VMware Master Services Competency Program Guide EN

VMWARE MASTER SERVICES
COMPETENCIES GUIDE
Q3 FY2020
©2019 VMware, Inc.
TABLE OF CONTENTS
01 VMWARE PARTNER 03 VMWARE MASTER SERVICES

COMPETENCIES COMPETENCIES BENEFITS
• Competencies Overview Monetize your investment Capability Building
• VMware Master Services Competencies • Benefits Overview • Education Discounts
• Partner Credit Transfer Program • CAL Academy Priority Nomination
• The Different Partner Competencies
Brand Recognition • Livefire Priority Enrollment
• VMware.com Recognition • VMware Learning Zone
• Partner Locator Listing • Additional NFR Licenses
VMWARE MASTER SERVICES
02 COMPETENCIES
• Master Services Badges • Early access to SET
• Press Releases • Partner Technical
• Cloud Management and Automation Advisory Board Priority
• Data Center Virtualization
• Network Virtualization 04 RESOURCES
• Digital Workspace
• VMware Cloud on AWS
• Customer Reference Process
• Customer Reference Forms
Confidential │ ©2019 VMware, Inc. 2

Table of Contents
VMware Master Services
Competencies Guide Partner Master Services
MSC Benefits Resources
Competencies Competencies
VMWARE PARTNER COMPETENCIES

Overview
VMware Partner Competencies recognize sales and technical proficiency, delivery expertise and customer success for next -generation VMware solution areas.
Overview Achieving a VMware Partner Competency allows you to strengthen your services capabilities, and unlock valuable partner benefits including:
VMware Master
Services
Competencies PARTNER COMPANY TRAINING GROW SHARE OF WALLET DIFFERENTIATION WITH CUSTOMERS AND
• Services resources and IP and other enablement • Increased deal sizes and services growth PROSPECTS
• Design, delivery, and implementation knowledge • Accelerated time-to-market in emerging • Greater customer and market visibility
The Different building and expertise VMware solution areas • Higher awareness with the VMware Field
Partner for customer opportunities
Competencies • Recognition of expertise through badging
to drive customer interest and confidence
VMware Solution Competencies and Master Services Competencies
VMware offers partners two types of competencies: Solution Competencies and Master Services Competencies:
SOLUTION COMPETENCIES MASTER SERVICES COMPETENCIES
VMware Solution Competencies are a first step in a partner’s VMware Master Services Competencies require achieving advanced technical
achievement of sales and technical expertise in VMware certifications and proof of high-level service capability and expertise as validated
virtualization and cloud computing solutions. by your customers.
Solution Competencies are achieved at the organizational level. Unlike Solution Competencies, a partner organization must demonstrate services
They include sales training as well as both pre- and post-sales delivery experience and capability by providing three customer references for
technical trainings. recently completed projects in order to achieve a Master Services Competency (in
addition to meeting the training requirements.)
MoreConfidential
information about VMware Partner Competencies and how to get started is available in the Resources section of this guide.
│ ©2019 VMware, Inc. 3
Table of Contents

VMware Master Services Competencies (MSC)
VMware Master Services Competencies are designed to validate your company’s capacity to deliver services related to specific VMware technologies and
Overview
designate a progression from competent to highly capable. Your organization attains a Master Services Competency by: 1) having the required number of
individuals achieve a set of advanced, solution-specific VMware certifications and bages 2) submission of customer references. Specific requirements are
available on each Master Services Competency page in this guide.
VMware Master
Services THE VALUE OF ATTAINING A MASTER SERVICES COMPETENCY
Competencies
Partners that successfully achieve the Master Services Competency unlock a set of benefits designed to help strengthen expert ise to drive future services
growth and deepen customer relationships.
The Different
Partner
Competencies
Increased Access to Priority e nrollment in E arly access to new Promotion of company Customer & V Mware Inclusion of the Master
Education additional Not VMware Livefire² and under achievement with a Fie ld visibility Service Competency on your
Discounts¹ for Resale training and the development Master Services including badging and VMware Partner L ocator
(NFR) VMware Center for Solution Enablement Competency badge to a press release listing (allows your company
licenses Advanced Learning Toolkits (SETs) display online and in announcing Master to appear in customer
(CAL) Academy³ written materials Competency searches for partners with
achievement MSC expertise
¹50% discount for on-demand training, 40% discount for instructor-led training, and 30% discount on onsite training.
²A multi-day course designed to speed VMware-driven infrastructure design and implementation readiness.
³Offered through VMware Professional Services.
How Your Certifications Help Your Company

The partner organization achieves a Master Services Competency when the required number of individuals complete the solution-specific certifications and/or
badges. These certifications stay with a partner individual throughout VMware partner engagement.
For more information visit VMware Partner Competencies Page 4

Confidential │ ©2019 VMware, Inc.
Table of Contents
VMWARE SOLUTION COMPETENCIES VMWARE MASTER SERVICES COMPETENCIES

Overview
Attaining a Solution Competency enables partners to gain proficiency in Master Services Competencies (MSCs) are built upon attainment of
selling VMware solutions. A Solution Competency includes sales, pre-sales advanced-level certifications and submission of customer references to help
and post-sales technical expertise to help partners prepare to sell VMware identify, validate and promote VMware’s most services-capable partners.
VMware Master solutions. Solution Competencies help partners achieve higher program They demonstrate a partner moving from ”competent to capable” and unlock
Services levels in the Solution Provider program as well as open access to rebates valuable resources and recognition to extend the partner’s services
Competencies (for select VMware products). capability, differentiate expertise and help drive more services revenue.
Unlike Solution Competencies, Master Services Competencies

The Different A fir st step in the resell journey and focused on providing
are NOT r equired for program progression and compliance
Partner VMware solution sales and deployment insights
Competencies
Required for progression to Enterprise Solution Provider and Training (VMware Advanced Certifications) + Customer References
program compliance at Enterprise and Premier levels
Key to driving higher-level and more services business
Unlocks S olution Rewards rebate access
EXAMPLE: Server Virtualization Solution Competency EXAMPLE: Cloud Management and Automation Master Services Competency
VTSP- A. Training
VSP-SV SV Technical Post Sales
SV
VMware Certified VMware Certified Advanced
Server Virtualization Post-Sales Accreditation:
Professional (VCP) Professional (VCAP)
vSphere 6.7
OR VCP-CMA VCAP-CMA
1-hour 3.5-hour
Server Virtualization Post-Sales Accreditation:
eLearning eLearning
vSphere 6.5
Partner companies need 5 certified individuals with at least 2
(online, no (online, no certified in Advanced Professional level.
OR
cost) cost)
VCP6.5-DCV B. Customer References
OR Three Customer References required to validate experience and
VCP6-DCV
Confidential │ ©2019 VMware, Inc. 3X expertise in the specific VMware Solution area associated with a 5
For more information visit the Partner Central VMware Partner Competencies Page Master Services Competency.
VMWARE
MASTER SERVICES
COMPETENCIES

Table of Contents
CLOUD MANAGEMENT AND AUTOMATION MASTER SERVICES COMPETENCY

Cloud
The Cloud Management and Automation Master Services Competency is a designation of expertise in VMware’s Cloud Management and
Management Automation solutions and services delivery. Achieving this helps improve customer credibility and validates a deep understanding of cloud
and Automation management design principles and methodologies, and possession of the skills necessary to leverage best practices to provide a scalable and
reliable virtualization platform for your customers.
Data Center
SOLUTION: VMware vRealize for Cloud Solutions
Virtualization
Products: vRealize Suite™, vCloud Suite™, vRealize Automation™, vRealize Business for Cloud™, VMware vRealize
Infrastructure Navigator™, VMware vRealize Operations™, VMware vRealize Application Management add-on, VMware
Network
vRealize Log Insight™, VMware vRealize Business for Cloud™
Virtualization
REQUIREMENTS
A. Training
Digital
Workspace VMware Certified Professional (VCP) VMware Certified Advanced Professional (VCAP)
VCP-CMA VCAP-CMA
VMware Cloud
on AWS
Partner Organizations need 5 certified individuals, with at least 2 individuals certified in
Customer Advanced Professional level.
Reference
Process B. Customer References
Three customer references required; submitting these validates experience and
Customer 3X expertise in Cloud Management and Automation solution design and delivery
Reference Forms
SOLUTION ENABLEMENT TOOLKITS (SETs)
Grow your revenue with Cloud Management and Automation SETs
GETTING STARTED
Cloud Management and Automation MSC on Partner University. Partner ID required
Table of Contents
DATA CENTER VIRTUALIZATION MASTER SERVICES COMPETENCY

Cloud
The Data Center Virtualization Master Services Competency is a designation of expertise in VMware vSphere environments and real-world
Management environment solutions and services delivery. Achieving this helps improve customer credibility and validates a deep understanding of Data Center
and Automation Virtualization design principles and methodologies; and leverages best practices that provide a scalable and reliable platform for your customers.
Data Center ENVIRONMENT: VMware vSphere Environments

Virtualization Products: VMware vSphere, VMware vSphere with Operations Management, VMware vSphere Data Protection Advanced
Network REQUIREMENTS
Virtualization
A. Training
Digital VMware Certified Professional (VCP) VMware Certified Advanced Professional (VCAP)
Workspace
VCP-DCV VCAP-DCV
VMware Cloud
on AWS
Partner Organizations need 5 certified individuals, with at least 2 individuals certified in
Advanced Professional level.
Customer
Reference B. Customer References
Process
Customer
3X expertise in Cloud Management and Automation solution design and delivery
Reference Forms
Grow your revenue with Data Center Virtualization SETs
GETTING STARTED
Confidential │ ©2019 VMware, Inc. Data Center Virtualization MSC on Partner University. Partner ID required 8
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NETWORK VIRTUALIZATION MASTER SERVICES COMPETENCY

Cloud
The Network Virtualization Master Services Competency is a designation of expertise in VMware NSX environment and services delivery. NSX
Management delivers a unique networking model that forms the foundation of the Software Defined Data Center (SDDC). Achieving this competency validates
and Automation deployment and optimization of VMware NSX environments, as well as possession of the knowledge and skills to leverage best practices for
providing scalable and reliable virtualized network for your customers.
Data Center
Virtualization ENVIRONMENT: VMware NSX Environments
P roducts: VMware NSX
Network
Virtualization REQUIREMENTS
A. Training
Digital VMware Certified Professional (VCP) VMware Certified Advanced Professional (VCAP)
Workspace
VCP-NV VCAP-NV
VMware Cloud Partner Organizations need 5 certified individuals, with at least 2 individuals certified
on AWS in Advanced Professional level.
B. Customer References
Customer
Three customer references required; submitting these validates experience
Reference
Process 3X and expertise in Network Virtualization deployment and delivery
Customer
Reference Forms
Grow your revenue with Network Virtualization SETs
GETTING STARTED
Network Virtualization MSC on Partner University
Partner ID required
Table of Contents
DIGITAL WORKSPACE MASTER SERVICES COMPETENCY

Cloud
Digital Workspace designates partner organizational expertise to design, deliver and support the ongoing management of customer apps, data and
Management virtual desktop solutions whether on-premise or cloud delivered. Achieving this competency validates partners’ deep understanding and execution
and Automation on VMware Horizon and VMware Workspace ONE end-user computing solutions.
Data Center SOLUTIONS: VMware Workspace ONE and Horizon

Virtualization Products: VMware Horizon Air™, VMware Horizon Air Desktop DR, VMware Horizon, VMware View, VMware Workspace
ONE, VMware ThinApp®, VMware App Volumes™, VMware Horizon FLEX™, VMware Mirage™, VMware User Environment
Manager, VMware Identity Manager, VMware Fusion, VMware Workstation, and VMware Player Pro, Mobile Device
Network Management, Application Management, Mobile Email Management, Mobile Browsing Management, Laptop Management,
Virtualization Rugged Device Management, Content Locker, Boxer, Video, Socialcast
REQUIREMENTS
Digital
A. Training VMware Certified VMware Certified Advanced
Workspace
P rofessional (VCP) Professional (VCAP)
Desktop and Mobility Tr ack VCP-DTM and VCAP-DTM and

VMware Cloud
on AWS Digital Workspace Track VCP-DW *Master Specialist Badge: DW 2019
*Equivalent to a VCAP for Workspace ONE 2019:
two courses, two exams
Customer
Partner Organizations need 5 certified individuals, across 2 tracks: Desktop and Mobility 1 VCP-
Reference
Process DTM + 1 VCAP-DTM, and Digital Workspace: 2 VCPs-DW + 1 Master Specialist Badge- DW
B. Customer References
Customer
Reference Forms 3X expertise in Digital Workspace solution design and delivery

Grow your revenue with Digital Workspace SETs
GETTING STARTED
Confidential │ ©2019 VMware, Inc. Digital Workspace MSC on Partner University 10
Partner ID required
Table of Contents
VMWARE CLOUD ON AWS

Cloud
VMware Cloud on AWS Master Services Competency designates expertise in the delivery of hybrid cloud solutions based on VMware Cloud on
Management AWS. Achieving this competency validates a partner’s capabilities in the deployment of an integrated cloud solution that delivers an on-demand
and Automation service enabling customers to run applications across a VMware Cloud Infrastructure environment with access to a broad range of AWS
services.
SOLUTIONS: VMware Cloud on AWS
Data Center P roducts: VMware Cloud on AWS, VMware Cloud on AWS GovCloud, VMware Cloud on AWS Outposts, VMware Site
Virtualization Recovery, VMware HCX.
REQUIREMENTS
Network A. Training
Virtualization
Master Specialist – VMware Cloud on AWS Badge
V Mware Cloud on A WS Deploy V Mware Certified V Mware Cloud on A WS Master Master Specialist
Digital and Manage: Professional: Se rvices Training Badge
Workspace
VMware Cloud on AWS: Deploy VCP-NV 2019 VMC on AWS: Master Services Pass the Master
and Manage Competency Prep Course 1 Specialist – VMware
VMware Cloud OR (Recommended training) Cloud on AWS 2019
VMware Cloud on AWS: Deploy AND Exam
on AWS
and Manage - On Demand VMC on AWS: Master Services
Competency Prep Course 2
Customer Partner Organizations need 3 individuals to earn the Master Specialist – VMware Cloud on AWS 2019 Badge.
Reference
Process
B. Customer Reference
One customer reference required; submitting this validates experience and expertise in VMware Cloud
Customer
Reference Forms
1X on AWS. The customer reference will be validated by VMware. Forms with inaccurate information will
not be approved.
Grow your revenue with VMC on AWS SETs
GETTING STARTED
VMware Cloud on AWS MSC on Partner University
Partner ID required
Table of Contents
CUSTOMER REFERENCES PROCESS

Cloud
Management
and Automation
1 REFERENCE
SUBMITTED 2 REFERENCE
VALIDATED 3 REFERENCE
CONFIRMED
Data Center Partner submits Customer
Virtualization Partner receives notification with
PARTNER Reference form in Partner Central
Customer validation result
> Program Forms tab.
Network Customer Reference

Customer receives form for Customer(s) approve or re ject the
Virtualization CUSTOMER
approval (includes survey) Customer Reference discounted from
Partner Requirements
Digital PBM/PMM (if managed partner)
PBM/PMM receives notification
VMWARE receives notification of Customer
Workspace with Customer validation result
Reference submission¹
VMware Cloud Final status changed to:

CUSTOMER
on AWS Status: Submitted
REFERENCE Approved or Rejected
Customer ¹PBM/PMM has the ability to mark Customer Reference ‘For Review” (to be reviewed internally within VMware)
Reference
Process
NOTES:
• Partners are recommended to inform the customer about the Customer Reference Process before submitting the form.
Customer • Customer References are valid for 2 years from the date of submission.
Reference Forms • Customer References are required per solution area. If the partner performed services across different technology or solution areas for the same customer, that
customer can used as a reference across the different technologies but separate submissions are required. This is true whethe r the work was done under the partner’s
name or subcontracting for VMWare. The Partner will need to reference the subcontracting on the submission form.
• Customer References are for internal validation of partner capabilities as part of Master Services Competencies and will not be shared externally.
• Partners may cancel the Customer Reference process at any time.
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CUSTOMER REFERENCES PROCESS FOR VMWARE CLOUD ON AWS ONLY

Cloud
Management
and Automation
1 REFERENCE
SUBMITTED 2 REFERENCE
VALIDATED 3 REFERENCE
CONFIRMED
Data Center Partner submits Customer Partner receives confirmation of
Virtualization PARTNER Reference form in Partner Central the approval or rejection of the
> Program Forms tab. customer reference
Network PBM submits Customer PBM receives confirmation of the Customer Reference
PBM OF
Virtualization Reference form in Partner Central approval or rejection of the
RECORD discounted from
> Program Forms tab. customer reference
Partner Requirements
Digital PBM/PMM (if managed partner) VMware approves or rejects the
VMWARE receives notification of Customer Customer Reference based on the
Workspace
Reference submission revision process
VMware Cloud Final status changed to:

CUSTOMER
on AWS Status: Submitted
REFERENCE Approved or Rejected
Customer
Reference
Process
NOTES:
• The Customer Reference is valid for 2 years from the date of submission.
Customer • VMware will review the Customer Reference form and will not approved those with inaccurate information.
Reference Forms • If the partner performed services across different technology or solution areas for the same customer, that customer can use as a reference across the different
technologies but separate submissions are required.
• Customer References are for internal validation of partner capabilities as part of Master Services Competencies but may be sh ared externally with the customer’s
approval.
• Only approved Customer References will count towards competency requirements.
Table of Contents
MSC CUSTOMER REFERENCE FORMS

Cloud
Customer Reference Form Customer Reference Form Specific for VMware Cloud on AWS
Management
and Automation
Partner Name Here
Data Center
Virtualization
Network
Virtualization
Digital
Workspace
VMware Cloud
on AWS
Customer
Reference
Process
Customer
Reference Forms
Name Here name@partner.com
Access the Master Services Competency Dashboard to view

Submit
Confidential a Customer
│ ©2019 VMware, Inc.Reference here your Customer References 14
MASTER SERVICES
COMPETENCY BENEFITS

Table of Contents
MASTER SERVICES COMPETENCY BENEFITS OVERVIEW

Monetize your
Investment
Benefits Overview
Partner Credit
Transfer Program
Brand Visibility
VMware.com
Recognition
Partner Locator
Listing
MONETIZE YOUR BRAND CAPABILITY
MSC Badging
INVESTMENT VISIBILITY BUILDING
Press Releases
Template
Capability Building • Partner Credit Transfer Eligibility • To customer Marketing on the • 30-50% Education and
Education Discounts (AMER & EMEA) value of MSC partners on Certifications Discounts
CAL Academy
• Deployment Incentives vmware.com • Prioritization: Livefire & Center for
Priority Nomination • Subcontracting considerations • Showcase with achievement of 2 or Advanced Learning CAL
Livefire Priority with professional services** more MSCs professional development
Enrollment
• Services Development with • Partner Locator: Customer can • Solution Enablement Toolkit
VMware Learning
Zone technical field resources (PSA, search for their local MSC service (Professional Services IP) early
NFR Licenses PSE) partner access
• Marketing badges • Not For Resale License (NFR)**
Early Access to SETs
• Press Release templates with • Free Premium subscriptions to the
Partner Technical Social Media links VMware Learning Zone
Advisory Board
** Does not apply to the VMware Cloud on AWS Competency
Table of Contents
MASTER SERVICES COMPETENCY BENEFITS OVERVIEW

Monetize your
Investment $347B
Benefits Overview
Professional Services
Total Addressable Market
Partner Credit
Transfer Program V MW PSO ~$800M
PARTNER
BENEFICIARIES HOW
BENEFITS
Brand Visibility
Addressable
VMware.com market for • Recognizes capability and
Recognition $93B² • Customers - Success in • Validation and recognition
services in capacity within specific
Partner Locator VMW core
solving business issues of partner capability in
with VMW platforms delivering VMW solutions VMware solution areas
Listing • IT Strategy product
MSC Badging
Consulting categories • Partners - Prioritization, • Validated investment in • Designed in collaboration
• Infrastructure with VMware PSO to unify
Investment and increased enablement and extending
Press Releases Consulting capability validation
Template profitability on services capability
• IT Implementation
Services • VMware - Thriving • Pr ioritization within sales • Leverages branding of a
Capability Building partner ecosystem motions, enablement, world-class partner program
driving VMW-based programs, and incentives (VPN) via badging and PR
Education Discounts
solutions for customer • Substantiates the value of
$238B success • Increase pr ofitability via
CAL Academy VMware Advanced
Priority Nomination margin-rich services
Certifications + proven
Livefire Priority • Business consulting delivery
Enrollment
• Application consulting
VMware Learning • Application
Zone
implementation services
NFR Licenses
Partner Technical S OURCE: Gartner Forecast: IT Services, Worldwide, 2015-2021, 3Q17 Update
1 Includes OTS, TAM, architecture, design & implementation services for VMware product categories
Advisory Board 2Includes IT strategy, infrastructure consulting and implementation services not directly linked to VMW product categories

Table of Contents
PARTNER CREDIT TRANSFER PROGRAM (AMER AND EMEA ONLY)

Monetize your Through the P artner Credit Transfer (PCT) Program, VMware facilitates the process of transferring the value of PS credits to qualified VMware Master Services
Investment partner for services delivery to customer related to VMware products and solutions. PCT accelerates the value realization of VMW solution with our customers
Benefits Overview through the redemption of PSO credits with our MSC partners.
Partner Credit
Transfer Program • Ability to open new markets and revenue streams
• Accelerated enablement on sales side
Brand Visibility
PARTNER • Clear commitment from VMware to scale partner eco-system
•
VMware.com VALUE •
Closer alignment with VMware field teams
Ownership of delivery of SOW within PCT program guidelines
Recognition
• Broader exposure to VMware’s field team and customers
Partner Locator
Listing
MSC Badging High-Level PCT Process

Press Releases
Template
Capability Building
Education Discounts STEP 1 STEP 2 STEP 3

CAL Academy Account Planning Contract & Delivery Payment for Partners
Priority Nomination
Livefire Priority
Enrollment Required Documentation
VMware Learning
Zone
Credit Transfer Agreement (CTA) Memorandum of Understanding (MOU) Statement of Work (SOW)
NFR Licenses
The 3-way agreement involves the Agreement between Partner and VMware Partner and customer agreement that
Early Access to SETs customer partner and VMware (CTA) (MOU) includes a VMware transaction fee indicates the work being performed for the
customer
Partner Technical
Advisory Board
Table of Contents
PARTNER CREDIT TRANSFER PROGRAM (AMER AND EMEA ONLY)

Monetize your
Investment
Partner Eligibility – Master Services Competency Guidelines
Benefits Overview
 Only MSC partners are be eligible for PCT transfers.
Partner Credit
Transfer Program  A partner must have achieved the Master Services Competency relevant to the SOW.
Brand Visibility
VMware.com
Recognition Transfer Eligibility
Partner Locator Eligible Transfers
Listing  AMER and EMEA only
MSC Badging  $20k Professional Services Credits only that Customer has with VMWare
 USD or greater transaction
Press Releases
Template
 Partner and Customer per PCT should be in the same Geo.


Only MSC partner can deliver services to a customer through PCT.
Using PCT for a Pilot/POC with a SOW and customer involved.
WANT TO KNOW MORE?
Capability Building
 Only complimentary VMware technology acceptable in the scope of the work.
Education Discounts Please visit our Partner Central Page
CAL Academy Non-Eligible Transfers
Priority Nomination  FED/SLED in United States
To get started, work with your VMware team
Livefire Priority  No subcontracting to a third party or VMware
Enrollment  Dell Technologies not eligible for PCT members: CSS, Partner Marketing and
VMware Learning  PS Credits on VeloCloud are not eligible for PCT Business Managers, Account Executive.
Zone
 Resident Engineer cost, Project Manager cost or block of hours in SOW only
NFR Licenses without a defined scope
 Credits should not be used for customer to pay for managed services.
Partner Technical
Advisory Board
Table of Contents
VMWARE.COM RECOGNITION
Monetize your Partners who achieve four Master Services Competencies are featured on our public web site www.vmware.com/master-services.html
Investment
Benefits Overview
Partner Credit Once Partners

Transfer Program
achieve their
Brand Visibility fourth MSC, the
VMware.com
organization will
Recognition be featured on
Partner Locator our public web
Listing site
MSC Badging
Press Releases
Template No need for you
to take any
Capability Building
action! When
Education Discounts you achieve
your 4th MSC,
CAL Academy
Priority Nomination we will feature
Livefire Priority your
Enrollment organization.
VMware Learning
Zone
Permission to
NFR Licenses feature your logo
will be secured.
Partner Technical
Advisory Board
Table of Contents
PARTNER LOCATOR LISTING

Monetize your With your first Master Services
Investment Competency achievement, Partners are
Benefits Overview automatically included on the VMware
Partner Locator, allowing your company
Partner Credit
Transfer Program to appear when customers search for
partners with expertise in a Master
Brand Visibility Services Competency area. Partners draw prospects
referred to their website
VMware.com
Recognition
The key benefits of Partner Locator: from vmware.com
▪ Location-enabled search (helps
Partner Locator
Listing customers find the closest partners
with a single click) Partners pick up email
MSC Badging ▪ Powerful tools (enables filtering leads referred to them
search results by partner name, type, from vmware.com
Press Releases
Template level, specialization, competency, and
geographic location) Maximize visibility with
Capability Building ▪ Direct email (interested customers prospects by ensuring
can email partners directly from the Partner Locator
Education Discounts
within the portal) listing is updated
CAL Academy
Priority Nomination
Livefire Priority Review the partner listing
Enrollment at vmware.com>
VMware Learning Partners>Partner Locator
Zone Partner Locator recently identified
1 02.8K partners to prospects, drove
NFR Licenses
1 5.5K prospects to partner websites,
Early Access to SETs and facilitated 6,043 prospect to
partner email engagements
Partner Technical
Advisory Board
Table of Contents
PARTNER LOCATOR RECOGNITION

Monetize your Attract Qualified Prospects from
Investment
VMware’s Website
Benefits Overview
Partner Locator helps prospective
Partner Credit customers identify and engage the right
Transfer Program
partner anywhere they transact. Access
1
Partner Central Knowledge Base (KB)
Brand Visibility 3
articles by putting the KB article number 4
VMware.com below in the P artner Central Search text 5
Recognition
box. These KB articles give you
Partner Locator information on how to enhance your
Listing
profile:
MSC Badging
1 Add or update the partner account
Press Releases name to render in local language 2
Template
KB 00008040
Capability Building 6
2 Update the Company Description
Education Discounts KB 00007490
CAL Academy 3 Update the company’s business

Priority Nomination phone contact number
Livefire Priority KB 00006313
Enrollment
VMware Learning 4 Update the Partner Locator
Zone
“Contact Us” Email
NFR Licenses KB 00006769
5
Early Access to SETs Update the Company Website -
KB 00008039
Partner Technical
Advisory Board 6
Update Partner Locations –
KB 00006074
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MASTER SERVICES COMPETENCY BADGING

Monetize your After achieving a Master Services Competency, Partners will have access to and the ability to display a badge for each Master Services Competency attained.
Investment Distinguish yourself from the competition and show your expertise and capabilities by displaying your badge on partner online and printed materials. Badges
Benefits Overview ar e available for download in Partner Central on the Partner Badges landing page.
Partner Credit
Transfer Program
Brand Visibility
VMware.com
Recognition
Partner Locator
Listing
MSC Badging DIGITAL

WORKSPACE
Press Releases
Template
Capability Building
Education Discounts
Master Services
CAL Academy
Priority Nomination Competency Badge
Livefire Priority Example
Enrollment
VMware Learning
Zone
NFR Licenses
Partner Technical
Advisory Board
Table of Contents
PRESS RELEASE TEMPLATE

Monetize your Using the VMware MSC press release template Press Release Example
Investment Master Services Competency achievement gives your
Benefits Overview organization instant exposure around MSC
Partner Credit
achievement while branding your expertise and
capabilities in the industry.
METANEXT Achieves VMware
Transfer Program
Brand Visibility Request your press release template now:

Master Services Competency in
VMware.com Data Center Virtualization
Recognition 1 Download the Press Release Template from
Partner Central
Partner Locator
Listing Paris, July 30, 2018— METANEXT today announced that it has successfully achieved a VMware
MSC Badging
2 Fill in the information in the template provided Master Services Competency in Data Center Virtualization (DCV). Attaining this competency
demonstrates that METANEXT is committed to helping organizations accelerate their digital
transformations by leveraging their validated services delivery capabilities around advanced VMware
Press Releases
Template 3 (OPTIONAL) Include a quote attributed to a
representative from your company technologies.
Capability Building Submit the completed news release template “METANEXT is the first partner in France to achieve a Master Services Competency. I’m proud of my
4 back to partnerpr@vmware.com and copy VMware Practice for this achievement. This next step of our development will improve efficiency and
Education Discounts value to our customers around Software-Defined Datacenter, Hybrid Cloud and Cloud-Native
your VMware marketing/business manager, if
Applications.” Tristan Monroe, CEO, METANEXT
CAL Academy applicable, on the email.
Priority Nomination
“VMware is pleased to recognize METANEXT for achieving a DCV Master Services Competency. This
Livefire Priority
Enrollment shows customers that partners like METANEXT are dedicated, invested and have validated expertise
in advanced VMware technologies,” said Anthony Cirot, vice president, VMware country manager,
VMware Learning
Zone France. “We value METANEXT as a VMware partner and appreciate their efforts in achieving this
VMware distinction as they work to increase service delivery capabilities.”
NFR Licenses
VMware Master Services Competencies are designed to help partners demonstrate customer -centric
Early Access to SETs solutions and technical proficiency, with proven success and expertise in a specialized area of
Partner Technical business. These competencies also allow partners to differentiate in four specific solution areas.
Advisory Board
Table of Contents
EDUCATION DISCOUNTS
Monetize your Take advantage of significant Education Discounts when achieving your first Master Services Competency. These are applicable for all our education
Investment offerings:
Benefits Overview
Partner Credit
50% off 40% off 30% off

Transfer Program
Brand Visibility
VMware.com
Recognition
On-Demand Instructor Led Training (ILT) Onsite
Partner Locator
Listing
MSC Badging Enjoy Your Discounts Now

Press Releases After achieving your first Master Services Competency, all members of the organization, aligned to the entity in Partner Central holding the
Template
Master Services Competency, will receive these discounts.
Capability Building
Education Discounts
ON-DEMAND AND INSTRUCTOR LED TRAINING ONSITE TRAINING
CAL Academy
Priority Nomination
Livefire Priority • Request through the standard process
Enrollment • Register for the training in Partner University
VMware Learning
Zone • Let the Education Sales Rep that you are Master Services
• You will see the discounted price during check out
Competent
NFR Licenses
Partner Technical
Advisory Board
Table of Contents
CENTER FOR ADVANCED LEARNING (CAL) ACADEMY

Monetize your
Investment
Center for Advanced Learning (CAL) Academy Why the Center for Advanced Learning?
Benefits Overview
Deliver a comprehensive onboarding program exclusively designed • Provides the necessary resources and environment for the best of
Partner Credit for Professional Services. The program is designed to certify the
Transfer Program
Professional Services to collaborate on new ideas with forward
aptitude of partners to perform against our basic level of readiness thinkers from all our practices
standards for field delivery.
Brand Visibility • Recognizes top consultants and gives them the opportunity to
VMware.com
The CAL Academy assesses individuals on product and service learn the most advanced technical, professional and leadership
Recognition theory as well as practical "hands-on" exercises. skills available.
Partner Locator
Listing
MSC Badging
Press Releases
Template Priority Nomination Notification Process
Capability Building MSC partners receive priority communication for nominations to the VMware Center for Advanced Learning (CAL) trainings.
Education Discounts
To nominate a candidate within your organization:
CAL Academy
▪ MSC Partners will receive an email from the email alias Master Services Competency letting them know about the upcoming nomination process.
Priority Nomination ▪ Along with useful documentation about the classes, you will receive a link to nominate candidates.
Livefire Priority
Enrollment ▪ The Center for Advanced Learning team will be communicating acceptance to the program 2 weeks after the nomination is submitt ed and after
VMware Learning ensuring candidate requirements.
Zone
NFR Licenses
For more information visit the MSC Enablement Benefits page on Partner Central
Partner Technical
Advisory Board
Table of Contents
LIVEFIRE PRIORITY ENROLLMENT

Monetize your
Investment Livefire Training Why Livefire Solutions?
Benefits Overview Livefire is in-depth technical training for the field, customers and • 3-5 day in-person trainings
partners. Delivered by VMware Solutions Architects with real
Partner Credit • Focuses on a Solution (NSX, Hybrid Cloud, Digital Workspace)
Transfer Program world experience, Livefire Solutions provide the high quality,
hands-on technical enablement required for designing and • Deep-dive training
Brand Visibility delivering Software Defined Data Center (SDDC) and End User • Technical Content
VMware.com Computing (EUC) solutions that accelerate VMware adoption and
Recognition • Latest Developments and Use Cases
value-capture for customers.
Partner Locator
Listing
MSC Badging
Press Releases
Template
Priority Enrollment Process
Capability Building
Master Services Competent partners receive priority notification for enrollment in Livefire training
Education Discounts
To enroll a team member in your organization:
CAL Academy
Priority Nomination • MSC Partners receive an email invitation from the email alias Master Services Competency letting them know about the upcoming sessions
Livefire Priority • Along with useful documentation about the classes, you will receive the application links embedded in the attached invite doc uments
Enrollment
VMware Learning
Zone
NFR Licenses For more information visit the MSC Enablement Benefits page on Partner Central
Partner Technical
Advisory Board
Table of Contents
VMWARE LEARNING ZONE

Monetize your
Investment
VMWARE LEARNING ZONE VMWARE LEARNING ZONE PREMIUM SUBSCRIPTIONS
Benefits Overview
Partner Credit The VMware Learning Zone is your single source for digital training from When your first Master Services Competency is achieved, your
Transfer Program VMware. organization will receive 10 premium user subscriptions to the VMware
Learning Zone, valid for one year from activation.
Brand Visibility 24/7 access to training delivered by top VMware experts and Certified
Instructors lets you learn when, where, and how you want.
VMware.com VMware Learning Zone premium subscriptions include online access for
Recognition 365 days to 1,200+ technical videos, eLearning courses, Exam
Partner Locator Certification Prep courses and more.
Benefits of a VMware Learning Zone S ubscription:
Listing
MSC Badging • MSC Partners will receive an email from the email alias Master
▪ Learning options range from short videos on the latest hot topics to full Services Competency providing them with subscription codes.
Press Releases
Template On Demand Courses
▪ Content spans the VMware portfolio including VMware NSX, vRealize
Capability Building
Suite, vSphere and more .
Education Discounts ▪ Expert-level instruction builds deployment, configuration, and
CAL Academy
troubleshooting skills for VMware products
Priority Nomination
▪ Certification Exam Prep Courses (Premium subscriptions only)
Livefire Priority
Enrollment
VMware Learning
Zone
NFR Licenses
Partner Technical For more information visit the MSC Enablement Benefits page on Partner Central
Advisory Board
Table of Contents
NOT-FOR-RESALE (NFR) LICENSES 1 The list subject to change. For the latest availability, access the OnDemand NFR Portal
Monetize your With your MSC achievement, you get additional Not Competency NFR L icense Description E ligible L icenses
Investment for Resale (NFR) software for lab testing, in-house
Benefits Overview demo, and training and educational purposes VMware NSX Data Center Enterprise Plus per Processor
16
Partner Credit vRealize Network Insight
Requesting Additional NFRs Is Easy: (requires NSX
Transfer Program
VMware NSX Data Center Enterprise Plus for Desktop: 100 Pack competency)
Brand Visibility
• Go to the G lobal NFR Program page in Partner (CCU)
Central and access the On-Demand NFR Partner VMware SDDC Manager (Per CPU) 16
VMware.com Portal
Recognition vRealize Automation Enterprise (25 OSI Pack)
• Your organization’s Primary Contact or License
Partner Locator
Listing
Administrator must request the NFR licenses from vRealize Automation 7 For Desktop (25 Pack)
this portal
VMware vCloud Suite 2018 Enterprise 4
MSC Badging • Once requested, the NFR licenses are accessed
Press Releases through your portal at www.myvmware.com VMware vRealize Operations Standard (25 VM Pack)
Template VMware vRealize Log Insight 4 (25 OSI Pack)
Capability Building VMware vSphere 6 with Operations Management Enterprise Plus for 1
16
processor
Education Discounts Additional VMware vCloud Suite 2018 Enterprise 4
information
CAL Academy VMware vSphere 6 with Operations Management Enterprise Plus for 1
Priority Nomination and resources 16
processor
Livefire Priority are available in
Enrollment the Partner vSphere 6 Enterprise Plus 4
VMware Learning Central Global
VMware vCenter Server 6 Standard for vSphere 6 2
Zone NFR Program
page. Virtual SAN Enterprise(per processor) 16
NFR Licenses
VMware Horizon FLEX 10 pack (Per Device)
VMware Horizon 7 Enterprise: 100 Pack (CCU)
Partner Technical 1
Advisory Board Horizon 7 Standard
Confidential │ ©2019 VMware, Inc. VMware App Volumes Enterprise 10 Pack (CCU) 29
Table of Contents
EARLY ACCESS TO SOLUTION ENABLEMENT TOOLKITS PARTNER TECHNICAL ADVISORY BOARD

Monetize your Achieving a Master Services Competency opens access to (AMER ONLY)
Investment
Solution Enablement Toolkits (SETs), still in development, before
Benefits Overview anyone else. Partners who achieve their Master Services Competencies
Partner Credit obtain priority consideration to attend the Partner Technical
Transfer Program VMware SETs package our services, sales and marketing Advisory Board (PTAB).
materials built around services IP from the VMware Professional
Brand Visibility Services Organization and helps Partners: The mission of the Partner Technical Advisory Board is to
VMware.com • Standardize implementation methodologies meet with VMware product and services stakeholders to
Recognition shape and validate VMware’s future product strategy and
• Align services and product delivery
Partner Locator
• Enhance your subject matter expertise offerings in the marketplace.
Listing
MSC Badging
To access SETs: No need for you to take any action. The program team will
invite qualifying Partners to be part of this valuable forum.
Press Releases • Go to SETs landing page in Partner Central
Template
• Click on “Get Started”
Capability Building • Explore the libraries
Education Discounts
CAL Academy
Priority Nomination
Livefire Priority
Enrollment
VMware Learning
Zone
NFR Licenses
Partner Technical
Advisory Board
Table of Contents
VMWARE PARTNER Partner
01 COMPETENCIES 03 MSC BENEFITS Competencies
Public Access Master Services

Public Access • Partner Locator Competencies
• VMware.com
• VMware Livefire Training blog
MSC Benefits
Password Protected
Password Protected
• Partner Central Competencies Page
• Partner Logos & Badges Resources
• Partner University Competencies Overview
• SETs Early Access Page
MASTER SERVICES • Not-For-Resale (NFR) Licenses
02
RESOURCES
COMPETENCIES • VMware Learning Zone
• Cloud Management and Automation MSC

04 QUESTIONS
• Data Center Virtualization MSC
Submit a support case on Partner Central or email
• Digital Workspace MSC partnernetwork@vmware.com
• Network Virtualization MSC
Languages
• VMware Cloud on AWS MSC
• Master Services Dashboard English Spanish Portuguese French
• Frequently Asked Questions (FAQ) Japanese Dutch German Korean
Italian Chinese Russian Flemish
Customer References
• Submit a Customer Reference SUPPORT HOURS
• How to Submit a Customer 24 hours a day, Monday through Friday
Reference Quick Reference Guide
Additional Resources
• VMware Certifications Master
VMware Services
Master
Competencies
Services
Program Guide
Competencies Guide
Partner Central Supplemental

Confidential Programs
│ ©2019 and Resources:
VMware, Inc. Please note that various links above contain requirements or Terms and Conditions applicable to you and the supplemental 31
programs available to you and your organization. Participation in any supplemental programs is conditioned upon your complian ce with the applicable Term and Conditions.
partnernetwork@vmware.com

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VMWARE MASTER SERVICES

01 VMWARE PARTNER 03 VMWARE MASTER SERVICES

Confidential │ ©2019 VMware, Inc. 2

VMWARE PARTNER COMPETENCIES

SOLUTION COMPETENCIES MASTER SERVICES COMPETENCIES

VMWARE PARTNER COMPETENCIES

How Your Certifications Help Your Company

For more information visit VMware Partner Competencies Page 4

VMWARE PARTNER COMPETENCIES

VMWARE SOLUTION COMPETENCIES VMWARE MASTER SERVICES COMPETENCIES

Unlike Solution Competencies, Master Services Competencies

Confidential │ ©2019 VMware, Inc. 6

CLOUD MANAGEMENT AND AUTOMATION MASTER SERVICES COMPETENCY

DATA CENTER VIRTUALIZATION MASTER SERVICES COMPETENCY

Data Center ENVIRONMENT: VMware vSphere Environments

NETWORK VIRTUALIZATION MASTER SERVICES COMPETENCY

DIGITAL WORKSPACE MASTER SERVICES COMPETENCY

Data Center SOLUTIONS: VMware Workspace ONE and Horizon

Desktop and Mobility Tr ack VCP-DTM and VCAP-DTM and

SOLUTION ENABLEMENT TOOLKITS (SETs)

VMWARE CLOUD ON AWS

CUSTOMER REFERENCES PROCESS

Network Customer Reference

VMware Cloud Final status changed to:

CUSTOMER REFERENCES PROCESS FOR VMWARE CLOUD ON AWS ONLY

VMware Cloud Final status changed to:

MSC CUSTOMER REFERENCE FORMS

Access the Master Services Competency Dashboard to view

Confidential │ ©2019 VMware, Inc. 15

MASTER SERVICES COMPETENCY BENEFITS OVERVIEW

MASTER SERVICES COMPETENCY BENEFITS OVERVIEW

Early Access to SETs

Confidential │ ©2019 VMware, Inc. 17

PARTNER CREDIT TRANSFER PROGRAM (AMER AND EMEA ONLY)

MSC Badging High-Level PCT Process

Education Discounts STEP 1 STEP 2 STEP 3

PARTNER CREDIT TRANSFER PROGRAM (AMER AND EMEA ONLY)

Partner Credit Once Partners

PARTNER LOCATOR LISTING

PARTNER LOCATOR RECOGNITION

CAL Academy 3 Update the company’s business

MASTER SERVICES COMPETENCY BADGING

MSC Badging DIGITAL

Early Access to SETs

PRESS RELEASE TEMPLATE

Brand Visibility Request your press release template now:

50% off 40% off 30% off

MSC Badging Enjoy Your Discounts Now

Early Access to SETs

CENTER FOR ADVANCED LEARNING (CAL) ACADEMY

LIVEFIRE PRIORITY ENROLLMENT

Early Access to SETs

VMWARE LEARNING ZONE

Early Access to SETs

EARLY ACCESS TO SOLUTION ENABLEMENT TOOLKITS PARTNER TECHNICAL ADVISORY BOARD

Early Access to SETs

Public Access Master Services

COMPETENCIES • VMware Learning Zone

• Cloud Management and Automation MSC

Partner Central Supplemental

Confidential │ ©2019 VMware, Inc. 32

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