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Dell Technologies 2019

PARTNER
TRAINING
GUIDE

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TABLE OF CONTENTS

What’s New 03

What You’ll Experience 04

Program Training Framework 05

Role-based Credentials and Certifications 07

Navigate Credential Learning 08

Navigate Certifications Learning 10

Services Competencies 12

Earn More Rewards 14

Comprehensive Training 15

Track Your Progress 18

Get Started Today 20

FAQs 21

Gain the skills Learn techniques & best practices


you need to differentiate that open doors to new business
yourself and build industry opportunities and cross-selling
credibility with your customers. capabilities with both new and
existing customers.

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WHAT’S NEW

Our goal with the Dell Technologies Partner Academy is to


accelerate your business with a first class training framework. In
2019, you’ll find the learning requirements are very familiar, but
we’ve refined our training program to better meet your needs.

Services Delivery Simplified Streamlined Intuitive


Competencies Count Learning Paths Navigation
Toward Tier Attainment
Dell Technologies Services We’re simplifying the We’ve streamlined how you
Competencies equip process to earn find training, so you can
Solution Providers with Credentials. Whether you’re more easily stay ahead of
the skills and knowledge new to the program or the curve and keep your
required to deliver their looking to maintain a skills razor sharp. To get
own brand of deployment Credential, there will be a started, select your areas of
and/or support services single learning path within focus and then follow the
on Dell Technologies each Credential. And to paths of your learning
products and solutions. In protect your legacy learning journey.
2019, Services investments, previously
Competencies will count completed courses within a
toward Dell Technologies learning path will be
Partner Program tier marked as “complete”,
attainment, which may help significantly reducing the
unlock more program total time investment
benefits - such as rebates required for our returning
and MDF - to partners who learners.
are investing in building
their services capabilities.

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What You’ll
Experience

PARTNER REPRESENTATIVES BUSINESS

A SINGLE SOURCE INCREASE


of training that builds Competencies, skills, and enhance your team’s capabilities
and efficiencies across technology portfolio from the Edge to
the Core to the Cloud
ROLE-BASED ENABLEMENT
designed for sales, systems engineer, DIFFERENTIATE
technology architect, services and marketing your company by using unique
Competencies in infrastructure, client
INDIVIDUALLY EARNED CREDENTIALS portfolios and services
and Certifications that follow you from
company to company EXPANDED
solution Competencies that set your
OPTIMIZED LEARNING PATHS company apart as a leader in solution
including previous training recognition, that selling capabilities
saves you time
ACHIEVE
JOURNEY TO ENABLEMENT more Competencies which may unlock
section offering easy access to Competency benefits such as rebates and MDF
training, advanced learning and quarterly
updates organized by focus area ENGAGEMENT
in the same training and tools used by
Dell Technologies teams

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PROGRAM TRAINING FRAMEWORK

Maximize Program Benefits


Each Dell Technologies program tier has revenue and training
requirements that result in greater benefits the more you commit to
the program.

Partners can leverage training to To achieve a company level


specialize in certain Dell Technologies Competency, each partner needs to
solution areas and obtain the right obtain a minimum number of individual
knowledge and skills to meet customer Credentials and Certifications. The
needs. The program offers three requirements vary by partner tier,
Competencies: portfolio, solution and region, and zone.
services delivery. As partners complete
company level Competency training, For more details, please refer to
they have the opportunity to progress to Dell Technologies Partner Program
higher program tiers and receive greater Guide and
program rewards along the way. Benefits and Requirements document.

In 2019, Services Delivery Competencies will also count toward


program tier attainment which may help unlock more program
benefits such as rebates and MDF.

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Program Training Framework
Maximize Program Benefits

COMPETENCIES

LINE OF BUSINESS PORTFOLIO SOLUTION SERVICES DELIVERY

• Core Client • Client Services


CLIENT • Workstations
SOLUTIONS • Wyse for VDI
• Client Data Security*

• Storage • Software Defined Infrastructure • Storage Services


• Server • Internet of Things • Server Services
• Data Protection • Data Analytics • Data Protection Services
INFRASTRUCTURE
• Networking • Business Applications • Networking Services
SOLUTIONS
• Converged/Hyper-Converged • High Performance Computing • Converged/Hyper-Converged
Infrastructure • Hybrid Cloud Infrastructure Services

*Available in Q2

COMPETENCY INDIVIDUAL CERTIFICATION


Company recognition for having a defined Recognition to an individual for meeting the
number of individual Credentials and/or requirements to achieve Dell Technologies
Certifications. Available for portfolio, solutions Proven Professional Certifications aligned
and services delivery. with Dell Technologies training for a
technology architect or implementation
PORTFOLIO COMPETENCIES engineer.
Company recognition that is foundational,
multi-product and across defined lines INDIVIDUAL CREDENTIAL
of business. Eligible for Program Recognition to an individual for completing a
tier attainment. learning path aligned to Dell Technologies
training for sales, systems engineers and
SOLUTION COMPETENCIES marketing roles. Credentials count towards a
Company recognition that is across lines company earning a Competency.
of business focused to enable partners
to accelerate and transform business for LEARNING PATH (A.K.A CURRICULUM)
their customers. Eligible for Program A series of grouped training courses in the
tier attainment. learning management system with embedded
quizzes. For Credentials, an individual that
SERVICES DELIVERY COMPETENCIES completes each of the required courses
Company recognition that a partner has within a particular learning path will earn their
met all the requirements and is authorized Credential provided they meet all
to deliver deployment services on Dell prerequisites. For Certification, the learning
Technologies products. Eligible for Program paths are optional and designed to prepare
tier attainment. learners for proctored Certification exams.

MODULE
The individual courses that make up a
learning path.
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Role-based Credentials and Certifications
Align Individual Paths with Company Goals
Within the Partner Academy are learning paths that lead individuals to gain proficiency based on role, line of business 
and portfolio.  These clearly defined paths provide fast, easy routes to increased sales potential for both the individual 
and the partner company.
ROLE TYPES

Sales System Engineer Technology Architect Implementation Engineer Marketing

Competencies Credentials Credentials Certifications Certifications Credentials

Data Center Portfolio


Server Credential or Server Server Credential Server Services Certifications
Credential

Data Center Portfolio


Data Center Networking Credential Networking Services
Networking Credential or
or Campus Networking Credential Certifications
Networking Credential

Data Center Portfolio • VMAX3 Solutions Data Protection Services


Infrastructure Data Protection Credential or Data Data Protection Credential
• XtremIO Solutions Certifications
Solutions Protection Credential
Portfolio • Isilon Solutions
Competencies • Mid-range Storage Credential • Data Protection
Data Center Portfolio Solutions
• High-end Storage Credential
Storage Credential or Storage Storage Services Certifications
Credential • Unstructured Storage Credential • Mid-range Storage
(Any of the above) Solutions
• Cloud Architect
Converged
Converged/ Converged Infrastructure Converged/ Hyper-Converged
Infrastructure Credential (Any of the above. Minimum
Hyper-Converged Credential or Hyper-Converged Specialist level Certification Infrastructure Services
or Hyper-Converged
Infrastructure Infrastructure Credential required) Certifications
Infrastructure Credential

Core Client Core Client Credential Core Client Credential Client Services Certifications

Client Solutions Workstation Workstation Credential Workstation Credential


Portfolio
Competencies Wyse for VDI Wyse for VDI Credential Wyse for VDI Credential

Client Data Security


Client Data Security Client Data Security Credential[1]
Credential[1]
Marketing Credential

Ready Solutions for


Software Defined Ready Solutions for WSSD
WSSD Credential or VDI
Infrastructure Credential or VDI Credential
Credential

High Performance High Performance High Performance Computing


Computing Computing Credential Credential

Ready Solutions for Ready Solutions for


Oracle Credential or Oracle Credential or Ready
Business Applications
Ready Solutions for SQL Solutions for
Credential SQL Credential
Solution
Competencies

Internet of Things
Internet of Things Internet of Things Credential
Credential

Ready Solutions for Big


Data Credential or Ready Solutions for Big Data
Data Analytics Ready Solutions for Credential or Ready Solutions for
Artificial Intelligence Artificial Intelligence Credential[2]
Credential[2]

Dell EMC Cloud for MS Dell EMC Cloud for MS Azure


Hybrid Cloud
Azure Stack Credential Stack Credential

See Services Delivery


Services Delivery Enablement Matrix or
Competencies Program Tracker for
more details

‐ Services Delivery Competencies are a prerequisite to delivering deployment services for Dell Technologies products and solutions. For more information, please visit the Services Delivery Enablement Matrix. 
‐ Merged cells mean that those Credentials or Certifications earned can count towards the sales, technical architect and marketing requirement for multiple Competencies.
1 Available in Q2 2 Requires Ready Solutions for Big Data Credential as a prerequisite

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Navigate Credential Learning Paths

NEW! SIMPLIFIED LEARNING PATH

We have heard you. Starting in 2019, we have simplified the process of how you
can earn any of our product, solution or marketing Credentials. Whether you are
new to a Credential or are looking to maintain one you earned last year, there is a
single learning path that will get you there.

Protect Your Learning Investment


Simply download the associated learning path that you wish to
earn a Credential for. If you are new to this Credential, you will
need to successfully pass all the courses listed. If you earned
or started the associated Credential last year, your path to
earning the Credential will be shorter. Any course listed that
you completed last year will already be marked as complete
and you only need to focus on the courses that are new or
have been recently updated. This process protects the learning
investment made by our returning learners and reduces the total
time it will take them to complete this year’s Credentials.

Launch module from the Competency Learning Path


Make sure you launch the module from Competency learning
path as described in step 4 of the next page. The system will
not recognize completed modules when launched from a
search. For detailed step-by-step guidance to access a
Credential learning path on Partner Academy, please refer to
the Training Navigation Guide.

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Navigate Credential Learning Paths
Example: I am a systems engineer with a 2017 Mid-range Storage Credential and my company is a
Platinum Partner that focuses on storage. What training do I need for my company to obtain a Storage
Portfolio Competency?

Role Types

Sales System Engineer

1 Competency Select a Competency


your company is
Competencies Credentials Credentials

already pursuing. Infrastructure 1 Data Center Portfolio Credential


• Mid-range Storage Credential
• High-end Storage Credential
Solutions Portfolio Storage or
EX: Storage Competencies Storage Credential • Unstructured Storage Credential
(Any of the above)

Benefits &
2 Requirements
Refer to the Benefits
and Requirements
Storage Competency = 2 Sales Credentials + 2 SE
Credentials + 1 TA Certification + 1 Marketing
document to identify the
Credential (Tier requirements vary by region and zone.
number of Credentials
Please refer to Benefit and Requirements document for
required for each role
your company requirements)

Role Types
Select a Credential
3 Credential associated with your
Competencies
Sales

Credentials
System Engineer

Credentials
company’s Competency
and aligned with your
Infrastructure Data Center Portfolio Credential
• Mid-range Storage Credential 3
• High-end Storage Credential
role. EX: Mid-Range Solutions Portfolio Storage or
• Unstructured Storage Credential
Competencies Storage Credential
(Any of the above)

Select the role “System


Engineer – Technical”.
Click on the Storage
Log onto the
4 Partner
Tile under Journey to
Enablement section
Learning Path
Academy of the Academy
Homepage. Choose
the Option for “SE
MidRange Storage
Curriculum 2019” to Make sure you launch the courses from within the Learning Path (step 4).
download the learning Searching for course titles utilizing the search functionality and consuming
path. Consume any them outside of the learning paths will result in you not getting proper
recognition for the completed training and your Credentials will not be
courses that are not triggered. (For detailed step-by-step guidance to access a Credential
already marked as Learning Path on the Partner Academy, please refer to the Training
complete to maintain Navigation Guide)
your Credential.
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Navigate TA Certification Training
Example: My company is a Titanium Partner with a focus on storage. As a technology architect, what
storage training do I need to gain Mid-range Storage Certification so my company can obtain storage
Competency?

CREDENTIALS, ROLE TYPES


CERTIFICATIONS &
COMPETENCY TABLE TECHNOLOGY ARCHITECT

COMPETENCIES CERTIFICATIONS
Select a TA/CA Certification
1 associated with your company’s
Data Protection
• VMAX3 Solutions
Storage
Competency and appropriate • XtremIO Solutions
• Isilon Solutions
level. • Data Protection
Hyper-Converged/ • MidRange Storage Solutions
Converged Infrastructure
• Cloud Architect
(Any of the above. Minimum Specialist level Certification required)

ASSOCIATE SPECIALIST EXPERT MASTER

• XtremIO
Identify the prerequisite Solutions

2
TA Certification Framework

• VMAX3 • VMAX3 Solutions


Certification you need. To earn an Information Storage
and Management

Solutions
Isilon
• Isilon Solutions

expert level Certification, you’ll (ISM)


Solutions
• MidRange
first need to earn the Associate, Storage

then the Specialist. • Data Protection


and Management
Data Protection
Solutions
• ISM

Cloud Infrastructure
and Services or Cloud Architect,
Cloud Architect,
Information Storage Cloud Enterprise Architect
Cloud Services
and Management Infrastructure
(ISM) version 2 or 3

Access information about the available Certifications by clicking


on “Certifications” in the top Navigation and then under Overview

3 Locate TA Certifications on the


select “Design”. A page with all the TA Certifications will
populate. You can also get to this from
Partner Academy.* www.Dell.com/certification, scroll down to Design and pick one of
the "Architect" Certification. For a complete list of Certifications
and pre-requisites, scroll down to the bottom of the page and
click on the framework.
* To view a complete list of Certifications and their versions accepted by
the Program, go to “Prepare for Certifications” tab within any of the Journey
Tiles and click on “Accepted Certifications” link.

On the search results page, find


4 the Certification and level you
want to achieve.

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Navigate TA Certification Training (continued)
Example: My company is a Titanium Partner with a focus on storage. As a technology architect, what
storage training do I need to gain Mid-range Storage Certification so my company can obtain storage
Competency?

Take the recommended Training is recommended but not required. Click the name of
5 training. Certification under “Specialty” column in the TA Certification
search results page (above), and a page of recommended
training will populate. Add the training module to your cart.

Take recommended practice


6 tests.
While not required, practice tests are recommended as a helpful
preparation step. You can access practice tests using the table
in the TA Certifications search results page (above).

Click the “Resources” link on the exam table page and navigate
to “Schedule an Exam.” Click “Dell Technologies Proven
Schedule your exam through Professional” exam. As a Dell Technologies partner, you may
7 Pearson VUE and check for exam qualify for discounted exam vouchers. To acquire a voucher, on
the top navigation on the portal page, go to “Certification” and
voucher.
click on “Resources”. Scroll down to “Exam Vouchers,” then
“Dell Technologies Proven Professional Exam Voucher.”

Check out how you can maximize your training budget through
Pass the exam to receive your
8 Certification.
ValuePak by downloading the Partner Certification Guide on
Partner Academy.

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Services Competencies
Expand Services Capabilities and Opportunities

Partners need current


Certification in order to
deliver services

Dell Technologies Services Competencies enable partner program Solution


Providers the ability to provide deployment and support services on certain Dell
Technologies products and solutions.

Services Competencies provide significant benefits to partners that invest in


developing their Services Capabilities. We encourage partners to start with the
product technology that most closely aligns with their business strategy and build
from there.

• Review services Competency requirements on the


Enablement Matrix or Program Tracker
1 Train
• Train based on service type (i.e. deployment, support
and successfully complete Certification requirements)

• Achieve minimum number of required resources to


2 Enable pass Certification exam
• Monitor Certification and Competency achievements
in Program Tracker

• Monitor performance using the Service Delivery


3 Maintain Performance Scorecard
• Achieve or exceed metric baselines to retain delivery status

Services Competencies provide partners with the ability to deliver services under their own brand or co-deliver* with
Dell Technologies. Tiered Partners are eligible to obtain Services Competencies upon completing the specific
requirements outlined in the Enablement Matrix. Only partners that have met these requirements should be delivering
their own services in lieu of Dell Technologies Services.

Review the Services Delivery Benefits & Requirements Guide for additional information
on earning and maintaining Services Competencies.

*Co‐delivery is available for specific Dell Technologies products.

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Navigate Services Competencies & Certifications
Example: My company is an authorized services delivery partner with a focus on storage. As an
implementation engineer (IE), what services Certifications do I need to obtain for my partner to earn a
deployment Competency for Isilon?

The number of certified resources required for services


Refer to the Services Delivery Competencies varies by partner tier and zone, e.g. to earn an
Benefits and Requirements Guide Isilon Deployment Competency in the UK, a Platinum Partner
1 to identify the number of certified needs 2 resources with current Certifications.
resources required based on *Note: partners must have completed the application and
partner tier and zone. onboarding process to earn Services Competencies. Contact the
Channel Services Helpdesk for more information.

Click on Isilon to review the prerequisites and Certification


Review the Services Delivery requirements for an Isilon Deployment Competency.
Enablement Matrix and find the
2 deployment services Competency
that your company is pursuing.

Visit Partner Academy and select “Implementation Engineer”


under DEPLOY. Use the filters to find relevant Certifications.
Locate the IE Certifications on
3 Partner Academy

Take recommended training and Click the links in the Training and Practice Test columns to help
4 practice exams prepare for Certification exams.

Tip: Training Valuepaks offer a bundle of streamlined, prescriptive


curriculum at a discounted price and provides great value for partners.

Schedule your exam through Click on “Resources” on the IE Certifications table page and
5 Pearson VUE navigate to “Schedule an Exam.”

IEs can track progress toward Certifications via CertTracker.


Track progress toward
6 Certification and/or Competency Partner companies can review Competency status (including
Held Competencies and Competencies in progress) within
attainment Program Tracker (accessible via Partner Portal>Tools and
Resources tab)

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Earn More Rewards

MyRewards is a points-based rewards program open to Learn More


sales makers at Dell Technologies Solution Providers
globally[1] . Sales Representatives and System Review the Getting Started
Engineers define their own journey as they rise from Guide, Business Rules and
Level 1 to a Top Achiever, claiming points that can be latest promotions by accessing
redeemed for incredible rewards and experiences. the Partner Portal or the
MyRewards site.
The more qualified training Credentials you complete,
the more reward points you make.
¹ Excludes Greater China, Russia and Poland. Excludes federal, OEM, Alliances, GSI and Distributor

MY REWARDS MEMBERSHIP LEVELS & REQUIREMENTS

TOP ACHIEVER
3X Points Awarded

LEVEL 3
3X Points Awarded

LEVEL 2
2X Points Awarded

LEVEL 1
Base Points

Training ISG/CSG Solution Sales


Level Requirements Role
Credentials Credentials Credentials Targets

Sales Representative 4 Any 1 1+ Top 10% earner[2]


Top Achiever
System Engineer 3 Any 1 1+ Top 10% earner[2]

Sales Representative 4 Any 1 1+ N/A


Level 3
System Engineer 3 Any 1 1+ N/A

Sales Representative 3 Any 1 1+ N/A


Level 2
System Engineer 2 Any 1 1+ N/A

Sales Representative N/A N/A N/A N/A


Level 1
System Engineer N/A N/A N/A N/A

² By approved claim value in points, in region, per quarter.


Visit MyRewards.DellTechnologies.com today to engage, learn and sell.

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Comprehensive Training
Increase your value by going beyond core competencies

After choosing your areas of interest, you


will have access to the below learning
Dell Technologies offers resources, all hosted in one place
opportunities through elective
learning and live training events COMPETENCY TRAINING
to extend your knowledge
Foundational training to earn your Credential
beyond what’s required for and help your company attain a Competency.
Credentials, Certifications and
Competencies.

DEEPEN YOUR KNOWLEDGE


The Journey to Enablement
section Elective on-demand training and instructor-
led courses designed to take your learning
The Journey to Enablement to the next level, provide deeper knowledge,
section of the Partner Academy and give you a competitive edge.
guides you through different
stages of learning based on
particular areas of focus and
desired outcomes, so you can RECENT PORTFOLIO UPDATES
spend less time searching and Stay current with the quarterly accreditation
more time learning. that Dell Technologies internal team
members consume and the latest product
launches.

MORE
Sales: Access a host of sales collateral and
Tools to further develop your skills and
knowledge.
SE: Apply knowledge using virtual labs and
get your Credential.

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Comprehensive Training
Increase your value by going beyond core Competencies

Architect Master NEW

Certification Expert

Level Specialist

Associate

THE DELL TECHNOLOGIES MASTER ENTERPRISE ARCHITECT


CERTIFICATION

This Certification is the highest level a technical architect can achieve in the Dell Technologies
Proven Professional program. Available to both direct customers and channel partners, the Master
EA Certification identifies, validates, and showcases trusted advisors. These advisors have
demonstrated the knowledge and experience to translate business strategies and goals into tangible
technology solutions for the whole IT organization.
This Certification does more than validate knowledge. Using real project submissions and a broad
review presentation session, we validate that candidates have the technical expertise, business
acumen and practical experience to be called Master Enterprise Architects.
• Holistic understanding of company strategy and business goals
• Knowledge of technology, service, and financial models

Extensive experience architecting modern greenfield technology solutions including:


Converged Platforms | Containers | Public Cloud | Private Cloud
End User Compute | DevOps | IaaS | PaaS | IoT | AI/ML/DL

For more details about the program, visit http://education.emc.com/content/masterea

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Comprehensive Training
Increase your value by going beyond core Competencies

HEROES EXCHANGE EVENTS


Heroes Exchanges are training events for Partner
System Engineers (SE), which happen globally
where these SEs live and work: in cities big and
small and in every region – North America, Latin
America, Asia, Europe, Middle East, and Africa.
The Heroes Program reaches 10,000+ SEs every
year, and more Exchange events are added every
quarter.

• Learn about Dell Technologies technical product features,


roadmaps, competitive positioning, solutions and use cases
from Subject Matter Experts

• Get up to date information on Storage, Data Analytics, Data


Protection and other digital and IT transformation
technologies. For more information, visit the Heroes
Partner Academy Page

• Network with Dell Technologies face-to-face while you get


the tools to go to market together

Visit the Heroes Program page on the


Partner Portal to register for an event near
you, or to find Credential training opportunities
at select events.

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Track Your Progress
Knowing your status is the first step towards success

FOR PARTNER INDIVIDUALS

Track Learning Path Progress Track Credential or


When you assign yourself a Certification Completion
particular learning path, a progress Once you have met all the
bar in the top right-hand side of the requirements to earn either a
screen will move from 0 to 100% as Credential or Certification, your
you complete the required modules. affiliated certificate will be available
You can access your progress by within five days. To view and
clicking on ‘My Account’ in the top print it, just log in to your
navigation menu of the Partner CertTracker account.
Academy.

FOR PARTNER COMPANIES

As Metal Tiered Solution As Authorized Solution


Providers Providers
Solution Providers of Gold, Platinum Please contact your Dell
and Titanium Tiers and strategic Technologies Channel Program
partners with high growth potential Account Manager for your
can follow their company training company training status.
status using the Program Tracker
(accessible via Partner Portal> Tools
and Resources tab). The tracker
allows you to monitor training and
revenue progress towards tier
attainment requirements in the Dell
Technologies Partner Program. Only
nominated partner contacts can
access the tool.

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Track Your Progress

HOW TO USE CERTTRACKER

Access the site Check Results


Upon completing the first Credential or You'll receive an email from
taking the exam of the first Certification, CertTracker when new results
you'll receive an email informing you of have been added to your account.
your result in CertTracker. • Credential: 5 business days
• Click the link in the email and follow after you complete the last
instructions to log in required module of a Credential
learning path
• New users MUST select “never logged
• Certification: 48 hours after you
in before” option
take the exam from Pearson VUE
• Returning users can use their Dell ID
number or Primary email address

How to print a Certificate Promote your


Log in to CertTracker: accomplishment
• From the top menu bar select Certifications
“Credentials” (for both Credentials • You'll receive an email from
and Proven Professional YourAcclaim asking you to
Certifications) accept your digital badge
• Go to “My Active Credentials” • Share your digital badge on
• Locate the Certificate of the your email, LinkedIn page or
Credential or Certification that you other social media platforms.
wish to print Credentials
• Under the “Downloads” section, • Export the Certificate from
select the PDF Certificate CertTracker and share to
your LinkedIn page

TIP: Maintain the same email address across all platforms (Saba, Pearson VUE and CertTracker) to ensure proper
tracking. Be sure to affiliate as a partner with a valid company listing.

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Get Started Today
It’s Quick, Easy and Intuitive.
The Dell Technologies Partner Academy is a single, easy-to-use interface that helps you find,
start and complete your training journey as quickly as possible.

Log on to To find out more and create your account,


1 Partner Portal. visit the Partner Academy from the Training
and Competency page on the Partner Portal.
Select "Training
2 & Competencies" The “Reference Guides” section of the Partner
Tile Academy provides a list of useful resources including:
• Technical Architect Certification Guide
Click and enter
3 “Partner Academy” • Services Certification Guide
• Partner Academy Navigation Guide
Choose your area
of focus and view
4 all the learning When you create your partner account
available. on the Partner Academy portal, you’ll be
able to:
Select learning • Find your core Competency path based on your role,
path and view area of focus and Portfolio
5 courses available
for that path. • Access the training you need in a prescribed order,
optimized for your success
Click on a course • View your progress and completed courseware
6 and start your • Find suggested supplemental education to further
learning today! your professional opportunities

Need access to Partner Academy?


Your company Partner Admin manages your access to
the Partner Academy.
1. To add a new user, the Partner Admin needs to
create a new Partner Portal account which will
automatically grant the user access to the Partner
Academy.
2. The Partner Admin should go to Partner Portal >
If you have any questions regarding the Dell Manage Your Account Users>Add New Account
Technologies Partner Academy or your eligibility Contact. Fill in all mandatory fields and click Save.
for training, contact your Dell Technologies
Account Manager or Channel Program Account 3. The new contact will receive a welcome email with
Manager (CPAM).
the portal within 24 hours.
20 Dell – Internal Use – Confidential
FAQs
What are the differences between Credentials, Are courses free of cost to partners?
Certifications and Competencies?
Credential courses are e-learning based and are free to all
Credentials and Certifications are for individuals, while partners. Certification courses have an associated class fee
Competencies are for companies. Individual Credentials, plus an exam fee. For details, please refer to each learning
and Certifications count towards a company completing path on the Partner Academy.
Competencies.
How do individuals gain a Credential or
Individual Certification: Individually awarded recognition for
Certification?
meeting the requirements to achieve Dell Technologies
Proven Professional Certifications aligned with Dell Individuals will earn a Credential by completing the required
Technologies training for a technology architect or modules within a specific learning path. Within five business
implementation engineer. days of completing the learning path, the learner can log in
to their CertTracker to view any Credentials that have been
Individual Credential: Individually awarded recognition for
achieved and print the affiliated Certificate by going to
completing a learning path along with any other associated
http://www.dell.com/Certification.
prerequisites when applicable. They're aligned with Dell
Technologies training for sales, systems engineer, and
marketing roles. Credentials count towards a company The requirements to earn a Certification vary depending
earning a Competency. upon the specific Certification. To earn a TA Specialty
Certification, learners must also hold an Associate Level
Can a partner have the same individual(s) Certification as a prerequisite.
complete sales, technical, marketing, and
services delivery tracks to meet the
Competency requirements? To learn about available Dell Technologies Certifications,
Sales and system engineers (SE) within the portfolio learners can visit the Proven Professional Certification
Competency have to be unique individuals. However, portal. There you can access training and practice tests to
between the portfolio Competencies for marketing, prepare you for the exams, and register for the exams with
technology architect (TA) and service delivery roles, a Pearson VUE.
partner can use the same individuals that earned sales or
SE Credentials. If an individual holds both sales and SE Once I complete a Credential or Certification, do I
credentials, Dell Technologies will count either their sales
keep it or does it go to my company?
Credential or their SE Credential towards the Competency Credentials and Certifications stay with the individual and
requirement, but not both. If a partner chooses the path of can be taken with them to their next company.
having two portfolio Competencies (e.g., storage and data
protection) to meet tier requirements and has two sales What do I do if I change companies?
individuals complete Datacenter Portfolio Credentials along
with one TA complete Mid-range Storage Certification, the Before you start taking courses with your new Partner Portal
Credential and Certification can count towards both storage login, access CertTracker and change your company
and data protection Competencies. information.

Are there any prerequisites to earn Credentials or When is the deadline to complete Competency
Certifications? training? What will happen if a partner loses an
individual with a Credential or Certification tied to
Yes. Sales and system engineers who wish to earn a 2019
a Competency?
Ready Solutions for Artificial Intelligence Credential must
also have already earned the corresponding 2019 Ready For a partner to qualify for the 2020 Dell Technologies
Solutions for Big Data Credential as a prerequisite. Partner Program, all Competency training must be
completed by January 31, 2020.
For TA Certifications, there are four levels (Capitalize
Associate, Specialist, Expert). All TA Certifications begin by If a partner loses a resource that held a Credential or
earning the associate level. For example, to earn an expert- Certification tied to a portfolio or solutions Competency, they
level Certification, you’ll first need to earn the associate, would need to replace and train a new resource for those
then the specialist. roles by January 31, 2020, or risk losing a Competency and,
if applicable, moving down in tier status.
For Services Certifications, the Certification level
requirements vary by product type. Please visit Partner
Academy for the most current information.

21 Dell – Internal Use – Confidential


FAQs
How long is my Credential valid? How much time should I reserve to earn
Credentials and Certifications?
A Credential is valid through the end of the current Dell
Technologies fiscal year when annual Competency • Sales Credentials: Vary from 2 - 8 hours*
requirements are updated for next fiscal year. For example, • SE Credentials: Vary from 3 - 15 hours*
when an individual obtains a Credential in March 1, 2019, • Associate, Specialist, Expert Certifications: Typically
the Credential is valid until January 31, 2020. earned in 40-hour blocks. For example, to earn a
specialist level Certification, plan for 80 hours
Do I need to be re-certified once I get my TA *Returning learners who are looking to maintain their
Certifications? Credential may find their total training time shorter based on
the number of courses within each path they had previously
Dell Technologies TA Certifications never expire and will
completed.
stay with you even if you change companies. However, for
compliance purposes, we do require that our partner How much does a TA Certification cost?
learners hold either the current version of a particular
TA Certification exam cost varies. You can find out the price
Certification or one previous version of that same
of TA Certification by following the steps 1-7 as described in
Certification (N-1). To determine which versions are
the “Navigate Certification Training” section of Program
accepted, refer to the “Accepted Certifications” link in the
Guide. We recommend choosing the “Specialist” level and
“Certifications Programs” section of the Partner Academy
respective ValuePak for best value and making sure to
main page.
check if you qualify for any discounted exam voucher.
What is the Marketing Institute?
Once I’ve completed my Credentials, what other
This is where Dell Technologies channel marketers enablement options are available to me?
participate in the Dell Technologies Partner Program to earn
their marketing Credential. The Marketing Institute Partner Academy offers partner representatives the
empowers our partners and distributors to discover our opportunity to extend their knowledge beyond what is
program, tools, and processes to manage their Dell required for individual Credentials and company
Technologies marketing initiatives effectively. Competencies. Representatives can elevate their
knowledge through elective learning such as:
How do I access the Marketing Institute?
• Tech Spotlight: Latest product launches
Once logged into the Partner Academy, select the • Backstage Pass: Dell Technologies internal learning
applicable partner type, choose the role of “Marketing” and modules
click “Go”. Scroll down and click the Marketing Institute tile • EduTube: Dell Technologies video sharing platform
and a new page will load. Select the applicable language • Fast Start: Onboarding resource center
• DFS: Financing options
and click “Go”, then choose from the available marketing
• D&CP: Displays and Client Peripherals
Credentials.

How many Certification levels are available to the How will I get notified when new learning and
technology architect role for each learning path? enablement options are made available?
There are four Certification levels. Individuals start with the Dell Technologies frequently updates the Partner Academy
Associate and must accomplish each level to advance. portal with the latest training modules and resources. We
• Associate encourage partners to check the site regularly. For essential
• Specialist announcements on training and Competencies, we inform
• Expert the partners through the Dell Technologies Partner
• Master
Newsletter and emails from our official partner program
mailbox.
Are there study resources available for Services
Competencies? In order to receive program newsletter and emails, please
make sure to set your partner user communications
Yes. Dell Technologies makes, practice tests and lab
preference (accessible via Partner Portal) to allow Dell
environments available to Partners to gain the tools and
Technologies to send emails to you.
experience to provide the best possible customer result.

22 Dell – Internal Use – Confidential


FAQs
Where do I start my training? How do I track my own training progress?
Partner Academy is Dell Technologies single training portal, When a learner assigns themselves a particular learning
which provides easy curriculum navigation, fast training path, they can track their progress as they complete the
access, and individual training status tracking. Follow these individual courses required for that curriculum. A progress
easy steps to start: bar in the top right hand side of their screen will move from
0 to 100% as a student successfully completes the required
1. Log in to the Partner Academy and select your partner
modules of that learning path. A learner can quickly access
and role type
learning path progress by clicking on ‘My Account’ at the top
2. Get familiar with the training and what is available to you navigation of the Partner Academy.
by reviewing the content in the Getting Started section of
the homepage. I am a Metal Tiered Partner. How do I track my
3. Within the Journey to Enablement section, select your company training progress?
area of interest (Server, Storage, Networking, etc.) to Solution Providers of Gold, Platinum and Titanium Tiers and
begin your training journey. Credential training that selective strategic partners with high growth potential can
counts towards your company attaining a Competency track their company training status via Partner Program
as well as elective portfolio training, updates, and more Tracker at https://dellemc.programtracker.net. The tracker
can all be accessed from here. allows designated Partner users to monitor their training and
Do I need to create a new account on Partner Academy revenue progress towards Tier attainment requirements in
if I already have an account with the united Dell the Dell Technologies Partner Program and their Services
Technologies Partner portal? Competency status. Only nominated contacts from Partners
can access the tool.
Yes, you will still need to create a new account for first-time
users. However, the single sign-on with Dell Technologies
Partner portal will be enabled the next time you log on.
I cannot access Partner Academy.
Who do I contact?
Submit a request using the Case Management Tool.

1. Select your “Country/Area”

2. Select “Partner User” in “Case Category”

3. Select “Partner Program” in “Cast Type”

4. Select “Training Credential/Learning Path”


in “Sub Type”

5. Type in the “Subject” box: “Partner Academy


access issue”

6. Type in the “Description” box the issue details

Got more training questions?


Submit a request using the Case Management Tool

1. Select your “Country/Area” 3. Select “Partner Program” in “Cast Type”


2. Select “Partner User” in “Case Category” 4. Select “Training Credential/Learning Path”
in “Sub Type”

23 Dell – Internal Use – Confidential

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