Riverbed Partner Network Training Guidelines

RPN Training Guidelines

Effective April 1, 2013

RPN Training Guidelines 2013 v.1

Overview
The comprehensive Riverbed Partner Network (RPN) Program is designed to make it easy for us to work with you to develop market and sell innovative IT Infrastructure Performance solutions for networks, applications and storage. One of the key pillars of our Program is Competency we are committed to helping you develop the essential industry and product knowledge you need to effectively sell, deploy and support Riverbeds solutions. To accelerate your success, we offer several training and education platforms, structured around three key tracks:

Sales Technical Sales Technical Certifications

Snapshot of Sales and Technical Sales Training and Technical Certification Tracks

Expertise Level Foundation Specialist Expert

Sales Accreditation
Riverbed Sales Associate (RSA) Riverbed Sales Specialist (RSS)

Technical Sales Accreditation

Riverbed Technical Sales Associate (RTSA) Riverbed Technical Sales Specialist (RTSS)

Technical Certification

Riverbed Certified Solutions Professional (RCSP) Post-Sales Riverbed Certified Solutions Associate (RCSA) Pre-Sales

Training and Accreditation Details

As a requirement to the Riverbed Partner Network program, partners are required to be compliant on Riverbed accreditation and certification training. Riverbed offers a sales accreditation program for sales people and sales engineers (SEs). The accreditation training is free through the Partner Portal at Riverbed Partner Center. In general, training through the Partner Portal focuses on the Sales and Technical Sales Training Tracks.

Sales Training Track (Free)

There are two levels of Sales training recommended for sales individuals that can be completed online in order: Riverbed Sales Associate (RSA) is the foundation level sales training that provides a baseline understanding of the Riverbed value proposition, when and where to propose different Riverbed products and solutions, the competitive landscape, and available sales tools for partners, such as the partner portal, deal registration and the MDF portal. Riverbed Sales Specialist (RSS) is the training component that builds in the Technology Authorization Paths. To complete, you must choose a Technology Authorization Path (TAP) to focus on when done, you will be able to pitch solution, represent the technology effectively, position Riverbed against the competition, and identify target accounts to whom you can sell.

Technical Sales Training Track (Free)

There are two levels of Technical Sales training that can be completed online in order: Riverbed Technical Sales Associate (RTSA) is training targeted for pre-sales engineers and their experiential equivalents. To complete, you must choose a TAP. This foundation level training provides a baseline understanding of the Riverbed value proposition, an introduction to products within the TAP and the basics on how to perform a successful whiteboard session, so the student can support the sales cycle. Riverbed Technical Sales Specialist (RTSS) is a more advanced level training that will enable a student to support the design and Proof of Concept (POC) phase of the sales cycle; demonstrate the product or solution; and, in conjunction with hands on experience, prepare for the RSCA certification.

2013 Riverbed Technology. All rights reserved.

RPN Training Guidelines 2013 v.1

Technical Certifications and Riverbed University Training (Fee-based)

In addition to the sales and technical sales accreditation programs, Riverbed also offers partners the ability to become technically certified on Riverbed products and solutions through the Riverbed Certified Solutions Associate (RCSA) and Riverbed Certified Solutions Professional (RCSP) certifications. Training is offered through Riverbed University at www.riverbeduniversity.com. The online training is fee-based and paid by a yearly subscription of $2400 a year. Riverbed also provides Instructor-led classes for a nominal fee. These fees vary and may be available to partners for a discounted fee. The instructor led classes are ideal for those partners pursuing their RCSP, who are interested in performing more complex proof of concepts during sales engagements, or who are going to be working with customers in post-sales consulting deployments. Note, these instructor-led classes are also a required component to becoming a Riverbed Authorized Training or consulting partner. Riverbed offers the following certification for Technical Pre-Sales: Riverbed Certified Solutions Associate (RCSA) certificate is granted to individuals that demonstrate knowledge and expertise in the theory, configuration, maintenance and troubleshooting of a specific product suite. It provides a means of recognizing qualified pre-sales engineers.

Riverbed offers the following certification for Technical Post-Sales: Riverbed Certified Solutions Professional (RCSP) certificate is granted to individuals that demonstrate strong knowledge and experience in theory, configuration, maintenance and troubleshooting of a specific product suite. It has been established to provide a means of recognizing post-sale professional services and/or support for focused individuals.

Riverbed established these programs to recognize individuals who demonstrate competency in configuring, maintaining and troubleshooting the Riverbed IT Performance Platforms. The courses focus on building knowledge, skills and experience through extensive hands-on lab exercises built on real-world customer scenarios. To best prepare for these certifications, it is recommended that individuals take the classes offered by Riverbed University, get hands on experience and then take and pass the certification exam. For more Riverbed Technical Certification details, visit: http://www.riverbed.com/services-training/certification/

Technology Authorization Paths (TAPs)

The content of the Riverbed training is centered on the Riverbed Technology Authorization Paths (TAPs), which allow partners to focus on selling the products and solutions that are best suited for their skills, target markets and expertise. Riverbeds core technologies and product families are organized into these TAPs. In order to become authorized to sell products within a product family, you need to meet TAP specific requirements and invest, as required, to perform demonstrations of a TAP, upon request. You can focus on one TAP, multiple TAPs, or dive deep into the technology of one product family and complete a Master TAP. A minimum of one TAP authorization is required for all Riverbed certified partners at the Gold and Platinum levels. The Diamond level requires two TAP authorizations or a Master TAP. Resellers achieve a partner level by meeting the training & demo capability requirements within a given TAP.

2013 Riverbed Technology. All rights reserved.

RPN Training Guidelines 2013 v.1

TAP Requirements Basic TAP Requirements (for each specialization) Riverbed Sales Specialist (RSS) Riverbed Certified Solutions Associate (RCSA) Riverbed Certified Solutions Professional (RCSP) Ability to Demonstrate Equipment for TAP 2 1 Required Master TAP Requirements (for each specialization) 6 2 2

Training and Certification Requirements

Riverbed has training and certification requirements to help partners achieve sales and sales engineer competency. The following is a snapshot of what is required for each Partner level: Silver Gold Platinum Diamond Competency Commitment Global Technical Certifications Incremental FSSC Requirement Sales Accreditations TAP Specialization Demo Capabilities 1 RSA 2 RSS 1 Required 1RCSA 2 RCSA 1 RCSP + 1 RCSP 4 RSS 1 Required 2 RCSA 2 RCSP + 1 RCSP 6 RSS 2 or 1 Master TAP Required

Frequently Asked Questions

Can the same individual at our company hold all our certifications for compliance? Partner companies at the Platinum and Diamond level are required to have multiple certifications, each held by a unique individual to maintain program compliance. Gold partners may have an individual satisfy one sales accreditation and one technical certification. The second sales accreditation must be satisfied by a different individual. For Example:

Gold Compliance
Person A Person B and or X X or X Person C

Partner Certification Requirement Options To be Certification Compliant:

Sales Technical

RSS RCSA / RCSP

X X

Individuals can hold RSS or RCSA / RSCP in any training specialization.

Person A Person B and or X X or X Person C

Partner TAP Requirement

Sales Technical

RSS RCSA / RCSP

X X

To be TAP Compliant:

All individuals must have completed the RSS and RCSA / RSCP in the same specialization to meet a specific TAP requirement, i.e. EVERYONE is accredited and certified in WAN to meet a specific TAP Certification.

2013 Riverbed Technology. All rights reserved.

RPN Training Guidelines 2013 v.1

What if Im a Platinum or Diamond level partner? Each accreditation or certification must be held by unique individuals for Platinum and Diamond level partners. What is the order that I need to follow to meet Training Program requirements? Sales Accreditation 1. First, partners must complete the RSA level training. 2. Next, partners can complete RSS training. To complete RSS training, you must choose a TAP to focus on. Technical Sales Accreditation 1. First, partners must complete the RTSA level training. To complete the RTSA level training, you must choose a TAP to focus on 2. Next, partners can complete RTSS level training. Certification 1. Once RTSA and RTSS training is complete, and the student has obtained some hands-on experience, they can proceed with their Certifications (RCSA) and (RCSP) exams with additional training through Riverbed University and booking the exams visiting: http://www.pearsonvue.com/riverbed. What if a certification doesnt exist? If a certification doesnt exist, by completing the RTSS training, partners will meet their program requirements. However, once a certification becomes available, partners will be expected to obtain the certification to stay in compliance. What if I completed RSAP? If you completed the Riverbed Sales Accreditation Program (RSAP) within the last two years, it counts as completing RSA. The RSAP program was available through February 2012 and replaced by the Riverbed Sales Associate accreditation. If you have a question about your specific training status, please email partners@riverbed.com. How long do accreditations and certifications last? All Riverbed training modules are good for two years. What are the modules in the Sales Training Track? Below is a sample of the training modules available:
Riverbed Sales Associate Riverbed 101 Products & Solutions Competitive Overview CIO Pitch Sales Tools: Partner Portal Sales Tools: Deal Registration Sales Tools: MDF Portal 7 Modules Riverbed Sales Specialist Application Delivery Product Deep Dive Target Markets & Use Cases Competition 3 Modules Network Performance Mgmt. Product Deep Dive Target Markets & Use Cases Competition Whats New with Cascade? 4 Modules WAN Optimization Product Deep Dive Target Markets & Use Cases Cloud Storage Product Deep Dive Target Markets & Use Cases Edge Virtual Server Infrastructure Product Deep Dive Target Markets & Use Cases Competition 3 Modules

Competition 2 Modules Granite Cloud Accelerator 5 Modules Solutions (only need to complete one of these modules) Hybrid Cloud Disaster Recovery & Data Protection SharePoint* Consolidation Cloud Performance* 6 Modules

2013 Riverbed Technology. All rights reserved.

RPN Training Guidelines 2013 v.1

What are the modules in the Technical Sales Training Track? Below are samples of the training modules available:
Application Delivery RTSA-AD (6)
1. Why sell? Why buy? 2. Stingray product line overview 3. Traffic Manager Functionality 4. Traffic Manager Positioning 5. Web Application Firewall 6. Aptimizer RTSA - AD Exam

Network Performance Mgmt RTSA-NPM (3)

1. Why sell? Why Buy? 2. Cascade Solution Overview 3. Details, Differentiation, and Deals RTSA - NPM Exam

WAN Optimization RTSA-W (7)

1. Why sell? Why buy? 2. WAN Optimization Product Line Overview 3. Overcoming WAN Limitations 4. Supporting Consolidation & Disaster Recovery 5. Models, Topologies, and Management 6. Competition 7. Success Stories RTSA - W Exam

Cloud Storage Delivery RTSA-CSD

Available this Summer

EVSI-Granite RTSA-EVSI (3)

1. Why sell? Why buy? 2. Granit Solution Overview 3. Details, Deals, & Differentiation RTSA - EVSI Exam

RTSS - AD
Available in May

RTSS - NPM (4)

1. Components of a Cascade Solution 2. Troubleshooting Networking Issues with Cascade 3. Security Capabilities of Cascade 4. Presenting a Successful Demo RTSS - NPM Exam

RTSS - W (2)
1. Sizing a Steelhead Solution 2. Deploying a Successful Proof of Concept 3. RTSS - W Exam

RTSS - CSD
Available this Summer

RTSS - Granite (2)

1. Sizing a Granite Solution 2. Performing a Successful POC RTSS - EVSI Exam

What training is free and what training is fee-based? All accreditation training is free. This includes accreditation as Riverbed Sales Associate (RSA), a Riverbed Sales Specialist (RSS), Riverbed Technical Sales Associate (RTSA), and Riverbed Technical Sales Specialist (RTSS). The Technical Certifications offered through Riverbed Certification Program Riverbed Certified Solutions Professional (RCSP), and Riverbed Certified Solutions Associate (RCSA) are fee-based. For additional information on Technical Certifications visit: http://www.riverbed.com/services-training/certification.

More Information
If you have questions regarding training, please: Contact your partner manager Check out the detailed information regarding both Sales and Technical training in the Training tab on the Partner Portal at http://www.riverbed.com/us/partners/partner_login Look at the schedule of instructor-led courses offered throughout the year in the Partner Center: Click Here

Glossary of Terms
POC RSA RSS RPN Proof of concept Riverbed Sales Associate. RSA of the foundation level of online sales training. The RSA level must be completed before the Riverbed Sales Specialist training can be taken online. Riverbed Sales Specialist. This training covers specific product and solution families and may be taken upon completion of the RSA online training. Riverbed Partner Network

2013 Riverbed Technology. All rights reserved.

RPN Training Guidelines 2013 v.1

RCSA

All accreditation training is free. This includes accreditation as Riverbed Sales Associate (RSA), a Riverbed Sales Specialist (RSS), Riverbed Technical Sales Associate (RTSA), and Riverbed Technical Sales Specialist (RTSS). The Technical Certifications offered through Riverbed Certification Program Riverbed Certified Solutions Professional (RCSP), and Riverbed Certified Solutions Associate (RCSA) are fee-based. For additional information on Technical Certifications visit http://www.riverbed.com/services-training/certification. Riverbed Certified Solutions Professional. This is a technical certification designed to valid the skills required of technical professionals who implement Riverbed products and solutions. This exam is offered through Riverbed Certification Program http://www.riverbed.com/services-training/certification. Riverbed Sales Accreditation Program. Former sales training program that was replaced by the Riverbed Sales Associate training in February of 2012. Riverbed Technical Sales Associate. RTSA is the foundation level of online technical sales training. Riverbed Technical Sales Specialist. Upon completion of the RTSA online sales training, a person is qualified to take this more advanced technical sales training online. Riverbed Sales Specialist Application Delivery (RSS-AD) Stingray Riverbed Sales Specialist Cloud Storage Delivery (RSS-CSD) Whitewater Riverbed Sales Specialist Edge Virtual Server Infrastructure (RSS-EVSI) Granite Riverbed Sales Specialist Network Performance Management (RSS-NPM) Cascade Riverbed Sales Specialist WAN Optimization (RSS-W) Steelhead Technology Authorization Path. The TAP framework provides the basis for a partner to achieve their competency for Riverbed product and solution families.

RCSP

RSAP RTSA RTSS RSS-AD RSS-CSD RSS-EVSI RSS-NPM RSS-W TAP

..
Riverbed Technology, Inc. 199 Fremont Street San Francisco, CA 94105 Tel: (415) 247-8800 www.riverbed.com Riverbed Technology Ltd. One Thames Valley Wokingham Road, Level 2 Bracknell. RG42 1NG United Kingdom Tel: +44 1344 31 7100 Riverbed Technology Pte. Ltd. 391A Orchard Road #22-06/10 Ngee Ann City Tower A Singapore 238873 Tel: +65 6508-7400 Riverbed Technology K.K. Shiba-Koen Plaza Building 9F 3-6-9, Shiba, Minato-ku Tokyo, Japan 105-0014 Tel: +81 3 5419 1990

2013 Riverbed Technology. All rights reserved.