track. The NetWare 6 Certified Novell Engineer roadmap is depicted in this student guide. For additional detail on the NetWare 6 track or a depiction of the NetWare 5 roadmap, please visit the following sites: www.novell.com/training/certinfo/cne/nw6.html www.novell.com/training/ /cne/nw5.html 43

Handling Objections OBJECTION With the release of Open Enterprise Server and Novell Linux offerings, does it make sense for me to pursue additional NetWare training? RESPONSE Yes. NetWare continues to be an effective technology foundation for hundreds of thousands of businesses around the world. Many advanced services taught in these NetWare training courses apply to Open Enterprise Server, which allows you to use familiar NetWare services with either a NetWare foundation or a SUSE Linux foundation. 44

Activity 3 Let s see how much you know about Open Enterprise Server and NetWare training courses and certification programs. Exercise #1 Match the course description with the course name: 1. This course includes lab exercises that reinforce the students hands-on network management skills, including installation, migration and developer services. 2. This course is designed to enable entry-level networking professionals to perform common administrative tasks using NetWare 6.5. 3. This course shows students how to perform basic SUSE Linux Enterprise Server administration tasks. 4. Students learn how to install and configure basic Open Enterprise Server services on NetWare and SUSE Linux servers. 5. Students install NetWare 6.5 and perform tasks often required of employees who provide front-line support for a small- to medium-sized network installation. 6. Students learn how to upgrade a NetWare 5.1 server to NetWare 6.5 and deploy enduser productivity services. 7. This course focuses on basic network management skills, including the management of NetWare 6.5 servers, NetWare 6.5 Web and application servers and NetWare 6.5 client software. A. Deploying Novell Open Enterprise Server (Course 3059) B. Foundations of Novell Networking: NetWare 6.5 (Course 3016) C. Upgrading to NetWare 6.5 (Course 3018) D. Novell Network Management: NetWare 6.5 (Course 3042) 45

Answers to Activity #3 Exercise #1 1. E 2. B 3. A 4. A 5. B 6. C 7. D Exercise #2 B SECTION #5 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 or access control? Do I have any customers who are looking to implement or enhance their directory infrastructures? Product Listing and Overview Novell edirectory provides high-end directory services that allow businesses to manage identities and security access for employees, customers and partners. Current Course Listings Fundamentals of Novell edirectory (Course 3017) Novell edirectory Tools and Diagnostics (Course 3007) Asking the Right Questions Ask these questions to discover Novell edirectory training opportunities in your customer accounts: What is your company's directory strategy? Is your company currently taking full advantage of edirectory? Would you like your engineers to learn new skills that would allow them to better plan, organize and manage your edirectory tree? 46

edirectory Training Courses This course is for customers who need to know how to manage an edirectory environment on a cross-platform network. Fundamentals of Novell edirectory (Course 3017) Fundamentals of Novell edirectory (Course 3017) enables IT professionals to perform directoryrelated administrative tasks using edirectory 8.7.3 on a cross-platform network that includes NetWare 6.5, Windows 2003 Server and SUSE Linux Enterprise Server 8.1. Students will learn the design principles key to planning an optimized edirectory tree, and the critical infrastructure processes that enable edirectory to reliably maintain and securely replicate directory data on crossplatform servers over LANs and WANs. PREREQUISITES Students should have the following knowledge base: Experience with proprietary operating systems, particularly NetWare 6.5 and Windows 2003 Familiarity with a Linux server and management tasks performed on a Linux server Fundamental knowledge of networking technologies such as DNS/DHCP and TCP/IP AUDIENCE This course is intended for network administrators and other network-management professionals who have little or no experience using edirectory and who are planning to implement edirectory on a mixed-platform or homogeneous-platform network. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 47

edirectory Training Courses This course is for customers who need practical edirectory management and diagnostic skills. Novell edirectory Tools and Diagnostics (Course 3007) This is a practical-skills course that addresses advanced edirectory network management and troubleshooting skills. It focuses on preventing, diagnosing and solving problems related to edirectory communication, synchronization, caching and replication processes and covers such integral tasks as server maintenance, database backup and disaster prevention and recovery. PREREQUISITES Students should have the following knowledge base: Novell Course 520, 560 or 3001 (or equivalent experience) Novell Course 525, 570 or 3004 (or equivalent experience) Novell Course 532 or 575 (or equivalent experience) Novell Course 801, 580 or 3005 (or equivalent experience) Familiarity with terminology, hardware and practices commonly used in large enterprise networks such as routers, hubs, switches, backbones and subnets Certified Novell Engineer certification in NetWare 4, NetWare 5 or NetWare 6 or equivalent experience AUDIENCE This course is geared specifically toward students who have extensive experience managing Novell networks. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 48

SECTION #6 SELLING NOVELL IDENTITY MANAGER 3 A few questions to ask yourself: Do I have any clients who may have recently upgraded to Identity Manager 3? Are there different Identity Manager courses available for my clients? Have I provided NetWare or other Novell training services to customers who may also need Identity Manager training? Product Listing and Overview In today s environment, businesses and governments are faced with the challenge of keeping their systems open and accessible while maintaining security and control. Novell Identity Manager 3 helps keep the balance by providing customers, partners and employees with simplified, seamless Web access based on open standards for a secure and agile enterprise. Current Course Listings Novell Identity Manager 3 Fundamentals (Course 3065 v1.0) Asking the Right Questions Ask these questions to discover Novell Identity Manager training opportunities in your customer accounts: What is your company's strategy around security and identity? Is your company currently taking full advantage of all the features in Identity Manager? Since upgrading to Identity Manager 3, have you been able to bring all your engineers up to speed on the latest version? 49

Identity Manager Training Courses This course is designed to help students learn the basic concepts of Novell Identity Manager 3 as they install and use the product with few configuration changes. Novell Identity Manager 3 Fundamentals (Course 3065 v1.0) This course teaches students how to perform the following Identity Manager 3 administrative tasks: Help design and implement an Identity Manager solution based on specific business requirements (with the assistance of a qualified Identity Manager solution provider) Install Identity Manager 3 on Novell Open Enterprise Server Linux and NetWare platforms Perform basic configuration and implementation tasks for the Identity Manager edirectory and Active Directory drivers (using default settings) Perform basic administrative and configuration tasks for Identity Manager policies and filters Implement and manage simple role-based entitlements Install and use Identity Manager Designer to perform basic import, export, and deployment tasks Configure and implement password synchronization Implement and use Novell Audit logging with Identity Manager Install the Identity Manager user application Use and perform basic Identity Manager user application self-service and administrative tasks PREREQUISITES Students should have a basic understanding of the network and networking (as introduced in the CompTIA Network+ certification) and have knowledge of or experience with administering databases and a Directory (such as edirectory or Active Directory). AUDIENCE Although students should be familiar with edirectory and related tools (such as imanager), no Identity Manager experience is required. This course is ideal for those who are system administrators, integrators, engineers, networking consultants, reseller support staff or new Identity Manager customers who have been tasked with administering or implementing Identity Manager 3. Students attending this course should have some basic knowledge of SUSE Linux, or another Linux distribution. Students who need to manage Identity Manger 3 running on a Linux platform in a production environment need to have CLP certification-equivalent knowledge of SUSE Linux Enterprise Server 9. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 50

Identity Manager 3 Learning Path By attending a Novell training course, customers can discover how Novell Identity Manager can maximize their business. The learning path below can help you identify which training is best for your customers: 51

SECTION #7 SELLING NOVELL ZENWORKS TRAINING A few questions to ask yourself: Do I have any clients who may have recently upgraded to ZENworks 7 Are there different ZENworks courses available for my clients? Have I provided NetWare or other Novell training services to customers who may also need ZENworks training? Product Listing and Overview Novell ZENworks allows companies to manage the entire lifecycles of their desktops, laptops, servers and handheld devices. This comprehensive resource-management solution offers advanced software delivery, inventory, patch management, remote capabilities and more. Through Policydriven Automation, ZENworks decreases administrative burdens and increases enterprise-wide business efficiency. Current Course Listings ZENworks 6.5 Desktop Management (Course 3041) ZENworks 7 Desktop Management Administration (Course 3062 v1.0) Asking the Right Questions Ask these questions to discover Novell ZENworks training opportunities in your customer accounts: What is your company's resource-management strategy? Is your company currently taking full advantage of all the features in ZENworks? Since upgrading your ZENworks software, have you been able to bring all your engineers up to speed on the latest version? 52

ZENworks Training Courses This course is for customers who are looking for basic ZENworks 6.5 management skills. ZENworks 6.5 Desktop Management (Course 3041) This course teaches students to manage policies, applications, workstations and inventory using ZENworks 6.5 Desktop Management. PREREQUISITES Students should have the following knowledge base: CompTIA A+ certification, Novell Courses 1105 and 1106 or equivalent experience CompTIA Network+ certification, Novell Course 3003 or equivalent experience Novell Course 3016: Foundations of Novell Networking or equivalent experience In addition, students must be familiar with the following: Desktop administration Thin-client administration Web administration AUDIENCE This course is for students seeking the Certified Novell Engineer certification or for those who want to improve their skills in managing network users. COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study 53

ZENworks Training Courses This course is for customers who are upgrading to ZENworks 7 management skills. ZENworks 7 Desktop Administration (Course 3062 v.1) This course explores many key management features in Novell ZENworks 7 Desktop Management. Ideal for NetWare administrators even those without prior ZENworks experience this course focuses on basic administrative tasks, including the installation and configuration of ZENworks 7 Desktop Management services on Novell Open Enterprise Server Linux.. PREREQUISITES Students should have the following knowledge base: experience with Novell edirectory 8.7.3 or later Basic experience with any networked Linux desktop or server is recommended but not required. AUDIENCE Whether you're a ZENworks expert or new to the benefits of desktop management, this course provides valuable instruction. The audience for ZENworks 7 Desktop Management Administration (Course 3062 v1.0) includes a diverse group of professionals: COURSE DETAILS Number of days: Five (if taken as classroom training) Training options: Instructor-led and self-study 54

SECTION #8 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 Novell Training Services to companies that may also need GroupWise training? Product Listing and Overview Novell GroupWise 6.5 is a comprehensive collaboration environment for organizations of any size from small- to medium-sized businesses to enterprises. Administrators can rest well knowing GroupWise is highly secure, easy to manage and always available. Products that scale effectively in large organizations deliver a low total cost of ownership. And end users enjoy a powerful and intuitive client interface with advanced features for mobile or deskless workers. Current Course Listing GroupWise 6.5 Administration (Course 3014) GroupWise 7.0 Administration (Course 3063 v1.0) Asking the Right Questions Ask these questions to discover Novell GroupWise training opportunities in your customer accounts: What is your company's collaboration/e-mail strategy? Is your company currently taking full advantage of GroupWise? Would you like your engineers to learn new skills that would allow them to better manage your e-mail infrastructure? 55

GroupWise Training Courses This course is for customers who are new to GroupWise and want to become proficient at implementing and administering GroupWise 6.5. GroupWise 6.5 Administration (Course 3014) This course prepares students to become effective and competent GroupWise 6.5 administrators and teaches them how GroupWise 6.5 can address their organizations business messaging and collaboration needs. Students who take this course will learn how to do the following: Install GroupWise Perform basic administration tasks Maintain a GroupWise system Install and configure the GroupWise Internet Agent (GWIA) Optimize GWIA properties Expand the GroupWise system Maintain the expanded system Install and configure WebAccess Troubleshoot GroupWise WebAccess Troubleshoot GroupWise connectivity Install and configure GroupWise Messenger Install and configure GroupWise Monitor PREREQUISITES Students must have a basic knowledge of e-mail administration. AUDIENCE This course is for students new to GroupWise who want to become proficient at implementing and administering GroupWise 6.5. COURSE DETAILS: Number of days: Five Training options: Instructor-led or self-study 56

GroupWise Training Courses This course is an in-depth look at GroupWise 7.0 administration and hands-on experience performing many essential tasks GroupWise 7.0 Administration (Course 3063 v1.0) Starting with basic skills such as installation and configuration this course becomes gradually more complex, teaching you how to expand your system and manage GroupWise WebAccess, Messenger and Monitor. During this course, you will learn how to complete the following tasks: Install and configure a basic GroupWise system on Open Enterprise Server NetWare Administer and maintain a basic GroupWise system Install, configure and optimize GWIA Expand and monitor a GroupWise system Install and configure GroupWise WebAccess and Novell Messenger Install and configure a basic GroupWise system on Open Enterprise Server Linux PREREQUISITES Before taking this course, you should have an understanding of the following: CompTIA A+ CompTIA Network+ Foundations of Novell Networking (Novell course 3001 or 3016) Novell Network Management (Novell course 3004 or 3042) AUDIENCE Whether you're a GroupWise expert or new to the benefits of world-class collaboration, this course provides valuable instruction. The audience for GroupWise 7.0 Administration (Course 3063 v1.0) includes a diverse group of professionals: NetWare CNAs or those with equivalent experience GroupWise system administrators, integrators and engineers Networking consultants Reseller and partner technical-support staff New GroupWise customers COURSE DETAILS: 57

Number of days: Five (if taken as classroom training) Training options: Instructor-led and self-study 58

Master Certified Novell Engineer Master Certified Novell Engineer training gives your customers the knowledge and skills they need to offer a higher level of support for the environments in which they work. Master Certified Novell Engineers are the multi-vendor, multi-solution specialists of the network industry. 59

Handling Objections OBJECTION We're currently very happy with our GroupWise implementation. I'm interested in advancing my GroupWise administration skills, but I don't know what the future market for these skills will be. RESPONSE The market for GroupWise administration skills, like the market for GroupWise, has seen significant growth as companies recognize the benefits of running a more stable, more secure, trouble-free collaboration environment. 60

Activity 4 Let s see how much you know about Novell edirectory, Identity Manager, ZENworks and GroupWise training offerings. 1. The CIO of Signature Services LLC is interested in finding out what ZENworks 6.5 can do for his organization. Which of the following best describes the primary value proposition of Novell ZENworks 6.5? A. ZENworks 6.5 enables network administrators to centrally control uploading and downloading activity through local computer devices such as USB, FireWire, WiFi and Bluetooth adapters. B. ZENworks 6.5 is a comprehensive resource-management solution that helps companies manage the lifecycles of their desktops, laptops, servers and handheld devices. C. ZENworks 6.5 is a resource-management tool that offers administrators point-and-click access to Web-based applications hosted by external organizations. D. None of the above 2. One of your clients wants to know if continuing education on GroupWise will be a wise investment for the future. What can you tell her about GroupWise and GroupWise administration skills that will ease her mind? A. The market for GroupWise and GroupWise training continues to grow as companies recognize the benefits of running a trouble-free collaboration solution. B. Because GroupWise uses the same administration tools as Lotus Notes and Microsoft Exchange, GroupWise administration skills transfer directly to the other major collaboration environments. C. Because GroupWise uses the YaST Linux-management console, an investment in GroupWise administration is an investment in open source experience and skills. D. Because Novell GroupWise training courses are designed with a NetWare platform implementation in mind, students learn two valuable Novell technologies, which increase the value of their training. Answers to Activity #4 1. B 2. A 61

SECTION #9 NOVELL TRAINING SERVICES: SALES TIPS, TRICKS AND RESOURCES Two questions to ask yourself: Where can I go to get the resources I need to successfully position and sell Novell training courses? What resources are available to keep me informed about Novell training courses and test information? In the Loop Newsletter The In the Loop newsletter is an HTML-formatted e-mail designed specifically for Novell Training Services partners. It provides detailed information on important course, program and promotion information relevant to you and the work you do positioning and selling Novell training courses. In the Loop Newsletter 62

Channel Link Channel Link is the comprehensive Novell partner portal that gives authorized training partners access to the following resources they need to successfully sell Novell Training Services: WebChat with the Novell Customer Response Team Unique sales tools Additional sales training Product information Customer success stories Partner events information Log in to Channel Link at www.novell.com/training/authorizedpartner Channel Link Course and Test Highlights The Novell Course and Test Highlights document provides Novell Training Services partners with a comprehensive, current listing of Novell training courses and associated tests. It also announces any recently released courses or tests, recently discontinued courses or tests, and courses or tests that are pending discontinuation. To access the Novell Course and Test Highlights document, just look for the link in your monthly In the Loop newsletter or visit Channel Link at www.novell.com/training/authorized.partner 63

Novell Practicum Testing Opportunities With the release of the Novell Certified Linux Engineer 9 and Novell Certified Linux Professional practicum exams, Novell now has an exam that can be offered via any computer with an Internet browser. This state-of-the-art testing model no longer requires a third-party test driver to serve the exam, which means Novell Authorized Training partners can now participate in the testing process. In fact, Novell Training Services partners retain the exam fees above and beyond the $100 that must be remitted to Novell for every Novell practicum exam delivered. The suggested retail price for Novell practicum exams is currently U.S. $195. For additional details on offering Novell practicum exams, please visit www.novell.com/training/practicumtest Training Locator The Training Locator gives Novell Authorized Training partners a great opportunity to announce the availability of specific Novell courses to students looking for training in specific regions. Training Locator 64

Activity 5 Let s see how much you know about the sales tips, tricks and resources available to you in selling Novell training and certification offerings. 1. Which of the following correctly names the Novell service that allows Novell Training Services partners to publish the availability of local courses to students searching for that training on the Novell Web site? A. Novell Course Search B. The Training Course Finder C. The Novell Education Search Tool D. The Training Locator 2. How can Novell Training Services partners participate in the testing process associated with the Novell Certified Linux Professional and the Novell Certified Linux Engineer 9 practicum exams? A. Novell Training Services partners can offer Novell practicum exams themselves and can retain any exams fees beyond the $100 that must be remitted to Novell. B. Novell Training Services partners who meet all of the qualifications can register as a Prometric testing center for as little as $100 per year. C. Novell Training Services partners can offer Novell practicum exams to their own employees for a discounted price of $100. D. None of the above 65

Answers to Activity #5 1. D 2. A Summary of Key Messages The market for IT training and certification is large and growing! Novell provides practical, job-related training and certification offerings that include both long-standing, proven certifications like the Certified Novell Engineer as well as hot new industry certifications like the Certified Linux Professional. There are more than 50 Novell training courses and seven unique Novell certification paths from which your clients can choose. Significant training opportunities can be discovered if you know which questions to ask! 66