IBM ECM Sales Expertise Program

PROGRAM DESCRIPTION

What is the IBM ECM The IBM ECM Sales Expertise Program outlines and provides all of the knowledge and skills needed to be suc-
Sales Expertise Program? cessful when representing IBM ECM products and solutions. The comprehensive curriculum contained in this
program is organized into a logical flow with each new course building on the knowledge acquired in previous
sessions. Courses increase in scope and technical depth as you progress within tiers and from tier to tier.

The vast majority of courses contained in this program are available online through various self-study options and
almost every offering is paired with an on-line exam or instructor-led assessment. This testing can be used to
validate learning and demonstrate progression through the program.

What is this program for? This program has been designed to meet the learning needs of Sellers and Technical Sellers working within both
the IBM ECM team and IBM ECM Business Partners. The courses in the ECM Sales Foundation tier are ideal
for anyone looking for an introduction to ECM. Other roles, including managers, architects, consultants, will also
benefit from these courses.

How much does it cost? IBM employee participation in this program is covered by IBM employee learning funds although separate ap-
provals may be needed in the event travel and expenses are incurred.

This program is free for all business partners accepted into the IBM ECM ValueNet program. IBM PartnerWorld
partners enjoy free access to some courses and preferential pricing for others (please contact your representa-
tive for details).

How does this compare The IBM ECM Sales Expertise program is a standalone program and it does complement other IBM product and
with other certification skills certification programs. If courses or exams in this program are also resident in other IBM programs, such as
programs offered by IBM? the IBM FileNet Certified Professional program, the learner will receive credit for all programs.

The ECM Specialty Program is a separate program designed to offer a curriculum that meets very specific learn-
ing. Such a curriculum is available for the IBM Content Management and Discovery portfolio. Offerings within this
curriculum have been embedded within the ECM Sales Expertise Program learning maps, and have also been
combined into a single curriculum to meet the needs of IBM PartnerWorld partners who are focused on selling
the IBM Content Management and Discovery products. The curriculum contains courses for both sellers and
technical sellers, and is called: IBM CONTENT MANAGEMENT DISCOVERY PORTFOLIO.

How does the program The bulk of this document details the recommended curriculum for the ECM Sales Expertise Program. This pro-
work? gram has three tiers, each with specific learning maps that build upon one another to extend your level of ECM
expertise:
 ECM SALES FOUNDATION for Sellers and Technical Sellers
 ECM TECHNICAL SALES FOUNDATION for Technical Sellers
 ECM TECHNICAL SALES SPECIALIZATION for Technical Sellers

All participants start by completing the three tracks contained in the ECM SALES FOUNDATION learning map
(please note a fourth track covering ECM INDUSTRY SOLUTIONS will be released in 1H 2008).

Technical Sellers then move on to the second tier of the program to work through the ECM TECHNICAL SALES
FOUNDATION learning maps. Finally, Technical Sellers work with their manager to select one or more of the spe-
cialization categories from the program:
 ECM TECHNICAL SALES: CONTENT
 ECM TECHNICAL SALES: PROCESS
 ECM TECHNICAL SALES: COMPLIANCE
 ECM TECHNICAL SALES: CONTENT DISCOVERY

Note:
Participants are not required to take all courses; however, they must pass all
available exams, assessments, and lab work to receive credit for the compe-
tency. Exams can be taken prior to, or in lieu of, course enrollment to validate
knowledge. For learning without exams, enrollment and completion of the
course is required. In addition, learning maps may include links to materials
that must be thoroughly reviewed as part of the curriculum.

IBM ECM Sales Expertise Program January 2008 page 1

IBM ECM Sales Expertise Program
PROGRAM DESCRIPTION

What do all the colors and Useful graphics are provided to help you quickly identify the delivery method associated with each course (the
symbols mean? course length and associated exam are also noted):

PROGRAM LEGEND
Online course
eLab
Instructor-Led Training (ILT)
Linked course
Playback
Virtual
Required course
Optional course
IBM Employee-only course *

Courses do not have to be taken in the order listed, unless they serve as a prerequisite to a more advanced offer-
ing. Courses shaded green are optional and are highly recommended for those who intend to become a subject
matter expert in that market category. Courses noted by an asterisk are offered to IBM employees only and are
not available to business partners.

The Sales Expertise Program aligns with various skills assessment levels these are designated throughout by the
colored boxes shown below:

SALES EXPERTISE LEVELS

n Level I: Acquired - Foundational knowledge essential for the representation of ECM
products and solutions for target market categories.
n Level II: Applied - Deeper product knowledge and proficiency in specific ECM market
categories.
n Level III: Mastered - Subject matter expert designation in the market category and the
products that support it. This level requires additional education and skill validation that
is not included in this program. Refer to your manager for more details about achieving
this level of expertise.

Participants must successfully complete the exams associated with each course to record their progress through
the program.

Want to get started? The home page for this program is the ECM Training Track and is available at:
http://eb140.elearn.ihost.com/ECM/index.html. You will need to register and sign on to the ECM Learner Portal
to browse the courses in the program. The ECM Learner Portal links different offerings together, along with the
exams, directing the learner to the IBM system that is best suited for locating and enrolling in the recommended
courses.

Many online and eLab courses are resident within the portal itself. Other ECM product education courses are
available through Learning@IBM or other IBM training sites. Exams are hosted in the IBM’s Certification and As-
sessment Services (CAS) system. Please note: Not all systems are seamlessly integrated. Please allow at least
one business day for exam scores and learning activity completion status to be posted within the portal.

Need help? Contact us at ecmslsen@us.ibm.com or the Learner Portal desk: within the U.S. at 888-502-5511 or outside the
U.S. at +1-404-238-6000. Transcripts can be requested from the ECM Training Track or by emailing insthelp@
us.ibm.com with the subject “ECM Learner Portal Transcript Request.” Please include your full name and role in
the body of your message.

IBM ECM Sales Expertise Program January 2008 page 2

IBM ECM Sales Expertise Program
ECM SALES FOUNDATION

Tier 1: Sellers and Technical Sellers must complete the following ECM SALES FOUNDATION learning maps:
 ECM SALES: PRODUCT PORTFOLIO FOUNDATION
 ECM SALES: METHODOLOGY & SALES EXECUTION
 ECM SALES: UNDERSTANDING COMPLIANCE

ECM SALES: PRODUCT PORTFOLIO FOUNDATION

Course Number Course Name Type Length Exam
n 201785 ECM Essentials: IBM FileNet Content Manager 0.5 hour
n 201786 ECM Essentials: IBM FileNet Image Manager Active Edition 0.75 hour
CT5678T
n 201787 ECM Essentials: IBM FileNet Team Collaboration Manager 0.5 hour
n 201788 ECM Essentials: IBM FileNet Web Content Manager 0.5 hour
n 202023 ECM Essentials: IBM OnDemand 0.75 hour 202023T
n 202039 ECM Essentials: IBM Content Manager v8 0.75 hour 202039T
n 201780 ECM Essentials: IBM FileNet BPM 0.75 hour
PR01T
n 201781 ECM Essentials: IBM FileNet Forms Management 0.5 hour
n 201782 ECM Essentials: IBM FileNet Email Manager 0.5 hour
CP234T
n 201783 ECM Essentials: IBM FileNet Records Manager 0.5 hour
n 202021 ECM Essentials: IBM CommonStore 0.75 hour 202021T
n 201790 ECM Essentials: IBM FileNet P8 Platform 1.75 hours 201790T
n 202022 ECM Essentials: IBM OmniFind 0.75 hour 202022T
n 202060 ECM Essentials: IBM FileNet Capture Products 0.5 hour 202060T
n 201789 ECM Essentials: IBM ECM Services 0.75 hour 201789T
n F100 Getting Started with IBM FileNet P8 - Executive Overview 0.25 hour N/A

IBM ECM Sales Expertise Program January 2008 page 3

IBM ECM Sales Expertise Program
ECM SALES FOUNDATION

Tier 1: Sellers and Technical Sellers must complete the ECM SALES FOUNDATION learning maps.

ECM SALES: METHODOLOGY & SALES EXECUTION

Course Number Course Name Type Length Exam
n 200452 Selling the Value of IBM ECM 4 days N/A
BPM for Business Success
n 308203 1.5 hours 308203T
(formerly BPM Consulting Skills - Fundamentals)
n 201815 Solution Assessment Consulting Skills 0.5 hour 210815T
n 210000 * IBM Signature Selling Method 1 hour N/A
n 210010 * Selling Fundamentals: SSM Selling Dynamics and Best Practices 2 hours N/A
n 210020 * ECM Sales Plays 1 hour N/A
n 210030 * IM Sales Acceleration Plays 1 hour N/A
n 201705 Selling IBM Records Manager 1 hour TBA
n 201706 Selling IBM FileNet Email Manager 1 hour TBA
n 202075 Selling IBM Content Manager OnDemand 0.75 hour TBA
n 202070 Selling IBM CommonStore 0.75 hour TBA
n 202025 Selling IBM OmniFind 0.75 hour TBA
n 210260 ECM Solutions 1 hour N/A

ECM SALES: UNDERSTANDING COMPLIANCE

Course Number Course Name Type Length Exam
n 201701 Compliance and Standards Basics 1 hour 201701T
n 201702 Litigation and Discovery Basics 1.5 hours 201702T
n 201703 Compliance Infrastructure 1.25 hours 201703T
n 201704 Records Management/Email Management Basics 0.75 hour 201704T
n 201707 Best Practices in Records Management 1 hour 201707T
n 201775 Managing Physical Records 1.25 hours 201775T

IBM ECM Sales Expertise Program January 2008 page 4

IBM ECM Sales Expertise Program
ECM TECHNICAL SALES FOUNDATION

Tier 2: Technical Sellers must complete the followning ECM TECHNICAL FOUNDATION learning maps:
 ECM TECHNICAL SALES: TECHNICAL FOUNDATION
 ECM TECHNICAL SALES: CONSULTING AND CONFIGURATION

ECM TECHNICAL SALES: TECHNICAL FOUNDATION

Course Number Course Name Type Length Exam
n F000 Getting Started with IBM FileNet P8 12 hours N/A
n F745 IBM FileNet P8 Platform Administration 3.5.x 30 hours 201745T
n F746 IBM FileNet BPM Administration Add-On 3.5.x 30 hours 201746T
n F487 IBM FileNet BPM Process Design 30 hours 201487T
n 201916 IBM FileNet Security: P8 Authentication and Single Sign-On 0.75 hour 201916T
n LTU6812F Infoprint Manager: Introduction 1 hour N/A
Enterprise Report Management with IBM DB2 Content Manager
n LTU8636F 0.5 hour N/A
OnDemand
Introduction to IBM Content Manager OnDemand
n IM11 3 days N/A
(also referenced as IM110)
IICE and CFS Overview Software Technical Exchange Workshop
n 210140 2 days TBD
(STEW)
n 210050 New to IBM Information Management - Content Management 2 hours N/A
n 210060 New to IBM Information Management - Database Servers 2 hours N/A
n 210070 New to Java Technology 2 hours N/A
n 210080 New to WebSphere 2 hours N/A
n 210090 Presentation & Demonstration Best Practices Workshop 2 hours N/A
n 210100 P8 Workshop 5 days N/A
n DW42 WebSphere Information Integrator Content Edition: Up and Running 3 days N/A
n LTU2469F Winning with Portal and Web Content Management 0.75 hours N/A
n 85776 Lightweight Directory Access Protocol (LDAP) Fundamentals 2 hours N/A

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IBM ECM Sales Expertise Program
ECM TECHNICAL SALES FOUNDATION

Tier 2: Technical Sellers must complete the ECM TECHNICAL FOUNDATION learning maps.

ECM TECHNICAL SALES: CONSULTING AND CONFIGURATION

Course Number Course Name Type Length Exam
n 201812 Business Continuity Planning 1.5 hours 201812T
n WBT7989B * Technical e-Business Architecture Method Quick Start 1.5 hours N/A
n TSS03G * Technical Architecture Methodology - TeAMethod 14 hours N/A
n ATC03 * Architectural Thinking Workshop 3 days N/A
n 201777 Enterprise Architecture and Frameworks 1.25 hours 201777T
n 201778 IBM FileNet P8 Sizing and Capacity Planning 1.5 hours 201778T
n 201814 IBM FileNet and Storage Basics 1.25 hours 201814T
n LTU5555F * IBM Total Storage - TSM for Data Retention and Content Management 1 hour N/A
n 201965 IBM FileNet P8 4.0 APIs 0.5 hour 201965T
n 201813 IBM FileNet High Availability and Disaster Recovery 1.25 hours 201813T
n 210150 Services Oriented Architecture (SOA) Overview 1 hour TBA
n SS121379 * Designing Content and Storage Networking Solutions 2 hours N/A
n WN602 * HTML 4.0 Fundamentals - Part 1 2 hours N/A
n 70151 * XML Language Basics 2 hours N/A
n 210130 * Working XML: Using XSLT for Content Management 0.5 hour N/A

IBM ECM Sales Expertise Program January 2008 page 6

IBM ECM Sales Expertise Program
ECM TECHNICAL SALES SPECIALIZATION FOUNDATION

Tier 3: Technical Sellers must complete one or more of the ECM TECHNICAL SALES SPECIALIZATION categories below, as desig-
nated by their manager:
 ECM TECHNICAL SALES: CONTENT
 ECM TECHNICAL SALES: COMPLIANCE
 ECM TECHNICAL SALES: PROCESS
 ECM TECHNICAL SALES: CONTENT DISCOVERY

ECM TECHNICAL SALES: CONTENT

Course Number Course Name Type Length Exam
n 201876 Imaging Essentials 1 hour 201876T
n PS00009W * IBM Advanced Function Presentation (AFP) Architecture Basics 2 hours N/A
n F177 IBM FileNet Capture Professional Admin 4 days 201177T

n IM40 IBM DB2 Content Manager Implementation and Administration 3 days N/A

n IM41 Design Analysis for IBM DB2 Content Manager v8 3 days N/A
An Introduction to IBM DB2 Document Manager v8 Implemetation and
n DM47 3 days N/A
System Administration
n F679 IBM FileNet Content Federation Services (CFS) Administration 12 hours 201679T
n IM15 IBM Content Manager OnDemand System Administration 3 days N/A
n DM49 IBM Document Manager V8 Implementation and Administration, Part 2 3 days N/A
n F458 IBM FileNet IS System Administration 4 days 200458T
n F997 IBM FileNet P8 Platform 3.5 to 4.0 Delta 18 hours N/A
n 210110 Capture ADR Fixed Form Character Recognition 3 days N/A
n IM14 IBM Content Manager OnDemand Application Workshop 3 days N/A
n F050 IBM FileNet IS Advanced System Administration 4 days 201050T
n 210120 OnDemand Masters 4 days TBD

IBM ECM Sales Expertise Program January 2008 page 7

IBM ECM Sales Expertise Program
ECM TECHNICAL SALES SPECIALIZATION FOUNDATION

Tier 3: Technical Sellers must complete one or more selected ECM TECHNICAL SALES SPECIALIZATION categories.

ECM TECHNICAL SALES: COMPLIANCE

Course Number Course Name Type Length Exam
n F018 IBM FileNet Records Manager Administration Add-On 3.7 3 days 201749T
n IM50 Using IBM Records Manager 3 days N/A
n F984 IBM FileNet Email Manager Administration 3.7 2 days 201680T
IBM DB2 CommonStore v8.3 for Lotus Domino
n IM82 12 hours N/A
(also referenced as L1246)
IBM DB2 CommonStore v8.3 for Exchange Server
n IM83 2 days N/A
(also referenced as L1256)
n 201776 RM/EM Project/Change Management Best Practices 1.25 hours 201776T
n 210160 Compliance Software Technical Exchange Workshop (STEW) 3 days N/A
n 210210 CommonStore Software Technical Exchange Workshop (STEW) 3 days N/A

ECM TECHNICAL SALES: PROCESS

Course Number Course Name Type Length Exam
BPM for Business and System Analysts
n 308202 2 hours 308202T
(formerly BPM Consulting Skills-Applied)
BPM for System Implementers
n 308201 1.5 hours 308201T
(formerly BPM Consulting Skills - Advanced)
n 201877 Six Sigma Fundamentals and Consulting Skills for Tech Sellers 1.5 hours 201877T
n 201878 Process Standards 1.5 hours 201878T
n F016 IBM FileNet eForms Design for P8 Workplace 4.0 3 days 201446T
n F907 IBM FileNet Process Analyzer/Simulator for Business Analysts 3.5.x 18 hours 210907T
n 201596 BPM Consulting Skills - Simulation & Optimization Workshop 4 days 201596T
n F898 IBM FileNet Business Process Framework (BPF) Foundation 3.5.x 12 hours 201898T
n F899 IBM FileNet Business Process Framework (BPF) Developer 3.5.x 12 hours 201899T

IBM ECM Sales Expertise Program January 2008 page 8

IBM ECM Sales Expertise Program
ECM TECHNICAL SALES SPECIALIZATION FOUNDATION

Tier 3: Technical Sellers must complete one or more selected ECM TECHNICAL SALES SPECIALIZATION categories.

ECM TECHNICAL SALES: CONTENT DISCOVERY

Course Number Course Name Type Length Exam
n 202026 Omnifind Portfolio Technical Overview 1 hour 202026T
n 202027 OmniFind Enterprise Edition 0.75 hour 202027T
n 202028 Building Insight Solutions with Enterprise Edition and Text Analytics 1 hour 202028T
n 202029 IBM Classification Module Overview 0.75 hour 202029T
n DW43 Introduction to OmniFind Enterprise Edition 18 hours N/A
n IR10 Classification Module Workbench for OmniFind Discovery Edition 6 hours N/A
n IR20 OmniFind Discovery Edition: System Administration 2.5 days N/A
n IR30 OmniFind Discovery Edition for Business Users 6 hours N/A
Discovery Software Technical Exchange Software Technical Exchange
n 210170 TBD N/A
Workshop (STEW)
n 210250 OmniFind Software Technical Exchange Workshop (STEW) TBD N/A

IBM ECM Sales Expertise Program January 2008 page 9

IBM ECM Sales Expertise Program
ECM SPECIALTY PROGRAMS

Primary Audience: The IBM CONTENT MANAGEMENT & DISCOVERY PORTFOLIO curriculum is designed for those focused
solely on the IBM heritage CM&D product set. The curriculum contains courses for both sellers and technical sellers, as delineated
in the title. Courses can be taken in any order, with the exception of courses with required prerequisites.

ECM TECHNICAL SALES: IBM CONTENT MANAGEMENT & DISCOVERY PORTFOLIO

Course Number Course Name Type Length Exam
n 202021 ECM Essentials: CommonStore (All Sellers) 0.75 hour 202021T
n 202070 Selling IBM CommonStore (All Sellers) 0.75 hour TBA
n 202075 Selling IBM Content Manager OnDemand (All Sellers) 0.75 hour TBA
n IM82 CommonStore v8.3 for Lotus Domino 12 hours TBD
n 202023 ECM Essentials: IBM OnDemand (All Sellers) 0.75 hour 202023T
n IM11 Introduction to IBM DB2 Content Manager OnDemand 3 days TBD
n 202039 ECM Essentials: IBM Content Manager v8 (All Sellers) 0.75 hour 2020239T
IBM Content Manager for Multiplatforms v8.2 Implementation and
n IM40 3 days TBD
Administration
n 202022 ECM Essentials: IBM OmniFind (All Sellers) 0.75 hour 202022T
n 202025 Selling IBM OmniFind (All Sellers) 0.75 hour 202025T
n 202026 OmniFind Portfolio Technical Overview 1 hour 202026T
n 202027 OmniFind Enterprise Edition 0.75 hour 202027T
n IR10 Classification Module Workbench for OmniFind Discovery Edition 6 hours N/A
n IR20 OmniFind Discovery Edition: System Administration 2.5 days N/A
n IR30 OmniFind Discovery Edition for Business Users 6 hours N/A
OmniFind Software Technical Exchange Workshop (STEW) (Technical
n 210250 TBD TBD
Sellers)
n 202028 Building Insight Solutions with Enterprise Edition and Text Analytics 1 hour 202028T
n 202029 IBM Classification Module Overview 0.75 hour 202029T
Content Discovery Software Technical Exchange Workshop (STEW)
n 210170 TBD N/A
(Technical Sellers)

IBM ECM Sales Expertise Program January 2008 page 10