Novell Certified Training Salesperson Course · Welcome to the Novell Certified Training Salesperson course. In it, you will learn about the Novell training and certification offerings

Novell Certified Training Salesperson Course

2006 edition

I N T R O D U C T I O N

Welcome to the Novell Certified Training Salesperson course. In it, youwill learn about the Novell training and certification offerings available toyour customers and how to best position and sell these training services.This course includes a short introduction to the training and certificationmarket, a discussion on reasons for selling Novell training services andan overview of current Novell training courses and certification paths.

Novell Certified Training Salesperson Course

The Novell Certified Training Salesperson course gives you theknowledge and skills you need to successfully position and sell Novelltraining services—from short, self-study training sessions on traditionalNovell network services and applications to in-depth, instructor-ledcourses on the latest open source technologies. When you complete thiscourse, you will have the opportunity to take an examination that will testyour understanding of Novell training and certification offerings. Thisexamination will be given at the end of your training session. If you arecompleting this course on your own, you can take the exam athttp://register.novell.com/webexam. When you pass the exam, you willbe qualified as a Novell Certified Training Salesperson for 2006

Novell currently has one other sales certification course—the CertifiedNovell Salesperson course. This course provides detailed information onthe capabilities and business benefits of Novell technology solutions and will prove invaluable toanyone interested in selling Novell Training Services. The Certified Novell Salesperson course is aprerequisite to this training services course, so you are encouraged to study for and get your CertifiedNovell Salesperson certification prior to beginning this training. Additional information about theCertified Novell Salesperson course can be found atwww.novell.com/partners/channel/academy/cns_course.html

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PREREQUISITE:

Novell currently has oneother sales certificationcourse—the CertifiedNovell Salespersoncourse. Because it is aprerequisite to thiscourse, you areencouraged to study forand take the CertifiedNovell Salesperson examprior to beginning thistraining.

How to Approach This Course

If you are approaching this course as a self-study exercise, you will want to treat it differently than youwould instructor-led training. Follow these steps to get the most out of your self-paced, self-studylearning experience:

1. Download the slide presentation from Channel Link atwww.novell.com/training/authorizedpartner/ncts.html and follow it on your computer.

2. Read the material in this study guide for additional details and instructions.

3. Complete the “Test Your Knowledge” exercises on your own and then check your answers in thestudy guide.

Performance Objectives

When you complete this course, you should be able to do the following:

Understand and articulate the various training services that Novell offers

Understand and discuss the different Novell certification paths

Better position and sell Novell training services

For More Information

Try these Web sites for additional information:

www.novell.com/training

www.novell.com/training/train_product

www.novell.com/training/locator/SearchAdvanced.jsp

www.novell.com/training/certinfo

www.novell.com/training/testinfo

www.novell.com/partners/channel/partnernetlogin.jsp

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Advantages of Becoming a Novell Certified Training Salesperson

We’re pleased you’ve chosen to take this course and earn your Novell Certified Training Salesperson2006 designation. Becoming a certified salesperson on Novell Training Services has severaladvantages:

Your knowledge base will differentiate you from other account managers.

You will gain a solid understanding of current Novell training and certification offerings.

You become a respected member of a worldwide community of professional salespeoplewho understand the professional training and certification business and how Novell uniquelycontributes to this market.

Perhaps most important, you can increase sales and earn more money!

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SECTION #1THE MARKET FOR INFORMATION TECHNOLOGY TRAINING AND CERTIFICATION

The Market Opportunity for IT Training Services

Businesses are under enormous pressure to make the most of their technology investments and totransform those investments into real business value. It’s understood that regardless of a company’sprimary business proposition, IT has the potential to advance or halt its progress. Because of this,effectively managing IT resources has become strategic to sustaining and growing a profitableenterprise. The way to do this is to have the right people with the right skills managing thoseresources.

The market for professional IT training services is large and growing. According to IDC, theworldwide IT training market is estimated to grow at 11.2 percent through 2006 to reach a total of $39billion. In other words, there’s never been a better time to be involved in selling and delivering qualityIT training services.

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Two questions to ask yourself:

What is the current market for IT training and certification?

What am I offering my customers when I present the opportunity to becomecertified through Novell?

The worldwide market for ITtraining services continues togrow significantly.

2004 2005 2006

Certification Is a Key to Success in the IT IndustryExpertise on the latest technologies is critical to the IT professional; continuing education andpractical experience are critical to gaining and sustaining that expertise. And in today’s market, it’simportant to be able to demonstrate expertise in particular technologies through relevant ITcertifications, like those offered by Novell. Certification offers:

Opportunities for career advancement

Opportunities for increased salary

Respect from peers

Improved job security

Increased value within the organization

What the Analysts Are Saying About IT Certification

As an IT professional, you understand that lifelong learning is the key to success in your field. Youalso understand that you and your employer need tangible proof of the knowledge you have gained.The way to accomplish this, of course, is earning quality IT certifications that demonstrate theknowledge you’ve learned and skills you’ve developed.

So what are the analysts saying about IT certification? Here are a few results from Gartner’s 2001Global Training and Certification Study:

“Both IT professionals and managers consider technology training and certification to be critical tocareer development and quality control.”

“Nearly two-thirds of IT managers cite a higher level of service as a key benefit of having certifiedstaff, followed by a competitive advantage and increased productivity.”

“Two-thirds of all certified professionals indicated that their salaries increased after becomingcertified and more than half cited increased productivity as a reason to seek certification.”

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WHY NOVELL TRAINING AND CERTIFICATION?

As an IT training sales professional, you understand that there are literally thousands of technologiesthat make up a sophisticated IT environment. Many of these are being sold as the hottest newtechnologies on the market. With only so much time in a day, how do your clients decide on whichtechnologies to train and which certifications to pursue? And how can you make sure that the trainingand IT certifications that you’re offering your clients will mean something tomorrow as well as today?So why choose Novell training and certification? Below are several reasons that will provideclarification and guidance.

Novell Training Services’ Courses and Certifications Are Backed by a Worldwide,World-class Company

Novell provides software for the open enterprise to more than 52,000 enterprises in 43countries.

Novell has 20 years of experience in Data Center, Security and Identity, ResourceManagement, Workgroup and Desktop solutions.

Novell offers a full range of Linux products and services with award-winning support for both commercial and open source software.

Novell annual revenues exceed $1 billion.

Novell has more than 5,000 employees worldwide.

Novell has more than 5,000 partners worldwide.

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Why should I invest my time and energy in selling Novell training andcertification?

What are my customers getting when I sell them Novell training andcertification?

A: Your Clients Receive Training on World-class, Award-winning Technology

Novell offers leading-edge proprietary and open source network solutions.

Novell offers award-winning Resource-management solutions.

Novell offers award-winning Security and Identity solutions.

Novell Courseware Training MaterialsAre Some of the Best in the Industry

Novell courseware—the information and materials provided to your customers as student kits forinstructor-led training or as self-study kits for those taking the course independently—is designed anddeveloped at Novell by subject-matter experts. Their quality contributions to the course-developmentprocess have resulted in some of the best IT training course materials in the industry. In other words,no one knows Novell like Novell.

Novell Offers Cutting-edge Training on Linux—One of the Most PromisingTechnologies and One of the Hottest Training Topics in the Industry

What does Linux mean to customers? Many have come to realize that Linux has developed into amature network operating environment that matches or improves proprietary solutions withenterprise-ready stability, reliability, performance and flexibility. Linux opens the door to thousands oflow-cost open source applications, lends itself to being configured and customized to meet the exactneeds of the environment, and has proven trouble free when it comes to the security holes and virusthreats that plague some network operating systems.

In addition, the Linux operating system has seen tremendous growth as companies of all sizesrecognize that it meets or exceeds their performance and security requirements at a lower cost ofownership.

More than 53 percent of CIOs are adopting open source as a major platform.

More than 3 million production Linux servers are in use around the world.

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More than 10 million Linux desktops are in use.

More than 70,000 projects are under way on SourceForge.net.

30 new open source startups emerged between March and August 2005.

Here are just a few of the things people are saying about Linux:

Linux technologies are hot.—Quo circa Research 2004

“The use of Linux has exploded.”—IDC 2003

Linux and open source should be part of a company's plans in every IT area.—Gartner Group 2004

So what does Linux mean to you? Linux continues to grow in popularity as both a general networkand as a mission-critical application server—and the Linux desktop continues to propagate to newarenas—so the demand for Linux expertise is growing, too. That’s where you come in.

Novell Has a Long History of Offering Quality Technology Training and MeaningfulCertifications

Professional computer certification programs have been around for a long time, but none has beenas successful as the Novell program. Novell has a long and decorated history of innovation andexcellence in IT network training and certification. More than two decades after its start, Novellcontinues to deliver some of the most recognized and valued technical certifications in the industry.

Novell Now Offers Some of the Hottest New Technology Training and CertificationOfferings in the Industry

Through strategic acquisitions and a continuing commitment to open source technology, Novell hasemerged as one of the preeminent organizations in Linux software solutions. With the overwhelminginterest and growing adoption of Linux in the enterprise, Novell has some of the hottest Linux trainingcourses and Linux certifications in the business.

Novell Has Embraced Vendor-neutral Linux Certifications So Your ClientsGet More for Their Training Dollar

Novell offers Linux training that will help your customers get certified by Novell and byother vendor-neutral certification organizations like CompTIA. The best example isGetting Started with Linux: Novell’s Guide to CompTIA’s Linux+ (Course 3060).

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UNDERSTANDING NOVELL TRAINING AND CERTIFICATION OFFERINGS

Current Novell Training Courses

Novell Training Services offers comprehensive training on all key Novell products and solutionofferings. In fact, Novell offers over 50 unique training courses through a network of more than 400authorized training partners. These courses range from entry-level networking technology toadvanced security features on a SUSE Linux server.

Novell Authorized Training partners are eligible to sell and deliver instructor-led Novell trainingcourses or to sell self-study kits to their customers.

Instructor-led Training

Instructor-led training gives students the opportunity to interact with someone who is knowledgeableabout and experienced in the technology and the training material. They can, for example, askquestions on subject matter they’re finding difficult to grasp, view demonstrations given by theinstructor and do exercises and labs under the watchful eye of a mentor. Instructor-led training alsofacilitates student interaction and participation in group discussions and exercises.

Self-study Kits

Novell self-study kits give your clients a flexible way to learn the information and skills they need tosucceed in their careers. Not only is independent study a cost-effective approach to training andcertification, it also allows students to take the course when and where they would like. Self-studyhas the advantage of allowing students to study the material at their own pace and to focus onlearning the information and acquiring the skills they need. With independent self-study courses,students can spend as much time as need on any particular topic, and they can come back to a topicas often as they like.

Certification and Non-certification Training Courses

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What types of training courses are available for Novell solutions?

As a Novell Training Services partner, which Novell courses can Ioffer?

Novell course offerings include both certification and non-certification training courses. Certificationtraining courses contribute to a student earning one or more Novell certifications. Non-certificationtraining courses do not lead to any particular Novell certification. Both types of courses emphasizepractical job skills that are critical for today's IT engineers.

Novell Product Categories

Novell has a broad offering of technology products that address business needs as diverse aspersonal file management and enterprise network computing. To manage the different trainingoptions associated with these product offerings, Novell training courses have been organized byproduct category. Through the Novell Training Services partner channel, Novell currently offerstraining in nine major product categories. These courses focus on some of the most significanttraining opportunities in six of these product categories, which are shown below:

Additional information on the product training options andthe product categories not covered in this course can befound at www.novell.com/training/train_product

Novell Course Information: What to Look for

Because Novell training is offered for diverse products in a variety of product categories, knowingwhich course to offer your clients can be a challenge. Considering these items will help youdetermine the right courses for potential students.

Course Description

Each Novell training course includes a detailed description that lists topics covered during the trainingas well as any administrative tasks or applied skills that will be practiced and learned.

Prerequisites

This section lists the prerequisites for each course, which may include Novell training courses thatprovide basic information students need to complete the course or hands-on experience.

Other Course Details

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These details include the number of days needed to complete the instructor-led training and whetherthe course contributes to the completion of a Novell certification.

Current Novell Certifications

So that students can demonstrate knowledge and practical skills obtained through Novell trainingofferings, Novell offers industry-leading certification in seven different areas of emphasis1:

1In order to receive any Novell certification, the candidate must agree to the terms and conditions of the NovellTraining Services Certification Agreement.

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Novell LinuxCertifications

Traditional NovellCertifications

Novell InstructorCertifications

Novell Certified Linux ProfessionalThe demand for Linux expertise is escalating, and your clients need skills to become proficient Linuxadministrators. Once they’ve obtained these skills through authorized Novell training courses,achieving the Novell Certified Linux Professional certification tells employers that they have what ittakes to begin successful careers as Linux administrators.

Novell Certified Linux Engineer 9To obtain greater success in their careers as Linux administrators, your clients need to advance theirskills. Authorized Novell Certified Linux Engineer 9 training courses pave the way to advance yourclients’ Linux skills and validate their enhanced expertise to management, peers and potentialemployers. With this certification, they will be in high demand as more and more employers seektalented Linux engineers.

Certified Novell AdministratorCertified Novell Administrators provide direct support for software users in various workenvironments, including professional offices, small businesses, workgroups, departments andcorporate information services.

Certified Novell EngineerCertified Novell Engineer training gives your clients a wide variety of network support skills thatallows them to keep their companies’ networks running efficiently. As Certified Novell Engineers, yourclients will be able to solve advanced, companywide support problems and high-level networkproblems. They will be able to perform planning, installation, configuration, troubleshooting andupgrade services for networks.

Master Certified Novell EngineerMaster Certified Novell Engineer training gives your clients the knowledge and skills they need tooffer a higher level of support for the environments in which they work. As Master Certified NovellEngineers, they are the multi-vendor, multi-solution specialists of the network industry.

Certified Novell InstructorThe Certified Novell Instructor is the most renowned technical-instructor certification. All CertifiedNovell Instructors hold a current Certified Novell Engineer certification and a CompTIA CertifiedTechnical Trainer (CTT+) certification. Novell Training Services acknowledges the CTT+ as thepremier generic certification for technical trainers.

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Novell Academic InstructorDesigned for Novell Academic partners, the Novell Authorized Instructor certification allows yourclients to teach certified courses at authorized Novell Academic Training partner or Novell TechnicalInstitute locations. As certified instructors, they have access to information on the latest Novellproducts as well as valuable classroom material and resources that will assist them in teachingNovell training courses.

Novell Certification Testing

Novell offers industry-leading testing that challenges students through matching, fill-in-the-blank andmultiple-choice questions. Additionally, Novell has pioneered a practical exam methodology calledthe Novell Practicum. This test requires students to prove that they have obtained practical skills byasking them to complete technical scenarios that show that they not only understand the technicalconcepts but can also apply them in a real-world environment.

Note: Occasionally, Novell Training Services announces continuing certification requirements for oneor more of our certification programs. Novell recognizes the work and diligence dedicated candidatesput in to obtaining prestigious Novell certifications. In the ever-changing IT environment, a continuingcertification requirement helps ensure that members of the certified community understand currentNovell technology and possess proven technical skills.

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Activity 1

Let’s see how much you know about the IT training and certification market and Novell training andcertification offerings.

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1. Novell currently offers seven industry-leading certification programs. Indicate whichseven of the items listed below are Novell certifications.

___ 1. Certified Novell Technician ___ 2. Certified Novell Administrator ___ 3. Master Certified Novell Engineer ___ 4. Certified Linux Engineer ___ 5. Novell Academic Instructor ___ 6. Certified Linux Professional ___ 7. Master Certified Linux Professional ___ 8. Certified Novell Engineer ___ 9. Certified Linux Engineer 9 ___ 10. Certified Directory Engineer ___ 11. Certified Novell Instructor

2. With the incredible number of technology products your clients have to chooseamong, what are some of the reasons they should choose Novell training andcertification?

3. What are some of the reasons your clients should take the time and expend theeffort to achieve a Novell certification?

Note: Just a few of the many Novell assessment tests arelisted here for purpose of example. For a complete listingof available exams, please visit the following site:www.novell.com/training/testinfo

Article II. SECTION #2SELLING NOVELL LINUX TRAINING AND CERTIFICATIONS

SUSE Linux Enterprise ServerProduct Listing and Overview

SUSE Linux Enterprise Server 9 empowers businesses to leverage Linux and open source bydelivering a scalable, high-performance foundation for secure enterprise computing. Built forreliability, it offers comprehensive functionality to power today’s networks and meet user demands.SUSE Linux Enterprise Server also supports a broad range of hardware platforms and leadingsoftware applications. Through its unique and open management capabilities, students will learn toeasily install, deploy, configure, secure and update Linux servers anywhere on their networks,significantly reducing IT costs.

SUSE Linux Enterprise Server 9 is backed by Novell, givingcustomers a reliable release cycle and a complete enterprisesoftware ecosystem for Linux: technical support, training,consulting, indemnification and an extended partner network. TheNovell commitment to open source, combined with our expertise inLinux integration, helps businesses of all sizes deploy Linuxquickly and confidently.

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Answers to Activity #1

Exercise #1 2, 3, 5, 6, 8, 9, 11

Exercise #2 1) Novell training is backed by a worldwide, world-class company, 2) Novell technology is world class, 3) Novell training materialsare industry leading, 4) Novell has cutting-edge Linux technology, 4) Novell has a long history of proven training and certification, 5) Novelloffers one of the hottest Linux certifications on the market, 6) Novell training can help them obtain vendor-neutral certifications as well asNovell certifications.

A few questions to ask yourself:

What Linux courses and Linux certifications are available from Novell?

Which course should I recommend to clients looking for basic Linux training?

Which courses should I recommend to advanced Linux users?

Current Course Listings

So, with which SUSE Linux Enterprise Server courses offered by Novell should you be familiar?

Getting Started With Linux: Novell’s Guide to CompTIA’s Linux+ (Course 3060)

SUSE Linux Fundamentals (Course 3036)

SUSE Linux Administration (Course 3037)

Advanced SUSE Linux Administration (Course 3038)

Migrating to SUSE Linux (Course 3019)

SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057)

SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058)

Novell Loadfest—SUSE Linux Enterprise Server 9 (Course 3066 v1.0)

Asking the Right Questions

When positioning and selling training services, asking the right questions—and listening to theanswers—is often the key to successfully closing the sale. Doing so allows you to discover yourclients’ needs, objections and emotional hot buttons. It also enables you to understand your clients’situations and demonstrates genuine interest, which allows you to build rapport and credibility.

With the information you’ve gathered by asking questions, you can better position Novell trainingservices and make your prospective clients aware of the training opportunities that make sense forthem.

Ask these questions to discover Novell Linux training opportunities in your customeraccounts:

What is your company's Linux strategy?

Where is Linux currently being used in your organization (for example, data center, Webservers, vertical applications or developers)?

How do you anticipate using Linux over the next year or two?

What training or experience do your engineers have with Linux?

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CompTIA Linux+ Certification Track

Getting Started With Linux: Novell’s Guide to CompTIA’s Linux+ (Course 3060)This course introduces students to the knowledge and skills they need to manage any Linuxdistribution. Specifically, this course covers the objectives outlined by CompTIA for its Linux+ examand certification, an international industry credential that offers proof of knowledge in the followingareas:

Linux basics Linux desktops Linux help resources Linux administration Linux shell and command line Linux directories and files Linux text editors Linux processes Network configuration and hardware Linux services Security

Not only does this course prepare students for the CompTIA Linux+ exam, but it also offers anexcellent way to begin preparing for the Novell Certified Linux Professional practicum exam. In fact,after completing this course, students will have acquired one-third of the knowledge needed tobecome a full Novell Certified Linux Professional, the ideal certification for people interested inbecoming Linux administrators.

PREREQUISITESNone

AUDIENCEThe primary audience for this course includes students who are preparing for the CompTIA Linux+exam as well as current Novell certification candidates with experience in other operating systems.This course can be used in the place of SUSE Linux Fundamentals (Course 3036) when preparingfor the Novell Certified Linux Professional certification.

COURSE DETAILSNumber of days: Five Training options: Instructor-led or self-study

REVIEWSRead a review from Certification Magazine about the CompTIA Linux+ exam atwww.certmag.com/common/newscenter/newsdisplay.cfm?id=3780

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This course is for customers who are interested in an introductory,vendor-neutral Linux certification.

Novell Certified Linux Professional Track

SUSE Linux Fundamentals (Course 3036) In this course, students will learn the following concepts and skills fundamental to understandingSUSE Linux Enterprise Server 9:

Understanding the Linux story Using the Linux desktop Locating and using help resources in the Linux system Administering Linux with the YaST management utility Working with the Linux shell and command line Managing directories and files in the Linux system Using Linux text editors Understanding and viewing processes in the Linux system Managing the network configuration

These essential skills are prerequisites to learning the skills of an entry-level Linux administrator orhelpdesk technician in an enterprise environment.

PREREQUISITESBefore attending this course, students should have experience administering any operating system ina computing environment, such as an enterprise or academic environment.

AUDIENCEWhile the primary audience for this course is the current Certified Novell Engineer, certificationcandidates with experience in other operating systems can also use this course to begin preparingfor the Novell Certified Linux Professional practicum exam. Additionally, anyone who is seeking afundamental understanding of the Linux operating system would benefit from this course.

COURSE DETAILSNumber of days: Three Training options: Instructor-led or self-study

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This course is for customers who need an introduction to SUSE Linux andthe basics of managing a Linux-server environment.


SUSE Linux Administration (Course 3037)SUSE Linux Administration (Course 3037) teaches students basic SUSE Linux Enterprise Server 9administration skills. These skills, along with those taught in SUSE Linux Fundamentals (Course3036) and Advanced SUSE Linux Administration (Course 3038) prepare students to take the NovellCertified Linux Professional practicum exam.

Students learn to perform the following SUSE Linux Enterprise Server 9 administrative tasks: Update and monitor SUSE Linux Enterprise Server 9 Perform administrative tasks with YaST Manage users and groups Provide basic system security Manage the Linux file system Manage software installation Manage system initialization, processes and services Connect the server to the network Provide basic network services (such as printing and Web access) Remotely access a SUSE Linux Enterprise Server 9

These administrative skills are common to an entry-level administrator or helpdesk technician in anenterprise environment. Students work multiple lab exercises to help them practically apply courseconcepts and reinforce their proficiency with features and management utilities in SUSE LinuxEnterprise Server 9. On the final day of instruction, students perform “live fire” exercises that testtheir SUSE Linux Enterprise Server 9 administration skills.

PREREQUISITESBefore attending this course, students should have a fundamental knowledge of SUSE LinuxEnterprise Server 9 in a computing environment, such as an enterprise or academic environment.They can obtain this knowledge by taking SUSE Linux Fundamentals (Course 3036).

AUDIENCEWhile the primary audience for this course is the current Certified Novell Engineer or those withsimilar experience, certification candidates with experience in other operating systems can use thiscourse to prepare for the Novell Certified Linux Professional practicum exam.


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This course is for customers who need entry-level SUSE Linux administrationskills.


Advanced SUSE Linux Administration (Course 3038)In this course, students learn advanced SUSE Linux Enterprise Server 9 administration skills. Itcovers performing the following Linux system advanced administration tasks for SUSE LinuxEnterprise Server 9:

Installing SUSE Linux Enterprise Server 9 Configuring the network manually Configuring network services Securing a SUSE Linux Enterprise Server 9 server Managing backup and recovery Developing shell scripts Compiling software from source Performing health checks and tuning performance Managing hardware and component changes

These advanced administrative skills are common to an experienced administrator in an enterpriseenvironment. The final day of class is reserved for a “live fire” exercise that tests advanced SUSELinux Enterprise Server 9 administration skills and prepares students to take the Novell CertifiedLinux Professional practicum exam.

PREREQUISITESBefore attending this course, students should complete SUSE Linux Fundamentals (Course 3036)and SUSE Linux Administration (Course 3037) or have experience managing SUSE Linux EnterpriseServer 9 servers in a network environment.

AUDIENCEThe primary audience for this course is the current Certified Novell Engineer or those with similarexperience who have completed the two previous courses in the Novell Certified Linux Professionalcurriculum. However, Linux professionals and administrators with experience in other operatingsystems can also use this course to prepare for the Novell Certified Linux Professional practicumexam.


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This course is for customers who need advanced SUSE Linuxadministration skills.

Novell Certified Linux Professional Track for Linux Experts

Migrating to SUSE Linux (Course 3019) This course enables Linux administrators who have administrative experience with Linux distributionsother than SUSE Linux to learn to perform administrative tasks on the SUSE Linux Enterprise Server9 platform. Topics covered in this course include:

Installing SUSE Linux Enterprise Server 9 Understanding YaST Understanding SUSEconfig Configuring the network Working with file systems Managing user accounts Understanding the startup mechanism Configuring services on SUSE Linux Enterprise Server 9 Monitoring the system Configuring kernel parameters Using the SUSE Linux Enterprise Server rescue system

PREREQUISITESStudents should have the following knowledge base:

Experience with any Linux operating system Familiarity with administrative tasks on Linux server systems Fundamental knowledge of networking technologies, such as those covered in Novell

Course 3003, Fundamentals of Networking

AUDIENCEThis course is intended for Linux administrators who have little or no experience with SUSE Linuxwho are planning to implement SUSE Linux Enterprise Server 9 in their networks.

COURSE DETAILSNumber of days: Three Training options: Instructor-led or self-study

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This course is for customers who have experience with other Linuxdistributions, but want to learn the specifics of using SUSE Linux

Certified Linux Professional

The demand for Linux expertise is growing at an incredible pace and Novell offers the training yourcustomers need to effectively manage a Linux network. Once they've obtained these skills, achievingthe Novell Certified Linux Professional certification validates that they have what it takes to succeedas a Linux administrator.

The skills taught inSUSE Linux

Fundamentals(Course 3036) SUSE Linux Administration (Course 3037) and Advanced SUSE Linux Administration(Course 3038) prepare your clients to take the Novell Certified Linux Professional practicum exam.

To capitalize on the escalating demand for expertise on Linux, your customers need to prove thatthey have the ability to effectively implement, manage and support Linux and the enterprise servicesthat run on top of it. Whether they are Linux end users, administrators or development engineers,

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Novell training gives them the knowledge and hands-on skills they need to enhance their Linuxexpertise and put them in demand.

What is the Novell Certified Linux Professional Certification?

The Novell Certified Linux Professional certification is for people interested in becoming Linuxadministrators. Skills demonstrated by someone holding a Novell Certified Linux Professionalcertification include installing Linux servers into a network environment, managing users and groups,managing the Linux kernel, network processes and services-just to name a few. As with all Novellcertifications, coursework is never required. The candidate just needs to pass the Novell practicumexam (050-689) in order to achieve the certification. The authorized Novell training materials for thiscertification are designed to introduce students to basic Linux concepts until they progress throughthe tasks of managing a Linux network environment. They’ll then take the Novell practicum, ascenario-based exam in which they apply their knowledge to solve real-life problems-showing theynot only know what to do but that they can actually do it.

(In order to receive any Novell certification, the candidate must agree to the terms and conditions ofthe Novell Training Services Certification Agreement.)

How Does Someone Become a Novell Certified Linux Professional?

In order to become a Novell Certified Linux Professional, an individual simply needs to pass theNovell practicum exam (050-689). Coursework is never required for this certification. However, usingauthorized Novell training materials for study (either through instructor-led training or self-study) is anexcellent way to prepare for the Novell practicum exam. For more information about the Novellpracticum exam, please review the Novell Certified Linux Professional exam objectives:

http://www.novell.com/training/certinfo/clp/

How Do the Novell Certified Linux Professional and Novell Certified Linux Engineer 9Certifications Relate to Each Other?

The Novell Certified Linux Professional is a good place to start Linux certification. The NovellCertified Linux Engineer 9 is the more advanced certification, building on the concepts of Linuxadministration learned in the Novell Certified Linux Professional training.

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Novell Certified Linux Engineer 9 Track

SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057)This course teaches the advanced Linux skills needed to administer the network services of SUSELinux Enterprise Server 9. In it, students will gain practice in the following:

Configuring a DNS server using BIND Using DHCP for managing networks Setting up a print server Setting up a network printing server using CUPS Using Samba to connect to Windows Configuring a mail server Using OpenSLP Using Squid as an http/https proxy Monitoring network traffic Deploying Tomcat

PREREQUISITES Novell Certified Linux Professional certification or equivalent experience

AUDIENCE This course is for students seeking the Novell Certified Linux Engineer 9 certification and those whowant to learn to configure advanced network services on SUSE Linux Enterprise Server 9. Studentswho are seeking the Novell Certified Linux Engineer 9 certification should note that they are requiredto complete the Novell Certified Linux Professional certification first.

COURSE DETAILS Number of days: FiveTraining options: Instructor-led or self-study

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This course is for customers who are familiar with SUSE Linux but needadvanced training in configuring SUSE Linux network services.

Novell Certified Linux Engineer 9 Track

SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058)This course focuses on various security-related aspects of SUSE Linux Enterprise Server 9 from asystem administrator’s perspective. The following is a short outline of the material covered in thiscourse: • General security considerations • Host security • Cryptography • Network security • Firewalls • Packet filters • Application-level gateways • Virtual private networks • Intrusion detection

PREREQUISITES A detailed understanding of network protocols is essential for the design and configuration offirewalls. For students lacking this critical knowledge, Novell strongly recommends the completion ofFundamentals of Networking (Course 3003) to prepare for the topics of this course. Additionally, theinformation found in SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057)is key to performing effective security tasks.

AUDIENCE This course is for students seeking the Novell Certified Linux Engineer 9 certification or those whowant to improve their skills in planning, designing and managing a secure SUSE Linux EnterpriseServer 9 environment. Students who are seeking the Novell Certified Linux Engineer 9 certificationshould note that they are required to complete the Novell Certified Linux Professional certificationfirst.


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This course is for customers who are familiar with SUSE Linux but needadvanced training on managing SUSE Linux security features.

Novell Certified Linux Engineer 9

Novell has taken Linux certification to a new level. The Novell Certified Linux Engineer 9 certificationwill help your customers master advanced SUSE Linux Enterprise Server 9 administration skills; thiscertification will also put them in demand as more and more employers seek talented Linuxengineers.

SUSE Linux Network Services (Course 3057) and SUSE Linux Security (Course 3058) preparestudents for the Novell Certified Linux Engineer 9 practicum exam. Those seeking this certificationmust also successfully complete the Novell Certified Linux Professional practicum exam. Although

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they are not required to take any certification courses to become a Novell Certified Linux Engineer 9,students must meet the following requirements:

Prerequisite Knowledge

Students must have a solid understanding of networking. We recommend that students review anintroductory networking course—such as Foundations of Novell Networking: NetWare 6.5 (Course3016)—or obtain equivalent experience.

Required Exams

Students must complete the entire Novell Certified Linux Professional 9 certification path—includingNovell Practicum 050-689—before they can take the Novell Certified Linux Engineer 9 practicumexam (050-693).

Elective Courses

Coursework is not required for this certification. However, taking the following training courses is anexcellent way for your clients to prepare for the two Novell practicum exams they will be required topass in order to complete certification.

SUSE Linux Fundamentals (Course 3036) or Getting Started with Linux: Novell’s Guide toCompTIA's Linux+ (Course 3060)

SUSE Linux Administration (Course 3037)

Advanced SUSE Linux Administration (Course 3038)

SUSE Linux Network Services: SUSE Linux Enterprise Server 9 (Course 3057)

SUSE Linux Security: SUSE Linux Enterprise Server 9 (Course 3058)

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Additional SUSE Linux Courses

Novell Loadfest—SUSE Linux Enterprise Server 9 (Course 3066 v1.0)

Following this high-level introduction, students install SUSE Linux Enterprise Server 9 on their ownhardware and learn how to obtain support for their installations. The course finishes with instructionon using the YaST management utility, unique to SUSE Linux, which simplifies standard tasks suchas managing user and group accounts, installing and configuring printers, installing Linux softwarepackages and accessing system updates and security fixes.

Upon completion of this training, students will be able to install SUSE Linux Enterprise Server 9 andset up a system for further tests. They will also be able to use the Linux desktop and administer Linuxwith the YaST management utility.

PREREQUISITES Participants in the Novell Loadfest—SUSE Linux Enterprise Server 9 course should have thefollowing:

A basic understanding of enterprise networking

Experience with network administration on any operating system (Linux knowledge is notrequired.)

Hardware that meets the basic system requirements for an installation of SUSE LinuxEnterprise Server 9 (256 MB RAM, 500 MB hard-disk space for software and 500 MB hard-disk space for user data)

Introductory-level experience managing a server in an enterprise network, regardless ofplatform (NetWare, Windows, Solaris, UNIX)

AUDIENCE The target audience for this course includes students in either of these two groups:

Entry-level or experienced network administrators interested in adding Linux servers to theirenterprise networks

IT professionals curious about adding Linux servers to a network, replacing proprietaryservers in a network or managing Linux servers and performing standard network taskseasily

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Course 3066 introduces students to SUSE Linux Enterprise Server 9. The classcompares the SUSE Linux 10.0 (desktop) and SUSE Linux Enterprise Server 9(server) products from Novell and addresses the basic differences between

COURSE DETAILS

Number of days: One (five hours)

Training options: Instructor-led only

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Handling Objections

OBJECTION

I know I need Linux training, but why should I train on SUSE Linux instead of Red Hat or some otherLinux distribution?

RESPONSE

In addition to being one of the most stable and secure Linux network environments available todayfor any size of company—small-to-medium business or the enterprise—SUSE Linux is the onlydistribution maintained by a billion-dollar worldwide organization with more than 800 Linux-trainedengineers and consultants and a rich history of professional IT training and certification.

OBJECTION

I'm interested in advancing my career with a Linux certification. Why should I pursue a SUSE Linuxcertification from Novell instead of a more general certification like LPI or CompTIA's Linux+?

RESPONSE

You do not need to choose between Novell SUSE Linux certifications and CompTIA’s Linux+certification. CompTIA’s Linux+ certification is an introductory Linux certification that helps youadvance to Novell Certified Linux Professional and Certified Linux Engineer 9 certifications. In fact,Novell even offers introductory Linux training—Novell Course 3060—that will help you prepare for theCompTIA Linux+ certification exam.

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Activity 2

Let’s see how much you know about Novell Linux training and certification offerings.

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Exercise #1

Match the course description with the course name (there may be more than oneapplicable course name per description):

____ 1. Introduces students to the knowledge and skills needed to manage any Linuxdistribution

____ 2. Covers the objectives outlined by CompTIA for its Linux+ certification exam

____ 3. Teaches administrative skills common to an entry-level administrator or helpdesktechnician

____ 4. Teaches students to establish and manage users and groups, grant and revokepermissions, manage software applications with YaST, manage and troubleshoot the SUSELinux file system and more

____ 5. Teaches students to perform health checks and tune performance on a SUSELinux server, develop Shell scripts and manage backup and recovery

____ 6. Teaches advanced SUSE Linux administrative skills to students who haveknowledge and experience with other Linux distributions

____ 7. Assumes students already have a solid understanding of Linux and Linuxadministration

A. Getting Started with Linux: Novell's Guide to CompTIA's Linux+ (Course 3060)

B. SUSE Linux Fundamentals (Course 3036)

C. SUSE Linux Administration (Course 3037)

D. Advanced SUSE Linux Administration (Course 3038)

E. Migrating to SUSE Linux (Course 3019)

Article III. SECTION #3

SELLING NOVELL OPEN ENTERPRISE SERVER TRAINING

Product Listing and Overview

Open Enterprise Server is a secure, highly available suite of services that provides provennetworking, communication, collaboration and application services in an open, easy-to-deployenvironment. Administrators can choose to deploy these services on either a NetWare or a SUSELinux platform using common management tools and services that span the two platforms.

Current Course Listing

With which Novell Open Enterprise Server course offered by Novell should you be familiar?

Deploying Novell Open Enterprise Server (Course 3059)

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Do I have any clients who are incorporating Linux into their NetWareenvironments?

What training does Novell offer for the Open Enterprise Server environment?

Do I have any customers who recently upgraded their NetWare environments toOpen Enterprise Server?

Answers to Activity #2 Exercise #1 1. A,B 2. A 3. C 4. C 5. D 6. E 7. E Exercise #2 C


Ask these questions to discover Novell Open Enterprise Server training opportunities in yourcustomer accounts.

What is your company's network operating system strategy?

What is your company's Linux strategy?

Where are you using or planning to implement Open Enterprise Server in your organization?

What experience or skills do your engineers have with NetWare? With Linux? With OpenEnterprise Server?

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Open Enterprise Server Training Course

Deploying Novell Open Enterprise Server (Course 3059)Deploying Novell Open Enterprise Server (Course 3059) teaches students to use the new NetWarefeatures in Novell Open Enterprise Server as well as how to install these services in a mixedoperating system environment that includes SUSE Linux. The course will include multiple labexercises to practically apply course concepts and reinforce proficiency in the following areas:

Evaluating the benefits of using Novell Open Enterprise Server Upgrading an existing NetWare 6.5 server to Open Enterprise Server—NetWare Installing Novell Open Enterprise Server—Linux Managing Open Enterprise Server servers in a mixed operating system environment Implementing infrastructure services Configuring authentication to an Open Enterprise Server—Linux server through Novell

eDirectory Implementing Open Enterprise Server storage services Implementing file system access on Open Enterprise Server servers Implementing end-user services, including Novell iPrint, Novell eGuide and Novell Virtual

Office

PREREQUISITES Before attending this course, students should have experience with NetWare 6.5 through training oron-the-job experience.

AUDIENCE The primary audience for this course consists of NetWare administrators who have some NetWare6.x training or experience and who want to implement Novell services in a mixed Linux-NetWareOpen Enterprise Server environment. While familiarity with SUSE Linux (or some other Linuxdistribution) is not required, Novell recommends the Novell Certified Linux Professional certificationor equivalent knowledge of the SUSE Linux Enterprise Server operating environment.


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This course is for customers who have NetWare 6.5 experience and wantto learn to manage the same services on a Linux server

SECTION #4SELLING NETWARE TRAINING AND CERTIFICATION


NetWare 6.5 is one of the most reliable foundations for deploying business-critical, open source–enabled solutions in the world. It is the obvious choice for hosting myriad services that increasenetwork availability and user productivity and decrease the costs of doing business.


With which NetWare courses offered by Novell should you be familiar?

Foundations of Novell Networking: NetWare 6.5 (Course 3016)

Upgrading to NetWare 6.5 (Course 3018)

Novell Network Management: NetWare 6.5 (Course 3042)

Advanced Novell Network Management: NetWare 6.5 (Course 3043)


Ask these questions to discover NetWare training opportunities in your customer accounts.

What is your company's network operating system strategy?

Do you have any new engineers on staff who have been assigned to help manage yournetwork infrastructure?

Do you have any engineers on staff who need to upgrade their skills by learning aboutadvanced NetWare administration and network security features?

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What NetWare courses and NetWare certifications are available fromNovell?

Which classes should I recommend to clients looking for basic NetWaretraining?

Which classes should I recommend to advanced NetWare users?

NetWare Training Courses

Foundations of Novell Networking: NetWare 6.5 (Course 3016)Foundations of Novell Networking: NetWare 6.5 (Course 3016) is designed to enable entry-levelnetworking professionals to perform common administrative tasks using NetWare 6.5. Students willinstall NetWare 6.5 and perform tasks often required of employees who provide front-line support fora NetWare 6.5 installation and/or serve as entry-level administrators of a small- to medium-sizednetwork. This course will introduce students to the high-availability solutions NetWare 6.5 providesthat make it a stable and powerful kernel and operating system for deployment in small businessesto enterprise environments. During the course, students will do the following:

Install NetWare 6.5 and the Novell Client Set up and manage user objects in Novell eDirectory Manage storage and file services Implement file and eDirectory rights Manage print services Set up Virtual Office in NetWare 6.5 Manage and remotely manage the NetWare 6.5 server


Knowledge of or experience with NetWare 5.x or NetWare 6 Knowledge of or experience integrating NetWare and eDirectory with other operating

systems Knowledge of or experience deploying Web servers such as Apache

AUDIENCEThis course is the introductory course for the NetWare Certified Novell Engineer curriculum. Theintended audience for this course includes Novell customers who have 1) one year or less ofexperience in entry-level network administration, 2) completed the study or certification requirementsfor this course or 3) intentions to achieve the Novell Certified Novell Administrator certification.

COURSE DETAILSNumber of days: FiveTraining options: Instructor-led or self-study

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This course is for customers who need entry-level NetWare 6.5administration skills.

Certified Novell Administrator

Certified Novell Administrators provide companies direct support for software users in various workenvironments, including professional offices, small businesses, workgroups, departments andcorporate IT.

Individuals pursuing the Certified Novell Administrator distinction should have a fundamentalknowledge of networking before learning the specifics of Novell networking. Novell stronglyrecommends individuals have a CompTIA Network+ certification before pursuing the Novell CertifiedNovell Administrator. In a recent survey, the vast majority of Certified Novell Administrators who hadobtained the Network+ certification prior to earning the Novell certification rated the CompTIAknowledge as “valuable to highly valuable” in preparing them to be Certified Novell Administrators.Achieving the Network+ certification ensures a good understanding of network implementation,support, media, topologies, protocols and standards—all necessary areas of knowledge tosuccessfully pursue the Certified Novell Administrator certification.

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Upgrading to NetWare 6.5 (Course 3018)Upgrading to NetWare 6.5 (Course 3018) is designed to provide hands-on experience usingNetWare 6.5 features and to illustrate how NetWare 6.5 lowers an enterprise's total cost ofownership, augments administrator and end-user productivity, and enhances business productivity.In the course, students will learn to do the following:

Identify the new features of NetWare 6.5 Upgrade a NetWare 5.1 server to NetWare 6.5 Install a new NetWare 6.5 server into an existing eDirectory tree Deploy business-continuity services Deploy end-user-productivity services

As part of the classroom instruction, students will work multiple lab exercises to help them practicallyapply course concepts and reinforce their proficiency with migration and installation utilities inNetWare 6.5 as well as with the administrator, end-user and developer services in NetWare 6.5. Thelearning objectives included in this course will help candidates prepare for the Certified NovellEngineer certification exam.


Knowledge/experience with NetWare 5.x and/or NetWare 6 Knowledge/experience integrating NetWare and eDirectory with other operating systems Knowledge/experience deploying Web servers, especially Apache Web server

AUDIENCEThis is the “upgrade” course for the NetWare Certified Novell Engineer curriculum. The intendedaudience for this course includes Novell customers who 1) have administration experience withNetWare 5.x and/or NetWare 6 2) meet the prerequisites for this course and/or 3) have intentions toachieve the Novell Certified Novell Engineer certification.


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This course is for customers who have experience in NetWare 5.x or 6 whowant to learn about managing a NetWare 6.5 network.


Novell Network Management: NetWare 6.5 (Course 3042)This course teaches the basic, critical skills needed to manage a NetWare 6.5 network:

Managing client software on a NetWare 6.5 network Building a TCP/IP network using NetWare 6.5 Managing NetWare 6.5 servers Managing NetWare 6.5 Web and application servers Managing NetWare 6.5 encryption Optimizing eDirectory performance Managing Novell licensing Managing the Novell Storage System (NSS) file system Planning and managing a NetWare 6.5 upgrade


Foundation of Novell Networking (Course 3016) or equivalent experience Knowledge of terminology, hardware and practices—such as routers, hubs, switches,

backbones and subnets—commonly used in medium-to-large enterprise networks

AUDIENCEThis course is for students who have entry-level experience managing computer networks. Thiscourse does not require occupational experience with Novell products; however, it does assumesome prior knowledge of NetWare 6.5.


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This course is for customers who are new to NetWare 6.5 and wantfundamental NetWare 6.5-management skills.


Advanced Novell Network Management: NetWare 6.5 (Course 3043)This course is designed to provide hands-on experience using NetWare 6.5 features and to illustratehow NetWare 6.5 lowers an enterprise's total cost of ownership, augments administrator and end-user productivity, and enhances business productivity. As part of the classroom instruction, studentswork through lab exercises to apply course concepts. The exercises also reinforce proficiency withNetWare 6.5 migration and installation utilities as well as with various developer services. In thecourse, students will learn to do the following:

Migrate to NetWare 6.5 Consolidate servers Troubleshoot network performance Troubleshoot server performance Troubleshoot eDirectory performance Manage server storage Implement advanced storage services Implement RAID Deploy Novell Identity Manager Deploy Novell Branch Office


Knowledge of or experience with NetWare 6.5 Knowledge of or experience with eDirectory Knowledge of or experience managing NetWare storage Familiarity with network hardware and conceptual knowledge of the Open Systems

Interconnection (OSI) model, topologies and various protocols

AUDIENCEThis is the advanced server-management course for the NetWare 6.5 Certified Novell Engineercurriculum. The intended audience for this course includes Novell customers who haveadministration experience with NetWare, meet the prerequisites for this course and intend to achievethe Certified Novell Engineer 6.5 distinction. COURSE DETAILSNumber of days: Five Training options: Instructor-led or self-study

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This course is for customers who are already using NetWare 6.5 and wantsome advanced network management skills.

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

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There are currently two Certified Novell Engineer tracks—the NetWare 6 track and the NetWare 5track. The NetWare 6 Certified Novell Engineer roadmap is depicted in this student guide. Foradditional detail on the NetWare 6 track or a depiction of the NetWare 5 roadmap, please visit thefollowing sites:

www.novell.com/training/certinfo/cne/nw6.htmlwww.novell.com/training/ /cne/nw5.html

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Handling Objections

OBJECTION

With the release of Open Enterprise Server and Novell Linux offerings, does it make sense for me topursue additional NetWare training?

RESPONSE

Yes. NetWare continues to be an effective technology foundation for hundreds of thousands ofbusinesses around the world. Many advanced services taught in these NetWare training coursesapply to Open Enterprise Server, which allows you to use familiar NetWare services with either aNetWare foundation or a SUSE Linux foundation.

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Activity 3

Let’s see how much you know about Open Enterprise Server and NetWare training courses andcertification programs.

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Exercise #1

Match the course description with the course name:

____ 1. This course includes lab exercises that reinforce the students’ hands-on networkmanagement skills, including installation, migration and developer services.

____ 2. This course is designed to enable entry-level networking professionals to performcommon administrative tasks using NetWare 6.5.

____ 3. This course shows students how to perform basic SUSE Linux Enterprise Serveradministration tasks.

____ 4. Students learn how to install and configure basic Open Enterprise Server services onNetWare and SUSE Linux servers.

____ 5. Students install NetWare 6.5 and perform tasks often required of employees whoprovide front-line support for a small- to medium-sized network installation.

____ 6. Students learn how to upgrade a NetWare 5.1 server to NetWare 6.5 and deploy end-user productivity services.

____ 7. This course focuses on basic network management skills, including the managementof NetWare 6.5 servers, NetWare 6.5 Web and application servers and NetWare 6.5 clientsoftware.

A. Deploying Novell Open Enterprise Server (Course 3059)

B. Foundations of Novell Networking: NetWare 6.5 (Course 3016)

C. Upgrading to NetWare 6.5 (Course 3018)

D. Novell Network Management: NetWare 6.5 (Course 3042)

SECTION #5

SELLING NOVELL EDIRECTORY TRAINING


Novell eDirectory provides high-end directory services that allow businesses to manage identities andsecurity access for employees, customers and partners.


Fundamentals of Novell eDirectory (Course 3017)

Novell eDirectory Tools and Diagnostics (Course 3007)


Ask these questions to discover Novell eDirectory training opportunities in your customer accounts:

What is your company's directory strategy?

Is your company currently taking full advantage of eDirectory?

Would you like your engineers to learn new skills that would allow them to better plan,organize and manage your eDirectory tree?

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What types of eDirectory training are available from Novell?

Do I have any clients whose businesses depend heavily on eDirectory foridentity management or access control?

Do I have any customers who are looking to implement or enhance theirdirectory infrastructures?

Answers to Activity #3 Exercise #1 1. E 2. B 3. A 4. A 5. B 6. C 7. D Exercise #2 B

eDirectory Training Courses

Fundamentals of Novell eDirectory (Course 3017) Fundamentals of Novell eDirectory (Course 3017) enables IT professionals to perform directory-related administrative tasks using eDirectory 8.7.3 on a cross-platform network that includesNetWare 6.5, Windows 2003 Server and SUSE Linux Enterprise Server 8.1. Students will learn thedesign principles key to planning an optimized eDirectory tree, and the critical infrastructureprocesses that enable eDirectory to reliably maintain and securely replicate directory data on cross-platform servers over LANs and WANs.


Experience with proprietary operating systems, particularly NetWare 6.5 and Windows 2003 Familiarity with a Linux server and management tasks performed on a Linux server Fundamental knowledge of networking technologies such as DNS/DHCP and TCP/IP

AUDIENCEThis course is intended for network administrators and other network-management professionalswho have little or no experience using eDirectory and who are planning to implement eDirectory on amixed-platform or homogeneous-platform network.


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This course is for customers who need to know how to manage aneDirectory environment on a cross-platform network.

eDirectory Training Courses

Novell eDirectory Tools and Diagnostics (Course 3007)This is a practical-skills course that addresses advanced eDirectory network management andtroubleshooting skills. It focuses on preventing, diagnosing and solving problems related toeDirectory communication, synchronization, caching and replication processes and covers suchintegral tasks as server maintenance, database backup and disaster prevention and recovery.

PREREQUISITES Students should have the following knowledge base:

Novell Course 520, 560 or 3001 (or equivalent experience) Novell Course 525, 570 or 3004 (or equivalent experience) Novell Course 532 or 575 (or equivalent experience) Novell Course 801, 580 or 3005 (or equivalent experience) Familiarity with terminology, hardware and practices commonly used in large enterprise

networks such as routers, hubs, switches, backbones and subnets Certified Novell Engineer certification in NetWare 4, NetWare 5 or NetWare 6 or equivalent

experience

AUDIENCE This course is geared specifically toward students who have extensive experience managing Novellnetworks.

COURSE DETAILS Number of days: Five Training options: Instructor-led or self-study

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This course is for customers who need practical eDirectory management anddiagnostic skills.

SECTION #6SELLING NOVELL IDENTITY MANAGER 3

Product Listing and OverviewIn today’s environment, businesses and governments are faced with the challenge of keeping theirsystems open and accessible while maintaining security and control. Novell® Identity Manager 3helps keep the balance by providing customers, partners and employees with simplified, seamlessWeb access based on open standards for a secure and agile enterprise.


Novell Identity Manager 3 Fundamentals (Course 3065 v1.0)


Ask these questions to discover Novell Identity Manager training opportunities in your customeraccounts:

What is your company's strategy around security and identity?

Is your company currently taking full advantage of all the features in Identity Manager?

Since upgrading to Identity Manager 3, have you been able to bring all your engineers up tospeed on the latest version?

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Do I have any clients who may have recently upgraded to Identity Manager3?

Are there different Identity Manager courses available for my clients?

Have I provided NetWare or other Novell training services to customerswho may also need Identity Manager training?

Identity Manager Training Courses

Novell Identity Manager 3 Fundamentals (Course 3065 v1.0)

This course teaches students how to perform the following Identity Manager 3 administrative tasks:

Help design and implement an Identity Manager solution based on specific businessrequirements (with the assistance of a qualified Identity Manager solution provider)

Install Identity Manager 3 on Novell Open Enterprise Server Linux and NetWare platforms Perform basic configuration and implementation tasks for the Identity Manager eDirectory

and Active Directory drivers (using default settings) Perform basic administrative and configuration tasks for Identity Manager policies and filters Implement and manage simple role-based entitlements Install and use Identity Manager Designer to perform basic import, export, and deployment

tasks Configure and implement password synchronization Implement and use Novell Audit logging with Identity Manager Install the Identity Manager user application Use and perform basic Identity Manager user application self-service and administrative

tasks

PREREQUISITESStudents should have a basic understanding of the network and networking (as introduced in theCompTIA Network+ certification) and have knowledge of or experience with administering databasesand a Directory (such as eDirectory or Active Directory).

AUDIENCEAlthough students should be familiar with eDirectory and related tools (such as iManager), no IdentityManager experience is required. This course is ideal for those who are system administrators,integrators, engineers, networking consultants, reseller support staff or new Identity Managercustomers who have been tasked with administering or implementing Identity Manager 3. Studentsattending this course should have some basic knowledge of SUSE Linux, or another Linuxdistribution. Students who need to manage Identity Manger 3 running on a Linux platform in aproduction environment need to have CLP certification-equivalent knowledge of SUSE LinuxEnterprise Server 9.


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This course is designed to help students learn the basic concepts of NovellIdentity Manager 3 as they install and use the product with few configuration

changes.

Identity Manager 3 Learning Path

By attending a Novell training course, customers can discover how Novell Identity Managercan maximize their business. The learning path below can help you identify which trainingis best for your customers:

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SECTION #7SELLING NOVELL ZENWORKS TRAINING


Novell ZENworks allows companies to manage the entire lifecycles of their desktops, laptops,servers and handheld devices. This comprehensive resource-management solution offers advancedsoftware delivery, inventory, patch management, remote capabilities and more. Through Policy-driven Automation, ZENworks decreases administrative burdens and increases enterprise-widebusiness efficiency.


ZENworks 6.5 Desktop Management (Course 3041)

ZENworks 7 Desktop Management Administration (Course 3062 v1.0)


Ask these questions to discover Novell ZENworks training opportunities in your customer accounts:

What is your company's resource-management strategy?

Is your company currently taking full advantage of all the features in ZENworks?

Since upgrading your ZENworks software, have you been able to bring all your engineers up tospeed on the latest version?

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Do I have any clients who may have recently upgraded to ZENworks 7

Are there different ZENworks courses available for my clients?

Have I provided NetWare or other Novell training services tocustomers who may also need ZENworks training?

ZENworks Training Courses

ZENworks 6.5 Desktop Management (Course 3041)This course teaches students to manage policies, applications, workstations and inventory usingZENworks 6.5 Desktop Management.


CompTIA A+ certification, Novell Courses 1105 and 1106 or equivalent experience CompTIA Network+ certification, Novell Course 3003 or equivalent experience Novell Course 3016: Foundations of Novell Networking or equivalent experience

In addition, students must be familiar with the following: Desktop administration Thin-client administration Web administration

AUDIENCEThis course is for students seeking the Certified Novell Engineer certification or for those who want toimprove their skills in managing network users.


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This course is for customers who are looking for basic ZENworks 6.5management skills.

ZENworks Training Courses

ZENworks 7 Desktop Administration (Course 3062 v.1)

This course explores many key management features in Novell ZENworks 7 Desktop Management.Ideal for NetWare administrators—even those without prior ZENworks experience—this coursefocuses on basic administrative tasks, including the installation and configuration of ZENworks 7Desktop Management services on Novell Open Enterprise Server—Linux.

.


experience with Novell eDirectory 8.7.3 or later Basic experience with any networked Linux desktop or server is recommended but not

required.

AUDIENCEWhether you're a ZENworks expert or new to the benefits of desktop management, this courseprovides valuable instruction. The audience for ZENworks 7 Desktop Management Administration(Course 3062 v1.0) includes a diverse group of professionals:

COURSE DETAILS

Number of days: Five (if taken as classroom training)

Training options: Instructor-led and self-study

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This course is for customers who are upgrading to ZENworks 7management skills.

SECTION #8SELLING NOVELL GROUPWISE TRAINING


Novell GroupWise 6.5 is a comprehensive collaboration environment for organizations of any size—from small- to medium-sized businesses to enterprises. Administrators can rest well knowingGroupWise is highly secure, easy to manage and always available. Products that scale effectively inlarge organizations deliver a low total cost of ownership. And end users enjoy a powerful and intuitiveclient interface with advanced features for mobile or deskless workers.

Current Course Listing

GroupWise 6.5 Administration (Course 3014)

GroupWise 7.0 Administration (Course 3063 v1.0)


Ask these questions to discover Novell GroupWise training opportunities in your customer accounts:

What is your company's collaboration/e-mail strategy?

Is your company currently taking full advantage of GroupWise?

Would you like your engineers to learn new skills that would allow them to better manageyour e-mail infrastructure?

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Do I have any clients who recently moved to GroupWise or upgraded theirGroupWise implementations?

Have I provided Novell Training Services to companies that may also needGroupWise training?

GroupWise Training Courses

GroupWise 6.5 Administration (Course 3014) This course prepares students to become effective and competent GroupWise 6.5 administratorsand teaches them how GroupWise 6.5 can address their organizations’ business messaging andcollaboration needs. Students who take this course will learn how to do the following:

Install GroupWise Perform basic administration tasks Maintain a GroupWise system Install and configure the GroupWise Internet Agent (GWIA) Optimize GWIA properties Expand the GroupWise system Maintain the expanded system Install and configure WebAccess Troubleshoot GroupWise WebAccess Troubleshoot GroupWise connectivity Install and configure GroupWise Messenger Install and configure GroupWise Monitor

PREREQUISITESStudents must have a basic knowledge of e-mail administration.

AUDIENCEThis course is for students new to GroupWise who want to become proficient at implementing andadministering GroupWise 6.5.

COURSE DETAILS: Number of days: Five Training options: Instructor-led or self-study

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This course is for customers who are new to GroupWise and want tobecome proficient at implementing and administering GroupWise 6.5.

GroupWise Training Courses

GroupWise 7.0 Administration (Course 3063 v1.0)

Starting with basic skills—such as installation and configuration—this course becomes graduallymore complex, teaching you how to expand your system and manage GroupWise WebAccess,Messenger and Monitor.

During this course, you will learn how to complete the following tasks: Install and configure a basic GroupWise system on Open Enterprise Server—NetWare Administer and maintain a basic GroupWise system Install, configure and optimize GWIA Expand and monitor a GroupWise system Install and configure GroupWise WebAccess and Novell Messenger Install and configure a basic GroupWise system on Open Enterprise Server—Linux

PREREQUISITES

Before taking this course, you should have an understanding of the following:

CompTIA A+

CompTIA Network+

Foundations of Novell Networking (Novell course 3001 or 3016)

Novell Network Management (Novell course 3004 or 3042)

AUDIENCEWhether you're a GroupWise expert or new to the benefits of world-class collaboration, this courseprovides valuable instruction. The audience for GroupWise 7.0 Administration (Course 3063 v1.0)includes a diverse group of professionals:

NetWare CNAs or those with equivalent experience GroupWise system administrators, integrators and engineers Networking consultants Reseller and partner technical-support staff New GroupWise customers

COURSE DETAILS:

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This course is an in-depth look at GroupWise 7.0 administration andhands-on experience performing many essential tasks

Number of days: Five (if taken as classroom training)

Training options: Instructor-led and self-study

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Master Certified Novell Engineer

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

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Handling Objections

OBJECTION

We're currently very happy with our GroupWise implementation. I'm interested in advancing myGroupWise administration skills, but I don't know what the future market for these skills will be.

RESPONSE

The market for GroupWise administration skills, like the market for GroupWise, has seen significantgrowth as companies recognize the benefits of running a more stable, more secure, trouble-freecollaboration environment.

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Activity 4

Let’s see how much you know about Novell eDirectory, Identity Manager, ZENworks and GroupWisetraining offerings.

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1. The CIO of Signature Services LLC is interested in finding out what ZENworks6.5 can do for his organization. Which of the following best describes theprimary value proposition of Novell ZENworks 6.5?

A. ZENworks 6.5 enables network administrators to centrally controluploading and downloading activity through local computer devicessuch as USB, FireWire, WiFi and Bluetooth adapters.

B. ZENworks 6.5 is a comprehensive resource-management solution thathelps companies manage the lifecycles of their desktops, laptops,servers and handheld devices.

C. ZENworks 6.5 is a resource-management tool that offersadministrators point-and-click access to Web-based applicationshosted by external organizations.

D. None of the above

2. One of your clients wants to know if continuing education on GroupWise willbe a wise investment for the future. What can you tell her about GroupWiseand GroupWise administration skills that will ease her mind?

A. The market for GroupWise—and GroupWise training—continues to growas companies recognize the benefits of running a trouble-freecollaboration solution.

B. Because GroupWise uses the same administration tools as Lotus Notesand Microsoft Exchange, GroupWise administration skills transferdirectly to the other major collaboration environments.

C. Because GroupWise uses the YaST Linux-management console, aninvestment in GroupWise administration is an investment in opensource experience and skills.

D. Because Novell GroupWise training courses are designed with aNetWare platform implementation in mind, students learn twovaluable Novell technologies, which increase the value of theirtraining.

Answers to Activity #4 1. B 2. A

SECTION #9NOVELL TRAINING SERVICES: SALES TIPS, TRICKS AND RESOURCES

In the Loop Newsletter

The In the Loop newsletter is an HTML-formatted e-mail designed specifically for Novell TrainingServices partners. It provides detailed information on important course, program and promotioninformation relevant to you and the work you do positioning and selling Novell training courses.

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Where can I go to get the resources I need to successfully position andsell Novell training courses?

What resources are available to keep me informed about Novelltraining courses and test information?

In t

he L

oop

New

slet

ter

Channel Link

Channel Link is the comprehensive Novell partner portal that gives authorized training partnersaccess to the following resources they need to successfully sell Novell Training Services:

WebChat with the Novell Customer Response Team

Unique sales tools

Additional sales training

Product information

Customer success stories

Partner events information

Log in to Channel Link at www.novell.com/training/authorizedpartner

Course and Test Highlights

The Novell Course and Test Highlights document provides Novell Training Services partners with acomprehensive, current listing of Novell training courses and associated tests. It also announces anyrecently released courses or tests, recently discontinued courses or tests, and courses or tests thatare pending discontinuation.

To access the Novell Course and Test Highlights document, just look for the link in your monthly Inthe Loop newsletter or visit Channel Link at www.novell.com/training/authorized.partner

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Chan

nel L

ink

Novell Practicum Testing Opportunities

With the release of the Novell Certified Linux Engineer 9 and Novell Certified Linux Professionalpracticum exams, Novell now has an exam that can be offered via any computer with an Internetbrowser. This state-of-the-art testing model no longer requires a third-party test driver to serve theexam, which means Novell Authorized Training partners can now participate in the testing process.

In fact, Novell Training Services partners retain the exam fees above and beyond the $100 that mustbe remitted to Novell for every Novell practicum exam delivered. The suggested retail price for Novellpracticum exams is currently U.S. $195.

For additional details on offering Novell practicum exams, please visitwww.novell.com/training/practicumtest

Training Locator

The Training Locator gives Novell Authorized Training partners a great opportunity to announce theavailability of specific Novell courses to students looking for training in specific regions.

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Trai

ning

Loc

ator

Activity 5

Let’s see how much you know about the sales tips, tricks and resources available to you in sellingNovell training and certification offerings.

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1. Which of the following correctly names the Novell service that allows Novell Training

Services partners to publish the availability of local courses to students searching for that

training on the Novell Web site?

A. Novell Course Search

B. The Training Course Finder

C. The Novell Education Search Tool

D. The Training Locator

2. How can Novell Training Services partners participate in the testing process associated

with the Novell Certified Linux Professional and the Novell Certified Linux Engineer 9

practicum exams?

A. Novell Training Services partners can offer Novell practicum exams themselves and

can retain any exams fees beyond the $100 that must be remitted to Novell.

B. Novell Training Services partners who meet all of the qualifications can register as

a Prometric testing center for as little as $100 per year.

C. Novell Training Services partners can offer Novell practicum exams to their own

employees for a discounted price of $100.

D. None of the above

Summary of Key Messages

The market for IT training and certification is large—and growing!

Novell provides practical, job-related training and certification offerings that include bothlong-standing, proven certifications like the Certified Novell Engineer as well as hot newindustry certifications like the Certified Linux Professional.

There are more than 50 Novell training courses and seven unique Novell certification pathsfrom which your clients can choose.

Significant training opportunities can be discovered if you know which questions to ask!

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Answers to Activity #5 1. D 2. A

Documents

Novell Certified Training Salesperson Course · Welcome to the Novell Certified Training Salesperson course. In it, you will learn about the Novell training and certification offerings