Certified Novell Salesperson Course
2008 Edition

Self Paced Sales Training

Linux

Systems and Resource Management

Identity and Security Management

Workgroup

Linux

Welcome to the Linux edition of the Certified Novell Salesperson Course, version 2008. We are excited to bring you updated materials on Novell, our technologies, and key solution areas in the Linux space. Completing this course prepares you to take the Certified Novell Salesperson Linux Specialization exam and obtain your CNS 2008 Linux certification. CNS 2008 Linux certification is a requirement for Linux Specialization within PartnerNet 2008.

How to study the materials:
Download and print the materials below.

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 Novell 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. Ã,Â An overview of tools and resources as well as how to sell Novell products under our licensing program are also addressed.

Module 2: The Open Enterprise
This module explores the Open Enterprise and how organizations are becoming more open. Learn how Novell is addressing the specific challenges this brings to organizations. The SUSE Linux Enterprise Platform is introduced.

Module 3: Linux on the Server
This module teaches you how we have brought industry-leading Novell technologies to the Linux server. Learn how your customers can deploy Linux servers within their organizations with confidence, increasing choice, flexibility and reducing costs. SUSE Linux Enterprise Server is discussed in detail.

Module 4: Linux in the Data Center In this module you will learn about the specific challenges data centers face. Virtualization is a great solution for these challenges, and in this module you will learn about Novell technologies that can help manage these virtual machines. This module includes ZENworks Orchestrator.

Module 5: Linux on the Desktop
This module will help you position new alternatives for the desktop. Learn how your customers can reduce their dependence on a single vendor by taking advantage of Novell SUSE Linux Desktop.

Module 6: Opportunities, Partnerships and Tools
Learn how you can take advantage of some great opportunities with UNIX to Linux migrations and upsells into other Novell solution areas. Find out more about some of the alliances and partnerships we have in the Linux space. Last, but not least, we will show you some places where you can find additional information.

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 (288.4kB .PDF file)

Click here to take the CNS 2008 Edition 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:

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

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 Novell Web site. +

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.

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.

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 (~1.1MB .PDF file)
Presentation PDF (~1.8MB .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.

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.

PDF (~288.4kB .PDF file)

Click here to take the CNS 2008 Edition online exam. +

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

Systems and Resource Management

Welcome to the latest edition of the Certified Novell Salesperson Course, version 2008, for the Systems and Resource management specialization. We are excited to bring you updated materials on Novell, our technologies, and the Systems and Resource Management solution area. Completing this course prepares you to take the Certified Novell Salesperson exam and obtain certification for your CNS 2008 Systems and Resource 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 Novell Web site. +

Module 1: Getting to Know Novell
This module will help you learn about the Novell strategy, and our focus on cross-platform solutions that bring choice and flexibility to your customers. You will also learn how to use the Novell solution-selling process to provide business solutions to your customers as well as how to sell Novell products under our licensing program.

Module 2: The Systems and Resource Management Market
This module presents the market for Systems and Resource Management solutions. You'll learn what trends and problems are increasing customer interest in this area, what the potential market is for the next few years, and how Novell solutions provide a way to meet these needs.

Module 3: Windows Desktop Management
This module focuses on policy-enabled management of Windows desktops, including Vista. New Novell solutions help your customers' need to manage Vista migrations and implement cost-effective, centralized management of their Windows desktops.

Module 4: Extending Systems and Resource Management This module explains how Novell solutions enable customers to extend systems management beyond desktops to include server, Linux, and handheld management, as well as ways to manage hardware and software assets, software updates, and data. It concludes with information on the problems with managing server virtualization, and how a Novell solution solves that problem.

Module 5: Endpoint Security Management
This module describes security issues at the endpoint—mobile devices that are often used outside of the physical corporate environment—and shows how a Novell solution addresses those new security problems, freeing companies to take advantage of the increased productivity and flexibility of a mobile workforce.

Module 6: Upsells and Customer and Partner Services
This module describes additional Novell solutions and services that you can sell to your customers, to ensure success in overcoming their problems and providing you with additional revenue. The module also key sales tools and training that can help you succeed as a Novell partner.

PDF (~288.4kB .PDF file)

Click here to take the CNS 2008 Edition online exam. +

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

Workgroup

Welcome to the latest edition of the Certified Novell Salesperson Course, version 2008. We are excited to bring you updated materials on Novell, our technologies, and key solution areas. This year, each CNS course focuses a full day's training on a targeted specialty: Linux, Security and Identity, Workgroup and Resource Management. Completing this course prepares you to take the Certified Novell Salesperson exam and obtain your CNS 2008 certification in your chosen specialty. CNS 2008 certification is a 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.

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. +

Module 2: The Big Picture for Workgroup Solutions
This module gives you an overview of this solution area that shows the distinctly different approach Novell takes to the workgroup. You will see how each product takes into account the needs of office users as well as IT personnel, and why Novell products address the needs of each group to maximize the effectiveness of both. You will also learn how to approach a Novell Workgroup sale based on the pain points your customers are experiencing, and see why Novell Workgroup solutions can be a lucrative revenue stream for your business.

Module 3: Novell's “Suite” Alternative to the Microsoft-only Sale
Your customers are facing an overwhelming choice when it comes to Microsoft's latest upgrades. Not all of them need or want it. Not all of them can afford it. And even for those who do want to upgrade to Vista and Office 2007, most don't understand the financial traps they're falling into. Novell Workgroup solutions give you an excellent opportunity to bring up some alternatives, including options that leverage your customers' existing investments. With Novell, interoperability is always the key that enables strong multi-source and multiplatform environments. Here, we show you how to leverage those advantages in cost and interoperability to your customers' benefit—and yours.

Module 4: Enabling Super-productive Users This module will help you build workgroup productivity solutions that make the most of what most office users need: strong desktop and collaboration solutions, as well as network services that support the needs of “knowledge workers” in the office and on the road. New developments in social networking are discussed, providing exciting new inroads to new revenue (and productivity) potentials.

Module 5: Helping IT Support Users While Easing the Burdens of Time, Cost and Effort
This module focuses on the needs of the IT staff, and how Novell Workgroup solutions enable IT to more fully support office knowledge workers with technologies that make their workspaces more reliable, more secure and more likely to be there when needed. Here, we see how Novell Workgroup solutions leverage IT efficiencies with technologies that maximize IT resources (including hardware, time and effort) with automation and intelligently engineered products and tools.

Module 6: Upsells and Cross sells
Never let a chance go by to make even more out of a sale. In this module, you learn which other Novell products are the most pertinent complements to Novell Workgroup solutions. You also learn how to leverage other Novell offerings—like services, support and training—to make the most of every sale. And, finally, you'll learn how Novell supports your efforts with the tools, training and partner ecosystem that's in place for you to use today.

Appendix A: Novell Workgroup Solutions MoneyMakers
Quick-reference sales tips for key Novell Workgroup 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 (~288.4kB .PDF file)

Click here to take the CNS 2008 Edition online exam. +

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

General CNS

Welcome to the latest edition of the Certified Novell Salesperson Course, version 2008. The General CNS course is best suited for partners and employees who need a general introduction to Novell's offerings. We are excited to bring you updated materials on Novell business solutions and technologies. Completing this course prepares you to take the Certified Novell Salesperson exam and obtain a general certification for your CNS 2008.

If you are qualifying for a PartnerNet specialization (Linux, Identity and Security Management, Systems Resource Management, or Workgroup), click on that tab. CNS 2008 certification is the sales training requirement for Specialization within PartnerNet 2008.

How to study the materials:

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. +

Module 2: Server and Data Center Solutions for the Open Enterprise
This module shows you how and why businesses are shifting to open source solutions and why the best of those solutions come from Novell. With critical incentives like inherent security, mainframe—grade performance on x86 servers, and a common code base from desktop to data center, it's easy to see why significantly lower software cost is not the only advantage to using Linux. Now, Novell gives you the ideal solutions to address the growing interest your customers have in open source computing—or to generate new interest in customers who are tired or wary of being locked into all-or-nothing infrastructures. See what Novell Linux solutions can do for your customers—not just as superior products themselves, but also because of how well they work and play with existing and alternative solutions.

Module 3: Productivity Solutions for the Workgroup With Vista and Office 2007 looming large in the budgets of so many of your customers, this timely module gives you insight into a viable alternative for customers who don't want to pay for a Microsoft upgrade that could become costlier than most migrations. Even for those who do want to make these latest upgrades, most don't understand the financial traps they're falling into. Novell Workgroup solutions give you an excellent opportunity to bring up some alternatives, including options that leverage your customers' existing investments. This module will show you how to build workgroup productivity solutions that make the most of what most of your customers need: strong desktop and collaboration solutions, as well as network services that support the needs of "knowledge workers" in the office and on the road. With Novell, interoperability is always the key that enables strong multi-source and multiplatform environments. Here, we show you how to leverage those advantages in cost and interoperability to your customers' benefit—and yours.

Module 4: IT Tools for Systems and Resource Management
IT service needs are converging. It's no longer adequate to simply manage desktops. Now, security, regulatory challenges and process management must be integrated into the picture. This module will show you how it can be done—with a lot less pain than most customers would expect. In this module, we show you new and exciting ZENworks solutions that directly address Windows upgrades and migrations, that give customers management control over data centers, and, of course, all the standard miracles of management provided in the ZENworks Suite, so customers can apply Novell ZENworks to increase security with centralized IT control over users and objects on the network—including desktops, servers, handhelds, and more.

Module 5: The Foundation To Identity And Security Management Solutions
Learn how Novell Identity and Security solutions provide fine-grained control on user identity and for automating the provisioning process for increased efficiency and greater security. We'll show you how identities can be leveraged for identity-based management, provisioning, online access and even storage. In this module, you'll learn how to provide comprehensive, identity-driven security and access control for your customers, whether their users need to access critical resources in the office or over the Web. 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.

Module 6: Partnerships and Tools
This module shows you how to leverage the PartnerNet program and how to make the most of its tools, training and interactive ecosystem to boost your opportunities for profit. It also gives you insight into the partnerships that Novell has made to boost the effectiveness and reach of its products—something your customers may want to know.

Presentation PDF (~5.51MB .PDF file)

PDF (~288.4kB .PDF file)

Click here to take the CNS 2008 Edition online exam. +

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

Certified Novell Salesperson Course2008 Edition

Self Paced Sales Training

Linux

Identity and Security Management

Systems and Resource Management

Workgroup

General CNS

Certified Novell Salesperson Course
2008 Edition