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PartnerNet Program - Solution Provider FAQ

Program Overview

The PartnerNet Portal

Novell Solution Provider Program

Sales Specialist Certifications

Technical Specialist Certifications

Business Planning

Program Benefits

Program Overview

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What value does the PartnerNet Program create for me as a partner?
If the customers you serve are in need of expertise in key areas such as Linux, Identity and Security Management, Systems and Resource Management and cross-platform networking services, you will want to join forces with Novell.

The Novell PartnerNet Program works with your business model and defines a mutually beneficial business relationship with Novell based on your commitment, contribution and competence in specific solution areas. Customers will recognize you as a natural extension of Novell and you can easily position yourself as their partner of choice. The Novell PartnerNet Program will provide you with the tools and services required to grow business on the foundation of Novell`s value proposition to customers.

As a Novell partner, you are entitled to market yourself as a member of the Novell partner community, using the Novell PartnerNet brand, which is recognized by customers worldwide. In addition, Novell is providing a set of tools and services, sales support and marketing campaigns for co-branding and much more, so at any time you will benefit from the power of the Novell brand in the marketplace. Novell also promotes you as a strategic partner in your area of specialization by including your company in the on-line Novell Partner Locator at http://www.novell.com/partnerlocator

What are the 4 Partner tracks available in the PartnerNet Program?

  1. Solution Provider Track
    • Includes a new value proposition through partner specialization to support the needs of our solution providers and their customers
  2. Training Partner Track
    • Addresses the needs of academic and commercial training partners.
  3. Technology Partner Track
    • Enables ISVs and IHVs to license Novell technology, develop/certify their products.
  4. Distributor & Fulfillment Partner Track
    • Meets the unique requirements of our distributors and software fulfillment agents

I want to join two different "tracks" (partner types) within the PartnerNet Program; for example, as both a Training Partner and a Solution Provider. Can I do this?
Yes, it is possible for a partner to join two different partner tracks if your business model has multiple focuses. A partner would need to meet the requirements for each program, register separately and pay the program fee for each track.

The PartnerNet Portal

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How will the PartnerNet Portal make it easier for me to partner with Novell?
The new partner portal at www.novell.com/partners provides you with a complete picture of your Novell business. This fully integrated portal allows you complete management of all aspects of your PartnerNet membership, provides access to new tools and reports and gives you the ability to measure, manage and maximize your Novell sales opportunities more effectively.

Who can access the PartnerNet Portal and how can I get access?
Anyone that is listed in your PartnerNet account as a partner contact; is granted access to the portal. Each Novell partner has a key contact person who manages all the contacts for their company within the portal. As the key contact person adds or remove contacts, their access to the portal will be granted or removed.

As the Administrator of my companies PartnerNet membership, how do I easily enter all my companies contacts?
Simply login to the PartnerNet Portal and under Quick links click on "User Management". Then click "Add contact" and you will be able to enter the email addresses of all your company contacts. When complete, just click "Add" and an email is automatically sent to each contact inviting them to login to the PartnerNet Portal and complete their personal profile.

Novell Solution Provider Program

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What does Specialization mean for Solution Providers?
PartnerNet has been designed to reflect and recognize the areas of business you already specialize in today. Within the Solution Provider track, we are now categorizing our Partners according to their strengths and focuses within four key areas of solution specialization namely: Linux, Security & Identity Management, Systems & Resource Management and Workgroup. Platinum and Gold Solution Providers are required to specialize in at least one area. Silver Solution Providers have the opportunity to specialize in either Linux or Workgroup solutions, as a key growth area.

Novell provides certifications around these specializations, arming partners with the skills and expertize they need to successfully sell and implement the solution.

This focused approach will not only improve our ability to assist you with generating new and incremental revenue, but also give customers increased confidence in knowing that they are dealing with Novell partners who offer specific expertize and specific solutions. You are able to differentiate yourself better, while customers will find it easier to identify Partners offering the skills and experience they require to design and implement a Novell solution.

How is Novell going to help me gain these specializations?
Novell is committed to providing partners with the training resources, investments and support necessary to successfully qualify for certification. Through increased investment and focus, Novell will enable partners by delivering a range of flexible learning options that include partner-specific technical skills assessments, online modules and testing, instructor-led training courses and various self-study options.

Can I specialize in more than one area?
Yes, it is possible for a partner to specialize in more than one area, provided the minimum requirements for each specific specialization are met. These requirements include providing proven customer references, specialist sales and technical certifications, business planning and new business revenue commitments within specialization. Any additional specializations must be acquired at the same program level (Silver, Gold, Platinum) as you have committed to.

Is there any additional cost to my company having more than one specialization?
No. A solution provider pays a single, annual program fee and may become a Specialist in multiple areas provided they meet the minimum program requirements

What is the difference between belonging to the Novell Reseller Community and joining PartnerNet at the Silver partner level?
The Novell Reseller Community is suitable for partners who are interested in Novell, but are not quite ready to join the Novell PartnerNet program. It allows new partners to register their company with Novell and provides access to basic information via the PartnerNet Portal and PartnerNet Newsletters.

The Silver level is the entry-point into the PartnerNet program for partners wishing to develop a deeper relationship with Novell. It provides partners with a set of program benefits and the opportunity to develop their skills and progress within the program by Specializing in focused solution areas.

As a new partner, how long do I have to meet the requirements for the PartnerNet program?
Yes. The PartnerNet program supports the concept of a "partner life-cycle" and focuses on managing the ongoing development of a partner.

There are no minimum requirements when a partner initially joins the PartnerNet program. All new partners enter the program at the Silver Solution Provider level and have the opportunity to "move up" within the program by Specializing in one or more solution areas. To do that a partner must first meet all program requirements for that Specialization and then request to be upgraded to a specialist certification e.g. a Silver Specialist, Gold Specialist or Platinum Specialist. This request can be done at any time and requires Novell approval .

Why do I need to provide Novell with Customer References specific to my area of Specialization?
In order for Novell to feel confident about certifying a partner as a "Specialist" in a particular solution, the partner needs to demonstrate they have actual "real world" experience and success in implementing these solutions with end-user customers. Customer References are valid and counted towards your program requirements for 12 months from the date they are submitted and approved.

What is my annual PartnerNet membership date and how does this relate to my level and/or specialization within the PartnerNet program?
The PartnerNet membership date is recognized as the date that the annual program fee is paid. This can occur on any day of the year and is determined by the date the partner originally joins the program.

Note: The payment of the program fee does not guarantee that the Partner will remain at their current program level for a full year. For example: At any time during the year, a partner may request to be upgraded a level e.g. Silver to Gold or may move to a lower level if they are not meeting the minimum program requirements.

Why are the Gold and Platinum program fees the same?
The program benefits that are delivered at each level reward the investment and commitment that a partner makes in meeting that program level requirement.

PartnerNet program fees should rather be considered a "participation membership fee" and not a "payment fee" directly linked to program benefits. In PartnerNet, Novell has established a standard program membership fee for both the Gold and Platinum levels.

Sales Specialist Certifications

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How many Sales & Technical Specialist Certifications are required to be certified as a Specialist Solution Provider?
Silver Specialist (Linux and Workgroup) = 1 Sales Specialist + 1 Technical Specialist Certification
Gold Specialists (All Specialists) = 2 Sales Specialist + 2 Technical Specialist Certifications
Platinum Specialists (All) = 4 Sales Specialist + 3 Technical Specialist Certifications

Can the same person achieve both a sales and technical specialist certification and have these count towards a partner's specialization requirements?
Yes. Within the program, Novell takes into account that within smaller solution providers, the same person often has a dual sales and technical role.

Is my company allowed to use the certifications of "contract workers" to meet the required number of sales and technical certifications?
No, only the certifications of full time employees of a partner can count towards the specialization requirements. This ruling is to prevent companies without adequate in-house skills unfairly qualifying for higher levels within the program. For example: Many partners outsource technical skills to 3rd Party companies on an "as needed" basis for specific Novell projects.

Why do I need a Certified Novell Salesperson (CNS) certification for specialization when I am only going to focus in one area?
In 2008, Novell has simplified the entire Sales certification process by providing a single curriculum and single online test for each area of Sales Specialization. A specific certification course and test will now be abailable for each of the four different areas of the four different areas of Specialization.

For example:

  • Certified Novell Salesperson (CNS) - Workgroup
  • Certified Novell Salesperson (CNS) - Linux
  • Certified Novell Salesperson (CNS) - Systems & Resource Management
  • Certified Novell Salesperson (CNS) - Identity & Security Management


This allows a partner to choose the CNS course most relevant to their area of Solution Specialization, complete the courseware and take the test. Successful completion of the test results in their Sales Specialist Certification.

I've been selling in my specialty area for years, can I get an "exception" based on my experience level and not complete the training?
No, but experienced participants can easily test out of the required exams significantly decreasing the time required.

How much time will a sales person need to invest to become a specialist?
The time required to complete specialization will vary by individual and the specialization area. A participant completely new to the specialization area should expect to spend about 8 hours maximum. (Roughly 2 hours on the general Novell content and an additional 6 hours in specialized product and sales content.)

How much does it cost for sales specialization courses?
Sales specialization courses and exams are offered free. They are all available online so participants can complete the courseware as their schedule allows.

Will the course materials be available in my native language?
Novell is planning to localize both courseware and exams into English, French, German, Spanish, Portuguese, Italian, Japanese, Simplified Chinese and Traditional Chinese.

Technical Specialist Certifications

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How many Sales & Technical Specialist Certifications are required to be certified as a Specialist Solution Provider?
Silver Specialist (Linux and Workgroup) = 1 Sales Specialist + 1 Technical Specialist Certification
Gold Specialists (All) = 2 Sales Specialist + 2 Technical Specialist Certifications
Platinum Specialists (All) = 4 Sales Specialist + 3 Technical Specialist Certifications

Can the same person achieve both a sales and technical specialist certification and have these count towards a partner's specialization requirements?
Yes. Within the program, Novell takes into account that within smaller solution providers, the same person often has a dual sales and technical role.

Is my company allowed to use the certifications of "contract workers" to meet the required number of sales and technical certifications?
No, only the certifications of full time employees of a partner can count towards the specialization requirements. This ruling is to prevent companies without adequate in-house skills unfairly qualifying for higher levels within the program. For example: Many partners outsource technical skills to 3rd Party companies only on an "as needed" basis for specific Novell projects.

Where do I learn more about the Specializations?
You can find these Learning Paths at www.novell.com/partners/solution

What is required to achieve each Partner Specialist Certification?
To pass the test(s) identified in each Specialization offering.

What should a candidate do to prepare for a Specialization exam?

  • Understand the competencies in the specialization
  • Take the corresponding Technical Skills Assessment
  • Utilize the Learning Resources available through Training Services

What exam(s) do Solution Partners need to meet the various Partner Technical specialization requirements?

Linux

  • Test 050-697 Novell CLP 10
  • Test 050-698 Novell CLE 10

ISM

  • Test 050-713 ISM PartnerNet Specialization: Identity Manager 3.5
  • Test 050-714 ISM PartnerNet Specialization: Sentinel

SRM

  • Test 050-711 SRM PartnerNet Specialization: Systems Management track (ZCM)
  • Test 050-712 SRM PartnerNet Specialization: Data Center Management track (ZOS)
  • Test 050-718 SRM PartnerNet Specialization: Security Management (ZESM)

Workgroup

  • Test 050-716 Workgroup PartnerNet Specialization: Teaming & Individual Productivity: GroupWise
  • Test 050-717 Workgroup PartnerNet Specialization: Teaming & Individual Productivity: Teaming + Conferencing
  • Test 050-709 NCE Enterprise Services (OES2)

Why is there a charge for technical certification exams when sales certification exams are free?
Technical certifications certify the expertise to install and maintain a certain technology. We are certifying that an individual is trained, and has proven knowledge, when they have a technical certification from Novell. These tests go through extensive psychometric validation to ensure they are indeed proving knowledge. The testing channels then provide additional security where they are responsible to provide validation that candidates are indeed who they say they are and that no cheating or copying of tests occurs.

All of these steps serve to prove the candidate is qualified and that Novell is able to respond to any legal challenges that may occur as people manage the IT infrastructure and the precious data they are responsible for. We pride ourselves on the high value placed on Novell technical certifications and use authorized testing centers to maintain that quality level and help ensure customer satisfaction. These certifications, if falsely obtained, could potentially jeopardize the health of a customers business environment if they unknowingly employed based on this assumption.

Sales certifications test the knowledge or ability of a sales person to sell a particular product, which does not typically require the same in-depth level of knowledge expected from those installing or configuring a system. Because of this, many of the tests required are actually short quizzes and not lengthy exams. Requiring a sales person to complete each test at a testing center would require both an increased financial and time investment. We felt that a free, online option was more suitable to this audience. While we are concerned about potential irregularities with individuals taking advantage of the online availability, we felt the professional nature of our partner community outweighed these risks.

Will the course materials be available in my native language?

The only thing required to receive the certification is to pass the examination. We have chosen to focus on making the tests available in a variety of languages and not translate the courseware at this time.

Where can a candidate register for a test?
http://www.novell.com/training/testinfo/registration.html

What are the global test costs?
Prices on tests can be found at http://www.novell.com/training/testinfo/newexam_pricing.html

If a Solution Provider already employs people with current Novell Certifications, do they still have to meet the Partner Specialist Certifications requirements?
Yes. The only exceptions are the Novell Certified Linux Professional (CLP) 10 certification, the Certified Linux Engineer (CLE )certification, as well as the Novell Certified Engineer (NCE) certification which fulfill the PartnerNet specialization requirements in some Solution Areas. In other words, a partner who has a Novell CLP 10 or Novell CLE 10 today, will automatically qualify as a Linux Specialist in the PartnerNet program, as well as a partner who has a Novell Certified Engineer (NCE-ES) certification will qualify as a Workgroup Specialist in the PartnerNet program. Your status will be tracked in the certification database and may be viewed via Novell Login at: http://www.novell.com/training/certdb/

Are there Technical Skills Assessments (TSA) available for each specialization?
Yes, Novell recommends using a Technical Skills Assessment to aid in understanding where you might need more training and guide your learning path. More information on each TSA is available in the various Technical Specialization Sections at www.novell.com/training/assessment/

Business Planning

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Why is the completion of an annual Partner Business Plan a mandatory requirement for all Gold & Platinum Specialist partners?
Gold and Platinum partners are considered to be upper-tier partners and therefore essential that we have defined, mutually agreed goals that give all parties something to work towards. The Partner Business Plan is a practical working document created by the partner in conjunction with Novell. It serves as a common reference point for both partner and Novell allowing us to record, track and review key objectives, activities and actions for a specific Novell fiscal year. This will help develop our common Novell business and provides information required for planning and budgeting purposes.

Why does Novell review the Business Plan every 6 Months?
It is good business practice for Novell and the partner to review and update the business plan on a regular basis. This will typically take place halfway through the Novell fiscal year around April 30 and at the end around October 31.

How do I create a Business Plan?
Partners need to login to the Novell PartnerNet Portal, click on "Business Plan" link, select "New Plan" and complete all of the required fields. At any time click "Save" to save the plan. When you have finished the plan, click on "Submit" and the plan will be forwarded to Novell for review, discussion and final approval.

Why is the annual business plan and my Novell revenue target aligned with the Novell Fiscal year?
As a Novell partner it makes sense to build a business plan and conduct sales activities in sync with the Novell business cycle. It allows both Novell and the partner to "speak the same language" in terms of sales forecasting, opportunity management and the rewarding of partner rebates.

What happens if I don't make my revenue target?
Revenue objectives is an important part of successfully managing and executing any business plan. Commitment to generating revenue thresholds is an important part of our PartnerNet program and complements our planning and entitlements. Failure to meet these objectives drives the conversation on program suitability.

Program Benefits

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What is the difference between the Silver, Gold and Platinum partner benefits?
Please refer to the PartnerNet program benefits table at www.novell.com/partners

What changes are there to partner service requests for technical support?
Novell has significantly improved the level of support by offering an Unlimited number of Technical Service Requests for Specialized Products. In addition, Novell will continue to offer a limited number of Service requests per level (Silver, Gold, Platinum) for products that are outside the partners area of Solution Specialization.

How do I add a contact to my technical support contract?
The contact must first be added to the PartnerNet record. The PartnerNet Administrator for the partner can add contact in the PartnerNet Portal. Once the contact has been added, a request should be sent to the appropriate help desk.

Americas  PartnerNet-Americas@novell.com
Asia Pacific  PartnerNet-AP@novell.com
EMEA  PartnerNet-EMEA@novell.com

After the contact has been added to the partners support contract, they will be notified by email.

How many contacts can I have on our PartnerNet support contract?
Silver Partners receive one Service Request so they will be limited to one contact, Gold to two contacts and Platinum Partners to four contacts.

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