JANUARY 2015

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EDUCATION PROGRAM GUIDE

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Table of Contents
Introduction

Sales Tracks

Accreditation

CommVault Sales Professional Accreditation.........................................................4

Knowledge Transfer

Simpana Sales Enablement Protect and Manage Virtual Machines.....................5

Simpana Sales Enablement Intelligent Archive....................................................8
Simpana Sales Enablement Reference Copy.......................................................9
Simpana Sales Enablement Edge........................................................................10

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Technical Tracks

Accreditation

Certification

CommVault Technical Sales Professional Accreditation.........................................12

CommVault Certified Services Associate...............................................................13

CommVault Solutions Architect Certification..........................................................14

Introduction
Accelerate Sales. Expand your Opportunities.

At CommVault, we are committed to your success. Thats why we have

developed comprehensive education and enablement programs that
deliver the material and resources that are not only relevant, informative
and convenient, but also optimized to help you accelerate sales and
expand your opportunities.
With programs designed for both sales and technical knowledge
transfer, our partner education has been developed to build the
practical expertise you and your teams can use today to accelerate
deals, expand opportunities and build customer loyalty.

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From sales and technical sales accreditation programs to certification

programs for deployment professionals and solution architects,
CommVault partner education and enablement programs will give you
the competitive edge that sets you apart.

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With options for online and hands-on training, CommVault education

programs offer a range of training solutions to meet your goals. These
revenue-enhancing programs will enable you to gain a competitive
advantage, close more business and differentiate yourself with the
credentials that highlight your expertise to CommVault customers.

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review the enclosed summary of our education and enablement
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programs
to identify the track that best supports your objectives.

We look forward to partnering in your ongoing success.

Sincerely,

PARTNERPartnerAdvantage Team
The CommVault
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Sales
Enablement
Tracks

Accreditation
Programs designed
for CommVault Partner
and Reseller Sales
Professionals

Knowledge
Transfer
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Sales resources and

tools differentiate you
from the competition

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CommVault Sales
Professional Accreditation

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On-Line Learning Program, 4 Hours/8 Modules

with Knowledge Check Assessments
This on-line sales accreditation program is designed for CommVault partners and
resellers sales professionals, enabling them to complete the program on their own
timeline and in manageable chunks of time. There are 8 modules in the program,
each with corresponding Knowledge Checks which the sales professional needs to
successfully complete (80% or higher score on each module) in order to receive their
Foundational CommVault Sales Accreditation.

Objective
The program is a knowledge-based program, which provides participants with resources
they can actually use in the field when promoting the CommVault solution as part of their
overall solutions portfolio, and which also provides the knowledge needed to successfully
complete the Knowledge Checks for certification. It should take the average sales
professional under 4 hours to complete the program, depending on their industry
experience and any previous knowledge of CommVault and our solutions.

Prerequisites
No prerequisites required. Basic
understanding of data management
and related industry sectors is
recommended.

Module 1 Why CommVault

High Level Market Overview; How CommVault Solves
Customer Data Management Challenges; Why CommVaults
Approach to the Market Is Unique; How CommVault
Compliments Other Partner/Reseller Offerings
Module 2 CommVault Value Proposition
The Value CommVault Brings To Your Customers; How
to Articulate The CommVault Value Proposition; How The
CommVault Value Proposition Aligns to Major Data Challenges
Your Customers Are Facing; How To Uncover New
Opportunities By Adding CommVault to Your value Proposition

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Module 3 Business Challenges CommVault Solves

Having the Business Challenge Discussion; How CommVault
Solves Business Challenges Faced By Your Customers and
Prospects; Having the Holistic Data Management Discussion;
Adding To Your Value Proposition

Module 5 Top Objections You May Face

Understanding Top Common Objections; Effectively Handling
Top Objections: Using Objections To Your Advantage

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Module 6 Competitive Landscape

Understanding the Data Management Market; Competition
You May Face; Disarming Potential Competition

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Module 7 Customer Testimonials and CommVault

Credibility
Using Customer Testimonials To Your Advantage; Hearing It
Directly From CommVault Customers; The Business Impact;
Establishing CommVaults Credibility

Module 8 Simpana 10: The Data and Information

Management Platform
A Sales Perspective of Simpana 10; The Simpana Suite of
Data Management Solutions; The Holistic Approach; Who To
Talk With; Having An Effective Data Management Discussion

Module 4 Questions to Ask Your Prospects and Customers

Questions to Ask to Uncover the Larger Opportunity; Linking
the Questions to the CommVault Value Proposition; Using
the Answers to Shape Your Business Case

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Simpana Sales Enablement

Protect and Manage Virtual
Machines

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Solution Module 1 Optimizing Virtual Machine

Data Protection
Objective
This 30-minute training course is designed to help familiarize you with the market
opportunity, key personas, features and benefits of a Virtual Machine Data Protection
solution included in Simpana Software. It will help you find opportunities, position the
solution and close deals.

In this course, viewers will learn to:

Audience

Understand the challenges the protecting virtual machines and these are driving
customers to completely rethink their data protection strategy.
Build a knowledge base the compelling and award-winning solution for protecting virtual
machines embedded in CommVault Simpana software that put you at a competitive
advantage.

CommVault partner and field sales.

Prerequisites
None.

Identify key roles/personas and position the solution to them.

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Close deals in accounts with pain around their current virtual machine protection
strategy like poor performance, lack of scale and lack of application awareness.

Module 1 Optimizing Virtual Machine Data Protectio

Optimizing Virtual Machine Data Protection Learn to position
and win with award-winning solutions for protecting and
managing data in virtual machines.
Module 2 Private Cloud Data Management
Private Cloud Data Management Extend your knowledge
into the advanced capabilities in CommVault Simpana
solutions for managing data at the scale of clouds.

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Feature Module Virtual Machine Archiving

Learn how to uncover opportunities and close deals faster
with the industrys first solution for virtual machine archiving
designed to solve a customers VM sprawl problems.

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Simpana Sales Enablement

Protect and Manage Virtual
Machines

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Solution Module 2 Private Cloud Data Management

Objective
This 30-minute training course is an advanced course designed to help you expand your
knowledge the server virtualization and private cloud market opportunities, the key personas,
features and benefits of helping customers move to a Private Cloud Data Management
solution included in Simpana Software. This module builds upon your knowledge base
from the Optimizing Virtual Machine Data Protection training course and will help you
better position the more advanced capabilities in Simpana software to help customer
solve critical challenges in moving to a cloud scale environment.

Audience

In this course, viewers will learn to:

CommVault partner and field sales.

Understand the challenges customers face as they scale their virtualization deployment
up and out into private cloud deployments.

Prerequisites

Build a knowledge base the compelling and award-winning solutions for managing data
in large scale virtual deployments with CommVault Simpana software that put you at a
competitive advantage.

Module 1: Optimizing Virtual

Machine Data Protection.

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Identify key roles/personas and position the solution to them.

Close deals in accounts with pain around their data in cloud scale deployments like Virtual
Machine Sprawl, more automated disaster recovery, and the need for more automation
in managing current virtual machine protection strategy like poor performance, lack of
scale and lack of application awareness.

Module 1 Optimizing Virtual Machine Data Protection

Optimizing Virtual Machine Data Protection Learn to
position and win with award-winning solutions for protecting
and managing data in virtual machines.
Module 2 Private Cloud Data Management
Private Cloud Data Management Extend your knowledge
into the advanced capabilities in CommVault Simpana
solutions for managing data at the scale of clouds.

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Feature Module Virtual Machine Archiving

Learn how to uncover opportunities and close deals faster
with the industrys first solution for virtual machine archiving
designed to solve a customers VM sprawl problems.

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Simpana Sales Enablement

Protect and Manage Virtual
Machines

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Feature Module Virtual Machine Archiving

Objective
This 30-minute training course is designed to help familiarize you with the opportunity,
features and benefits in CommVault Simpanas new VM Archiving capabilities. You will
learn how VM Sprawl is currently a major challenge in many larger customer environments.
And you will learn how to position this feature as a lead-in to helping customers solve
their data protection challenges for protecting and managing virtual machines.

In this course, viewers will learn to:

Understand the challenges customers face as they scale their virtualization deployment
and are faced with increased Virtual Machine Sprawl.
Build a knowledge base of on the VM Archival capabilities CommVault Simpana
software that put you at a competitive advantage.

Audience
CommVault partner and field sales.

Prerequisites
None.

Identify key roles/personas and position the solution to them.

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Close deals in accounts with pain around their data in cloud scale deployments like
Virtual Machine Sprawl.

Module 1 Optimizing Virtual Machine Data Protection

Optimizing Virtual Machine Data Protection Learn to
position and win with award-winning solutions for protecting
and managing data in virtual machines.
Module 2 Private Cloud Data Management
Private Cloud Data Management Extend your knowledge
into the advanced capabilities in CommVault Simpana
solutions for managing data at the scale of clouds.

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Feature Module Virtual Machine Archiving

Learn how to uncover opportunities and close deals faster
with the industrys first solution for virtual machine archiving
designed to solve a customers VM sprawl problems.

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Simpana Sales Enablement

Intelligent Archive

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Objective
This 25-minute training course is designed to help familiarize you with the market
opportunity, key personas and features and benefits of the Intelligent Archive solution.
It will help you find opportunities, position the solution and close deals.

In this course, viewers will learn to:

Understand the growing trend for information archive, retention, search and access.
Identify key roles/personas and position the solution to them.
Build a knowledge base of the features and benefits of Intelligent Archive.
Close deals in accounts with pain or initiatives around Controlling and Using Big Data,
Reducing Hardware Spend and Simplifying Archive for Search & Compliance.

Audience
CommVault partner and field sales.

Prerequisites
No prerequisites required.

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Simpana Sales Enablement

Reference Copy

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Objective
This 15-minute training course is designed to help familiarize you with the market
opportunity, key personas and features and benefits of the new Reference Copy feature.
It will help you find opportunities, position the solution and close deals.

In this course, viewers will learn to:

Understand the growing trend for content-based retention.
Identify key roles/personas and position the solution to them.
Build a knowledge base of the features and benefits of Reference Copy.
Close deals in accounts with pain or initiatives around Controlling and Using Big Data,
Reducing Hardware Spend and Simplifying Archive for Search & Compliance.

Audience
CommVault partner and field sales.

Prerequisites
No prerequisites required.

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Simpana Sales Enablement

Edge

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Objective
This 35-minute training course is designed to help familiarize you with the market
opportunity, key personas and features and benefits of the CommVault Edge single
solution for endpoint data protection, mobile access and search/eDiscovery. It will help
you find opportunities, position the solution and close deals.

In this course, viewers will learn to:

Understand the growing trend for protecting, managing and accessing data on laptops/
desktops.
Identify key roles/personas and position the solution to them.
Build a knowledge base of the features and benefits of CommVault Edge.
Close deals in accounts with pain or initiatives around enabling the mobile worker,
PC migration, BYOD and eDiscovery of data at the edge.

Audience
CommVault partner and field sales.

Prerequisites
No prerequisites required.

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Technical
Tracks

Accreditation
ProCommVault
Technical Sales
Professional

Certification
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Sales resources and

tools differentiate you
from the competition

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CommVault Technical Sales

Professional Accreditation

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Objectives
The CommVault Technical Sales Professional (CVTSP) Accreditation Course is designed
for Systems Engineering and Technical Sales Resources seeking a core understanding of
the CommVault Simpana Information and Data Management suite in order to develop
their capabilities to execute on the technical validation aspects of data and information
management solutions sales, and drive more data management solutions built on
Simpana software to success.

In this course, learners will:

Build a solid understanding of the key technologies and functions of Simpana software,
and be able to convey the key technical value proposition points that differentiate
Simpana software in the market.
Build expertise on the architecture and infrastructure components involved with a
comprehensive data and information management solution that leverages Simpana
software as its foundation.

Gain a core knowledge base surrounding Simpana software licensing and understand
how to effectively leverage the available licensing models to address customer needs
and gain competitive advantage.

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Module 2 High Level Architecture

Overview of CommCell Components (e.g. CommServe;
Media Agents; Search Nodes) and Key Simpana Technical
Differentiators (e.g. distributed indexing)
Module 3 Key Technologies Protect
Overview of Simpana Software Data Protection Functionalities;
Traditional Application Protection; IntelliSnap Functionality;
Deduplication; Protection of Virtual Environments; Simpana
OnePass; CommVault Edge Technology
Module 4 Key Technologies Manage & Access
Overview of Simpana Software Data Management and Access
Functionalities; Indexing & Search; Self-Service Access;
Workflows; Reporting

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No prerequisites required. Basic

understanding of data protection
and storage technologies is
recommended.

Duration
Approximately 4-5 hours of
web-based training.

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Module 6 Competitive Landscape

Understanding the Data Management Market; Competition
You May Face; Disarming Potential Competition

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Module 1 Telling the CommVault Story

High Level Market Overview; Common Customer Data
Management Challenges; The Simpana Approach; The Power
of an Extensible Data and Information Management Platform

Systems Engineers, Solution

Architects, Technical Sales Resources.

Prerequisites

Learn to conduct effective discovery of customer environments to identify pain points,

gain a deep understanding of customer data management environments, and position
CommVault solutions through effective discovery sessions.

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Module 5 Key Technologies Discovery

Value of Effective Discovery; Pain Point and Opportunity
Identification; Data Points and Relevancy; Gathering Details
for Design

Module 6 Licensing
Licensing Background; Capacity-Based Licensing Overview;
Agents and Options Overview; Positioning the Right Licensing
Models
Accreditation Testing
40-questions randomly chosen from a bank designed to
evaluate a learners knowledge of the topics covered in the
course.

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CommVault Certified
Services Associate

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Objective
The CommVault Certified Services Associate certification course is designed to
provide technical resources the capability to competently and consistently plan
and deliver deployment services involving core Simpana software features and
functionalities; including core architecture; data protection; storage and media
management; and archive.

In this course, students will:

Develop the skills required to plan and implement solutions involving the most
commonly leveraged Simpana features and functions.

Audiences

Conduct customer requirements analysis and develop architectures that address

customer challenges.
Develop storage and media management policies to match business requirements.

Prerequisites

Execute effective and successful service engagements for core Simpana software
environments.

CommVault Solutions Architect

Certification.

Module 1 Core Infrastructure Design

Review most common design setups and placement of core
infrastructure pieces

Module 7 Planning & Deployment: Client Computer

Groups
Defining Client Computer Groups; Practical Examples

Module 2 Addressing Customer Challenges

Understanding & Interpreting Customer Issues; Pre-Flight
Planning and Tools; Physical Design

Module 8 Planning & Deployment: Clients

File System / Simpana OnePass for File Systems; Virtual
Server Agent; Exchange / Simpana OnePass for E-mail;
NAS / NAS OnePass; SQL; SharePoint

Module 3 Planning & Deployment: CommServe

Planning: CommServe; CommServe Deployment Lab

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Module 4 Planning & Deployment: Media Agents and

Libraries
Planning: Media Agents and Libraries; Media Agent and
Library Deployment Lab
Module 5 Planning & Deployment: Storage Policies
Planning Storage Policies; Storage Policy Lab
Module 6 Planning CommCell Operational Parameters
(e.g. Security; Schedules; Reports; Networking)
Planning and design considerations for: Security; Schedules;
Reports; Alerts; and Networking

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Develop deployment plans for Simpana software implementations.

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Solution Consultants; Service /

Deployment Engineers.

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Module 9 Planning & Deployment: IntelliSnap

Functionality Basics
IntelliSnap Functionality Software Configuration;
Introduction to Array Manager Configuration

Module 10 Troubleshooting
Troubleshooting Tools (e.g. GxTail); Acquiring and Interpreting
Logs; Environment Analysis
Certification Testing
50 questions randomly chosen from a bank
designed to evaluate a learners knowledge of the topics
covered in the course.

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CommVault Solutions
Architect Certification

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Objective
The CommVault Solutions Architect Certification is designed for technical professionals
seeking a deep understanding of the features and functionalities of Simpana software,
and the develop the skills necessary to design and architect information and data management
solutions built on Simpana software to address customer challenges. The information
provided in the course will allow you to become a highly effective and trusted technical
resource in the your organizations data management solutions campaigns.

In this course, students will:

Acquire deep expertise on a the key technologies and functions of Simpana software.

Audiences

Learn to convey and present Simpana softwares key differentiators and technical
positioning to gain competitive advantage and secure technical wins.
Gain the skills to design and size CommVault solutions that address specific customer
requirements and acquire a deep understanding of the physical and logical components
of a CommCell.

Duration

Learn to utilize CommVault tools to assist with the assessment, architecture, and design
of Simpana solutions.

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Module 2 Deduplication
Deduplication Essentials; Deduplication Mechanics;
Deduplication Storage Policies & Global Deduplication
Storage Policies; Deduplication Technologies - DASH;
DASH Full Operations; Partitioned Deduplication
Module 3 Protecting Virtualized Environments
VSA Essentials; Protecting VMware Environments;
Protecting HyperV Environments; Additional Virtualization
Technologies of Note

Approximately 7-8 hours of

web-based training.

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Module 5 IntelliSnap Functionality and Integration

IntelliSnap Integration (Array-level); IntelliSnap Architecture;
Resources and Tools

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Module 1 Core Infrastructure Design

Core Architecture Designs; Infrastructure Placement
Considerations; Management by Policies; Understanding
the Content Store / Reference Copy

Prerequisites
CommVault Technical Sales
Accreditation.

Gain the skills to design and size the requirements for appropriate complementary
technologies (e.g. storage; server; networking) that comprise a comprehensive data
management solution built on Simpana software.

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Systems Engineers; Solution

Architects; Service Engineers.

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Module 6 Archive; Search; and Access

Archive; Simpana OnePass; Search and Indexing;
ContentStore; Access End-User; Compliance
Module 7 Architectural Tools and Sizing
Simpana Configurator; Deduplication Calculator; CI
Calculator; EDC; Others; Putting it all Together

Certification Testing
50-questions randomly chosen from a bank designed to
evaluate a learners knowledge of the topics covered in
the course.

Module 4 Advanced Data Protection

Application-Specific Integration (Exchange; SQL; SharePoint);
File System Clusters; Application Clusters (Exchange; SQL);
NDMP; Edge Data Protection

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trademarks of CommVault Systems, Inc. All other third party brands, products, service names, trademarks, or registered service marks are the
property of and used to identify the products or services of their respective owners. All specifications are subject to change without notice.

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