Course Catalog

2010 Course CatalogNorth America

ListeN. RespoNd. deLiveR.

poLyCom® UNiveRsity

Contents

Polycom University . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Product Certification and Course Checklist . . . . . . . . . . . . . . . . . . . . . . 2

Product Certification Course Descriptions . . . . . . . . . . . . . . . . . . . . . . . 3

infrastructure Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

video Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Wireless Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

voip Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

installed voice Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

immersive telepresence Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Federal Certification. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Polycom Specializations and Course Checklist . . . . . . . . . . . . . . . . . . . 7

Specialization Course Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

video solutions specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

immersive telepresence specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

prerequisite Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Required Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

voip specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Wireless specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Av integrator specialization. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

prerequisite Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

Required Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Federal and GsA specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

UC specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Polycom UniversityWelcome to the Polycom University Certification and Specializations Course Catalog!

Polycom University offers our Partner Community a collaborative learning environment and

delivery system that includes self-paced coursework, webinars, scheduled classes and more.

Through our extensive course offerings, you’ll have the ability to develop and expand your

sales and technical competencies, allowing you to be more effective in your selling efforts.

DELIVERY OPTIONS

Instructor-Led Training and Workshopspolycom University offers our courses in many training locations throughout the world with qualified and knowledgeable instructors. By leveraging our state-of-the-art training centers we can enable a world-class sales experience with interactive learning and hands-on training.

Distance LearningBy leveraging our video conferencing technologies, polycom enhances partner learning initiatives with collaborative discussions, subject-matter experts and industry analysts. through rich dialog and interaction, you will increase your knowledge, skills and abilities in selling our solutions.

E-learning Online Trainingobtaining the latest sales and technical product information, participating in a quarterly learning plan or increasing your competency on a wide range of subjects is easier than ever. simply login to http://polycomuniversity.com to commence your journey.

polycom university • 1

Product Certification & Course Checklistpolycom product knowledge is a key factor in enabling partners to effectively sell, install, and support polycom Unified Communications (UC) solutions. product Certification enables partners to access and resell polycom products. to qualify for product certification, members of your team must complete the training courses outlined in the checklist below. For more information regarding polycom’s Certification criteria, please visit the partner Resource Center at http://portal.polycom.com.

PRODUCT CERTIFICATION REQUIRED COURSE CHECKLIST

Infrastructure Certification• infrastructure solutions sales training C4140610

• infrastructure solutions pre-sales technical training C4240610

Installed Voice Certification• installed voice solutions sales training C2130610

• installed voice solutions pre-sales technical C2230610

Video Certification• video solutions sales training C3130610

• video solutions pre-sales technical training C3230610

Immersive Telepresence Certification• immersive telepresence solutions sales training C5130610

• immersive telepresence solutions pre-sales technical training C5240610

Wireless Certification• Wireless solutions sales training C9130610

• Wireless solutions pre-sales technical training C9230610

Federal Certification• Federal solutions sales training Cp130610

prerequisites must be completed first – see page 6

VoIP Certification• voice over ip (voip) solutions sales training C1130610

• voice over ip (voip) solutions pre-sales technical Certification C1230610

2 • product certiFication

Product Certification Course Descriptions

iNFRAstRUCtURe CeRtiFiCAtioN CoURses

C4140610 Infrastructure Solutions Sales Training

this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of infrastructure technology to impart credibility with the customer, enabling the sales of polycom solutions. students will be empowered with the knowledge to architect and sell videoconferencing solutions that include polycom hardware and software products.

Topics covered in this course:• overview• visual communications • polycom video products portfolio• positioning polycom solutions• polycom services• solution selling

Target Audience: sales

Prerequisites: None

Duration: this training is offered as a 1-day instructor-led workshop or via an online e-learning course.

Delivery Methodology: iLt, e-Learning

Certification Exam: yes

C4240610 Infrastructure Solutions Pre-Sales Technical Training

this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of telepresence technology to impart credibility with the customer, enabling the sales of polycom products. students will be empowered with the knowledge to architect, present and demonstrate videoconferencing solutions that include polycom hardware and software products. the overall goal is to provide the Channel pre-sales engineer with Hardware and software configurations.

Topics covered in this course:• conference, management and scheduling• media servers and conference platforms• recording, streaming and content management solutions• security and Firewall traversal• polycom services• solution selling• demonstrations and Hands-on labs

Target Audience: pre-sales technical

Prerequisites: None

Duration: this training is offered as a 1-2 day instructor-led workshop



product certiFication course descriptions • 3

video CeRtiFiCAtioN CoURses

C3130610 Video Solutions Sales Training

this sales course provides a comprehensive overview of polycom’s video Conferencing solutions for video endpoints. the video product family briefing covers why polycom stands out and how our customers can leverage the best solutions in the marketplace.

Topics covered in this course include:• Fundamental Building Blocks • ultimateHd™ video series • Global professional services


Prerequisites: None

Duration: 1 hour

Delivery Methodology: e-Learning


C3230610 Video Solutions Pre-Sales Technical Training Course

this pre-sales technical course provides an overview on polycom’s ultimateHd™ architecture and product line. students will learn how to position, install, and support the products; and identify customer applications and revenue opportunities for the UltimateHd solutions.

Topics covered in the technical e-learning program include:• ultimateHd• polycom HdX® series• system components • applications• installation and maintenance• competitive edge• HdX availability • High definition – tips and tricks • polycom’s end-to-end solution


Prerequisites: None

Duration: 1.5 hours



WiReLess CeRtiFiCAtioN CoURses

C9130610 Wireless Solutions Sales Training

this sales course provides a brief overview of the polycom (spectraLink®) wireless product lines, market opportunities, selling strategies, vertical applications and architecture overview.

• Wireless system for pBX functionality over a proprietary wireless network• Wi-Fi solution for legacy pBX systems and enterprise ip networks• Wireless telephony solution for small and medium businesses


Prerequisites: None

Duration: 1 hour



C9230610 Wireless Solutions Pre-Sales Technical Training

this sales course provides a brief overview of the polycom (spectraLink) wireless product lines, market opportunities, selling strategies, vertical applications and architecture overview focusing on the following:

• Wireless system for pBX functionality over a proprietary wireless network• Wi-Fi solution for legacy pBX systems and enterprise ip networks• Wireless telephony solution for small and medium businesses• support infrastructure and application interfaces• configuration information• network requirements• Base station range configuration options


Prerequisites: None

Duration: 1 hour



4 • product certiFication course descriptions

voip CeRtiFiCAtioN CoURses

C1130610 Voice over IP (VoIP) Solutions Sales Training

this sales course provides a brief overview of polycom’s ip soundpoint® and soundstation® products, how to sell and position the products, customer applications, and revenue opportunities.

Products covered in this sales course include:• soundpoint ip entry level phones• soundpoint ip mid-range phones• soundpoint ip performance level phones• Business media phone • soundstation ip desktop conferencing offerings• soundpoint ip expansion module options


Prerequisites: None

Duration: 1.5 hours



C1230610 Voice over IP (VoIP) Solutions Pre-Sales Technical Training

this technical course provides an overview of sip software for the polycom’s ip soundpoint and soundstation as well as an overview of these products. Additionally, it focuses on diagnostics, hardware/software installation and configuration details.

Products covered are:• soundpoint ip phones• soundstation ip desktop conferencing offerings• soundpoint ip expansion module options


Prerequisites: None

Duration: 1.5 hours



iNstALLed voiCe CeRtiFiCAtioN CoURses

C2130610 Installed Voice Solutions Sales Training

this sales course covers the applications and features of the installed voice family of products: vortex® and soundstructure™.

The course will cover the following topics:• introduction to installed voice• soundstructure product line overview• competitive comparison• Key selling tips & market opportunity


Prerequisites: None

Duration: 1 hour



C2230610 Installed Voice Solutions Pre-Sales Technical Training

this course was designed to follow a project installation from beginning to end.

Installation highlights include: • introduction to soundstructure and vortex products• Finding installed voice opportunities• determining the right solution for the opportunity• competitive review• system design• system installation• system troubleshooting


Prerequisites: None

Duration: 2 hours



product certiFication course descriptions • 5

immeRsive teLepReseNCe CeRtiFiCAtioN CoURses

C5130610 Immersive Telepresence Solutions Sales Training

this sales course provides a comprehensive overview of polycom’s realpresence™ experience High definition (rpX™ Hd) solution. students will learn how to sell and position the solution; and identify customer applications and revenue opportunities for the rpX Hd.

Topics covered in the sales program include:• prospecting for accounts• identifying (and creating) a unique Business value proposition• presenting and selling the polycom rpX Hd solution• competitive analysis• sales and channel partner next steps


Prerequisites: None

Duration: 1.5 hours



C5240610 Immersive Telepresence Solutions Pre-Sales Technical Training

this pre-sales technical course is designed for students who must demonstrate and sell the realpresence™ experience High definition (rpX Hd) solution to customers. during the class, students will learn about the rpX Hd solution’s key components (environment, technology, and network), how to schedule demonstrations, how to conduct a customer presentation, and how to analyze the dimensional product matrix for a customer site.

Topics covered in the sales demonstration program include:• the environment, technology, and network• conferencing configurations• data collaboration• troubleshooting• reservation/notification protocol and custom Features• site survey overview and services


Prerequisites: rpX™ Hd sales Certification

Duration: 1 day

Delivery Methodology: instructor-led, distance Learning


FedeRAL CeRtiFiCAtioN

CP130610 Federal Solutions Sales Training

Federal Certification Course is a “polycom Federal 101” curriculum designed to educate polycom Federal Certified partners with guidelines on the polycom Federal program, deal registration as well as how to operate and sell in the federal community. the class will provide trainees with a basic understanding of important Federal Acquisition Regulations associated with polycom products and federal contracts such as GsA. prerequisites to this course are as follows: (must complete the following certifications first). Choose A or B: A. video Certification ANd infrastructure Certification. B. voip Certification oR Wireless Certification (see page 2 for a list of required courses).


Prerequisites: yes

Duration: 30 minutes



6 • product certiFication course descriptions

polycom specializations • 7

Polycom Specializations & Course ChecklistJust as polycom Certifications reflect a partner’s skills and expertise, polycom specializations represent the increased level of a partner’s sales, technical, services, and support capabilities in a particular technology, business, or market.

polycom specializations can help you develop and showcase an in-depth level of expertise in polycom’s technology solutions that customers demand most. Attaining a specialization can help you make the most of your expertise. For more information regarding polycom’s specialization criteria, please visit our partner Resource Center at http://portal.polycom.com.

SPECIALIZATIONS REQUIRED COURSE CHECKLIST

Video Solutions Specialization• video solutions sales training C3130610


• infrastructure solutions sales training C4140610


Wireless Specialization• Wireless solutions sales training C9130610

• Wireless solutions pre-sales technical training C9230610

• Wireless solutions pre-sales technical training lab L9210610

Immersive Telepresence Specialization• video solutions sales training C3130610




• immersive telepresence solutions sales training C5130610

• immersive telepresence solutions pre-sales technical training C5240610

• immersive telepresence overlay network pre-sales technical training s5230610A

• immersive telepresence converged network pre-sales technical training s5230610B

• immersive telepresence vnoc pre-sales technical training s5230610C

AV Integrator Specialization• video solutions sales training C3130610




• installed voice solutions sales training C2130610

• installed voice solutions pre-sales technical C2230610

• installed voice pre-sales technical training Lab L2210610

Federal & GSA Specialization• Federal solutions sales training Cp130610

prerequisites must be completed first – see page 15

VoIP Specialization• voice over ip (voip) solutions sales training C1130610

• voice over ip (voip) solutions pre-sales technical training C1230610

• sip Wireless solutions sales training s9130610

• sip Wireless solutions pre-sales technical training s9230610

• voice over ip (voip) solutions pre-sales technical training Lab L1210610

UC Specialization• UC- microsoft Fundamentals sales training s8130610A

• uc- microsoft Qualifying sales training s8130610B

• uc- microsoft ocs solutions sales training s8130610C

• uc- microsoft ocs infrastructure pre-sales technical training s8230610A

• uc- microsoft ocs integration pre-sales technical training s8230610B

• uc- microsoft ocs demo sales and pre-sales technical training s8230610C

• uc solutions pre-sales technical training Lab L8210610

Specialization Course Descriptions

video soLUtioNs speCiALizAtioN



Topics covered in this course include:• Fundamental Building Blocks – audio, video and content• ultimateHd video series • vsX® series • v-series • Global professional services


Prerequisites: None

Duration: 1 hour



C3230610 Video Solutions Pre-Sales Technical Training

this pre-sales technical course provides an overview on polycom’s UltimateHd architecture and product line. students will learn how to position, install, and support the products; and identify customer applications and revenue opportunities for the UltimateHd solutions.

Topics covered in the technical e-learning program include:• ultimateHd• system components • applications• installation and maintenance• competitive edge• HdX availability • High definition – tips and tricks • polycom’s end-to-end solution


Prerequisites: None

Duration: 1.5 hours




this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of infrastructure technology to impart credibility with the customer, and to enable sales of polycom solutions. students will be empowered with the knowledge to architect and sell videoconferencing solutions that include polycom hardware and software products.

Topics covered in this course include:• overview• visual communications • polycom video products portfolio• positioning polycom solutions• polycom services• solution selling


Prerequisites: None




8 • specialization course descriptions


this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of telepresence technology to impart credibility with the customer, and to enable sales of polycom products. students will be empowered with the knowledge to architect, present and demonstrate videoconferencing solutions that include polycom hardware and software products. the overall goal is to provide the Channel pre-sales engineer with Hardware and software configurations.

Topics covered in this course include:• conference, management and scheduling• media servers and conference platforms• recording, streaming and content management solutions• security and Firewall traversal• polycom services• solution selling• demonstrations and Hands-on labs


Prerequisites: None




immeRsive teLepReseNCe speCiALizAtioN

prerequisite Courses



Topics covered in this course include:• Fundamental Building Blocks – audio, video and content• ultimateHd video series • v-series • Global professional services


Prerequisites: None

Duration: 1 hour




this pre-sales technical course provides an overview on polycom’s ultimateHd™ architecture and product line. students will learn how to position, install, and support the products; and identify customer applications and revenue opportunities for the UltimateHd solutions.



Prerequisites: None

Duration: 1.5 hours



specialization course descriptions • 9


this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of infrastructure technology to impart credibility with the customer and to enable sales of polycom solutions. students will be empowered with the knowledge to architect and sell videoconferencing solutions that include polycom hardware and software products.



Prerequisites: None





this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of telepresence technology to impart credibility with the customer and to enable sales of polycom products. students will be empowered with the knowledge to architect, present and demonstrate videoconferencing solutions that include polycom hardware and software products. the overall goal is to provide the Channel pre-sales engineer with Hardware and software configurations.



Prerequisites: None




Required Courses

S5230610A Immersive Telepresence Overlay Network Pre-Sales Technical Training

this pre-sales technical training course covers designing an overlay network to support a telepresence deployment.

Topics covered in this course include:• overlay Wan models• calculate Bandwidth demand• network Qos• connectivity, Bandwidth to vnoc


Prerequisites: None





S5230610B Immersive Telepresence Converged Network Pre-Sales Technical Training

this pre-sales technical training course defines telepresence video network operations network (vNoC) models and network implications.

Topics covered in this course include:• converged Wan model• calculating Bandwidth demand• video rates, Bandwidth per site• demand Forecasting• Bridge and Gateway models


Prerequisites: None

Duration: 1.5 hours



S5230610C Immersive Telepresence VNOC Pre-Sales Technical Training

this pre-sales technical training course defines telepresence video network operations network (vNoC) models and network implications.

Topics covered in this course include:• decision process for telepresence support• converged, overlay Wan models• Hosted, managed models


Prerequisites: None




C5240610 Immersive Telepresence Solutions Pre-Sales Technical Training

this pre-sales technical course is designed for students who must demonstrate and sell the realpresence™ experience High definition (rpX Hd) solution to customers. during the class, students will learn about the rpX Hd solutions key components (environment, techno-logy, and network), how to schedule demonstrations, how to conduct a customer presentation, and how to analyze the dimensional product matrix for a customer site.

Topics covered in the sales demonstration program include:• the environment, technology, and network • conferencing configurations • data collaboration • troubleshooting • reservation/notification protocol and custom Features • site survey overview and service


Prerequisites: telepresence experience (tpX) Hd sales training

Duration: 1 day

Delivery Methodology: iLt


voip speCiALizAtioN

C1130610 Voice over IP (VoIP) Solutions Sales Training

this sales course provides a brief overview of polycom’s ip soundpoint and soundstation products, how to sell and position the products, customer applications and revenue opportunities.

Products covered in this sales course include:• soundpoint ip entry level phones• soundpoint ip mid-range phones• soundpoint ip performance level phones• Business media phone • soundstation ip desktop conferencing offerings• soundpoint ip expansion module options


Prerequisites: None

Duration: 1.5 hours





C1230610 Voice over IP (VoIP) Solutions Pre-Sales Technical Training

this technical course provides an overview of sip software for the polycom’s ip soundpoint and soundstation as well as an overview of these products. Additionally, it focuses on diagnostics, hardware/software installation and configuration details.

Products covered in this sales course include:• soundpoint ip phones• soundstation ip desktop conferencing offerings• soundpoint ip expansion module options


Prerequisites: None

Duration: 1.5 hours



S9130610 SIP Wireless Solutions Sales Training

this course is currently under construction. details will be announced soon.


Prerequisites: None

Duration: 1 hour


Certification Exam: N/A

S9230610 SIP Wireless Solutions Pre-Sales Technical Training



Prerequisites: None

Duration: 1.5 hours


Certification Exam: N/A

L1210610 Voice over IP (VoIP) Solutions Pre-Sales Technical Training Lab

students attending this two-day pre-sales technical training can expect to learn polycom’s voip solution from a hands-on user perspective. this session provides a well rounded agenda that focuses on product positioning, competitive differentiators, and these pre-sales technical topics:

• installation and provisioning polycom phones• configuring the ui• configuring “frequently requested” features• override files• troubleshooting• secure provisioning


Prerequisites: tBd

Duration: 2 days, Leader Led



WiReLess speCiALizAtioN

C9130610 Wireless Solutions Sales Training

this sales course provides a brief overview of the polycom (spectraLink) wireless product lines, market opportunities, selling strategies, vertical applications, and an architecture over-view of the following product lines:

• Wireless system for pBX functionality over a proprietary wireless network• Wi-Fi solutions for legacy pBX systems and enterprise ip networks• Wireless telephony solution for small and medium businesses


Prerequisites: None

Duration: 1 hour



C9230610 Wireless Solutions Pre-Sales Technical Training

this sales course provides a brief overview of the polycom (spectraLink) wireless product lines, market opportunities, selling strategies, vertical applications, and an architecture overview of the following product lines:

Installation highlights include: • Wireless system for pBX functionality over a proprietary wireless network• Wi-Fi solutions for legacy pBX systems and enterprise ip networks• Wireless telephony solutions for small and medium businesses• support infrastructure and application interfaces• configuration information• network requirements• Base station range configuration options


Prerequisites: None

Duration: 1 hour



L9210610 Wireless Solutions Pre-Sales Technical Training Lab



Prerequisites: tBd

Duration: 1-day Leader Led Course



Av iNteGRAtoR speCiALizAtioN

prerequisite Courses



Topics covered in this course include:• Fundamental Building Blocks – audio, video and content• ultimateHd video series • v-series• Global professional services


Prerequisites: None

Duration: 1 hour




this pre-sales technical course provides an overview on polycom’s ultimateHd™ architecture and the HdX™ 9000 series product line. students will learn how to position, install, and support the products; and identify customer applications and revenue opportunities for the UltimateHd solutions.


Target Audience:

pre-sales technical

Prerequisites: None

Duration: 1.5 hours






this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of infrastructure technology to impart credibility with the customer and to enable sales of polycom solutions. students will be empowered with the knowledge to architect and sell videoconferencing solutions that include polycom hardware and software products.



Prerequisites: None





this course provides the necessary skills to get the most value from polycom infrastructure solutions. students will expand their knowledge of telepresence technology to impart credibility with the customer and to enable sales of polycom products. students will be empowered with the knowledge to architect, present and demonstrate videoconferencing solutions that include polycom hardware and software products. the overall goal is to provide the Channel pre-sales engineer with Hardware and software configurations.



Prerequisites: None




Required Courses

C2130610 Installed Voice Solutions Sales Training

the sales course covers the applications and features of the installed voice family of products: vortex and soundstructure.

The course will cover the following topics:• introduction to installed voice• soundstructure product line overview• vortex product line overview• competitive comparison• Key selling tips & market opportunity


Prerequisites: None

Duration: 1 hour



C2230610 Installed Voice Solutions Pre-Sales Technical Training

this course was designed to follow a project installation from beginning to end.

Installation highlights include:• introduction to soundstructure and vortex products• Finding installed voice opportunities• determining the right solution for the opportunity• competitive review• system design• system installation• system troubleshooting


Prerequisites: None

Duration: 2 hours



L2210610 Installed Voice Pre-Sales Technical Training Lab

this pre-sales technical course is designed to help students develop a technical proficiency on technical specifications of the soundstructure solution. students will learn—hands-on—how to plan, configure, and specify technical specifications for a soundstructure solution.

Attendees will also cover topics such as: how to choose the proper microphone for the application; why the critical distance in a room is important; advantages of multi-channel AeC; and technical specifications and limitations of Clink2. Also covered will be: how to create a configuration file for a soundstructure system installed in a basic conference room, how to properly set up system gain; and how to wire/program the system to use push-to-talk/mute.


Prerequisites: 2 years field experience in audio dsp programming

Duration: this training is offered as a 2 day instructor-led workshop



Federal & Gsa specialization

CP130610 Federal Solutions Sales Training

Federal Certification Course is a “polycom Federal 101” curriculum designed to educate polycom Federal Certified partners with guidelines on the polycom Federal program, deal registration as well as how to operate and sell in the federal community. the class will provide trainees with a basic under-standing of important Federal Acquisition Regulations associated with polycom products and federal contracts such as GsA.

pre-requisites to this course are as follows: (must complete the following certifications first). Choose A or B: A. video Certification ANd infrastructure Certification. B. voip Certification oR Wireless Certification (see page 2 for a list of required courses).


Prerequisites: yes




UC speCiALizAtioN

S8130610A UC - Fundamentals Sales Trainingthe purpose of this session is to provide an understanding of the platform value of Unified Communications. included are: an overview of telephony terminology; an overview of Unified Communications architecture; and the business case for replacing existing telephony with converged and unified communications technology.

Topics:• telephony terms• voice milestones• What is important to the voice Guru• What is sip trunking• transformation of communications• communication evolution & video proliferation• trends drive market opportunities• current telecommunications World• current infrastructure components• the uc Journey: paradigm shift• the value to microsoft’s uc approach• change the conversation• microsoft unified communications• the microsoft uc platform• uc platform High-level Benefits• Build a Future-ready Foundation• microsoft unified communications platform• the time is now!• review

Target Audience: sales and pre-sales technical

Prerequisites: None

Duration: 1 hour




S8130610B UC – Microsoft Qualifying Sales Training

the purpose of this session is to provide an understanding of the possible paths of discovery to create a sales opportunity. this will be achieved through discussions aimed at illuminating the key benefits and competitive differentiators of a Unified Communication solution.

Topics:• introduction• introductory Questions• advanced probing• technical discovery• paths to success• review


Prerequisites: None




S8230610A UC – Microsoft OCS Infrastructure Pre-Sales Technical Training

the purpose of this session is to provide an in-depth understanding of the microsoft Unified Communications platform architecture including how to design and deploy products including: microsoft office Communications server; microsoft exchange server Unified messaging; office Communicator Web Access; and on-premise Conferencing services. this session also provides an overview of microsoft infrastructure products (including microsoft Active directory) and Certificate services to provide secure communications and integrated authentication.

Course Outline:• introduction• microsoft unified communications design• microsoft unified communications deployment• review


Prerequisites: None

Duration: 2 hours



S8130610C UC – Microsoft OCS Solutions Sales Training the purpose of this session is to provide an understanding of the microsoft Unified Communications platform including: server and client applications; how to demonstrate the microsoft Unified Communications platform to customers; and an overview of polycom products and solutions for the microsoft Unified Communications platform.

Topics:• overview• microsoft unified communications• office communications server • communicator attendant• delegation• response Group• Group chat• cross platform desktop sharing• communicator mobile• dial-in conferencing• call monitoring• single number reach• sip trunking• communications embedded in Business applications• communications enabled Business Workflows• unified messaging• simplified video conferencing• system support • polycom solutions for microsoft uc• microsoft unified communications product demonstrations• Best practices for live demos• microsoft unified communications demos• review


Prerequisites: None

Duration: 2 hours




S8230610B UC- Microsoft OCS Integration Pre-Sales Technical Training

the purpose of this session is to provide an understanding of the basic integrations of the polycom solutions with microsoft office Communication server. the course is designed to illuminate the scope of the integration with microsoft and polycom solutions.

Topics:• introduction• ocs Benefits and architecture components• deployment Guide: ocs authentication, security and configuration scenarios• configuring authentication and security in ocs• configure ocs to route meeting room uris to rmX• managing accounts for HdX systems• How to configure the HdX and rmX • review


Prerequisites: None

Duration: 1 hour



S8230610C UC-Microsoft OCS Demo Sales and Pre-Sales Technical Training

the purpose of this session is to provide an understanding of the integration and value proposition of polycom’s voice and video products. this will be achieved through demonstrations that support the key benefits and competitive differentiators of a polycom solution when integrated with microsoft oCs.

Course Outline:• introduction• scenario 1: moc to moc• scenario 2: moc to HdX• scenario 3: HdX to moc• scenario 4: HdX to HdX • scenario 5: moc to moc/companion HdX (forking)• scenario 6: HdX multiparty with moc clients• scenario 7: rmX® multiparty with moc clients and HdX• scenario 8: rmX multiparty with moc clients, HdX, and H.323 device• review


Prerequisites: None

duration: 2 hours



L8210610 UC Pre-Sales Technical Training Lab


Target Audience:

pre-sales technical

Prerequisites: tBd

Duration: 1-day Leader Led Course




Polycom Worldwide Headquarters4750 Willow road, pleasanton, ca 945881.800.poLyCom or +1.925.924.6000www .polycom .com

Please contact us for more information, questions regarding:

Partner University Product Certifications Polycom Specializations

certification@polycom .com (408) 474 .2742

© 2010 Polycom, Inc. All rights reserved. POLYCOM®, the Polycom “Triangles” logo and the names and marks associated withPolycom’s products are trademarks and/or service marks of Polycom, Inc. and are registered and/or common law marks in the UnitedStates and various other countries. All other trademarks are property of their respective owners. No portion hereof may be reproducedor transmitted in any form or by any means, for any purpose other than the recipient’s personal use, without the express writtenpermission of Polycom.

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