Channel Partner Certification Program Channel Partner Certification ...
Channel Partner Certification Program Channel Partner Certification ...
Channel Partner Certification Program Channel Partner Certification ...
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<strong>Channel</strong> <strong>Partner</strong><br />
<strong>Certification</strong> <strong>Program</strong><br />
Nathan Smith<br />
<strong>Channel</strong> Sales Manager, NA<br />
Massimo Mazzoleni<br />
<strong>Channel</strong> Sales Manager, Europe<br />
October 29, 2009
Build Up <strong>Channel</strong> <strong>Partner</strong>’s Core Competency<br />
Fundamental Competency<br />
<strong>Channel</strong><br />
<strong>Certification</strong><br />
<strong>Program</strong><br />
Basic Product Selling and<br />
Technique support Skill<br />
FCP Core Competency<br />
Project Develop Skills<br />
with sector expertise<br />
Solution Selling Skills<br />
with sector knowledge<br />
Technique Problem Solving<br />
Skills with certified Engineer<br />
Certified Support and Service<br />
Customers<br />
Value-added<br />
& Professional<br />
Service
Advantech eA FCP <strong>Certification</strong><br />
Framework<br />
eA Certified Architect<br />
eA Certified Solution<br />
Engineer<br />
eA Certified Professional<br />
PROJECT DEVELOPMENT SKILLS<br />
Proven ability to create Composite Projects<br />
Highest level of certificate<br />
Pass all eACSE certifications<br />
Accomplish field project successfully<br />
eAutomation Solution Expert<br />
ADVANCED SOLUTION SKILLS<br />
Proven ability to perform Specific Solution<br />
Focused on specific solution technology<br />
only<br />
In-depth programming skills<br />
Specific training course<br />
Specific exam<br />
Technique Problem Solving SKILLS<br />
Proven skills on Basic Troubleshooting<br />
Focused product specs and basic trouble-<br />
shooting<br />
Does not include any programming<br />
5 product solutions<br />
5 exams
Global Training & <strong>Certification</strong> Centers<br />
Standardized<br />
Facility<br />
Qualified<br />
Trainers<br />
Unified Training<br />
& <strong>Certification</strong> Centers<br />
(ACL/AAC/AEU/ACN)<br />
Unified<br />
<strong>Certification</strong>s<br />
Training<br />
Calendar<br />
SOP & Forms for<br />
Preparation<br />
Standardized<br />
Material &<br />
Exams<br />
1. Register MyAdvantech 2. Join basic courses 3. Take basic certification
USA <strong>Certification</strong> <strong>Program</strong> Sharing
eAutomation <strong>Certification</strong> Architecture<br />
• Basic (New) - eACP (eAutomation Certified Professional)<br />
– For AE & SR<br />
– Capable of selling or supporting IAG products<br />
– Valid Duration: two years<br />
– <strong>Certification</strong> schedule: twice per year<br />
• Basic (Renew) - eACP (eAutomation Certified Professional)<br />
– Audit schedule: once per year<br />
– Valid Duration: two years<br />
– <strong>Certification</strong> schedule: twice per year<br />
• Advance - eACSE (eAutomation Certified Solution Engineer)<br />
– For AE only<br />
– Capable of proposing solution and verification to projects<br />
• Field trouble-shooting experiences<br />
• Application verification<br />
• Software Integration<br />
– <strong>Certification</strong> schedule: once per year
<strong>Certification</strong> Paths<br />
Advanced<br />
Advanced<br />
Advanced<br />
Advanced<br />
Advanced<br />
PAC<br />
Solution<br />
Motion<br />
Solution<br />
WebAccess<br />
PC-based<br />
Controller<br />
DAQ<br />
<strong>Program</strong>ming<br />
eACSE<br />
- PAC -<br />
eACSE<br />
- Motion -<br />
eACSE<br />
- WebAccess -<br />
eACSE<br />
- ADAM Prog. -<br />
eACSE<br />
- DAQ Prog. -<br />
eACP<br />
- 5 Product Solutions -
eAutomation <strong>Certification</strong> Architecture<br />
eACA Certificate<br />
CERTIFIED<br />
Architect<br />
Capable of project accomplishment<br />
eACSE Certificate<br />
CERTIFIED<br />
Solution Engineer<br />
Capable of solution development<br />
eACP Certificate<br />
CERTIFIED<br />
Professional<br />
Familiar with product knowledge
Conclusion<br />
• Benefits of <strong>Certification</strong> Training<br />
– Improve product expertise<br />
– Reduce support time and effort to customer<br />
– Build partner independence<br />
– Help win new opportunities and applications<br />
– Right people on the bus<br />
Professional<br />
Product & Solution<br />
Service
Europe <strong>Certification</strong> <strong>Program</strong> Sharing
eA Europe Basic <strong>Channel</strong> <strong>Certification</strong><br />
• July 6th and 20th 2008<br />
• 62 Participants<br />
• From 15 countries<br />
• 20 Silver certifications<br />
• 42 Gold certifications
Survey Results<br />
Question:<br />
At which product sections do you want to partecipate
Survey Results<br />
Question:<br />
Do you prefer an Advantech in House trainning or only<br />
self learning material
Survey Results<br />
Question:<br />
Which is the best place for Advantech in House<br />
Trainning
New Criteria for 2010<br />
Advance <strong>Certification</strong><br />
• Five Different Single Product Families <strong>Certification</strong><br />
– DAQ and Motion ( 1 Day Training)<br />
– ICOM ( 2 Days Training )<br />
– Remote I/O ( 2 Days Training )<br />
– Scada and Video ( 2 Days Training )<br />
– Building Applications ( 1 Day Training )<br />
• In House Advantech Training<br />
• Web Based Examination ( MUST be APPROVED BY HQ first )<br />
• One single location in AEU for trainings<br />
Basic Renewal<br />
• Self Learning Material<br />
• Web Based Examination
Actions Plan<br />
Advance <strong>Certification</strong><br />
• 40 <strong>Channel</strong>s in AEU<br />
• 65 Participants ( AE )<br />
• Trainings Date in ADL ( Dusseldorf )<br />
– Week 6 and 7 2010 (From Feb. 1 to Feb. 12 )<br />
• Examination Date<br />
– Week 8 and 9 2010 (From Feb. 15 to Feb. 27 )<br />
Basic <strong>Certification</strong> renewal<br />
• 60 <strong>Channel</strong>s in AEU<br />
• 80 Participants ( Sales and AE )<br />
• Examinations will be done in June 2010
<strong>Channel</strong>s Training<br />
• Quarterly new product update<br />
– Conducted by channel manager<br />
– Face to face or Web-based<br />
• Half year sales workshop<br />
– Sub-region based<br />
– Conducted by PSM<br />
– Focus on product competitive<br />
• Yearly AE technique enhancement<br />
– Conducted by regional Technical Support Center<br />
– Focus on new product support
2010 <strong>Channel</strong> <strong>Certification</strong> <strong>Program</strong>
Advantech <strong>Certification</strong> Framework<br />
All CP<br />
FCP<br />
Qualification<br />
Training<br />
<strong>Certification</strong><br />
Report Card<br />
List of Criteria<br />
General Knowledge Courses<br />
List of Criteria<br />
eA + eP S1 S2 S3 S4 S5 S6<br />
(Basic)<br />
eA + eP<br />
(Advanced)<br />
GK Basic Certificate<br />
GK Advanced Certificate<br />
Note1*<br />
(Basic)<br />
S1 S2 S3 S4 S5 S6<br />
Note2*<br />
SE<br />
1B<br />
SE<br />
2B<br />
SE SE<br />
1A 2A<br />
(Advanced)<br />
SE<br />
3B<br />
SE<br />
3A<br />
Advantech Learning System<br />
Special Expertise Courses<br />
SE<br />
4B<br />
SE<br />
4A<br />
SE<br />
5B<br />
SE<br />
5A<br />
SE<br />
6B<br />
SE<br />
5A<br />
Note1*: Sn Sector n (S1 eA, S2 Medical, S3 ICOM, S4 IMC, S5 EmCore, S6 AiS)<br />
Note2*: SEnB Special Expertise n Basic Certificate, SEnA Special Expertise n Advanced Certificate<br />
Sales + AEs<br />
(by eLearning)<br />
- Slides/Textbook<br />
- WebCast/Webinar<br />
AEs<br />
(by face-to-face)<br />
- Slides<br />
-Hands-on<br />
e<strong>Certification</strong><br />
Onsite <strong>Certification</strong><br />
Renew for 2 Yrs<br />
MyAdvantech<br />
- Learning passport<br />
- Certificate lookup<br />
- Expiry reminder
General Knowledge Courses for <strong>Channel</strong><br />
<strong>Partner</strong><br />
CP Basic Advanced<br />
eAutomation Platform Overview<br />
- AIMB, ARK, PPC, IPC, Slot SBC<br />
- HMI, UNO<br />
Platform Advanced Application<br />
- BIOS/LCD/Emb.OS/Linux/GPIO/SUSI<br />
- Web panel & HMI development (WebDesigner)<br />
General<br />
Knowledge<br />
Course<br />
Remote I/O Introduction<br />
- Serial-based (ADAM-4000/5000)<br />
- Ethernet-based (ADAM-5000/6000)<br />
Data Acquisition Introduction<br />
- DAQ cards/modules (PCM/PCL/PCI/USB)<br />
- Signal conditioning (ADAM-3000)<br />
Remote I/O Troubleshooting<br />
- Advanced features demonstration (P2P, GCL, ..)<br />
- Diagnosis & problem solving<br />
Data Acquisition <strong>Program</strong>ming<br />
- Utility & examples demonstration (ActiveDAQ Pro)<br />
- Diagnosis & problem solving<br />
Industrial Communication Perspective<br />
- Communication cards (PCM/PCL/PCI)<br />
- Serial device server (EKI-1000)<br />
- Unmanaged switch (EKI-2000)<br />
Industrial Communication Diagnosis<br />
- Advanced features demonstration<br />
- Common tools introduction (ModSim, WireShark)<br />
- Communication troubleshooting skill
Special Expertise Courses for FCP (eA)<br />
FCP<br />
(eA)<br />
Basic<br />
<strong>Program</strong>mable Automation Controller Overview<br />
- ADAM-5500<br />
- APAX-5000<br />
Advanced<br />
PAC Troubleshooting & <strong>Program</strong>ming<br />
- Diagnosis demonstration (APAX utility)<br />
- Softlogic programming (MultiProg)<br />
Special<br />
Expertise<br />
Course<br />
Building Automation Introduction<br />
- Direct Digital Controller (BAS-3500)<br />
- Local & Remote I/O (BAS-3000)<br />
Motion Automation Introduction<br />
- Centralized Control System (PCI-1200)<br />
- Distributed Control System (AMAX)<br />
Building Automation Solution Development<br />
- Advanced features demonstration<br />
- <strong>Program</strong>ming practice (BASPro)<br />
Motion Automation Solution Development<br />
- Advanced features demonstration<br />
- <strong>Program</strong>ming practice (MultiProg)<br />
SCADA Software Overview<br />
- WebAccess introduction & features<br />
- WebAccess basic programming skill<br />
- WebAccess project demonstration<br />
SCADA Software Project Development<br />
- WebAccess advanced programming skill<br />
- Integration of WebAccess & BASPro/BEMS<br />
- Integration of WebAccess & PLC/PAC
Special Expertise Courses for FCP (ICOM)<br />
FCP<br />
(ICOM)<br />
Basic<br />
Advanced<br />
Special<br />
Expertise<br />
Course<br />
Industrial Communication Introduction<br />
- Communication card (PCM/PCL/PCI)<br />
- Serial device server (EKI-1000)<br />
- Unmanaged switch (EKI-2000)<br />
- Linux-based comm server (EKI-1100)<br />
- Managed switch (EKI-7000)<br />
Industrial Communication Troubleshooting<br />
- Device server advanced features demonstration<br />
- Common tools introduction (ModSim, WireShark)<br />
- ToolChain demonstration (for EKI-1100)<br />
- Switch advanced features demonstration<br />
- Communication diagnosis & problem solving
<strong>Partner</strong>ing for Success<br />
Take care of our <strong>Partner</strong>s, our <strong>Partner</strong>s take<br />
care of our Customers, our Customers take<br />
care of our Business<br />
Thank You!
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