partneradvantage education guide jan 2015 secure (1)

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EDUCATION PROGRAM GUIDE

JANUARY 2015

Table of ContentsIntroduction

Sales Tracks

Accreditation CommVault Sales Professional Accreditation.........................................................4

Knowledge Transfer Simpana Sales Enablement Protect and Manage Virtual Machines.....................5 Simpana Sales Enablement Intelligent Archive....................................................8 Simpana Sales Enablement Reference Copy.......................................................9 Simpana Sales Enablement Edge........................................................................10

Technical Tracks

Accreditation CommVault Technical Sales Professional Accreditation.........................................12

Certification CommVault Certified Services Associate...............................................................13 CommVault Solutions Architect Certification..........................................................14

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IntroductionAccelerate Sales. Expand your Opportunities. At CommVault, we are committed to your success. Thats why we have developed comprehensive education and enablement programs that deliver the material and resources that are not only relevant, informative and convenient, but also optimized to help you accelerate sales and expand your opportunities.

With programs designed for both sales and technical knowledge transfer, our partner education has been developed to build the practical expertise you and your teams can use today to accelerate deals, expand opportunities and build customer loyalty.

From sales and technical sales accreditation programs to certification programs for deployment professionals and solution architects, CommVault partner education and enablement programs will give you the competitive edge that sets you apart.

With options for online and hands-on training, CommVault education programs offer a range of training solutions to meet your goals. These revenue-enhancing programs will enable you to gain a competitive advantage, close more business and differentiate yourself with the credentials that highlight your expertise to CommVault customers.

Please review the enclosed summary of our education and enablement programs to identify the track that best supports your objectives.

We look forward to partnering in your ongoing success.

Sincerely,

The CommVault PartnerAdvantage Team

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Sales Enablement Tracks

KnowledgeTransferSales resources and tools differentiate you from the competition

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AccreditationPrograms designed for CommVault Partner and Reseller Sales Professionals

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CommVault Sales Professional AccreditationOn-Line Learning Program, 4 Hours/8 Modules with Knowledge Check Assessments

This on-line sales accreditation program is designed for CommVault partners and

resellers sales professionals, enabling them to complete the program on their own

timeline and in manageable chunks of time. There are 8 modules in the program,

each with corresponding Knowledge Checks which the sales professional needs to

successfully complete (80% or higher score on each module) in order to receive their

Foundational CommVault Sales Accreditation.

Objective

The program is a knowledge-based program, which provides participants with resources

they can actually use in the field when promoting the CommVault solution as part of their

overall solutions portfolio, and which also provides the knowledge needed to successfully

complete the Knowledge Checks for certification. It should take the average sales

professional under 4 hours to complete the program, depending on their industry

experience and any previous knowledge of CommVault and our solutions.

Module 1 Why CommVault High Level Market Overview; How CommVault Solves

Customer Data Management Challenges; Why CommVaults

Approach to the Market Is Unique; How CommVault

Compliments Other Partner/Reseller Offerings

Module 2 CommVault Value Proposition The Value CommVault Brings To Your Customers; How

to Articulate The CommVault Value Proposition; How The

CommVault Value Proposition Aligns to Major Data Challenges

Your Customers Are Facing; How To Uncover New

Opportunities By Adding CommVault to Your value Proposition

Module 3 Business Challenges CommVault Solves Having the Business Challenge Discussion; How CommVault

Solves Business Challenges Faced By Your Customers and

Prospects; Having the Holistic Data Management Discussion;

Adding To Your Value Proposition

Module 4 Questions to Ask Your Prospects and Customers Questions to Ask to Uncover the Larger Opportunity; Linking

the Questions to the CommVault Value Proposition; Using

the Answers to Shape Your Business Case

Module 5 Top Objections You May Face Understanding Top Common Objections; Effectively Handling

Top Objections: Using Objections To Your Advantage

Module 6 Competitive Landscape Understanding the Data Management Market; Competition

You May Face; Disarming Potential Competition

Module 7 Customer Testimonials and CommVault Credibility Using Customer Testimonials To Your Advantage; Hearing It

Directly From CommVault Customers; The Business Impact;

Establishing CommVaults Credibility

Module 8 Simpana 10: The Data and Information Management Platform A Sales Perspective of Simpana 10; The Simpana Suite of

Data Management Solutions; The Holistic Approach; Who To

Talk With; Having An Effective Data Management Discussion

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Prerequisites

No prerequisites required. Basic

understanding of data management

and related industry sectors is

recommended.

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Simpana Sales Enablement Protect and Manage Virtual MachinesSolution Module 1 Optimizing Virtual Machine Data Protection

Objective

This 30-minute training course is designed to help familiarize you with the market

opportunity, key personas, features and benefits of a Virtual Machine Data Protection

solution included in Simpana Software. It will help you find opportunities, position the

solution and close deals.

In this course, viewers will learn to:

Understand the challenges the protecting virtual machines and these are driving

customers to completely rethink their data protection strategy.

Build a knowledge base the compelling and award-winning solution for protecting virtual

machines embedded in CommVault Simpana software that put you at a competitive

advantage.

Identify key roles/personas and position the solution to them.

Close deals in accounts with pain around their current virtual machine protection

strategy like poor performance, lack of scale and lack of application awareness.

Module 1 Optimizing Virtual Machine Data Protectio Optimizing Virtual Machine Data Protection Learn to position

and win with award-winning solutions for protecting and

managing data in virtual machines.

Module 2 Private Cloud Data Management Private Cloud Data Management Extend your knowledge

into the advanced capabilities in CommVault Simpana

solutions for managing data at the scale of clouds.

Feature Module Virtual Machine Archiving Learn how to uncover opportunities and close deals faster

with the industrys first solution for virtual machine archiving

designed to solve a customers VM sprawl problems.

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Audience

CommVault partner and field sales.

Prerequisites

None.

5

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Simpana Sales Enablement Protect and Manage Virtual MachinesSolution Module 2 Private Cloud Data Management

Objective

This 30-minute training course is an advanced course designed to help you expand your

knowledge the server virtualization and private cloud market opportunities, the key personas,

features and benefits of helping customers move to a Private Cloud Data Management

solution included in Simpana Software. This module builds upon your knowledge base

from the Optimizing Virtual Machine Data Protection training course and will help you

better position the more advanced capabilities in Simpana software to help customer

solve critical challenges in moving to a cloud scale environment.


Understand the challenges customers face as they scale their virtualization deployment

up and out into private cloud deployments.

Build a knowledge base the compelling and award-winning solutions for managing data

in large scale virtual deployments with CommVault Simpana software that put you at a

competitive advantage.


Close deals in accounts with pain around their data in cloud scale deployments like Virtual

Machine Sprawl, more automated disaster recovery, and the need for more automation

in managing current virtual machine protection strategy like poor performance, lack of

scale and lack of application awareness.

Module 1 Optimizing Virtual Machine Data Protection Optimizing Virtual Machine Data Protection Learn to

position and win with award-winning solutions for protecting

and managing data in virtual machines.







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Prerequisites

Module 1: Optimizing Virtual

Machine Data Protection.

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Simpana Sales Enablement Protect and Manage Virtual MachinesFeature Module Virtual Machine Archiving

Objective

This 30-minute training course is designed to help familiarize you with the opportunity,

features and benefits in CommVault Simpanas new VM Archiving capabilities. You will

learn how VM Sprawl is currently a major challenge in many larger customer environments.

And you will learn how to position this feature as a lead-in to helping customers solve

their data protection challenges for protecting and managing virtual machines.


Understand the challenges customers face as they scale their virtualization deployment

and are faced with increased Virtual Machine Sprawl.

Build a knowledge base of on the VM Archival capabilities CommVault Simpana

software that put you at a competitive advantage.


Close deals in accounts with pain around their data in cloud scale deployments like

Virtual Machine Sprawl.

Module 1 Optimizing Virtual Machine Data Protection Optimizing Virtual Machine Data Protection Learn to

position and win with award-winning solutions for protecting

and managing data in virtual machines.







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Prerequisites

None.

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Simpana Sales Enablement Intelligent Archive Objective


opportunity, key personas and features and benefits of the Intelligent Archive solution.

It will help you find opportunities, position the solution and close deals.


Understand the growing trend for information archive, retention, search and access.


Build a knowledge base of the features and benefits of Intelligent Archive.

Close deals in accounts with pain or initiatives around Controlling and Using Big Data,

Reducing Hardware Spend and Simplifying Archive for Search & Compliance.

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Audience


Prerequisites

No prerequisites required.

8

Simpana Sales Enablement Reference Copy Objective


opportunity, key personas and features and benefits of the new Reference Copy feature.

It will help you find opportunities, position the solution and close deals.


Understand the growing trend for content-based retention.


Build a knowledge base of the features and benefits of Reference Copy.

Close deals in accounts with pain or initiatives around Controlling and Using Big Data,

Reducing Hardware Spend and Simplifying Archive for Search & Compliance.

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Audience


Prerequisites


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Simpana Sales Enablement Edge Objective


opportunity, key personas and features and benefits of the CommVault Edge single

solution for endpoint data protection, mobile access and search/eDiscovery. It will help

you find opportunities, position the solution and close deals.


Understand the growing trend for protecting, managing and accessing data on laptops/

desktops.


Build a knowledge base of the features and benefits of CommVault Edge.

Close deals in accounts with pain or initiatives around enabling the mobile worker,

PC migration, BYOD and eDiscovery of data at the edge.

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Audience


Prerequisites


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Technical Tracks

CertificationSales resources andtools differentiate youfrom the competition

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AccreditationProCommVault Technical Sales Professional

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CommVault Technical Sales Professional Accreditation Objectives

The CommVault Technical Sales Professional (CVTSP) Accreditation Course is designed

for Systems Engineering and Technical Sales Resources seeking a core understanding of

the CommVault Simpana Information and Data Management suite in order to develop

their capabilities to execute on the technical validation aspects of data and information

management solutions sales, and drive more data management solutions built on

Simpana software to success.

In this course, learners will:

Build a solid understanding of the key technologies and functions of Simpana software,

and be able to convey the key technical value proposition points that differentiate

Simpana software in the market.

Build expertise on the architecture and infrastructure components involved with a

comprehensive data and information management solution that leverages Simpana

software as its foundation.

Learn to conduct effective discovery of customer environments to identify pain points,

gain a deep understanding of customer data management environments, and position

CommVault solutions through effective discovery sessions.

Gain a core knowledge base surrounding Simpana software licensing and understand

how to effectively leverage the available licensing models to address customer needs

and gain competitive advantage.

Module 1 Telling the CommVault Story High Level Market Overview; Common Customer Data

Management Challenges; The Simpana Approach; The Power

of an Extensible Data and Information Management Platform

Module 2 High Level Architecture Overview of CommCell Components (e.g. CommServe;

Media Agents; Search Nodes) and Key Simpana Technical

Differentiators (e.g. distributed indexing)

Module 3 Key Technologies Protect Overview of Simpana Software Data Protection Functionalities;

Traditional Application Protection; IntelliSnap Functionality;

Deduplication; Protection of Virtual Environments; Simpana

OnePass; CommVault Edge Technology

Module 4 Key Technologies Manage & Access Overview of Simpana Software Data Management and Access

Functionalities; Indexing & Search; Self-Service Access;

Workflows; Reporting

Module 6 Competitive Landscape Understanding the Data Management Market; Competition

You May Face; Disarming Potential Competition

Module 5 Key Technologies Discovery Value of Effective Discovery; Pain Point and Opportunity

Identification; Data Points and Relevancy; Gathering Details

for Design

Module 6 Licensing Licensing Background; Capacity-Based Licensing Overview;

Agents and Options Overview; Positioning the Right Licensing

Models

Accreditation Testing 40-questions randomly chosen from a bank designed to

evaluate a learners knowledge of the topics covered in the

course.

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Audiences

Systems Engineers, Solution

Architects, Technical Sales Resources.

Prerequisites

No prerequisites required. Basic

understanding of data protection

and storage technologies is

recommended.

Duration

Approximately 4-5 hours of

web-based training.

12

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CommVault Certified Services Associate Objective

The CommVault Certified Services Associate certification course is designed to

provide technical resources the capability to competently and consistently plan

and deliver deployment services involving core Simpana software features and

functionalities; including core architecture; data protection; storage and media

management; and archive.

In this course, students will:

Develop the skills required to plan and implement solutions involving the most

commonly leveraged Simpana features and functions.

Conduct customer requirements analysis and develop architectures that address

customer challenges.

Develop storage and media management policies to match business requirements.

Develop deployment plans for Simpana software implementations.

Execute effective and successful service engagements for core Simpana software

environments.

Module 1 Core Infrastructure Design Review most common design setups and placement of core

infrastructure pieces

Module 2 Addressing Customer Challenges Understanding & Interpreting Customer Issues; Pre-Flight

Planning and Tools; Physical Design

Module 3 Planning & Deployment: CommServe Planning: CommServe; CommServe Deployment Lab

Module 4 Planning & Deployment: Media Agents and Libraries Planning: Media Agents and Libraries; Media Agent and

Library Deployment Lab

Module 5 Planning & Deployment: Storage Policies Planning Storage Policies; Storage Policy Lab

Module 6 Planning CommCell Operational Parameters (e.g. Security; Schedules; Reports; Networking) Planning and design considerations for: Security; Schedules;

Reports; Alerts; and Networking

Module 7 Planning & Deployment: Client Computer Groups Defining Client Computer Groups; Practical Examples

Module 8 Planning & Deployment: Clients File System / Simpana OnePass for File Systems; Virtual

Server Agent; Exchange / Simpana OnePass for E-mail;

NAS / NAS OnePass; SQL; SharePoint

Module 9 Planning & Deployment: IntelliSnap Functionality Basics IntelliSnap Functionality Software Configuration;

Introduction to Array Manager Configuration

Module 10 Troubleshooting Troubleshooting Tools (e.g. GxTail); Acquiring and Interpreting

Logs; Environment Analysis

Certification Testing 50 questions randomly chosen from a bank

designed to evaluate a learners knowledge of the topics

covered in the course.

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Audiences

Solution Consultants; Service /

Deployment Engineers.

Prerequisites

CommVault Solutions Architect

Certification.

13

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CommVault Solutions Architect Certification Objective

The CommVault Solutions Architect Certification is designed for technical professionals

seeking a deep understanding of the features and functionalities of Simpana software,

and the develop the skills necessary to design and architect information and data management

solutions built on Simpana software to address customer challenges. The information

provided in the course will allow you to become a highly effective and trusted technical

resource in the your organizations data management solutions campaigns.

In this course, students will:

Acquire deep expertise on a the key technologies and functions of Simpana software.

Learn to convey and present Simpana softwares key differentiators and technical

positioning to gain competitive advantage and secure technical wins.

Gain the skills to design and size CommVault solutions that address specific customer

requirements and acquire a deep understanding of the physical and logical components

of a CommCell.

Gain the skills to design and size the requirements for appropriate complementary

technologies (e.g. storage; server; networking) that comprise a comprehensive data

management solution built on Simpana software.

Learn to utilize CommVault tools to assist with the assessment, architecture, and design

of Simpana solutions.

Module 1 Core Infrastructure Design Core Architecture Designs; Infrastructure Placement

Considerations; Management by Policies; Understanding

the Content Store / Reference Copy

Module 2 Deduplication Deduplication Essentials; Deduplication Mechanics;

Deduplication Storage Policies & Global Deduplication

Storage Policies; Deduplication Technologies - DASH;

DASH Full Operations; Partitioned Deduplication

Module 3 Protecting Virtualized Environments VSA Essentials; Protecting VMware Environments;

Protecting HyperV Environments; Additional Virtualization

Technologies of Note

Module 4 Advanced Data Protection Application-Specific Integration (Exchange; SQL; SharePoint);

File System Clusters; Application Clusters (Exchange; SQL);

NDMP; Edge Data Protection

Module 5 IntelliSnap Functionality and Integration IntelliSnap Integration (Array-level); IntelliSnap Architecture;

Resources and Tools

Module 6 Archive; Search; and Access Archive; Simpana OnePass; Search and Indexing;

ContentStore; Access End-User; Compliance

Module 7 Architectural Tools and Sizing Simpana Configurator; Deduplication Calculator; CI

Calculator; EDC; Others; Putting it all Together

Certification Testing 50-questions randomly chosen from a bank designed to

evaluate a learners knowledge of the topics covered in

the course.

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Audiences

Systems Engineers; Solution

Architects; Service Engineers.

Prerequisites

CommVault Technical Sales

Accreditation.

Duration

Approximately 7-8 hours of

web-based training.

14

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1999-2014 CommVault Systems, Inc. All rights reserved. CommVault, the CV logo, Solving Forward, and Simpana are trademarks or registered trademarks of CommVault Systems, Inc. All other third party brands, products, service names, trademarks, or registered service marks are the property of and used to identify the products or services of their respective owners. All specifications are subject to change without notice.

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