Book Page

Identity and Security Management

Welcome to the latest edition of the Certified Novell Salesperson Course, version 2008, for the Identity and Security Management specialization. We are excited to bring you updated materials on Novell, our technologies, and the Identity and Security Management solution area. Completing this course prepares you to take the Certified Novell Salesperson exam and obtain certification for your CNS 2008 Identity and Security Management specialization. CNS 2008 certification is the sales training requirement for Specialization within PartnerNet 2008.

-->

How to study the materials:

• View or download the video presentations and watch them. Or,
• Download and print the materials below and read them. Then
• Go to the testing page and take the online test.

Note: There are also supplementary files for modules you may wish to view or download.

You will need the Adobe Acrobat Reader™ in order to view PDF files. You can download this from the Adobe™ Web site. +

You may also need OpenOffice in order to open the Real, Win, Worth Worksheet. You can download this from the OpenOffice.org Web site. +

You can view the training online below. The online training is taught in English. You may also want to download the presentation (in OpenOffice or PDF format) and use it as you follow the training videos.

Module 1: Getting to Know Novell
This module will help you learn about the Novell strategy, and our ability to help customers decrease cost, reduce complexity and mitigate risk. You will also learn about new opportunities for partnering with Novell. An overview of tools and resources as well as how to sell Novell products under our licensing program are also addressed.

• Video Stream (~333M FLV file)
• Video Download (~286M M4V file)
• Video Download (~220M .OGG file)
• Study Guide PDF (~811K .PDF file)
• Presentation PDF (~7.0M .PDF file)
• Real, Win, Worth Worksheet (~ 30K .SXC file)
• Activity Worksheet (~ 49K .PDF file)

Module 2: Introduction to Identity and Security Management

This module gives you an overview of the market and why your customers need identity and security solutions from Novell. Learn what the threats are and how Novell addresses them. See why we're different in how we approach the issues. Learn what goes into developing a solid identity services foundation for your customers.

• Video Stream (~169M .FLV file)
• Video Download (~171M .MP4 file)
• Video Download (~104M .OGG file)
• Study Guide PDF (~1.8M .PDF file)
• Presentation PDF (~1.8M .PDF file)

Module 3: The Foundations of Identity and Access
This module revolves around the two primary Novell Identity and Security Management products that your customers need to build a strong foundation for identity and secure access: Novell Identity Manager and Novell Access Manager. Learn how Novell Identity Manager provides the identity and provisioning components necessary for exerting fine-grained control on user identity and for automating the provisioning process for increased efficiency and greater security. Then learn how Novell Access Manager adds comprehensive, identity-driven security and access control, whether users are accessing resources in the office or over the Web. Get an introduction to how Novell enables solutions like Federated Provisioning, and catch the vision on how you can help your customers increase operational efficiency and reduce costs, and align identity and security solutions with vital business goals like auditing and compliance.

• Video Stream (~209M .FLV file)
• Video Download (~209M .MP4 file)
• Video Download (~127M .OGG file)
• Study Guide PDF (~1.0M .PDF file)
• Presentation PDF (~1.0M .PDF file)

Module 4: Increased Security, Effective Compliance

This module will show you how identity and security management solutions can be applied to increase management and user efficiencies with products that offer identity-based storage and advanced single sign-on password control. Then see how you can apply Novell ZENworks to increase security with centralized IT control over users and objects on the network—including desktops, servers, handhelds, and more.

• Video Stream (Coming in February)
• Video Download (Coming in February)
• Study Guide PDF (~1.1M .PDF file)
• Presentation PDF (~1.8M .PDF file)

Module 5: Targeting, Positioning and Selling ISM Solutions
This module focuses on who to sell to, and why. With identity and security decisions reaching the boardroom more often, each constituent along the way becomes vital. Learn what drives decision-makers at each level. Then learn how to approach the sale based on the identity and security your customers' are facing. Knowing both gives you an edge when you approach a sale from either angle—and more often than not, today's ISM specialist will face both as you pursue the ISM sale.

• Video Stream (~130M .FLV file)
• Video Download (~129M .MP4 file)
• Video Download (~ 78M .OGG file)
• Study Guide PDF (~383K .PDF file)
• Presentation PDF (~435K .PDF file)

Module 6: Upsells, Partnerships and Tools
This module shows you how to leverage other Novell products and solutions to complement your Identity and Security Management sale, and to enhance the solution you develop for each of your customers. You'll also learn how Novell PartnerNet and how to make the most of its tools, training and interactive ecosystem to boost your opportunities for profit.

• Video Stream (~ 99M .FLV file)
• Video Download (~ 99M .MP4 file)
• Video Download (~ 60M .OGG file)
• Study Guide PDF (~1.2M .PDF file)
• Presentation PDF (~6.0M .PDF file)

Appendix A: MoneyMakers
Quick-reference sales tips for key Novell products are collected here. Use these two-page reminders to help you determine the opportunity, respond with a Novell solution, overcome objections, and find additional resources.

• PDF (~288K .PDF file)

Click here to take the CNS 2008 online exam. +

If you cannot open the PDF files, or see an empty "blank" page when you click on the .pdf link, press the "shift" and "reload" buttons on your keyboard to reload your browser. If you still cannot see the PDF file, follow these three steps to download the PDF file directly to your desktop:

1. Right-click on the link for the file you want to view.
2. A pop-up window will appear. Select the "Save Link As..." option
3. "Save" the PDF file to your desktop or a specific folder, and the PDF file can now be opened from your desktop.