Tanzu Partner Competencies Overview EN

1. Confidential │ ©2021 VMware, Inc.
Introducing
Tanzu Partner
Competencies
April 2021

2. Confidential │ ©2021 VMware, Inc. 2
How to Get Started with VMware Tanzu
Gain Expertise
Enablement
1
Tanzu Demand Gen Campaigns
Build Pipeline
2
Sales Playbooks & Cheats Sheets
Tanzu Basic In-Product
Customer Eval in vSphere
Sell New Logos
3 Deliver Services
4
Resources and Incentives
Enablement
Preview – New in Q2:
 Tanzu Basic and
Standard POC and
Implementation course
Implementation Guide
Preview – New in Q2:
 “How to” installation guide
and SOW templates
Partner Competencies
Product Experience
• Tanzu Editions Sales Playbook
• Partner Sales Cheat Sheet
• Promo Overview PPT | Flyer | FAQ
• Tanzu Partner
Competencies
• Modern Apps
Hands-on Labs
• vSphere with Tanzu Demand
Generation Campaign
• VMware Modern App Demand
Generation Campaign
Promotional Pricing
Services Incentives
New financial rewards:
 Incentives for executing
POCs and assessments
Livefire Courses
Hands-on Labs
50% off discount on Tanzu Basic
• PoC Guidance
• PoC Incentive Page
• Assessment Guidance
• Assessment incentive page

3. Confidential │ ©2021 VMware, Inc. 3
Overview
VMware Partner Competencies
• VMware Solution Competencies are a proven first step to
increasing profitability and developing solution area expertise
• Requirements: A specified number of individuals need to complete the
sales, pre-sales technical, operations, and/ or post-sales technical
solution-specific accreditations
• VMware Master Services Competencies (MSCs) validate a partner’s
capacity to deliver services related to specific VMware technologies
• Requirements: A specified number of individuals need to complete a set of
advanced solution-specific VMware certifications and submit customer
references
Solution Competency Master Services Competency
At VMware, Partner Competencies are meant to recognize sales and technical proficiency, delivery expertise, and customer success for next-generation
VMware IT priorities. Achieving VMware partner competencies allows you to accelerate sales and strengthen your services capabilities. Competencies are
also a critical step toward advancing to Partner Connect Principal tier, which unlocks financial rewards and benefits.
VMware offers you two types of competencies:
For more information see click here For more information see click here
Why Invest?
Solution Reward
rebate potential
Industry recognized tech
certifications
Partner Connect
Principal requirement
Discounts on
VMware courses
Entry point for
Advantage+ discounts
22%

4. Confidential │ ©2021 VMware, Inc. 4
Path to becoming a go-to Tanzu Infrastructure Platform delivery partner
Platform Modernization Roadmap
• Learn about Tanzu infrastructure platform solutions,
including:
• VMware vSphere with Tanzu
• VMware Tanzu Basic
• VMware Standard (w/multi-cloud management)
• Tap into the vSphere with Tanzu attach opportunity
• Become eligible for Solution Rewards rebates
Take the first step to developing Tanzu Platform expertise
Modern Application Platform
Solution Competency
• Learn advanced Kubernetes administration core concepts, including:
• Cluster architecture, installation and configuration
• Tanzu platform setup and deployment
• Techniques to ensure the continuous delivery of applications
• Unlocks higher Solution Reward rebates (up to 22%) and access to
services delivery courses
Then, become a Tanzu infrastructure modernization trusted
advisor
Cloud Native
Master Services Competency
1 2
Develop Kubernetes and Tanzu platform services delivery capability
Enable teams on sales and technical features within 90 days
Three platform architects ready to
design and deliver Tanzu platform
services:
Six individuals ready to sell,
demo and technical position
Tanzu platform solutions:

5. Confidential │ ©2021 VMware, Inc. 5
Unlock new Tanzu expertise, strengthen relationships with your customers, and boost your profitability
What’s New
Cloud Native
Master Services Competency
Modern Applications Platform
Solution Competency
Take the first step toward profitability and get teams
knowledgeable and selling Tanzu solutions in 90 days
Develop your teams’ services expertise by mastering
Kubernetes administration and Cloud Native core concepts
Enhanced Solution Rewards: Partner organizations can receive up to 22% in quarterly rebates for completing Modern Apps Competencies
Requirements:
3 individuals to achieve the following certifications:
 Pre-req: Certified Kubernetes Administrator (CKA)
Administered by Cloud Native Computing Foundation
Cloud Native Master Specialist Badge 2020
Administered by VMware Education Service
Partner organization to submit:
1 customer reference validated by VMware
Requirements:
 VSP-TS (Tanzu Standard 2021) Launching in April
2 sales individuals – 2 hours, free and on-demand
VTSP-TS (Tanzu Standard 2021) Launching in April
2 tech sales individuals – 4 hours, free and on-demand
Post-sales 2020 – fee-based courses
2 post sales individuals must complete:
Tanzu Mission Control: Management & Operations – 1 day
2 post sales individuals must complete:
VMware TKG: Install, Configure, Manage – 2 days
OR
vSphere w/Tanzu: Deploy & Manage – 3 days New Option
on-demand or instructor-led

6. Confidential │ ©2021 VMware, Inc. 6
Individual requirements to achieve the Cloud Native Master Specialist badge
Certified Kubernetes Administrator
(CKA)
Administered by the Cloud Native
Computing Foundation
Fee: $300 per exam
Individual and company requirements
Cloud Native Master Services Competency
Customer
Reference
1x
Required Required
Cloud Native Master Specialist
Badge (Exam)
Administered by VMware Education
Services
Fee: $250 per exam
Company requirements to achieve the Cloud Native Master Services Competency

7. Confidential │ ©2021 VMware, Inc. 7
Tanzu go-to service delivery partners
Cloud Native Master Services Competency
Following partners have met the Cloud Native MSC requirements:
As of April 2021. Check VMware Partner Locator for the most recent information

8. Confidential │ ©2021 VMware, Inc. 8
Incentives Tied to Competency Achievement
Tanzu Partner Lifecycle Incentives
Ad+ financial rewards kick
in once a Partner achieves
a Modern Apps Platform
Solution Competency
Sales Acceleration
Advantage+: offers front-
end discount for registering
new Tanzu opportunities
Tanzu Cloud Native MSC
Partners are eligible for
Solution Rewards payouts
up to 22%
Practice
Development
Solution Rewards: partner
org completes Competency
training and receives
rebates on eligible license
sales
Proof of Concept
Two-prong incentive:
 Base: $15K for
Proof of Concept
 Convert to registration
(ORAN): $10K
New for MSC Partners
Assessment
Two-prong incentive:
 Base: $8K for
assessment
 Convert to registration
(ORAN): $7K
New for MSC Partners
NEW FOR FY22

9. Confidential │ ©2021 VMware, Inc. 9
Earn high rebates on qualifying Tanzu Solutions
Solution Rewards for Modern Application Solutions
Simplified illustration. See Solution Rewards program T&Cs for details. Assumptions in scenario:
• Partner holds competencies in: Modern Applications (Tanzu)
• Principal Tier Achieved in: Modern Application
• Deal is sold to VMware New Customer in Mature market
• Multiple Franchise products on same order ID
Earn Modern Applications
Solution Competency
Achieve Principal Tier
in Modern Apps OR
Cloud Native MSC
4% 4%
PRACTICE INVESTMENT
Acquire New Customer OR
Sell New Tanzu to
Existing Customer
4% 4%
Include Solution from
Another Franchise on
Same Order
PRODUCT COMPONENT
Limited-time bonus for Selling
Tanzu Modern Apps Qualifying
Solutions
5%
SOLUTION ACCELERATOR
Emerging/
Developing
22%
TOTAL
Rebate earning
potential
3% 4% 5% 5% 5%
Mature
21%

10. Confidential │ ©2021 VMware, Inc. 10
As of August 18, 2020, the Modern Applications Platform
Solution Competency replaced the VMware PKS Solution
Competency with a new name, new training and an expanded
product focus
Partners who have achieved the VMware PKS SC will be granted
provisional status towards the new Modern Applications Solution
Competency for a nine-month period or until May 30, 2021
During this time, partners must complete the new training
requirements. After May 30, 2021 will lose their competency
status, which could impact Partner Connect program status
Check the Competency Dashboard on Partner Connect portal to
review your company’s current status toward competency
achievement
To partners who previously achieved the PKS Solution Competency
Partner Notification
Notification sent to Primary
Contact on August 18, 2020

11. Confidential │ ©2021 VMware, Inc. 11
Join us weekly to accelerate your sales and technical knowledge
Tanzu Connect Partner Webinar Series
Date: Wednesdays at 8 a.m. PT / 11 a.m. ET / 4 p.m. GMT
Register for the series here.
https://tanzu.vmware.com/tanzu-connect-partner-webinar-series
Karin Bash
Tanzu Partner Account
Manager
Scott Brightwell
Tanzu Partner
Consulting Architect
Concept overviews:
• Kubernetes and
Containers
• Positioning Tanzu
• Tanzu for Presales
• vSphere 7 with Tanzu
• Tanzu Kubernetes Grid
• Finding apps that Matter
Solution deep-dives:
• Tanzu Mission Control
• Tanzu Service Mesh
• Tanzu Observability
• Tanzu Application Catalog
• Tanzu Build Service
• Tanzu Application Service
• Tanzu Kubernetes Grid
Event Hosts:
This series will explore the following topics to enable
teams to sell and deliver Tanzu solutions:

12. Confidential │ ©2021 VMware, Inc. 12
Platform Course
Supplemental On-Demand Courses
from ModernApps.Ninja
• vSphere with Tanzu 101
• vSphere with Tanzu 201
Partner Connect • Quarterly Launch Briefing (14 min overview)
• vSphere with Tanzu Partner Playbook
Partner University • VMware vSphere with Tanzu [V7]
(Pre-requisite vSphere ICM)
VMware Education Services • VMware Certified Specialist - vSphere with Tanzu 2020
Learning Zone • LiveFire Recording vSphere 7 with Tanzu
VMware.com • vSphere 7 with Tanzu Hands-on Lab
Learning Resources
VMware Education Courses: vSphere and Tanzu

13. Confidential │ ©2021 VMware, Inc. 13
100 Level 200 Level
Technology
Courses for
Platform
Operators
• Kubernetes Foundations • Kubernetes: Cluster Operations
• VMware Tanzu Application
Service: Install, Configure, Manage
Tanzu Product
Courses
• vSphere 7 with Tanzu
• TKG Install, Configure, Manage
• TMC Manage & Operate
Platform Operations Learning Resources
VMware Education Courses: Tanzu Application Platform

14. Confidential │ ©2021 VMware, Inc. 14
100 Level
Technology Courses for
Developers
• Kubernetes: Foundations
• Spring: Core Training
• Spring Boot: Developer
Tanzu Product Courses • Tanzu: Rabbit MQ ICM
Tanzu Data Courses • Tanzu GemFire Admin
Application Development Learning Resources
VMware Education Courses: Tanzu Application Development

15. Confidential │ ©2021 VMware, Inc. 15
Additional Partner Resources
Tanzu Competency Resources
• Tanzu Page
• Tanzu Partner Competencies
• MAP Solution Competency FAQ
• Cloud Native MSC FAQ
• MSC Press Release Template
• Tanzu NFR User Guide
• Solution Rewards Rebates
Hands-on Training/Labs
• Hands-on Labs for Kubernetes
• TKGI (Enterprise PKS) - Getting
Started
• vSphere 7 with Tanzu
• Tanzu Mission Control
• VMware Cloud Marketplace
• TestDrive Demo Platform
• Pathfinder Demo Platform
• KubeAcademy Pro
• Modern Apps Ninja

16. 16
Confidential │ ©2021 VMware, Inc.
Thank You