CLOUD SERVICE PROVIDER AND STRATEGIC OUTSOURCER PROGRAM TRAINING OVERVIEWCloud technology has become an integral part of the business world that organizations across the globe
rely upon to provide IT services to their customers and employees. Cloud service providers and strategic
outsourcers are leading the charge, providing Dell EMC cloud solutions in response to this rise in demand.
At Dell EMC, we are continually
innovating to provide advancing
technology solutions to our
customers. As Dell EMC partners, you
understand the importance of keeping
up with technology as it evolves so
that you can maintain your customer
relationships and grow your business.
The Cloud Service Provider and
Strategic Outsourcer Program Training
has been established to help you
expand your knowledge around Dell
EMC cloud solutions, leverage new
technologies, and grow your business
built on a foundation of awareness
and expertise that will make you a
trusted advisor to your customers.
As part of the requirements for the
Dell EMC Partner Program, Cloud
Service Providers (CSP) and Strategic
Outsourcer (SO) Partners are required
to achieve certain levels of training to
maintain partner status. This guide is
designed to demonstrate the benefits
of completing the training, and help
you get started. It will also help you
achieve the amount of training hours
needed to meet your company’s tier
requirement in the Partner Program,
while demonstrating the flexibility
that’s built into the system, allowing
your business to grow based on your
unique strategy.
The Cloud Service Provider training is:
Choose only the courses that fit your needs
Select from business overview, product-specific, complete solution or services courses
Earn hours toward your training requirement while deepening your knowledge, increasing confidence and enabling more sales opportunities
1 FLEXIBLE 2 TARGETED 3 VALUABLE
Here’s how to determine the best training to take for each role and desired skill level:
FIRST – Determine the number of
training hours your organization needs,
and identify the individuals within your
organization who will complete training
over the course of the year.
SECOND – Identify training for each
person based on his or her role within
your organization and the products,
solutions or business concepts that
they want to learn.
THIRD – Determine each individual’s
skill level with each targeted
technology or skill, and find the
appropriate class that will help them
achieve their desired goals.
PURPOSE-BUILT FOR CLOUD SERVICE PROVIDERS AND STRATEGIC OUTSOURCERSThe Cloud Service Provider training program is designed to ensure that you get the training you need
without prescribing specific training tracks that you might not need. The flexible design allows you to
choose the best courses for your organization in order to maximize the value of the time you spend in
training. The program is also designed to elevate the knowledge of your entire organization with courses
that cover the functional areas of business, products and solutions.
Determining Your Required Hours
Required training hours are defined by your partner level. Each course provides a set number of hours. Throughout each year, your organization
will be required to complete a total number of hours, divided between a minimum number of people in your organization. The number of hours
completed by each individual is yours to decide, and you are always free to take more classes or train more people than the minimum threshold.
The required hours can be divided up in any manner that suits your organization, as long as the minimum number of people are trained for a total of the minimum number of hours required.
TRAINING HOURS: MORE THAN JUST COMPLIANCE In order to maintain your partner level, your organization will be required to meet a pre-defined threshold
of training hours. While maintaining training is common for partner programs, the Cloud Service Provider
program is designed to accommodate the needs of a rapidly changing industry. With over 200 self-paced
classes to choose from, this flexible program allows you to select the training hours you need for your entire
organization to be more successful.
PARTNER LEVEL GOLD PLATINUM TITANIUM
Minimum total training hours 24 48 144
Minimum number of people trained 3 6 18
Gold Partner: 3 People: 8 hours each = 24 total hours
Gold Partner: 3 People: 4 hours for 1, 10 hours for each of the other 2 = 24 total hours
Platinum Partner: 6 People: 14 hours for one, 10 hours for another, 12 hours for another, 4 for the other 3 people = 48 total hours
8HOURS
4HOURS
14HOURS
4HOURS
8HOURS
10HOURS
10HOURS
4HOURS
8HOURS
10HOURS
12HOURS
4HOURS
24HOURS TOTAL
24HOURS TOTAL
48HOURS TOTAL
+ + +
+
+ + +
+
= = +
=
KEY ROLES AND COURSE GUIDANCEYour organization encompasses many professional areas, staffed by experts who all bring a unique skillset to
your customers. The Dell EMC Cloud Service Provider training is structured to deliver relevant information
that’s tailored to each individual’s role within your organization. Product/solution courses are broken
down by key roles so that you can easily identify which courses will provide the maximum benefit for each
member of your organization.
Framework Example
BUSINESS/SKILLS
• Dell EMC–Better together
• Value Props
• Differentiation
• Service Provider Business
• Cloud Service Provider
Business
• Account planning
• Storage TCO
• Backup TCO
• IT Perspectives: Data Center
Virtualization Trends and
Strategies
PRODUCTS
• Isilon Fundamentals
• Symmetrix VMAX
Fundamentals
• Elastic Cloud Storage 101
• VNX 101
• EMC Data Protection
Fundamentals
• Avamar Fundamentals
• Data Domain Fundamentals
• DPA Fundamentals
• Converged Infrastructure
Introduction
• VMware 301 for Partners
SOLUTIONS
• Cloud Computing
Fundamentals
• Big Data Fundamentals
• Big Ideas: Why Cloud Matters
• Big Ideas: How Big is Big Data
• Big Ideas: Why Big Data
Matters
• Hadoop Technical Presales
eLearning for Partners
• Information Storage Security in
the Cloud
• Continuous Business
Operations in the Cloud
SERVICES
Plan• EHC Infrastructure Assessment
• Big Data Vision Workshop
• Application profiling
• IT Transformation Workshop
• Cloud Advisory Workshop
Build• NHC Implementation
• Analytics Insight Module Install
Design• EHC Design & Implementation
• Design & Deploy <product>
• Course c
ROLE DESCRIPTION RECOMMENDED TRAINING
Marketing
The marketing team is tasked with developing go-to-market strategies and exercising BDF funds to drive continued business. They need to understand how to work with Dell EMC marketing to maximize the effectiveness of their strategy and their BDF spend.
• High-level product and solution training
• Marketing Academy coursework
Sales
Sales is responsible for finding opportunities for Dell EMC offers, demonstrating the value prop to their customers and closing deals. Sales needs to understand product value props, features and benefits so they can provide a strong story that results in sales.
• Product and solution overviews
• Key use cases, qualifying questions and objection handling
• Enhanced sales skills
System Engineer – Technical
The technical courses provide learning for anyone who is responsible for technical assistance, design and engineering support, or build/implementation for the customer. These reps need to understand the technical features, benefits and differentiators of Dell EMC products so that they can describe how the solutions work, architect solutions to customer specifications, and implement/support the system. Reps who deal with presales, design, build, manage or run roles should focus on the System Engineer – Technical courses.
• Product and solution technical overviews
• Product and solution architecture, size and design
• Architecture discussions
• Product demos
• Technical solution discussions
• Finance/quoting
Services
The Services managers and engineers provide value-added pre- and post-sales services to customers. They benefit from training that encompasses service-oriented solutions, such as data or systems migration, onsite implementation, systems management, etc.
• Dell EMC Services implementation training
• Implementation Engineer training
If you are unsure of where your current skillset lies within the course difficulty spectrum, use this as a guide:
GENERAL (100-LEVEL) COURSES
• Identifies solution strategy and
product portfolio overview
• Includes features, advantages
and benefits, target customers
or markets and competitive
advantages
TAKE A GENERAL COURSE IF YOU WANT TO:
• Actively position a product
or solution
• Address customer challenges
at a high level
• Discuss how a product or
solution is better than a
competing product
• Explain the Dell EMC
corporate strategy
INTERMEDIATE (200-LEVEL) COURSES
• Discusses technical
features and their benefits,
interoperability of solutions,
including workloads and
technical use cases
TAKE AN INTERMEDIATE COURSE IF YOU WANT TO:
• Expand your knowledge of a
product or solution
• Discuss product workloads
with customers
• Provide deeper architecture
considerations and
understanding
• Anticipate common questions
and objections during the
sales cycle
ADVANCED (300-LEVEL) COURSES
• Specialized technical
discussions and white board
solution sessions for customer-
specific needs
• Sizing and architecting
complete solutions
TAKE AN ADVANCED COURSE IF YOU WANT TO:
• Become an SME for a product
portfolio or solution
• Provide sizing and architecture
considerations for solutions
• Explain portfolio features and
benefits on a technical level
• Differentiate solution value
props in detail
BUILDING YOUR KNOWLEDGE LEVELDepending on your role and your current knowledge level with the Dell EMC products you offer – or want to
offer – you can choose courses that will help solidify and enhance your understanding. You can choose from
general overviews, intermediate discussions, and advanced, in-depth studies.
GETTING STARTEDTo find out more and create your account, visit the Partner Academy from the Training & Competency page
on Partner Portal. If you have any questions regarding the Dell EMC Partner Academy or your eligibility for
training, contact your Dell EMC Account Manager.
After you’re logged in, select your partner type and role. You should set your
partner type to “Cloud Service Provider” in order to streamline the course
selection to your needs. Once selected, the Partner Academy will custom-tailor
itself to your direct needs.
From the landing page of the Partner Academy, you’ll have many different
options for getting started. It’s recommended that you start with the short,
introductory video to learn how to access the training and enablement tools and
resources that are available to you in the Partner Academy.
Fast Start – On-Boarding Designed to Accelerate Your Productivity
The Fast Start link will take you to a page filled with useful information that’s
designed to streamline your onboarding process. With information on Dell
EMC, plus playbooks, messaging guidelines, thought leadership papers and
learning videos, Fast Track will help you come up to speed quickly so that your
continued training will have an even deeper impact on your success.
START TODAYVisit the Partner Portal to find out more and to create your account. You will find the Partner Academy on the Training & Competency page.
Carefully read and agree to the Dell EMC License Agreement for your course,
and then launch your training. Follow the instructions in your module. At any
time, you can pause the course and come back at a later time to complete the
training. You can also use the tools under “My Account” to view your active
training sessions and to track your learning path progress.
Choose Your First Course
After familiarizing yourself with the Partner Academy, you can enroll in your first
course. Choose CSP Specific Training from the Partner Academy landing page to
navigate to the course selection page. Your recommended courses will appear
pre-filtered, based on your role and you will have the opportunity to narrow down
the list further by filtering on your particular area of focus and preferred language.
With over 200 courses to choose from, it can be difficult to select your first
course, and while the system is designed to help you decide, the choice is
ultimately yours. You can change the role, affiliation, language and category to
find courses that suit your needs.
Courses are grouped on the screen by course level. The course titles appear as
values in the table. Changing the filters will immediately refresh the table to show
or hide options based on your choices.
Once you’ve found your desired course, click the link to open the training.