Dell EMC Partner Training Guide

DELL TECHNOLOGIES 2021
PARTNER
TRAINING
GUIDE
FOR SOLUTION
PROVIDERS
JAN 30, 2021 – JAN 28, 2022

Copyright © 2021 Dell Inc. or its subsidiaries. All Rights Reserved. Dell, EMC and other trademarks are trademarks
of Dell Inc. or its subsidiaries. Other trademarks may be trademarks of their respective owners.
In this document, “Dell Technologies” refers to the business units previously referred to as “Dell” and “Dell EMC”,
and excludes Boomi, Secureworks, Virtustream, VMware, and their respective independent partner programs.
1 of Dell Inc. or its subsidiaries. Other trademarks may be trademarks of their respective owners.
Internal Use - Confidential
Table of Contents
What’s New 03
What You’ll Experience 04
Program Training Framework 05
Role-based Credentials and Certifications 06
Navigate Credential Learning Paths 08
Navigate TA Certification Training 11
Services Delivery Competencies 13
Earn More Rewards 15
Comprehensive Training 16
Supplemental Training 17
Track Your Progress 18
Get Started Today 20
FAQ 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.
PROGRAM TRAINING FRAMEWORK COMPREHENSIVE TRAINING TRACK YOUR PROGRESS GET STARTED FAQ
WHAT’S NEW
As we continue to refine the Dell Technologies Partner Academy,
you can expect a program and learning requirements designed to
help accelerate your business with a first-class training framework.
More VMware courses Proven Partner Services New Latitude Rugged

eligible for the Dell Competencies Competency
Competencies
The connection between We continue to promote Proven With the new Latitude Rugged
VMware training and Dell Partner Services Competencies, Competency, you will become
Competencies continues to through which we recognize your customers' trusted advisor
strengthen. Partners that have invested knowing that you can confidently
in Sales, Pre-sales and educate on and recommend
Eligible VMware courses can
Deployment Competencies Dell's Latitude Rugged product
count toward the Dell
across the Dell Technologies family as outstandingly reliable
Networking, Dell Technologies
portfolio and have demonstrated and able to deliver results in
Cloud and Dell Technologies
proven Solution design and your customers' harshest
Unified Workspace
delivery capabilities. environments.
competencies.
Partners who earn these With this competency you will
Remember to complete your
competencies will be eligible deepen your knowledge of the
user consent, which allows the
for additional benefits. Latitude Rugged portfolio as
Dell Technologies Partner
well as complementary software
Program to recognize your Visit the Services Delivery
peripherals services and data
completed VMware credential Enablement Matrix and the
security solutions.
towards the pertinent Frequently Asked Questions
Competency. for more information. Learn more about Latitude
Rugged here.
Check out the "Earn My
Credential“ section in the
Partner Academy for additional
information.
What You’ll Experience
PARTNER REPRESENTATIVES BUSINESS

A SINGLE SOURCE INCREASE
of training that builds Competencies, and enhance your business capability
skills and efficiencies across the full breadth of the Dell
Technologies portfolio
ROLE-BASED ENABLEMENT
designed for sales, systems engineer, DIFFERENTIATE
technology architect, services and marketing your company by using unique
Competencies across Product Portfolios,
INDIVIDUALLY EARNED CREDENTIALS
Solutions and Services Delivery
and Certifications that follow you
from company to company EARN
more Portfolio Competencies - increasing
OPTIMIZED LEARNING PATHS
your eligibility for additional benefits,
including previous training recognition,
including rebates
that saves you time
ENGAGEMENT
“HOW CAN WE HELP YOU?”
in the same training and tools used
selection bar offering easy access to
by Dell Technologies teams
Credential training, advanced learning and
quarterly updates organized by focus area
Program Training Framework

Maximize Program Benefits
Each Dell Technologies Partner Program metal tier has revenue and training requirements, which
on completion results in eligibility for increased benefits.
Leverage training to specialize in Dell To achieve a company level Competency,

Technologies solution areas to build knowledge each partner must obtain a minimum number
and skills to help better meet customer needs. of individual Credentials and Certifications.
The program offers three types of Competencies: Requirements vary by partner tier and zone.
portfolio, solution and services delivery. As you
For more details, please refer to
complete company level Competency training,
Benefits and Requirements document.
you can progress to higher Program tiers and be
eligible to receive greater Program rewards.
ROLE-BASED CREDENTIALS AND CERTIFICATIONS | CREDENTIAL LEARNING | CERTIFICATIONS TRAINING | SERVICES COMPETENCIES | EARN MORE REWARDS
Program Training Framework

Maximize Program Benefits
COMPETENCIES
PORTFOLIO SERVICES DELIVERY SOLUTION
• Core Client • Client • Dell Technologies Cloud (DTC)
• Workstations • Dell Technologies • Dell Technologies Unified Workspace
CLIENT
• Dell Clients for VDI Unified Workspace • Data Centric Workloads*
SOLUTIONS
(CSG) • Dell Endpoint Security • Data Analytics & AI
• Latitude Rugged (new • SAP
Competency) • Oracle
• Server • Server • SQL
• Networking • Networking • APEX Custom Solutions – Flex On Demand
• Data Protection • Data Protection (FOD)*
INFRASTRUCTURE • Storage • Storage • APEX Cloud Services – Private and Hybrid
SOLUTIONS Cloud*
• Converged/Hyperconv • Converged/Hyper-
(ISG) erged Infrastructure converged Infrastructure • APEX Infrastructure Services – APEX Data
Storage Services*
*Content will be available during H2 2021

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, Proven Professional Certifications aligned with
solutions and services delivery. Dell Technologies training for a Technology
Architect or an Implementation Engineer.
PORTFOLIO COMPETENCIES
Company recognition that is foundational, INDIVIDUAL CREDENTIAL
multi-product and across defined lines Recognition to an individual for completing
of business. Eligible for Program tier a learning path aligned to Dell Technologies
attainment and aligned to rebate eligibility. training for sales, systems engineers and
marketing roles. Credentials count towards
SOLUTION COMPETENCIES a company earning a Competency.
Company recognition that is across lines
of business focused to enable partners LEARNING PATH (A.K.A CURRICULUM)
to accelerate and transform business for A series of grouped training courses in the
their customers. Eligible for Program tier learning management system with embedded
attainment. quizzes. For Credentials, an individual that
completes each of the required courses within
SERVICES DELIVERY COMPETENCIES a particular learning path will earn their
Company recognition that a partner has Credential provided they meet all prerequisites.
met all the requirements and is authorized For Certification, the learning paths are
to deliver services on Dell Technologies optional and designed to prepare learners for
products. Eligible for Program tier attainment. proctored Certification exams.
MODULE
The individual courses that make
up a learning path.
Role-based Credentials and Certifications (1/2)

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.
Please note that this table is divided over two pages; this is the first of two.
ROLE TYPES
Technology Implementation
COMPETENCIES Sales Systems Engineer
Architect Engineer
Credentials Credentials Certifications Certifications
• Data Center Portfolio

Credential
Server Server Credential
• Server Credential
(Any of the above)
• Data Center
Networking Credential
Credential
• Campus Networking
• Networking Credential
Credential
• Dell Technologies SD-
Networking • Dell Technologies SD-
WAN Solution
WAN Solution
(Powered by VMware)
(Powered by VMware)
Credential 2020
Credential 2020
(Any of the above)
(Any of the above)

Infrastructure Credential
Data Protection • VMAX3 Solutions
Solutions Data Protection • Data Protection
Credential • XtremIO Solutions
(ISG) Credential
Competencies (Any of the above) • PowerScale
Solutions (fka
• Midrange Storage Isilon Solutions)
Credential • Data Protection
• Data Center Portfolio • High-end Storage
Credential Solutions
Storage Credential • Midrange Storage
• Storage Credential
(Any of the above) • Unstructured Storage Solutions
Credential • Cloud Architect
(Any of the above) • PowerMax and
• Converged • Converged VMAX All Flash
Infrastructure Infrastructure Solutions
Converged/ Credential Credential (Any of the above.
Hyperconverged • Hyperconverged • Hyperconverged Minimum Specialist
Infrastructure Infrastructure Infrastructure level Certification
Credential Credential required)
(Any of the above) (Any of the above)
Core Client Core Client Credential Core Client Credential
Workstations Workstations Credential Workstations Credential

Client
Dell Endpoint Security Dell Endpoint Security
Solutions Dell Endpoint Security
Credential Credential
(CSG)
Competencies Dell Clients for VDI Dell Clients for VDI
Dell Clients for VDI
Latitude Rugged Latitude Rugged

Latitude Rugged
• Services Delivery Competencies are a prerequisite to delivering deployment services for Dell Technologies products and soluti ons. For more information, please visit the Services Delivery
Enablement Matrix.
• Merged cells mean that those Credentials or Certifications earned can count towards the sales, technology architect and marketing requirement for multiple Competencies.
Role-based Credentials and Certifications (2/2)

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.
Please note that this table is divided over two pages; this is the second of two.
ROLE TYPES
Technology Implementation
COMPETENCIES Sales Systems Engineer
Architect Engineer
Credentials Credentials Certifications Certifications
Dell Technologies
Dell Technologies Dell Technologies Cloud
Cloud Platform
Cloud (DTC) Platform Credential
Credential
Dell Technologies
Dell Technologies Dell Technologies Unified
Unified Workspace
Unified Workspace Workspace Credential
Credential
Data Centric
Workloads*
• Data Analytics &
AI
• SAP
• Oracle
• SQL
APEX Custom
Solutions – Flex On *Content will be available
Solution Demand (FOD)* during H2 2021
Competencies
APEX Cloud Services
– Private and Hybrid
Cloud*
APEX Infrastructure
Services – APEX
Data Storage
Services*
• Server
• Networking
• Data Protection
See Services
Services • Storage
Delivery Enablement
• Converged/
Delivery Matrix or Program
Hyperconverged
Competencies Tracker for more
Infrastructure
details
• Client
• Dell Technologies
Unified Workspace
• 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, technology architect and marketing requirement
for multiple Competencies.
Navigate Credential Learning Paths

SIMPLIFIED LEARNING PATH
Earning any of our product, solution or marketing Credentials is simple.
Whether you are new to a Credential or are looking to maintain one you
earned last year, there is a learning path that will get you there.
Security For Your Training

After identifying a credential, download the associated learning path to determine
the total time needed to complete Credentials. Returning learners who are
looking to maintain their Credential may find their total training time shorter based
on the number of courses within each path previously completed. Credentials
completed prior to a Competency name change will still have Credentials
recognized toward the newly named Competency.
Learning Investment Protection

For Program Year 2022 requirements, we continue our recognition of select
VMware credential and curriculum completions towards several Dell Technologies
Partner Program competencies.
Eligible VMware courses can count toward the Dell Networking, Dell Technologies
Cloud and Dell Technologies Unified Workspace competencies.
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.
Navigate Credential Learning Paths

Example: I am a systems engineer with a 2020 Midrange Storage Credential and my company is
a Dell Technologies Storage-Authorized partner. What training do I need for my company to obtain
a Storage Portfolio Competency?
ROLE TYPES
Sales Systems Engineer

Select a Competency
COMPETENCIES Credentials Credentials
your company is
1 Competency already pursuing. Infrastructure
• Midrange Storage Credential
• High-end Storage Credential
EX: Storage Solutions
Storage
Data Center Portfolio Credential
• Unstructured Storage
Portfolio or Storage Credential
Competencies Credential
(Any of the above)
Refer to the Benefits Storage Competency = 2 Sales Credentials

and Requirements + 2 SE Credentials + 2 TA Certification
Benefits &
2 document to identify the (Requirements vary by region and zone. Please
Requirements number of Credentials refer to Benefit and Requirements document for
required for each role your company requirements)
ROLE TYPES
Select a Credential Sales Systems Engineer
associated with
COMPETENCIES Credentials Credentials
your company’s
3 Credential Competency and Infrastructure
• Midrange Storage Credential
• High-end Storage Credential
aligned with your role. Solutions
Storage
Data Center Portfolio Credential
• Unstructured Storage
Portfolio or Storage Credential
EX: Midrange Competencies Credential
(Any of the above)
On the Partner
Academy Homepage,
select the role
Log onto the “Systems Engineer –
4 Technical”. Click on Learning Path
Partner “Earn My Credential”
Academy then select the Storage
Section. Choose the
Option for "SE
Midrange Storage Make sure you launch the courses from within the Learning Path (step 4).
Curriculum 2021" to Searching for course titles utilizing the search functionality and consuming
them outside of the learning paths will result in you not getting proper
download the learning recognition for the completed training and your Credentials will not be
path. Consume any triggered (For detailed, step-by-step guidance to access a Credential
courses that are not Learning Path on the Partner Academy, please refer to the Training
already marked as Navigation Guide
complete to maintain
your Credential.
2022 Requirements
To become a tiered Solution Provider in the 2022 Dell Technologies Partner Program, partners
must meet Training and Revenue requirements by January 28, 2022. Based on each Solution
Provider’s attainment levels, they are then placed into a specific tier for the 2022 Dell Technologies
Partner Program.
Training Requirements
REQUIREMENTS
3 Competencies: Any Portfolio, Solutions

Minimum Training
TITANIUM and/or Services Competencies combination
Requirements
1 Marketing Institute credential
2 Competencies: Any Portfolio, Solutions

Minimum Training
PLATINUM and/or Services Competencies combination
Requirements
1 Competency: Any Portfolio, Solutions

Minimum Training
GOLD and/or Services Competency
Requirements
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 Midrange Storage Certification so my company can obtain
Storage Competency?
CREDENTIALS, ROLE TYPES

CERTIFICATIONS &
COMPETENCY TABLE TECHNOLOGY ARCHITECT
1 Select a Technology Architect/ COMPETENCIES CERTIFICATIONS
Cloud Architect certification Data Protection • Currently available cert: PowerMax and VMAX All Flash
Solutions
associated with your company’s Storage • XtremIO Solutions

• PowerScale Solutions (fka Isilon Solutions)
• Data Protection
competency and appropriate Hyperconverged/
• Midrange Storage Solutions
• Cloud Architect
Converged Infrastructure
level. (Select from any of the above certifications. Minimum
Specialist-level certification is required.)
Please refer to the Accepted Proven Professional Certifications for Technology Architect (TA)
and Cloud Architect (CA) page for a complete list of certifications accepted by the program.
ASSOCIATE SPECIALIST EXPERT MASTER
• XtremIO Solutions
2 Review the certification • Currently available

• VMAX All
TA Certification Framework
Flash and
Information cert: PowerMax and
structure to understand any pre- Storage and VMAX All Flash
VMAX3
Solutions
Management Solutions
requisite certifications you may (ISM) • PowerScale Solutions
• PowerScale
(fka Isilon
(fka Isilon Solutions)
Solutions)
need. For example, to earn a • Midrange Storage
Specialist-level certification, you Data Protection

and Management
Data Protection
must first earn a qualifying Cloud

Cloud Architect, Cloud Cloud Architect, Enterprise
Infrastructure and
Associate-level certification. Services*
Infrastructure Cloud Services Architect
Please refer to the certification exam description for any specific certification requirements and pre-
requisites. More details are also available by reviewing the Certification 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 the
3 Review the Accepted Proven Accepted Certifications link or visit the Accepted Proven
Professional Certifications for Professional Certifications for Technology Architect (TA)
and Cloud Architect (CA) page on the Partner Academy.
Technology Architect (TA) and
Cloud Architect (CA) page on This page provides you the list of certifications accepted
by the program as well as access to exam descriptions,
the Partner Academy. recommended training, exam preparation and training
guides, videos, resources and many other helpful links.
Within the approved list of certifications on the page, locate the certification
you would like to earn and click on the Certification Title to view the exam
description.
4 Locate the certification you

would like to earn and review
the exam description.
Be sure to review the Certification Exam Partner Preparation Guide for
more details on understanding exam requirements and preparing for an
exam!
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 Midrange Storage Certification so my company can obtain Storage
Competency?
Within the list of accepted certifications, click on the Recommended Training link
to view the package or course recommended to prepare for the exam and aligned
to the recommended training listed in the exam description.
5 Take the recommended training.
Review the How to Locate Recommended Training Guide for details and
instructions on locating these packages and courses via the Partner Academy or
the On-Demand Learning Center (ODLC). Purchase option details are also
provided within this guide.
While not required, practice tests are strongly recommended as a helpful

exam preparation step.
Each exam description contains a link to the associated practice test. From the
6 Take the recommended list of accepted certifications, you can return to the exam description by clicking
practice tests. on the Certification Title link. Then, simply click on the practice test link within
the exam description to access the practice test and follow any instructions on the
screen. Practice exams are also covered in the Certification Exam Partner
Preparation Guide.
Visit the Pearson VUE website to find a test center, schedule an exam and view
details about testing policies and the online proctored exam option.
Watch the Certification Overview Video to learn how to schedule your exam, what
7 Purchase exam voucher to expect on the day of your exam and more!
and schedule exam with Discounted exam vouchers are available to partners here.
Pearson VUE.
If you need assistance purchasing a voucher, go to the Support menu option and
choose Contact Us, then select Dell Technologies Proven Professional Program
option to open a case.
It takes approximately 36-48 hours for exams to be reflected in CertTracker.
Access your certifications on CertTracker. Follow the instructions on the

CertTracker website to access your account. Once logged in, click on
Credentials to view your certifications.
Pass the exam and track your IMPORTANT! Please remember to update your “Demographics” menu option in
8 CertTracker. Set your ”Relation to Dell Technologies” to “Partner” and ensure
progress in CertTracker. your “Work email/Dell Technologies Account ID” is populated with your work or
company e-mail address.
Please visit the Accepted Proven Professional Certifications for Technology

Architect (TA) and Cloud Architect (CA) page for more helpful information, links
and resources!
Services Delivery Competencies

Expand Services Capabilities and Opportunities
Onboarded Partners need the

required number of resources with
current certifications in order to
deliver services
Dell Technologies Services Delivery Competencies enable 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 the required minimum number of certified resources.

2 Enable • Monitor Certification and Competency achievements
in Program Tracker
• Monitor performance using Program Tracker

3 Maintain
• 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. Co-delivery is available across a broad spectrum of the Dell Technologies product portfolio.
Partners are eligible to obtain Services Competencies upon completing the specific requirements outlined in the
Enablement Matrix. Only partners that have met these requirements may deliver their own services.
Review the Services Delivery Benefits & Requirements Guide for additional information
on earning and maintaining Services Competencies.
*Support delivery enablement not available in some geographies, including North America.
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 company to
earn a Deployment Competency for PowerStore?
Refer to the Services Delivery The number of certified resources required for services
1 Competencies varies by partner tier and zone, e.g. to earn a
Benefits and Requirements PowerStore Deployment Competency in the UK, a Platinum
Guide to identify the number of Partner needs 2 resources with current Certifications.
*Note: distributors must have completed the application and
certified resources required onboarding process to earn Services Competencies. Contact
based on partner tier and zone. the Channel Services Helpdesk for more information.
Click on PowerStore (or your product of choice) in the
2 Review the Services Delivery Deployment section of the Services Delivery Enablement
Matrix to review the prerequisites and certification
Enablement Matrix and find the requirements for the Deployment Competency.
deployment services
Competency that your company
is pursuing.
Once you have accessed the Deployment Competency

document on the Services Delivery Enablement Matrix, review
3 Review the Competency the Competency Requirements section. This section will
Requirements and Exam indicate any certification requirements and will provide a link to
the certification exam description. Be sure and review the
Description. Certification Exam Partner Preparation Guide for step-by-
step guidance on preparing for and completing an exam!
Review the Recommended Training section of the

Deployment Competency document. This section will provide
4 Review and complete the a list of competency-aligned training packages and/or courses
to meet competency requirements. Be sure and review the
Recommended Training and How to Locate Recommended Training Guide for more
access Practice Tests. information on locating training and purchase options.
To access Practice Tests, go to the Find Exams page, locate
the exam and click on the link for the Practice Test.
Visit the Pearson VUE website to find a test center,

schedule an exam and view details about testing policies
5 Purchase exam voucher and the online proctored exam option. Discounted exam
vouchers are available to partners here.
and schedule exam with If you need assistance purchasing a voucher, go to the
Pearson VUE. Support menu option and choose Contact Us, then select
Dell Technologies Proven Professional Program option to
open a case.
Partner resources can track progress towards individual

6 Track progress toward certifications via CertTracker. Partner companies can review
Certification and/or Competency status (including Held Competencies and
Competencies in progress) within Program Tracker,
Competency attainment Visit the Services Journey page on the Partner Academy to
stay current on the latest training and certification updates!
Earn More Rewards
Dell Technologies MyRewards

MyRewards is a points-based rewards program open to
sales makers at Dell Technologies Solution Providers[1].
Sales Representatives and System Engineers define their Learn More
own journey as they rise from Level 1 to a Top Achiever, Review the Getting Started
claiming points that can be redeemed for incredible rewards Guide, Business Rules and
and experiences. latest promotions by accessing
The more qualified training Credentials you complete, the Partner Portal.
the better access to great rewards you will get.
¹Not available in Greater China, Japan and EMEA, or to federal, OEM, Alliances, GSI and Distributor sales
makers. Other regional variances may apply.
*For additional information check the user guide on the MyRewards Portal.
MYREWARDS MEMBERSHIP LEVELS & REQUIREMENTS
Top
RISE TO TOP ACHIEVER

Achiever
Learn & sell to
be a Top Achiever*
Learn & Sell
Level 3
Credentials Needed
To qualify for MyRewards Top Achiever Award
4+ Sales Representative
3+ System Engineer • Earn the highest MyRewards Points
Level 2 • Be at Level 3 Certification
Credentials Needed
3+ Sales Representative
2+ System Engineer
One MyRewards Sales Representative or System Level 3
Certification will be awarded up to $4,000 in Rewards Points. (*)
Level 1
Enroll, Learn, Sell & Earn.
Your Journey Starts Here.
Total Training
Level Requirements Role Sales Target CS / IS Solutions
Credentials **
Sales Representative 4 3 1
Highest points earned per
Top Achiever*
tier
System Engineer 3 2 1
Sales Representative N/A 4 3 1

Level 3
System Engineer N/A 3 2 1
Sales Representative N/A 3 2 1

Level 2
System Engineer N/A 2 2 1
Sales Representative N/A N/A N/A N/A

Level 1
System Engineer N/A N/A N/A N/A
(*) MyRewards Member must be at Level 3 certification to qualify for MyRewards Top Achiever Award. One MyRewards Sales Representative or System
Engineer from each Metal Tier Partner including Authorized Partners, per region, per quarter. A member can only win award once every fiscal year.
(**) One Certification is equivalent to 2 Credentials
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 COMPETENCY TRAINING
training events to extend your
knowledge beyond what’s Foundational training to earn your Credential
and help your company attain a Competency.
required for Credentials,
Certifications
and Competencies.
DEEPEN YOUR KNOWLEDGE
The “How can we help you?” Elective on-demand training and instructor-
selection bar in the Partner led courses designed to take your learning
to the next level, provide deeper knowledge,
Academy guides you through and give you a competitive edge.
different stages of learning
based on particular areas of
focus and desired outcomes,
so you can spend less time RECENT PORTFOLIO UPDATES
searching and more time
learning. Stay current with the quarterly accreditation
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 Certification.
Supplemental Training
Increase your value by going beyond core Competencies
HEROES PROGRAM
The Dell Technologies program was created for Partner
Systems Engineers (SE) to help enable deeper technical
knowledge and competitive positioning. We are still
committed to the mission, and the Heroes in-person events
are now a series of virtual technical development events,
reaching approximately 7,000 people per quarter.
• Learn about Dell Technologies product and solutions, features,
roadmaps, positioning, and use cases from Subject Matter
Experts.
• Receive monthly technical updates tailored for Partner SEs.

Please ensure you are opted-in to receive the Heroes Newsletter.
Visit the Heroes Program page on the

Partner Portal to learn more about the program.
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 print it, just log in to your
top navigation menu of the CertTracker account.
Partner Academy.
FOR PARTNER COMPANIES
As Metal Tiered As Authorized

Solution Providers Solution 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 or Authorized
can follow their company training
Distributor for your company training
status using the Program Tracker
(accessible via Partner Portal > Tools status.
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.
Completing Certification
Tracking your certification is the next step
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 required
instructions to log in module of a Credential learning
path
• New users MUST select “never logged
in before” option • Certification: 48 hours after you
take the exam from PearsonVUE
• Returning users can use their Dell ID
number or Primary email address
How to print a Certificate Promote your accomplishment

Log in to CertTracker: Certifications
• From the top menu bar select • You'll receive an email from
“Credentials” (for both Credentials and YourAcclaim asking you to accept
proven professional Certifications) your digital badge
• Share your digital badge on your
• Go to “My Active Credentials”
email, LinkedIn page or other social
• Locate the Certificate of the Credential media platforms
or Certification that you wish to print
Credentials
• Under the “Downloads” section, select • Export the Certificate from
the PDF Certificate CertTracker and share to your
LinkedIn page
TIP: Maintain the same email address across all platforms (Saba, PearsonVUE, CertTracker) to ensure proper
tracking. Be sure to affiliate as a partner with a valid company listing
Get Started Today

It’s Quick, Easy and Intuitive. The Dell Technologies Partner Academy is an 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
page on the Partner Portal.
Select "Training" on The “Training Reference Guides” section of the Partner
2 Academy provides a list of useful resources including:
the navigation bar
• Partner Academy Navigation Guide
Click “Enter the • Training & Enablement Guide

3 Partner Academy”
When you create your partner account
Choose your area of on the Partner Academy portal,
4 focus and view all the you’ll be able to:
learning available. • Find your core Competency path based on your role,
area of focus and Portfolio
Select learning path • Access the training you need in a prescribed order,
5 and view courses
optimized for your success
available for that path. • View your progress and completed courseware
• Find suggested supplemental education to further
your professional opportunities
Click on a course
6 and start your
learning today! 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 >
Manage Your Account Users>Add New Account
Contact. Fill in all mandatory fields and click Save.
3. The new contact will receive a welcome email with
If you have any questions regarding the Dell
Technologies Partner Academy or your eligibility the portal within 24 hours.
for training, contact your Dell Technologies
Account Manager or Channel Program Account
Manager (CPAM).
FAQ
What are the differences among 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 and plus an exam fee. For details, please refer to each learning
Certifications count towards a company path on the Partner Academy.
completing Competencies.
How do individuals gain a Credential
Individual Certification: Individually awarded recognition for
meeting the requirements to achieve Dell Technologies or Certification?
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
Individual Credential: Individually awarded recognition for their CertTracker to view any Credentials that have been
completing a learning path along with any other associated achieved and print the affiliated Certificate.
prerequisites when applicable. They're aligned with Dell The requirements to earn a Certification vary depending
Technologies training for sales, systems engineer, and upon the specific Certification. To earn a Specialist Level
marketing roles. Credentials count towards a company Certification, learners must also hold an Associate Level
earning a Competency. Certification as a prerequisite.
To learn about available Dell Technologies
Can a partner have the same individual(s) complete
Certifications, learners can visit the Proven Professional
sales, technical, marketing, and
Certification portal. There you can access training and
services delivery tracks to meet the practice tests to prepare you for the exams, and register
Competency requirements? for the exams with Pearson VUE.
Sales and systems engineers (SE) within the portfolio
Competency need to be unique individuals. However, among Once I complete a Credential or Certification,
the portfolio Competencies for marketing, do I keep it or does it go to my company?
technology architect (TA) and service delivery roles, a
Credentials and Certifications stay with the individual
partner can use the same individuals that earned sales or SE
and can be taken with them to their next company.
Credentials. If an individual holds both sales and SE
credentials, Dell Technologies will count either their sales
Credential or their SE Credential towards the Competency What do I do if I change companies?
requirement, but not both. If a partner chooses the path of Before you start taking courses with your new Partner
having two portfolio Competencies (e.g., storage and data Portal login, access CertTracker and change your
protection) to meet tier requirements and has two sales company information.
individuals complete one TA complete Mid-range Storage
Certification, the Credential and Certification can count
When is the deadline to complete Competency
towards both storage and data protection Competencies.
training? What will happen if a partner loses an
Are there any prerequisites to earn individual with a Credential or Certification tied
Credentials or Certifications? to a Competency?
For a partner’s training to qualify for the 2022 Dell
For TA Certifications, there are three levels (Associate,
Technologies Partner Program, all Competency training must
Specialist and Expert). All TA Certifications begin by earning
be completed by January 28, 2022 .
the associate level. For example, to earn an expert-level
Certification, you’ll first need to earn the Associate, then the If a partner loses a resource that held a Credential or
Specialist. Please refer to the exam description for any Certification tied to a portfolio or solutions Competency, they
specific requirements or pre-requisites to earn the would need to replace and train a new resource for those
certification you are pursuing. roles by January 28, 2022, 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 refer to the
Services Delivery Enablement Matrix for Services
Competency Requirements.
FAQ
How long is my Credential valid? How much does a TA Certification cost?
A Credential is valid through the end of the current Dell TA Certification exam cost varies. You can find out the price
Technologies Program Year when annual Competency of TA Certification by following the steps 1-8 as described in
requirements are updated for next Program Year. For the “Navigate Certification Training” section of this document.
example, when an individual obtains a Credential in March 1, We recommend choosing the “Specialist” level and
2021, the Credential is valid until January 28, 2022. respective ValuePak for best value and making sure to check
if you qualify for any discounted exam voucher.
Do I need to be re-certified once
I get my Certifications? Once I’ve completed my Credentials, what other
enablement options are available to me?
Dell Technologies Specialist and Associate Certifications
never expire and will stay with you even if you change Partner Academy offers partner representatives the
companies. However, for compliance purposes, we do opportunity to extend their knowledge beyond what is
require that our partner learners hold either the current required for individual Credentials and company
version of a particular Certification or one previous version of Competencies. Representatives can elevate their knowledge
that same Certification (N-1). To determine which versions through elective learning such as:
are accepted, refer to the “Accepted Certifications” link in the
• Tech Spotlight: Latest product launches
“Certifications Programs” section of the Partner Academy
• Backstage Pass: Dell Technologies internal learning
main page.
modules
• EduTube: Dell Technologies video sharing platform
How many Certification levels are available to the • Fast Start: Onboarding resource center
technology architect role for each learning path? • DFS: Financing options
There are three Certification levels. Individuals start with the • CP&D: Client Peripherals and Displays
Associate and must accomplish each level to advance.
How will I get notified when new learning and
• Associate
enablement options are made available?
• Specialist
• Expert Dell Technologies frequently updates the Partner
Academy portal with the latest training modules and
Are there study resources available resources. We encourage partners to check the site
for Services Delivery Competencies? regularly. For essential announcements on training and
Competencies, we inform the partners through the Dell
Yes. Dell Technologies makes, practice tests and lab Technologies Partner Newsletter and emails from our official
environments available to Partners to gain the tools and partner program mailbox.
experience to provide the best possible customer result.
Please review the Services Delivery Enablement Matrix for In order to receive program newsletter and emails, please
more information. make sure to set your partner user communications
preference (accessible via Partner Portal) to allow Dell
Technologies to send emails to you.
How much time should I reserve to earn
Credentials and Certifications?
Where do I start my training?
• Sales Credentials: Vary from 2 - 8 hours*
Partner Academy is the Dell Technologies single training
• SE Credentials: Vary from 3 - 15 hours*
portal, which provides easy curriculum navigation, fast
• Associate, Specialist, Expert Certifications: Typically
training access, and individual training status tracking. Follow
earned in 40-hour blocks. For example, to earn a specialist
these easy steps to start:
level Certification, plan for 80 hours
*Returning learners who are looking to maintain their 1. Log in to the Partner Academy and select your partner and
Credential may find their total training time shorter role type
based on the number of courses within each path
they had previously completed. 2. Use the “How can we help you? “selection bar to access
your area of interest: Credentials such as Server, Storage,
Networking, etc. Credential training counts towards your
company attaining a Competency. On-Demand training,
Launch updates, and more can be accessed from here.
FAQ
Do I need to create a new account on Partner I am a Metal Tiered Partner. How do I track my
Academy if I already have an account with the Dell company training progress?
Technologies Partner portal?
Solution Providers of Gold, Platinum and Titanium Tiers and
No, all Partner Portal users are granted access to the Partner partners participating in the current Program Year audit can
Academy. track their company training status via Program Tracker.
The tracker allows designated Partner users to monitor their
I cannot access Partner Academy. Whom do I training and revenue progress towards Tier attainment
requirements in the Dell Technologies Partner Program.
contact?
Only nominated contacts from Partners can access the tool.
Submit a request using the following link
The "My Partners" feature is now live in Program Tracker
1. Click on the Technical Support option, you will be directed also. This feature allows Distributors to request connection
to a Webform with Solutions Providers. Upon connection, a version of
the Solution Provider’s training and performance data will
2. Select “Technical Support” in “Case Subtype”
be visible to enable the Distributor’s support of the
3. Select “I am receiving and error message” in “Request Solution Provider’s progress by providing guidance on
type” development and training.
4. Make sure to fill all compulsory fields highlighted in red.

How do I provide User Consent to have completed
5. In “Description” type “Partner Academy Access Issue” as a VMware training recognized by Dell Technologies?
title then follow with the issue details
From the home page of the Partner Portal,
How do I track my own training progress? 1. Click on your name in the upper right corner, then select
Partner Account Settings
When a learner assigns themselves a particular learning
path, they can track their progress as they complete the 2. Scroll down until you find the “My Profile” section.
individual courses required for that curriculum. A progress
3. Select “Edit My Profile.” This action will open the
bar in the top right-hand side of their screen will move from 0
Salesforce.com My Profile page, which shows your profile
to 100% as a student successfully completes the required
settings
modules of that learning path. A learner can quickly access
learning path progress by clicking on ‘My Account’ at the top 4. Read both paragraphs on the My Profile page in
navigation of the Partner Academy. Salesforce, then use the “edit” button to cause a drop-
down dialog box to display.
5. Select “yes” for both options, then hit the save button
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”

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DELL TECHNOLOGIES 2021

JAN 30, 2021 – JAN 28, 2022

What You’ll Experience 04

Program Training Framework 05

Role-based Credentials and Certifications 06

Navigate Credential Learning Paths 08

Navigate TA Certification Training 11

Services Delivery Competencies 13

Earn More Rewards 15

Track Your Progress 18

Get Started Today 20

Gain the skills Learn techniques & best practices

More VMware courses Proven Partner Services New Latitude Rugged

What You’ll Experience

PARTNER REPRESENTATIVES BUSINESS

Program Training Framework

Leverage training to specialize in Dell To achieve a company level Competency,

Program Training Framework

*Content will be available during H2 2021

Role-based Credentials and Certifications (1/2)

Credentials Credentials Certifications Certifications

• Data Center Portfolio

• Data Center Portfolio

Core Client Core Client Credential Core Client Credential

Workstations Workstations Credential Workstations Credential

Latitude Rugged Latitude Rugged

Role-based Credentials and Certifications (2/2)

Credentials Credentials Certifications Certifications

Navigate Credential Learning Paths

Security For Your Training

Learning Investment Protection

Launch module from the Competency Learning Path

Navigate Credential Learning Paths

Sales Systems Engineer

Refer to the Benefits Storage Competency = 2 Sales Credentials

3 Competencies: Any Portfolio, Solutions

2 Competencies: Any Portfolio, Solutions

1 Competency: Any Portfolio, Solutions

Navigate TA Certification Training

CREDENTIALS, ROLE TYPES

1 Select a Technology Architect/ COMPETENCIES CERTIFICATIONS

associated with your company’s Storage • XtremIO Solutions

ASSOCIATE SPECIALIST EXPERT MASTER

2 Review the certification • Currently available

Specialist-level certification, you Data Protection

must first earn a qualifying Cloud

To view a complete list of certifications and their versions

4 Locate the certification you

Navigate TA Certification Training (continued)

5 Take the recommended training.

While not required, practice tests are strongly recommended as a helpful

It takes approximately 36-48 hours for exams to be reflected in CertTracker.​

Access your certifications on CertTracker​. Follow the instructions on the

Please visit the Accepted Proven Professional Certifications for Technology

Services Delivery Competencies

Onboarded Partners need the

• Review Services Competency requirements on the

• Achieve the required minimum number of certified resources.

• Monitor performance using Program Tracker

Navigate Services Competencies & Certifications

Click on PowerStore (or your product of choice) in the

Once you have accessed the Deployment Competency

Review the Recommended Training section of the

It takes approximately 36-48 hours for exams to be reflected in CertTracker.

Access your certifications on CertTracker. Follow the instructions on the