Avaya Certified Support Specialist Sales And Design Credential Guide 04 15 16

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Avaya Sales and Design Credential

Guide

 Avaya Professional Sales Specialist (APSS)

 Avaya Professional Design Specialist (APDS)

 Avaya Certified Sales Professional (ACSP)

 Avaya Certified Design Specialist (ACDS)

15 April 2016

Purpose:

This guide provides background and planning information for the Avaya Professional Sales

Specialist (APSS), Avaya Professional Design Specialist (APDS), Avaya Certified Sales

Professional (ACSP) and Avaya Certified Design Specialist (ACDS) credentials.

Information in the document is presented as of 15 April 2016 unless noted otherwise.

For the latest information on the Avaya Professional Credential Program and the training

curriculums that support it, log-in to the Avaya Learning Center www.avaya-learning.com.

 Avaya Professional Sales & Design Credential availability

 Avaya Certified Sales & Design Credential availability

 Test Preparation and Foundational Knowledge

 Credential Program Policies and Procedures

 Information on the Avaya Credential Management System which allows credential

holders to access their credential transcripts, download certificates and logos as well

as publish credential verification reports for viewing by authorized 3rd parties.

 Registration of Online Tests

 News Highlights covering the most recent enhancements to Avaya Learning Center

offerings and Avaya Professional Credential Program

Table of Contents

1. Avaya Professional Credential Program Overview ............................................. 4

2. Avaya Sales and Design Credential Program Structure ..................................... 5

3. Avaya Professional Sales Specialist (APSS) Description ................................... 6

4. Avaya Professional Design Specialist (APDS) Description ................................ 6

5. Avaya Certified Sales Professional (ACSP) Description ..................................... 7

6. Avaya Certified Design Specialist (ACDS) Description ....................................... 8

7. Credential Portfolio Overview ............................................................................. 8

8. Credential Plan-of-Record ............................................................................... 10

9. Preparing For and Scheduling Avaya Online Tests and Proctored Exams ....... 11

10. APSS, APDS, ACSP and ACDS Core Training Course Curriculum Maps ........ 13

10.1 Avaya Professional Sales Specialist (APSS) .................................................... 14

10.2 Avaya Professional Design Specialist (APDS) ................................................. 19

10.3 Avaya Certified Sales Professional (ACSP) - NEW .......................................... 23

10.4 Avaya Certified Design Specialist (ACDS) - NEW ............................................ 25

Appendix A – APSS, APDS, ACDS and ACSP Knowledge and Skills Matrices .............. 27

Appendix B - Credential Listing and Test Requirements ................................................. 29

1. Avaya Professional Credential Program Overview

The Avaya Professional Credential Program is designed to ensure individuals have the

knowledge and skills to successfully sell, design, implement and maintain Avaya products and

solutions that exceed customer expectations. The Avaya Professional Credential Program

currently consists of Sales, Design, and Services credentials and distinguishes between

solution Credentials and Product Specific Credentials.

Sales and Design Credentials

Avaya Engagement solutions Certifications

 Avaya Certified Design Specialist (ACDS)

 Avaya Certified Sales Professional (ACSP)

Avaya Product Professional Credentials

 Avaya Professional Design Specialist (APDS)

 Avaya Professional Sales Specialist (APSS)

Services Credentials

Avaya Engagement Solutions Certifications

 Avaya Certified Solution Specialist (ACSS)

 Avaya Certified Integration Specialist (ACIS)

Avaya Product Certifications

 Avaya Certified Support Specialist (ACSS)

 Avaya Certified Implementation Specialist (ACIS)

Avaya Product Professional Credentials

 Avaya Support Professional Specialist (ASPS)

 Avaya Implementation Professional Specialist (AIPS)

Avaya uses a blend of online tests and proctored exams to validate competencies.

Professional Specialist credentials are awarded based upon passing Online Tests. Certified

Credentials incorporate Proctored Exams and Online Tests as a requirement to earn the

credential.

The Avaya Professional Sales Specialist (APSS), Avaya Professional Design Specialist

(APDS), Avaya Certified Sales Professional (ACSP) and Avaya Certified Design Specialist

(ACDS) credentials are the Avaya sales and design authorizations validating knowledge and

skills in the areas of selling and designing Avaya products and solutions.

The Avaya Services credentials validate knowledge and skills in the areas of implementation,

administration, maintenance and troubleshooting for Avaya products and solutions.

This guide provides background and planning information for the Avaya Professional Sales

Specialist (APSS), Avaya Professional Design Specialist (APDS), Avaya Certified Sales

Professional (ACSP) and Avaya Certified Design Specialist (ACDS) credentials.

2. Avaya Sales and Design Credential Program Structure

Avaya Professional Specialist credentials use non-proctored Online Tests delivered via the

Avaya Learning Center.

Not all solution areas have both Avaya Professional Sales Specialist (APSS) and Avaya

Professional Design Specialist (APDS) credentials. The types of credentials and the number

of Online Tests to earn a credential is a function of the solution’s complexity in the areas of

sales and design.

The Avaya Certified Sales Professional (ACSP) credential validates that the candidate has an

advanced level of technical proficiency necessary to understand Avaya Sales skills and

processes. The Avaya Certified Design Specialist (ACDS) credential validates the candidate

has an intermediary level of technical proficiency to create specific greenfield, upgrade and

migration solution designs based on customer business needs. Refer to article New Avaya

Certified Sales Professional (ACSP) Credential Focuses on Avaya Engagement Solutions for

details and release dates for this new credential.

The ACDS portfolio has undergone a major redesign to provide the Avaya Sales Engineer

(SE) community a growth path to mastery in Avaya Engagement Solutions. The ACDS

curriculum for Avaya Engagement Solutions instills a common methodology and approach to

solution design across the entire SE community and builds upon the foundation established

with the Avaya Professional Design Specialist (APDS) curriculum. Refer to article Avaya

Certified Design Specialist (ACDS) Credential Re-launches With Focus On Avaya

Engagement Solutions for the release dates of the re-launched credentials.

In support of the Avaya Professional Credential Program, Avaya Learning offers a wide variety

of training content to meet the needs of our Partners, Customers, and Associates.

Fundamental to all earning Avaya Professional Credentials is a solid understanding of the

core technologies upon which the products and solutions are built. Avaya recommends the

Programs of leading industry players to provide foundational knowledge: WestNet Learning

(Foundational Technology Expert) and The SIP School (SSCA).

3. Avaya Professional Sales Specialist (APSS) Description

This credential validates that the candidate has a basic-to-intermediary level of knowledge to

sell Avaya products and customer focused solutions.

Qualified candidates typically have sales skills background and have had success in closing

deals.

The Credential will equip the sales candidate with the ability to:

 Articulate the purpose and features of a given product/solution.

 Craft appropriate probing questions to use with constituents (IT, LOB, CxO) to identify

details about their problems that can form the basis for the solution ROI.

 Leverage this knowledge in developing a set of solution capabilities that can be

delivered to address a client's problems.

 Communicate the value of the offers and associated services offerings (software,

applications, hardware and software-based, as applicable).

 Communicate market position, technology, and product expertise and how it

addresses key or common business problems found within particular market

segments.

This credential is valid for two years, uses online test(s), and is reserved exclusively for Avaya

Channel Partners and Associates.

Exception: APSS – Avaya Aura® Application Server 5300 (APSS -1101) remains a one year

credential until further notice.

4. Avaya Professional Design Specialist (APDS) Description

This credential validates that the candidate has an introductory level of technical proficiency

necessary to create specific designs and build foundational knowledge for solution designs

based on the customer requirements.

Qualified candidates typically have technical awareness and understanding of solutions and

products within a portfolio and the credential will aid them in understanding:

 Understand typical customer issues and trends in the target market.

 Discuss the products in a portfolio and explain the role they play in a solution:

functionalities, capabilities, interdependencies, integration, interoperability,

upgrade/migration requirements.

 Describe the value and functionalities a solution made up by the products in a portfolio

bring to the customer.

 Discuss the available services and support (ProServ and/or AGS) options for a product

or solution.

 Describe licensing options.

 Compare, contrast and position a solution over a competitor.

 Conduct application discovery.

 Clarify customer’s request, current configuration and future needs.

This credential is valid for two years, uses online test(s) and is reserved exclusively for Avaya

Channel Partners and Associates.

5. Avaya Certified Sales Professional (ACSP) Description

The Avaya Certified Sales Professional (ACSP) credential validates that the candidate has

achieved an advanced understanding of and competence in Avaya Sales skills and processes

for sales strategy and deployment.

Building upon the foundation established with the Avaya Professional Sales Specialist (APSS)

curriculum, students completing the ACSP curriculum will be able to sell and position solutions

that address the customer’s issues and objectives.

Qualified candidates must have an APSS Certification in the portfolio they are attempting the

ACSP in, and typically have advanced sales skills. The ACSP credential will aid them in their

ability to:

 Describe the solution and create an innovation conversation.

 Identify customer needs based on industry and market challenges.

 Understand and apply the Avaya Sales skills and processes to your sales strategy and

deployment.

 Ability to discuss the Avaya Innovations, how to whiteboard the solution, close on the

deal and demonstrate as appropriate.

 Tailor your conversation approach to the appropriate audience.

 Identify the Avaya Services and Support offers for the Solution.

 Create value propositions that align to the customer’s culture, strategy and long term

business and revenue goals.

 Use Avaya differentiators to influence buying decisions.

ACSP Credentials use Online Tests and Proctored Exams, are valid for 2 years and are

reserved exclusively for Avaya Channel Partners and Associates. To obtain an ACSP

credential individuals need to hold the relevant APSS credential and successfully complete

the proctored exam noted on the credential map.

Note: The ACSP credentials are planned for full deployment in Calendar Year 2016.

6. Avaya Certified Design Specialist (ACDS) Description

The Avaya Certified Design Specialist (ACDS) credential validates that the candidate has an

intermediary level of technical proficiency necessary to create specific greenfield, upgrade and

migration solution designs based on customer business needs.

Avaya recognizes that individuals responsible for designing customer solutions demonstrate

advanced Sales Engineering skills and therefore should be distinguished with a credential that

signifies their achievement.

Qualified candidates must have an APDS Certification in the portfolio they are attempting the

ACDS in, and typically have intermediate Technical Sales Skills. The ACDS credential will aid

them in their ability to:

 Create and explain Greenfield and legacy solution designs based on the customer

discovery and requirements.

 Follow standard methodology during the customer discovery and designing process

 Create and diagram a complex solution architecture based on Avaya Reference

Architectures

 Explain and estimate complex licensing scenarios

 Use given customer requirements and Avaya components, to recognize and

recommend a solution design ready for pricing tool (i.e. ASD) configuration design.

 Compare and contrast the configuration design and BoM with the solution design and

identify discrepancies.

The ACDS Certification is valid for 2 years, uses Online Tests and Proctored Exams, and is

reserved exclusively for Avaya Channel Partners and Associates. To obtain an ACDS

credential individuals need to hold the relevant APDS credential.

Note: The ACDS portfolio has undergone a major redesign to provide the Avaya Sales

Engineer (SE) community a growth path to mastery in Avaya Engagement Solutions. The

ACDS curriculum for Avaya Engagement Solutions instills a common methodology and

approach to solution design across the entire SE community and builds upon the foundation

established with the Avaya Professional Design Specialist (APDS) curriculum.

For additional Sales and Design credential comparative information see Appendix A – APSS,

APDS, ACSP and ACDS Knowledge and Skills Matrices.

7. Credential Portfolio Overview

Avaya Sales and Design Certifications are in alignment with Avaya’s new era of Avaya

Engagement Solutions. The below table lists available Avaya Engagement Sales and Design

Certifications first, followed by Avaya Professional Specialist Credentials.

The types of credentials and the number of online tests and proctored exams to earn a

credential is a function of the solution’s complexity in that particular area of sales and design.

The following diagram illustrates Sales and Design Credentials available and coming soon.

Sales and Design Credentials

8. Credential Plan-of-Record

Following is the status for the Avaya Professional Sales Specialist (APSS), Avaya

Professional Design Specialist (APDS), Avaya Certified Sales Professional (ACSP) and Avaya

Certified Design Specialist (ACDS) credentials. It reflects APSS, APDS and ACDS

credentials available, coming soon and/or retiring.

Please note that as the Avaya Professional Credential Program evolves, information on

changes is posted and distributed through standard communication channels (i.e: Avaya

Learning Center, Avaya Learning News, Avaya Partner Portal, and Partner Newsflash).

Note:

Credential Plan-of-Record

As of 15 April 2016

9. Preparing For and Scheduling Avaya Online Tests and

Proctored Exams

Preparing for Avaya Sales and Design Online Tests and Proctored Exams

Log-in to the Avaya Learning Center at www.avaya-learning.com and use the “Catalog

Search” functionality to search either by “Curriculum/Credential” or “Search by Course Code.”

The Avaya Professional Credential Program landing page provides additional information

around available credentials and the Credential Program Links page provides useful program

documentation and latest news.

Training is recommended and core training courses are often supplemented as part of a

comprehensive study program. Review the credential, online test / proctored exam and all

curriculum map training course descriptions to determine the scope of training and experience

most appropriate for you to prepare for the online test or proctored exam.

Technology Fundamentals

Selling, designing, implementing and maintaining Avaya Products / Solutions require a solid

understanding of the core technologies upon which they are built.

Avaya recommends the programs of leading industry players to provide foundational

knowledge: WestNet Learning (Foundational Technology Expert) and The SIP School

(SSCA).

Access the “Foundational Knowledge” link on the Avaya Professional Credential Program

landing page to learn more about these important programs.

Taking an Avaya Online Test

Avaya Online Tests are taken via the Avaya Learning Center. Students are required to log in

to the Avaya Learning Center via Avaya Single Sign-On (SSO) process.

For questions related to registering for an Online Test or the SSO process please

contact the Helpdesk at:

 Avaya Learning Help Desk Call Center

Call 866-Avaya-54 or 866-282-9254 [North American Region]

Outside North America: Regional Local Number Listing

 Avaya Learning Help Desk Website

Submit a request to the Support team at https://partner-itss.avaya.com

Avaya Learning Center - Access via Secure Sign-on (SSO) Information

To register for an Avaya online test, log in to www.avaya-learning.com.

Online Test Re-take Policy

Avaya Learning policy allows three pre-course attempts for all online tests. If you do not pass

the online test you must re-register to attempt it again. If you have not passed the online test

after the third attempt, you will need to complete the associated learning activity and call the

Avaya Learning Center Help Desk requesting a re-set for that specific online test.

Please note: This policy applies only to online tests.

Scheduling a Proctored Exam at Pearson VUE Test Centers

Pearson VUE Authorized Test Centers represent a network of Pearson VUE independent

business partners primarily in the commercial and academic market spaces. Availability of

testing centers varies by city/state/geographic region based upon business partner

participation in the Pearson VUE testing program.

As independent business partners, Pearson VUE Test Centers establish their own hours of

operation and testing seat capacity. Reservations are accepted on a first come / first serve

basis independent of the vendor exam chosen. Test Center, Online or Pearson VUE Call

Center reservations all work from the same inventory of available testing sessions. Contacting

a Pearson VUE Test Center can provide candidates with the best understanding of what

parameters drive a Center’s days / hours of operation; this can be particularly helpful for

Testing Centers associated with academic institutions.

Pearson VUE encourages candidates to book testing sessions well in advance (2+ months) to

help ensure individual requirements can be met. Candidate demand often fluctuates. Visit the

Pearson VUE website at www.pearsonvue.com/avaya to see currently available Avaya

exams, regional exam pricing and register for a proctored exam session.

10. APSS, APDS, ACSP and ACDS Core Training Course

Curriculum Maps

Following are the core training course Curriculum Maps for APSS, APDS, ACSP and ACDS

credentials available as of 15 April 2016.

For the most current information on the Avaya Credential Curriculum Maps including

Foundational Knowledge and Supplemental Learning options visit the Avaya Learning Center

www.avaya-learning.com.

For questions about the Avaya Professional Credential Program and scheduling

training please contact the Avaya Learning Helpdesk.

 Avaya Learning Help Desk Call Center

Call 866-Avaya-54 or 866-282-9254 [North American Region]

Outside North America: Regional Local Number Listing

 Avaya Learning Help Desk Website

Submit a request to the Support team at https://partner-itss.avaya.com

10.1 Avaya Professional Sales Specialist (APSS)

APSS - Avaya Midmarket Solutions (APSS - 1000)

To earn the APSS - Avaya Midmarket Solutions Credential

Overview Courses:

Web 2S00012W Small and Midmarket Communications – Avaya IP Office™ Platform 9.1 and 9.1 Select - Overview 0.50 hour

Product Component Courses

Web 4601W Avaya IP Office™ Platform - Components 1.25 hours

Learning Link Emergency Services Access Enhancements in IP Office Release 9.0

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 4600T Small and Midmarket Communications Online Test 1.00 hour

Online Text 4600TCHS Small and Midmarket Communications Online Test (Chinese) 1.00 hour

APSS – Engagement OnAvaya™ Powered by Goggle™ (APSS - 4710) - New

To earn the APSS – Engagement OnAvaya™ Powered by Goggle™ Credential

Overview Course:

Web 4721W Selling Customer Engagement OnAvaya™ - Goggle™ Cloud Platform Overview 0.75 hour

Product Component Courses:

Web 4722W Customer Engagement OnAvaya™ - Google™ Cloud Platform Components 0.25 hour

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 4720T Customer Engagement OnAvaya™ - Google™ Cloud Platform Online Test 1.00 hour

APSS – Avaya Contact Center Solutions for IP Office (APSS - 1001)

To earn the APSS – Avaya Contact Center Solutions for IP Office Credential

Recommended fundamental Learning

Learning Link APSS - Avaya Midmarket Solutions Credential

Courses:

Web 4700W Avaya Contact Center Solutions for IP Office™ Platform Overview 0.50 hour

Web 4701W Avaya Contact Center Solutions for IP Office™ Components 1.00 hour

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 4700T Avaya Contact Center Solutions for Avaya IP Office – APSS Online Test 1.00 hour

APSS - Avaya Aura® Application Server 5300 (APSS - 1101)

To earn the APSS - Avaya Aura® Application Server 5300 credential:

Courses:

On Demand 2U00175O Selling Avaya Aura® Application Server 5300 (AS 5300) 3.0 - L1 0.50 hours

On Demand 2U00176O Selling Avaya Aura® Application Server 5300 (AS 5300) 3.0 - L2 0.50 hours

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 2U00177A Selling Avaya Aura® Application Server 5300 (AS 5300) Online Test 0.50 hours

APSS - Avaya Enterprise Team Engagement Solutions (APSS - 1100)

To earn the APSS - Avaya Enterprise Team Engagement Solutions Credential:

Overview Courses:

Web 4300W Avaya Unified Communications Portfolio Overview 0.75 hour

Web 4311W Selling Unified Communications Messaging Overview 0.50 hour

Web 4312W Avaya Aura® Suite Licensing 0.25 hour

Product Component Courses

Web 4301W Avaya Unified Communications - Core Components 1.25 hours

Web 4302W Avaya Unified Communications - Gateways and Endpoints 0.75 hours

Continued on page 16

APSS - Avaya Enterprise Team Engagement Solutions (APSS - 1100) Continued from page 15

Web 4303W Avaya UC - Cloud and Virtualization 0.50 hours

Web 4304W Avaya UC Soft Clients – Components 0.75 hour

Web 4305W Avaya UC Applications Components 1.00 hour

Web 4307W Avaya Unified Communications - Clients 0.75 hour

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25

Online Tests:

Online Test 4400T APSS Unified Communications Online Test 1.00 hour

Online Test 4400TCHS APSS Unified Communications Online Test (Chinese) 1.00 hour

APSS - Avaya Scopia® Solution (APSS - 1401)

To earn the APSS - Avaya Scopia® Solution Credential

Overview Courses:

On Demand 2X00050O Video Conferencing Fundamentals for Sales 1.25 hour

Web 4510W Selling Avaya Scopia® Overview 0.75 hour

Avaya Scopia® Solutions - Core Courses:

Web 4511W Selling Avaya Scopia® Components: Endpoints 1.00 hours

Web 4512W Avaya Scopia® Components: MCUs/Gateways 1.25 hours

Web 4513W Avaya Scopia® Components: Management/Middleware 0.50 hour

Web 4500W Partner Hosted Video Cloud 0.25 hour

Web 4514W Avaya Video Cloud 0.25 hour

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hour

Online Tests:

Online Test 4500T APSS - Avaya Scopia® Online Test 1.00 hour

Online Test 4500TCHS APSS - Avaya Scopia® Online Test (Chinese) 1.00 hour

APSS - Avaya Customer Engagement Solutions (APSS - 1200)

To earn the APSS - Avaya Customer Engagement Solutions Credential:

Overview Courses:

Web 4101W Selling Avaya Customer Engagement - Overview 0.75 hour

Product Component Courses:

Web 4110W Omnichannel Automated - Part 1 0.75 hour

Web 4111W Omnichannel Automated - Part 2 1.00 hour

Web 4112W Actionable Insight 1.00 hour

Web 4113W Omnichannel Assisted - Part 1 0.75 hour

Web 4114W Omnichannel Assisted - Part 2 0.75 hour

Web 4115W Omnichannel Assisted - Part 3 0.75 hour

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hour

Online Tests:

Online Test 4190T APSS – Avaya Customer Engagement Solutions Online Test 1.00 hour

Online Test 4190TCHS APSS - Avaya Customer Engagement Solutions Online Test (Chinese) 1.00 hour

APSS - Avaya Networking Solutions (APSS - 1300)

To earn the APSS - Avaya Networking Solutions Credential:

Overview Courses:

Web 4002W Avaya Networking Overview 1.00 hour

Product Component Courses:

Web 4010W Access Control 0.25 hour

Web 4011W Avaya Ethernet Switches 1.25 hours

Web 4012W Wireless Networks 0.25 hour

Web 4013W Unified Management 0.25 hour

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 4090T APSS Avaya Networking Online Test 1.00 hour

Online Test 4090TCHS APSS Avaya Networking Online Test (Chinese) 1.00 hour

APSS - Avaya Pod Fx (APSS - 4800) - New

To earn the APSS - Avaya Pod Fx Credential:

Avaya Pod Fx

Web 4801W Selling Avaya Pod Fx 1.00 hour

Team Engagement/UCaaS

Web 4303W Avaya Unified Communications - Cloud and Virtualization 0.50 hours

Avaya Pod Fx Infrastructure - Networking

Web 4002W Avaya Networking Overview 0.50 hours

Web 4011W Ethernet Switches Component 1.25 hours

Web 4013W Unified Management Component 0.25 hours

EMC

EMC Information & Storage Management Sales Training (Avaya Associates Only)

EMC Information & Storage Management Sales Training (Avaya Partners)

VMware by VMware

On Demand 1Z00198O VMware by VMware 8.00 hours

Compliance Courses

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests

Online Test 4800T APSS Avaya Pod Fx Online Test 1.00 hour

APSS - Avaya SDN Fx (APSS - 4830) - New

To earn the APSS – Avaya SDN Fx Credential:

Overview Courses

Web 4831W Avaya Software Defined Network (SDN) Fx Overview 1.00 hour

Product Component Courses

Web 4832W Avaya SDN Fx Healthcare Solution 0.25 hours

PID-01 Avaya Software Defined Network (SDN) Fx Healthcare

Compliance Courses

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests

Online Test 4830T APSS Avaya SDN Fx Online Test 1.00 hour

10.2 Avaya Professional Design Specialist (APDS)

APDS – Avaya Contact Center Select (APDS - 2400) Retires May 31 2016

To earn the APDS – Avaya Contact Center Select Credential:

Contact Center Select Design Courses

On Demand 3M00010O Designing Avaya Contact Center Select 2.25 hours

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3M00030A APDS Avaya Contact Center Select (ACCS) Online Test 2.00 hour

APDS – Avaya Midmarket Solution (APDS - 2401) Retires 31 May 2016

To earn the APDS – Avaya Midmarket Solution Credential:

Virtual Campus Training

Virtual 3705E Knowledge Access: Avaya Midmarket Solutions Overview and field Study 13.50 hours

Traditional Training

Web 3720W Avaya Midmarket Solutions Overview 1.5 hours

Learning Link APDS Midmarket Solutions Product Information Documents

Web 3740W Avaya Midmarket Solutions Customer Field Study 2.50 hours

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3M02401A APDS Avaya Midmarket Solutions Online Test 1.50 hour

Online Test 3M02402A APDS Avaya Midmarket Solutions Online Test (Chinese) 1.50 hour

APDS – Avaya Midmarket Solutions (APDS - 3770) - New

To earn the APDS – Avaya Midmarket Solutions Credential:

Virtual Campus Training

Virtual 3705E Knowledge Access: Avaya Midmarket Solutions Overview and field Study 13.50 hours

Continued on page 20

APDS – Avaya Midmarket Solutions (APDS - 3770) – Continued from page 19

Traditional Training

Web 3720W Avaya Midmarket Solutions Overview 1.5 hours

Learning Link APDS Midmarket Solutions Product Information Documents

Web 3740W Avaya Midmarket Solutions Customer Field Study 1.50 hours

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3770T APDS Avaya Midmarket Solutions Online Test 1.50 hour

APDS - Avaya Scopia® Solution (APDS - 2301)

Fundamental Skills and Capabilities: To maximize the value of this curriculum and improve preparation for the associated online tests:

Learning Link APSS - Avaya Scopia® Solution Curriculum

To earn the APDS - Avaya Scopia® Solution Credential:

Overview Courses:

Web 3V00100W Avaya Scopia® Video Solution Overview 2.00 hours

Quote and Order Process Courses:

Learning Link 0U00460O ASD Additional Parts Configurator Training

Avaya Scopia® Solutions – Core Courses:

Web 3V00101W Designing Avaya Scopia® Endpoints 1.00 hour

Web 3V00102W Designing Avaya Scopia® Infrastructure 2.00 hours

Web 3V00103W Designing Avaya Scopia® Mobility Solutions 1.00 hour

Web 3V00104W Designing Avaya Scopia® Management 1.25 hours

Web 3V00105W Designing Avaya Scopia® PathFinder Firewall Traversal 0.75 hour

Web 3V00107W Designing Avaya Scopia® Interoperability 0.50 hour

Learning Link Avaya Cloud Enablement for Video 2

Avaya Scopia® Solutions – Scenario Courses:

Web 3V00108W Designing Avaya Scopia® - Solution Scenarios 1.50 hours

Compliance Courses:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3V00290A APDS Avaya Scopia® Online Test 2.00 hours

Online Test 3V00291A APDS Avaya Scopia® Online Test (Chinese) 2.00 hours

APDS - Avaya Enterprise Team Engagement Solutions (APDS - 3170) - New

To earn the APDS - Avaya Enterprise Team Engagement Solutions credential:

Traditional Training

Web 3120W Avaya Communications Optimization Solutions Overview 1.50 hours

Web 3150W Avaya Communications Optimization Solutions Customer Field Study 1.50 hours

Web 3140W Avaya Productivity and Growth Enablement Solutions Overview 1.50 hours

Web 3170W Avaya Productivity and Growth Enablement Solutions Customer Field Study 1.50 hours

Compliance Training:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3170T APDS Avaya Enterprise Team Engagement Solutions Online Test 1.50 hours

Online Test 3170TCHS APDS Avaya Enterprise Team Engagement Solutions Online Test (Chinese) 1.50 hours

APDS - Avaya Customer Engagement Solutions (APDS - 3370) - New

To earn the APDS - Avaya Customer Engagement Solutions credential:

Traditional Training

Web 3320W Avaya Customer Engagement Platforms Overview 1.50 hours

Web 3330W Avaya Customer Engagement Administration and Applications Overview 2.50 hours

Web 3340W Avaya Customer Engagement Solutions Field Study 1.50 hours

Compliance Training:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3370T APDS Customer Engagement Solutions Online Test 1.50 hours

APDS - Avaya Networking Solutions (APDS - 3570) - New

To earn the APDS - Avaya Networking Solutions credential:

Virtual Campus Training

Virtual 3505E Knowledge Access: Avaya Networking Solutions Overview and Field Study 14.50 hours

Traditional Training

Web 3520W Avaya Networking, Fabric and Mobility Solutions Overview 1.50 hours

Web 3540W Avaya Networking, Fabric and Mobility Solutions Customer Field Study 1.50 hours

Continued on page 22

APDS - Avaya Networking Solutions (APDS - 3570) Continued from page 21

Compliance Training:

On Demand 1Z00010O Anti-Bribery/Anti-Corruption (ABAC) Compliance Training Module for Business Partners 0.25 hours

Online Tests:

Online Test 3570T APDS Avaya Networking Solutions Online Test 1.50 hours

Online Test 3570TCHS APDS Avaya Networking Solutions Online Test (Chinese) 1.50 hours

10.3 Avaya Certified Sales Professional (ACSP) - NEW

ACSP - Avaya Midmarket Engagement Solutions Sales (ACSP - 4780) - New

To earn the ACSP - Avaya Midmarket Engagement Solutions Sales credential:

Students must hold both the APSS - 1000 and APSS - 1001 credentials as prerequisites.

Overview Courses:

Web 4750W introduction to Avaya Midmarket Network Solutions 1.00 hour

Solution Conversations and Value Selling:

Web 0Z00099W The Anatomy of a Midmarket Innovation Conversation 0.75 hour

Web 0Z00101W As-Is/To-Be Part 1: Introduction and Methodology for a Simple Deal 0.50 hour

Selling Solutions

Web 4751W Selling Avaya Networking with IP Office™ Platform` 0.50 hour

Additional content coming in 2016

Web TBD Coming Soon! Selling Midmarket Customer Engagement Solutions

Web TBD Coming Soon! Selling Midmarket Team Engagement Solutions: Mobility & BYOD

Web TBD Coming Soon! Selling Midmarket Team Engagement Solutions: Video Collaboration

Exam:

Exam 4780X Coming Soon! Avaya Midmarket Solutions Sales Exam 2.00 hours

ACSP - Avaya Enterprise Engagement Solutions Sales (ACSP - 4770) - New

To earn the ACSP - Avaya Enterprise Engagement Solutions Sales credential:

Students must hold both the APSS - 1100 and APSS - 1200 credentials as prerequisites.

Overview Courses:

Web 11U00010W Avaya Team Engagement Solutions Overview 1.00 hour

Solution Conversations and Value Selling:

Web 0Z00100W The Anatomy of an Innovation Conversation 0.75 hour

Web 0Z00101W As-Is/To-Be Part 1: Introduction and Methodology for a Simple Deal 0.50 hour

Continued on page 24

ACSP - Avaya Enterprise Engagement Solutions Sales (ACSP - 4770) Continued from page 23

Selling Solutions

Web 11U00011W Selling Avaya Mobility Enablement solutions 1.00 hour

Additional content coming in 2016

Web TBD Coming Soon! Selling Avaya UC Optimization Solutions

Web TBD Coming Soon! Selling Avaya Growth Enablement Solutions

Web 4754W Coming Soon! Selling Avaya Contact Center Efficiency Solutions

Web 4756W Coming Soon! Selling Avaya Customer Experience Solutions

Web 4762W Coming Soon! Selling Avaya Topline Growth Solutions

Performance Challenges

Web 11U00012W Avaya Mobility Enablement Performance Challenge 1.00 hour

Exam:

Exam 4770X Coming Soon! Avaya Enterprise Engagement Solutions Sales Exam 2.00 hours

ACSP - Avaya Networking Solutions Sales (ACSP - 4750) - New

To earn the ACSP - Avaya Networking Solutions Sales credential:

Students must hold the APSS - 1300 credential as a prerequisite.

Overview Courses:

Web 2Z00100W Selling Accross the Stack - Networking Sales 2.00 hours

Solution Conversations and Value Selling:

Web 0Z00100W The Anatomy of an Innovation Conversation 0.75 hour

Web 0Z00101W As-Is/To-Be Part 1: Introduction and Methodology for a Simple Deal 0.50 hour

Selling Solutions

Web 4765W Avaya Networking Solutions: Intelligent Mobility 0.50 hour

Web 4766W Avaya Networking Solutions: Avaya Professional Services Offers for Networking 0.50 hour

Web 4767W Avaya Networking Solutions: IP Video Surveillance 0.50 hour

Web 4768W Avaya Networking Solutions: Full Stack/Collaboration Pod 0.25 hour

Web 4769W Avaya Networking Solutions: Secure Network/SDN Solution for Networking 0.25 hour

Web 4770W Avaya Networking Solutions: Hospitality Vertical for Networking 0.25 hour

Web 4771W Avaya Networking Solutions: Avaya Customer Services 0.20 hour

Exam:

Exam 4750X Coming Soon! Avaya Networking Solutions Sales Exam 2.00 hours

10.4 Avaya Certified Design Specialist (ACDS) - NEW

ACDS - Avaya Midmarket Solutions Design (ACDS - 2401) - New

To earn the ACDS - Avaya Midmarket Solutions Design credential:

Students must hold the APDS - 2401 credential as a prerequisite.

Courses:

Classroom 3760C Designing Avaya Midmarket Solutions 40.0 hours

Exam:

Exam 3780X Avaya Midmarket Solutions Design Exam 2.00 hours

ACDS - Avaya Enterprise Team Engagement Solutions Design (ACDS - 3185) - New

To earn the ACDS - Avaya Enterprise Team Engagement Solutions Design credential:

Students must hold APDS - 3170 OR both the APDS - 2000 and APDS - 2301 credentials as a prerequisite.

Courses:

Classroom 3180C Designing Communications Optimization Solutions 33.5 hours

Classroom 3185C Designing Avaya Productivity & Growth Enablement Solutions 32.0 hours

Online Test and Exam:

Online Test 3180T Designing Communications Optimization Solutions Test 1.50 hours

Exam 3185X Avaya Enterprise Team Engagement Solutions Design Exam 2.00 hours

ACDS - Avaya Fabric Networking Solutions Design (ACDS - 3580) - New

To earn the ACDS - Avaya Fabric Networking Solutions Design credential:

Students must hold the APDS - 2200 or APDS - 3570 credential as a prerequisite.

Courses:

Classroom 3580C Designing Avaya Fabric Networking Solutions 40.0 hours

Exam:

Exam 3580X Avaya Fabric Networking Solutions Design Exam 2.00 hours

ACDS - Avaya Mobility Networking Solutions Design (ACDS - 3581) - New

To earn the ACDS - Avaya Mobility Networking Solutions Design credential:

Students must hold the APDS - 2200 or APDS - 3570 credential as a prerequisite.

Courses:

Classroom 3581C Designing Avaya Mobility Networking Solutions 40.0 hours

Exam:

Exam 3581X Avaya Mobility Networking Solutions Design Exam 2.00 hours

Appendix A – APSS, APDS, ACDS and ACSP Knowledge and Skills Matrices

APSS

Avaya Professional Sales

Specialist

APDS

Avaya Professional Design

Specialist

ACDS

Avaya Certified Design

Specialist

ACSP

Avaya Certified Sales

Professional

Goal

Awareness of the components in a

portfolio and the ability to address

customer issues and articulate the

value of the components to the

customers.

Portfolio Overview

Component Information Document

Acquire technical awareness and

understanding of solutions and

products within a portfolio to build

foundational knowledge for solution

design based on customer business

issues.

Solution-Level Design:

Create solution design based on

customer requirements and business

needs for greenfield and legacy

customers.

Ability to create a customer focused

solutions story that addresses

customer issues and creates positive

business outcomes.

Learning Bytes and scenario based

training

Description

Explain the outcome the

<component/product> brings to the

customer.

Identify what issues/problems in the

customer base the component

addresses.

 Describe market industry and

trends.

 Communicate the business

value of a component/product.

 Probe the customer for issues

using qualifying questions.

 Compare, contrast and position

a component/product over a

competitor.

 Identify where to find current

competitive analysis.

 Address Services offers that are

part of the components.

 Understand typical customer

issues and trends in the target

market

 Discuss the products in a

portfolio and explain the role

they play in a solution:

functionalities, capabilities,

interdependencies, integration,

interoperability,

upgrade/migration

requirements

 Describe the value and

functionalities a solution made

up by the products in a

portfolio brings to the customer

 Discuss the available services

and support (ProServ and/or

AGS) options for a product or

solution

 Describe licensing options

 Create and explain Greenfield

and legacy solution designs based

on the customer discovery and

requirements.

 Follow standard methodology

during the customer discovery and

designing process

 Create and diagram a complex

solution architecture based on

Avaya Reference Architectures

 Explain and estimate complex

licensing scenarios

 Use given customer requirements

and Avaya components, to

recognize and recommend a

solution design ready for pricing

tool (i.e. ASD) configuration design.

 Compare and contrast the

configuration design and BoM with

the solution design and identify

 Create the solution story that is

applicable to your customer.

 Understand and apply the

Avaya Sales skills and processes

to your sales strategy and

deployment.

 Ability to discuss the Avaya

Innovations, how to whiteboard

the solution, closes on the deal

and demo as appropriate.

APSS

Avaya Professional Sales

Specialist

APDS

Avaya Professional Design

Specialist

ACDS

Avaya Certified Design

Specialist

ACSP

Avaya Certified Sales

Professional

 Conduct application discovery

 Clarify customer's request,

current configuration and

future needs

 Compare, contrast and position

a solution over a competitor

 Overcome objections

discrepancies.

Audience

Avaya Associates

Avaya Channel Partners

Avaya Associates

Avaya Channel Partners

Avaya Associates

Avaya Channel Partners

Avaya Associates

Avaya Channel Partners

Mastery

The individual will be prepared to

sell the components/products

comprising a given portfolio, address

customer needs and discuss

available services offers. Match

products with the customer’s need.

 Communication business value

 List the available support services

The individual will be able to

participate in discovery activities to

understand customer or partner

business requirements and translate

them into technical requirements

and map those to the appropriate

Avaya solution or product.

 Conduct discovery conversation

 Clarify a customer’s request,

current configuration and future

needs

 Match product capabilities or

functionality with the customer’s

needs

 Explain how the combination of

different products in a portfolio can

be combined into one solution that

solves specific business issues

The individual will be able to

perform “whiteboard” design,

format, and present a Greenfield or

legacy upgrade/migration solution.

 Conduct detailed information

discovery

 Use design methodology to

translate customer requirements

and needs into an Avaya solution

design

 Compare configuration

design/BoM with the solution

design and identify discrepancies.

 Plan and validate solution design

with customer

 Present solution proposal to

customer

The individual will be prepared to :

 Identify Customer needs based

on Industry and Customer

Challenges ( Know what

Discovery questions to ask)

 Identify Services that meet

Customer needs

 Create Value propositions that

align to customer’s culture,

strategy and long term business

and revenue goals

 Influence buying decisions by

focusing on AS IS to BE

requirements of the customer

 Apply Avaya solutions to

resolve customer Challenges

 Create a Solution level and AS

is to Be Innovation conversation

Appendix B - Credential Listing and Test Requirements

The Credential Listing and Test Requirements chart has been removed and was replaced by a separate document.

Refer to Avaya Professional Credential Program Life Cycle located on the Credential Program Information Links page under Credential

Support documents.

(End of document)

Avaya Certified Support Specialist Sales And Design Credential Guide 04 15 16

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