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The Novell

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Title: The Novell


1
The Novell Certified Training Salesperson (NCTS)
Course 2009 Edition
Novell Technical Training Services
2
Introduction
3
NCTS Objectives
  • At the conclusion of this course, you will be
    familiar with the following
  • The training courses and certifications available
    from Novell
  • How they fit your customers concerns and
    business focus
  • How to position the courses and certifications to
    meet your customers needs

4
This Course Will Cover
  • Why Novell Training and Certification?
  • Understanding Novell Training and Certification
    Offerings
  • Courses and Certifications in Data Center
  • Courses and Certifications in End-User Computing
  • Courses in Identity and Security
  • Sales Tips and Resources

5
Why Certification and Training from Novell?
  • Industry-leading enterprise solutions
  • High-quality training
  • Practicum exams
  • Recognized leader in Linux training, including
    vendor-neutral certifications

6
About Novell Courses and Exams
  • We offer more than 50 courses
  • We provide extensive opportunities to sell testing

7
Organization
8
Novell Focus Areas
9
Certifications
10
Data Center
11
Products
Data Center Products
Novell Business Experience Manager Novell
Business Service Level Manager Novell
MyCMDB Novell MyMO Dashboards Novell Business
Service Manager PlateSpin Forge PlateSpin
Migrate PlateSpin Orchestrate PlateSpin
Protect PlateSpin Recon
SUSE Linux Enterprise High Availability
Extension SUSE Linux Enterprise Mono
Extension SUSE Linux Enterprise Point of
Service SUSE Linux Enterprise Real Time
Extension SUSE Linux Enterprise Server SUSE Linux
Enterprise Server for System z SUSE Linux
Enterprise Server Priority Support for SAP
Applications SUSE Linux Enterprise Server with
Expanded Support SUSE Linux Enterprise Server
with Integrated Xen Virtualization
12
SUSE Linux Enterprise 11Product Overview
SUSE Linux Enterprise Server
SUSE Linux Enterprise Desktop
SUSE Linux Enterprise Serveris a scalable,
high-performancefoundation for secure
enterprisecomputing.
SUSE Linux Enterprise Desktop is the only
enterprise-quality Linux desktop that's ready for
routine business use.
13
Certifications
14
Novell Certified Linux Administrator 11
15
The Novell Guide to CompTIAs Linux with SUSE
Linux Enterprise Server 10 (Course 3064)?

Prerequisites
  • None

This course is for customers who are interested
in an introductory, vendor-neutral Linux
certification. Students will learn how to install
SUSE Linux Enterprise Server 10 how to
understand directories, files, users and groups
and how to configure the network and key services.
Note The Novell Guide to CompTIAs Linux with
SUSE Linux Enterprise Server 11 (Course 3106)
will be available later this year.
16
SUSE Linux Enterprise 11 Fundamentals (Course
3101)?

Prerequisites
  • Experience administering any operating system in
    a computing environment

This course is for customers who need an
introduction to SUSE Linux Enterprise 11. SUSE
Linux Enterprise 11 is a highly reliable,
interoperable and manageable operating system
that enables firms to cost-effectively and
securely deliver mission critical services. In
this class you will be introduced to the
fundamentals of Linux and gain a basic
understanding of the core features of the SUSE
Linux Enterprise 11 operating system.
17
SUSE Linux Enterprise 11 Administration (Course
3102)?

Prerequisites
  • Course 3101
  • Basic knowledge of and/or experience with SUSE
    Linux Enterprise Server

This course is for customers who need SUSE Linux
Enterprise administration skills. Students will
install and configure SUSE Linux Enterprise
Server 11 and perform common tasks that are part
of day-to-day Linux administration.
18
Novell Certified Linux ProfessionalSM 11
19
SUSE Linux Enterprise Server 11 Administration
(Course 3103)?

Prerequisites
  • Course 3102
  • Equivalent knowledge or experience with SUSE
    Linux Enterprise Server 10

This course is for customers who need advanced
SUSE Linux Enterprise Server 11 administration
skills. Topics include virtualization with Xen,
configuration of a Web application server,
configuration of Samba, shell scripting, and
system health check and performance tuning.
20
Upgrading to Novell Certified Linux
ProfessionalSM 11 (Course 3100)?

Prerequisites
  • CLP 10

This course prepares the student for the Novell
Certified Linux Professional (CLP) exam. It also
provides information on the differences between
SUSE Linux Enterprise Server 10 and SUSE Linux
Enterprise Server 11 as they relate to the topics
covered in the CLP curriculum.
21
Novell Certified Linux EngineerSM 10
22
SUSE Linux Enterprise Server 10 Networking
Services (Course 3074)?

Prerequisites
  • Novell CLP 10
  • A solid understanding of networking fundamentals
    (Course 3003)?

This course is for students who want to learn how
to manage advanced network services on SUSE Linux
Enterprise Server 10 and/or those seeking the
Novell Certified Linux EngineerSM 10
certification.
23
SUSE Linux Enterprise Server 10 Security
(Course 3075)?

Prerequisites
  • Novell CLP 10
  • Course 3074

This course is for students seeking to improve
their skills in planning, designing and managing
a secure SUSE Linux Enterprise Server 10
environment and/or those seeking the Novell
Certified Linux EngineerSM 10 certification.
24
Upgrading to Certified Linux Engineer 10 (Course
3076)?
Prerequisites
  • CLE 9

This course is designed to provide information on
the differences between SUSE Linux Enterprise
Server 9 and SUSE Linux Enterprise Server 10
related especially to the topics covered in the
Novell Certified Linux EngineerSM (CLE)
curriculum.
25
PlateSpin Workload Management Administration
(Course 8008)?

Prerequisites
  • Should be familiar with data center technologies
    and concepts including virtualization with
    Vmware, disaster recovery, Microsoft Windows
    Server 2003 or later, Linux server systems, SQL
    databases

This course is for server administrators
responsible for virtualization and disaster
recovery in mid- to large-scale corporate data
centers and for professionals who consult in data
center environments.
26
ATT and Other Courses
  • ATT Courses
  • Xen Virtualization and High Availability
    Clustering on SUSE Linux Enterprise Server 10
  • Introduction to Virtualization with Xen on SUSE
    Linux Enterprise Server 10
  • UNIX to SUSE Linux Enterprise Server
  • Optimizing and Troubleshooting SUSE Linux
    Enterprise Server 10
  • Linux High Availability Storage and Clustering
  • Shell Scripting with Bash

27
ATT and Other Courses (continued)?
  • Student Kits
  • Get Ready for Open Source SUSE Linux Enterprise
    Desktop 10Book 1 (Course 6200)?
  • Get Ready for Open Source SUSE Linux Enterprise
    Desktop 10Book 2 (Course 6201)?
  • Migrating from Red Hat to SUSE Linux Enterprise
    Server 10 (Course 3068)

28
ATT and Other Courses (continued)?
  • Bundles
  • SUSE Linux Enterprise Server 10 Certification
    Self-Study Bundle (Course 7012)?
  • Certified Linux Professional 10 Self-Study Bundle
    (Course 7010)?
  • Certified Linux Engineer 10 Self-Study Bundle
    (Course 7011)

29
Section Summary
  • SUSE Linux Enterprise 11 product family
  • Certifications
  • Novell Certified Linux Administrator
  • Novell Certified Linux ProfessionalSM
  • Novell Certified Linux EngineerSM
  • Workload Management Administrator

30
End-User Computing
31
End-User Computing Products
End-User Computing Products
Novell GroupWise Novell Open Enterprise
Server Novell Teaming Conferencing Novell
ZENworks Application Virtualization Novell
ZENworks Asset Management Novell ZENworks
Configuration Management Novell ZENworks Endpoint
Security Management
Novell ZENworks Linux Management Novell ZENworks
Network Access Control Novell ZENworks Patch
Management OpenOffice.org Novell Edition SUSE
Linux Enterprise Desktop SUSE Linux Enterprise
Thin Client
32
Novell Open Enterprise Server 2 Product Overview
NovellOpen Enterprise Server 2
NovellOpen Enterprise Server 2 NetWare
Novell 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.
NetWare is a platform for delivering secure,
nonstop access to network and information
resources.
For NetWare
For Linux
33
End-User Computing Certifications
34
Novell Certified Administrator Enterprise
Services
35
Novell Networking and Services (Course 2000)?
Prerequisites
  • Fundamental knowledge of networking technologies
    or CompTIA Network Certification

This course enables entry-level networking
professionals to install SUSE Linux Enterprise
Server 10 and Novell Open Enterprise Server 2,
and to perform common administrative tasks using
such software as Novell eDirectory, Novell
ZENworks and Novell GroupWise.
36
Administering Novell Open Enterprise Server 2
for Linux (Course 3088)?
Prerequisites
  • Novell Networking and Services (Course 2000) or
    have the equivalent network-related experience

This course is designed to enable networking
professionals to perform common administrative
tasks using the services provided by Novell Open
Enterprise Server 2. It also introduces students
to the file storage, printing and network
administration solutions.
37
Novell Certified EngineerEnterprise Services
38
Novell Networking and Services (Course 2000)?
Prerequisites
  • Fundamental knowledge of networking technologies
    or CompTIA Network Certification

This course enables entry-level networking
professionals to install SUSE Linux Enterprise
Server 10 and Novell Open Enterprise Server 2,
and to perform common administrative tasks using
such software as Novell eDirectory, Novell
ZENworks and Novell GroupWise.
39
Administering Novell Open Enterprise Server 2
for Linux (Course 3088)?
Prerequisites
  • Novell Networking and Services (Course 2000) or
    have the equivalent network-related experience

This course is designed to enable networking
professionals to perform common administrative
tasks using the services provided by Novell Open
Enterprise Server 2. It also introduces students
to the file storage, printing and network
administration solutions.
40
Implementing Novell Open Enterprise Server 2 for
Linux (Course 3089)?
Prerequisites
  • NCA-ES or knowledge of NetWare 6 or Novell Open
    Enterprise Server NetWare CNEs and NCA-ES, or
    equivalent experience with the NetWare 6, 6.5 or
    Novell Open Enterprise Server for NetWare

This course is for NetWare Certified Novell
Engineers (CNEs) and those who need hands-on
experience with the Linux platform implementation
of Novell Open Enterprise Server 2 services. It
focuses on SUSE Linux Enterprise Server SP1 and
several Open Enterprise Server 2 services.
Students learn to use the start and stop scripts
for these services and to view configuration and
log files.
41
Deploying Novell Open Enterprise Server 2 for
Linux (Course 3090)?
Prerequisites
  • NetWare 6 or Novell Open Enterprise Services for
    NetWare CNE
  • Equivalent experience with NetWare 6, 6.5 or
    Novell Open Enterprise Services for NetWare
  • Basic Linux skills or experience
  • NCA-ES or equivalent knowledge

This course is for current NetWare
administrators who are transferring their skills
and knowledge from NetWare to Novell Open
Enterprise Server 2 for Linux. The course covers
processes for migrating services and data from
NetWare to Open Enterprise Server 2 for Linux. It
also covers installation and support of Open
Enterprise Server 2 for Linux.
42
Certified Novell AdministratorSM Novell Open
Enterprise Server for NetWare
43
Foundations of Novell Open Enterprise Server for
NetWare (Course 3080)?
Prerequisites
  • Familiarity with basic computer operating systems
    and networking such as would be gained from
    CompTIA network or Novell course 3003

This course is for customers who need entry-level
administration training in Novell Open Enterprise
Server for NetWare 6.5. The course uses Novell
Open Enterprise Server for NetWare to illustrate
how the server lowers an enterprise's total cost
of ownership (TCO), elevates administrator and
user productivity, and enhances business
productivity.
44
Certified Novell EngineerSMNovell Open
Enterprise Server for NetWare
45
Foundations of Novell Open Enterprise Server for
NetWare (Course 3080)?
Prerequisites
  • Familiarity with basic computer operating systems
    and networking such as would be gained from
    CompTIA network or Novell course 3003

This course is for customers who need entry-level
administration training in Novell Open Enterprise
Server for NetWare 6.5. The course uses Novell
Open Enterprise Server for NetWare to illustrate
how the server lowers an enterprise's total cost
of ownership (TCO), elevates administrator and
user productivity, and enhances business
productivity.
46
Novell Open Enterprise Server for NetWare
Administration (Course 3081)?
Prerequisites
  • An understanding of Foundations of Novell Open
    Enterprise Server for NetWare (Course 3080)?
  • Terminology, hardware and practices (such as
    routers, hubs, switches, backbones and subnets)?

This course is for students seeking the Novell
Open Enterprise for NetWare Certified Novell
EngineerSM (CNE) certification who have
entry-level experience in managing computer
networks. The course teaches the basic, critical
skills needed for managing a network that uses
the Novell Open Enterprise Server for NetWare
operating system.
47
Novell Open Enterprise Server for NetWare
Advanced Administration (Course 3082)?
Prerequisites
  • Knowledge or experience with Novell Open
    Enterprise Server for NetWare, Novell eDirectory
    and managing NetWare storage
  • Familiarity with network hardware and a
    conceptual knowledge of the Open Systems
    Interconnection (OSI) model, topologies and
    various protocols


This course is the advanced server management
course for the Novell Open Enterprise Server for
the NetWare Certified Novell EngineerSM (CNE)
curriculum. It includes information on migration
to Novell Open Enterprise Server for NetWare
troubleshooting network performance and managing
Novell Open Enterprise Server for NetWare,
NetWare servers and Novell eDirectory.
48
Novell eDirectory Design and Implementation
eDirectory 8.8 (Course 3067)?
Prerequisites
  • CompTIA Network or Course 3003?
  • Experience with NetWare 6.x or Open Enterprise
    Server and Novell eDirectory can be used to meet
    the prerequisite knowledge for this course


This course is for customers who need to design
and implement effective and manageable eDirectory
(8.8) environments, trees and related components
in any type of organization. The course teaches
how to reach different organizational goals using
different types of network operating systems.
49
Upgrading to Novell Open Enterprise Server for
NetWare (Course 3083)?
Prerequisites
  • Basic knowledge of NetWare 5.1, 6.0 or 6.5
  • Familiarity with network hardware and topologies
  • Familiarity with the Open Systems Interconnection
    (OSI) model
  • Familiarity with the TCP/IP networking protocol

This course is for network administrators and
helpdesk personnel who already have experience
with prior versions of Novell NetWare and want to
implement the new services and technologies in
Novell Open Enterprise Server or upgrade their
existing NetWare servers.
50
Novell GroupWise Product Overview
Novell GroupWise is a comprehensive collaboration
environment for organizations of any sizefrom
small and medium-sized businesses to large
enterprises
51
Novell GroupWise 7 Administration (Course 3063)?
Prerequisites
  • CompTIA A
  • CompTIA Network
  • Foundations of Novell Open Enterprise Server for
    NetWare (course 3080)?
  • Novell Open Enterprise Server for NetWare
    Administration (course 3081)?

This course is for GroupWise system
administrators, networking consultants, reseller
and partner technical support staff, or new
GroupWise customers.
Note The Novell GroupWise 8 (Course 3105) will
be available later this year.
52
Upgrading to Novell GroupWise 8 (Course 3093)?
Prerequisites
  • Experience with GroupWise 7 installation and
    administration tasks
  • Familiarity with basic networking concepts such
    as IP addressing, routing, DNS and DHCP
  • Experience with eDirectory management
  • Experience with the NetWare platform
  • Familiarity with the Linux platform


This course is for experienced GroupWise
administrators familiar with GroupWise 7
interested in upgrading to GroupWise 8, migrating
their GroupWise 7 systems from NetWare to Novell
GroupWise 8 running on SUSE Linux Enterprise
Server, or exploring the new features of the
Novell GroupWise 8 client.
53
ATT and Other Courses
  • ATT Courses
  • Novell GroupWise 7
  • Novell GroupWise 8
  • Novell Open Enterprise Server 2 Advanced
    Services and Troubleshooting
  • Novell Cluster Services 1.7
  • Channel Courses
  • Integrating Novell Open Enterprise Server 2 for
    Linux(Course 3077)?
  • Introduction to Novell Open Workgroup Suite

54
ATT and Other Courses (continued)?
  • Bundles
  • Novell Open Enterprise Server for NetWare
    Self-Study Bundle (Course 7014)?
  • Novell Open Enterprise Server for Linux
    Self-Study Bundle (Course 7013)?
  • Novell Open Enterprise Server for NetWare Career
    Pak (Course 7015)?
  • CNE to NCE Enterprise Services Self-Study Bundle
    (Course 7016)

55
Section Summary
  • Novell Open Enterprise Server for Linux, Novell
    open Enterprise Server for NetWare and Novell
    GroupWise
  • Certifications
  • Novell Certified Administrator Enterprise
    Services
  • Novell Certified Engineer Enterprise Services
  • Certified Linux Desktop Administrator
  • Certified Linux Desktop Professional
  • Certified Novell AdministratorSM
  • Certified Novell EngineerSM

56
Novell ZENworks Product Overview
Novell ZENworks allows companies to manage the
entire lifecycles of their desktops, laptops,
servers and handheld devices. It offers advanced
software delivery, inventory, patch management,
remote capabilities and more. Through
Policy-Driven Automation, ZENworks decreases
administrative burdens and increases
enterprise-wide business efficiency.
57
Novell ZENworks 10 Configuration Management
Administration (Course 3098)?
Prerequisites
  • Basic understanding of the network and networking
    (as introduced in the CompTIA Network
    certification)?
  • Familiar with the fundamentals of administering
    Novell eDirectory
  • This course targets
  • Novell software system administrators,
    integrators, and engineers
  • Networking consultants
  • Reseller/partner technical support staff
  • New Novell ZENworks 10 Configuration Management
    customers
  • Established Novell software administrators with
    no ZENworks 10 experience can take this course if
    they are already familiar with using eDirectory
    (and related tools such as iManager) and have
    some experience administering products such as
    ZENworks Desktop Management.
  • New Novell customers tasked with evaluating or
    administering Novell ZENworks 10 Configuration
    Management can also attend but should have a
    basic familiarity with Novell eDirectory,
    Microsoft Active Directory, and Windows Server
    2003.

58
Novell ZENworks 10 Configuration Management
Advanced Administration (Course 8004)?
Prerequisites
  • Basic understanding of the network and networking
    and have taken Novell ZENworks 10 Configuration
    Management Administration (Course 3098),
    Jumpstart Novell ZENworks 10 Configuration
    Management (Course 8000), or have equivalent
    knowledge or experience
  • Students should be familiar with the fundamentals
    of an LDAP-compliant Directory service (such as
    Novell eDirectory or Microsoft Active Directory).
  • Some experience with fundamental Linux
    administration is helpful.


This course is ideal for Network administrators
with fundamental ZENworks 10 Configuration
Management administrative experience who need
additional, advanced knowledge and skills to
administer ZENworks Configuration Management in
their environment.
59
Novell ZENworks 7 Desktop Management
Administration (Course 3062)?
Prerequisites
  • Novell eDirectory 8.7.3 or later through
    training, testing or on-the-job experience
  • Basic experience with any networked Linux desktop
    or server is recommended, but is not required
  • Experience / knowledge of Windows

This course is for Novell ZENworks system
administrators, integrators, networking
consultants, resellers, partner technical-support
staff or new Novell ZENworks customers.
60
ATT and Other Courses
  • ATT Novell ZENworks 7.5 Asset Management
  • ATT Novell ZENworks 7.5 Asset Management
    Inventory Configuration and Collection
  • ATT Novell ZENworks 7.5 Asset Management
    Reporting Network Discovery and Inventory

61
ATT and Other Courses (continued)?
  • ATT Novell ZENworks 7 Desktop Management
  • ATT Novell ZENworks 7 Desktop Management
    Advanced Application Management
  • ATT Novell ZENworks 7 Desktop Management
    Hardware Independent Imaging

62
ATT and Other Courses (continued)?
  • ATT Novell ZENworks 7.2 Linux Management
  • ATT Novell ZENworks 7 Patch Management
  • ATT Novell ZENworks 7 Server Management

63
Section Summary
  • Novell ZENworks Suite

64
Certified Linux Desktop Administrator 10
65
SUSE Linux Enterprise Desktop Administration 10
(Course 3086)?
Prerequisites
  • Windows desktop knowledge
  • Linux knowledge a plus, but not required

This course is for users or administrators
familiar with a Windows desktop (such as XP) who
want to learn how to perform routine
administrative tasks on SUSE Linux Enterprise
Desktop 10.
66
SUSE Linux Enterprise Desktop 11 Administration
(Course 3104)?
Prerequisites
  • Familiar with the Linux administration (as found
    in SUSE Linux Enterprise 11 Fundamentals and SUSE
    Linux Enterprise 11 Administration).
  • Familiar with a Windows desktop

This course is for people with basic Linux
administration knowledge (such as gained in the
CLA 11 certification) and now want to gain
in-depth knowledge on administrative tasks
routinely performed on SUSE Linux Enterprise
Desktop 11.
67
Identity and Security
68
Identity and Security Products
Identity and Security Products
Novell Access Governance Suite
Novell Privileged User Manager
Novell Access Manager
Novell SecureLogin
Novell Sentinel
Novell Compliance Management Suite
Novell Identity Manager
Novell Storage Manager
69
Novell eDirectory Product Overview
Novell eDirectory provides high-end directory
services that allow businesses to manage
identities and security access for employees,
customers and partners.
70
Novell eDirectory Design and Implementation
eDirectory 8.8 (Course 3067)?
Prerequisites
  • CompTIA Network or Course 3003
  • Experience with NetWare 6.x and Novell eDirectory
    can be used to meet the prerequisite knowledge
    for this course

This course is for customers who need to design
and implement an effective and manageable Novell
eDirectory environment. The course includes
eDirectory design and implementation tasks on the
following platforms Novell Open Enterprise
Server for NetWare (SP1), Novell Open Enterprise
Server for Linux (SP1), and Windows Server 2003.
71
The Fundamentals of Novell eDirectory 8.8
(Course 3078)?
Prerequisites
  • Fundamental knowledge of networking technologies
  • Knowledge or experience with any Linux server and
    its associated tasks
  • Experience with proprietary operating systems
    including NetWare and Windows 2003

This course is for customers who need to know how
to manage an eDirectory environment on a
cross-platform network.
72
Novell Identity Manager Product Overview
Novell Identity Manager is an automated
user-provisioning and metadirectory solution that
delivers streamlined user administration,
increases security, reduces costs and enhances
support for regulatory compliance.
73
Novell Identity Manager 3.5 Administration
(Course 3091)?
Prerequisites
  • Basic knowledge of SUSE Linux Enterprise Server
  • Experience managing a Linux platform in a
    production environment, CLP certification, or
    equivalent knowledge of SUSE Linux Enterprise
    Server recommended

This course is intended for those who need the
skills to install, use and configure Novell
Identity Manager 3.5. It is also helpful for
those who work with SUSE Linux Enterprise Server
and Windows Server 2003 to synchronize data and
passwords between Novell eDirectory and Active
Directory.
74
ATT Courses
  • Novell eDirectory 8.8
  • Novell Identity Manager 3.6
  • Novell Identity Manager Roles Based Provisioning
    Module
  • Novell SecureLogin

75
ATT Courses (continued)?
  • Novell Audit 2
  • Novell Sentinel 6.1
  • Novell Access Manager 3.1
  • Novell Access Governance Suite
  • Novell Compliance Management Platform

76
Section Summary
  • Novell eDirectory and Novell Identity Manager

77
Sales Tips and Resources
78
IT Training Market Continues to be Important
According to a recent study by the Foote
Partners, Employers are obviously now aware that
continuing to invest strategically in IT skills
and labor is the smartest thing they can do to
make it through the bad times as stronger,
undiminished enterprises.
79
Positioning Training to Decision Makers
  • Training brings tangible advantages
  • A well-trained and educated staff increases
    employee retention and maximizes software and
    hardware investments.
  • Training is the best way to maximize the
    investment you made in hardware and software.
  • Properly trained employees save money.

Source IDC and CIO Magazine
80
Positioning Certification to Your Customers
  • Certification brings tangible advantages
  • Demonstrable expertise
  • Increased opportunity
  • Higher salary
  • Improved service levels
  • Certified IT staff are 70 percent more productive
    and 75 percent more likely to improve the level
    of support offered to end users

Source IDC 32058
81
Uncovering Opportunities in Data Center Linux
Data Center
  • What is your company's Linux strategy?
  • Where is Linux currently being used in your
    organization (e.g., data center, Web servers,
    vertical applications or development)?
  • Over the next year or two, how do you anticipate
    using Linux?
  • What training and/or experience do your engineers
    have with Linux?
  • Have you considered alternatives to Windows
    Vista?

82
Uncovering Opportunities in End-User Computing
Solutions
End-User Computing
  • What is your company's network operating system
    strategy?
  • Where are you using or planning to implement
    Novell Open Enterprise Server in your
    organization?
  • What experience and/or skills do your engineers
    have with NetWare? With Linux? With Novell Open
    Enterprise Server?
  • Do I have any clients who are incorporating Linux
    into their NetWare environments?
  • Do I have any customers who recently upgraded
    their NetWare environments to Novell Open
    Enterprise Server?
  • What is your company's collaboration/e-mail
    strategy?
  • Is your company currently taking full advantage
    of Novell GroupWise?
  • Would you like your engineers to learn new skills
    that would allow them to better manage your
    e-mail infrastructure?
  • Do I have any clients who recently moved to
    Novell GroupWise or upgraded their GroupWise
    implementations?
  • Have I provided NetWare or other Novell training
    services to any companies that may also need
    Novell GroupWise training?
  • What is your company's systems management
    strategy?
  • What is your companys compliance strategy?
  • Do I have any clients whose businesses depend
    heavily on Novell ZENworks for systems
    management?
  • Do I have any customers who are looking to
    implement or enhance their systems management
    capabilities?
  • Is your company currently taking full advantage
    of Novell ZENworks?
  • Would you like your engineers to learn new skills
    that would allow them to better plan, organize
    and manage your systems?
  • Do I have any clients who may have recently
    upgraded to Novell ZENworks 7? To Novell ZENworks
    Configuration Management?
  • Since upgrading your Novell ZENworks software,
    have you been able to bring your engineers up to
    speed on the latest version?
  • Have I provided NetWare or other Novell training
    services to any customers who may need Novell
    ZENworks training too?

83
Uncovering Opportunities in Identity and Security
Identity and Security
  • What is your company's identity management
    strategy?
  • What is your companys security strategy?
  • What is your companys directory strategy?
  • Do I have any clients whose businesses depend
    heavily on Novell eDirectory for identity
    management and/or access control?
  • Do I have any customers who are looking to
    implement or enhance their directory
    infrastructure?
  • Is your company currently taking full advantage
    of Novell eDirectory?
  • Would you like your engineers to learn new skills
    that would allow them to better plan, organize
    and manage your Novell eDirectory tree?

84
Training Sales Resources
  • Channel Link www.novell.com/training/authorizedpa
    rtner/
  • Our premiere source for customer service
    WebChat, sales tools, product information,
    partner success stories, and Partner event
    details.

85
Training Locator
  • The Partner Training Locator makes it easy for
    customers seeking training to find you.

86
Handling Objections
Objection
We're currently very happy with our Novell
GroupWise implementation. I'm interested in
advancing my GroupWise administration skills, but
I don't know what the future market will be for
them.
Response
The market for Novell 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.
87
Handling Objections (continued)?
Objection
I know I need Linux training, but why should I
train on SUSE Linux Enterprise instead of Red
Hat or some other Linux distribution?
Response
SUSE Linux Enterprise is one of the most stable
and secure Linux network environments available
today for any size companysmall to large. It is
also the only distribution maintained by a
one-billion-dollar, worldwide organization with
more than 800 engineers and consultants trained
on Linux, and a rich history of professional IT
training and certification.
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Handling Objections (continued)?
Objection
Response
I'm interested in advancing my career with a
Linux certification. Why should I pursue a SUSE
Linux Enterprise certification from Novell
instead of a more general certification like
CompTIA's Linux?
You do not need to choose between our SUSE Linux
Enterprise certifications and CompTIAs Linux
certification. CompTIAs Linux certification is
an introductory certification that helps your
customers advance to Novell Certified Linux
ProfessionalSM (CLP) 10, Novell Certified Linux
EngineerSM (CLE) 10, Novell Certified Linux
Administrator 11 and Novell Certified Linux
Professional 11 certifications. In fact, Novell
even offers introductory Linux trainingCourse
3064that will help your students prepare for the
CompTIA Linux certification exam.
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For More Information
Novell Global Training Services Home
Page www.novell.com/training Novell Training
Courses by Product and Certification http//www.no
vell.com/training/courseware/index.jsp Course
Locator www.novell.com/training/locator/SearchAdva
nced.jsp Novell Certifications www.novell.com/tr
aining/certinfo Novell Testing
Information www.novell.com/training/testinfo
Novell PartnerNet www.novell.com/partners
Novell On-demand www.novell.com/training/ondemand

90
Summary of Key Messages
  • The market for IT training and certification is
    large and growing.
  • Novell offers practical, job-related training
    and certification offerings, including
    long-standing, proven certifications such as the
    CNE as well as new industry certifications, such
    as the CLP.
  • Novell offers more than 50 training courses and
    10 unique Novell certification paths from which
    your students can choose.
  • Novell offers a variety of training methods
    Instructor-led, self study, Advanced Technical
    Training and On-demand. Blended solutions can be
    provided to meet all of your customers needs.
  • Significant training opportunities can be
    uncovered if you know which questions to ask.

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to revise this document and to make changes to
its content, at any time, without obligation to
notify any person or entity of such revisions or
changes. All Novell marks referenced in this
presentation are trademarks or registered
trademarks of Novell, Inc. in the United States
and other countries. All third-party trademarks
are the property of their respective owners.
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