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Future-Proofing YourCustomers' Business withModern ApplicationTechnologies from VMwareFor more information, contact Carahsoft or our reseller partners:vmware@carahsoft.com 888-6VMWARE

VMware TanzuFree your Applications.Simplify your OperationsPaul MaunderU.S. Sales Director, Modern Applications Bus. UnitGovt., Educ., & Healthcarepmaunder@vmware.com916-812-9700 (mobile)Confidential 2019 VMware, Inc.

FY-22 – TANZU Public SectorPatrick YoungsSr DirectorChris SaundersSE SR. ManagerMark ForsthofferDirectorCivilian/FSIAmanda O’ConnorDirectorDefense & IntelMark DunnSecurity andComplianceMikey McCormackAaron SwainSpecial Advisor, DigitalTransformationAndrew GassenCustomer SuccessDirectorPaul MaunderDirectorSLED4 SecComp Program Managers16 Solutions Engineers7 Customer Success ManagersConfidential 2019 VMware, Inc.2

FY22 Tanzu SLED AE/SE/PBM CoveragePaul Maunderpmaunder@vmware.comUS Sales DirectorGovt(State/Local), Education, & Public Sector Healthcare entitiesAlaskaJim JohansenJjohansen@vmware.comTanzu AE, SLED CentralJustin Leelejustin@vmware.comTanzu AE, SLED WestNorth anaSouth DakotaNew HampshireMassachusettskYorNewMichiganRhode kaNew aArkansasArizonaNewMexicoM iss iss ippiOklahomaTexasaNevadaOhioMarylandVirginiaNorth CarolinaSouthSouthCarolinaCarolinaA la b a ridaTBH (open req)jgozzi@vmware.comTanzu SE, SLED WestConfidential 2019 VMware, Inc.John Gozzijgozzi@vmware.comUS S.E. ManagerAl Barnesbalton@vmware.comTanzu AE, SLED EastKal Musunurukmusunuru@vmware.comTanzu SE, SLED WestTanzu Partner Bus. Mgrs.John Stanfield– N EastJohn Stanfield– Mid AtlanticJohn Stanfield- S EastKristin Fannin – N CentralKristin Fannin – S CentralKarin Bash– Pac NorthwestKarin Bash- So CAKarin Bash– Nor CABrian Mathesonmathesonbr@vmware.comTanzu SE, SLED East3

86%Kubernetesis the Infrastructurefor Modern Apps86%Confidential 2019 VMware, Inc.95%of app developershave say in workloaddeployment1of New AppsUse Containers1of containerized appsare on Kubernetes21 Source: 451 Research’s Voice of the Enterprise: Digital Pulse, Organizational Dynamics2 Source: StackRox, State of Container and Kubernetes Security Report, Spring 20194

NESPIO CERXUELOPSMOCConfidential 2019 VMware, Inc.5

Vmware’s Industry-Leading Portfolio to Address Key CIO Priorities Any CloudAppModernizationMultiCloudBuildRun Any App Any DeviceVirtual tyManageProtectTanzu EditionsVMware Cloud Foundation NSX-T (DC & Cloud)Workspace ONENSX-T PoliciesTanzu Kubernetes GridvSphere, vSAN, NSXSD-WAN by VeloCloudHorizon (on-premises)Carbon Black CloudTanzu Mission ControlvRealize SuitevRealize Network InsightHorizon CloudService Defined FirewallTKSCloudHealthService Defined Firewalls Windows Virtual DesktopWorkspace SecurityBitnamiSD-WAN by VeloCloudService MeshRDSH & Citrix IntegrationSecure StateWavefrontVMC on AWS / Dell EMCNSX Advanced LoadBalancer (AVI networks)Mobile DeviceManagementMobile Device HealthTanzu LabsVCPP Cloud PartnersConfidential 2019 VMware, Inc.Windows 10 ManagementEndpoint Device Health

VMware Tanzu PortfolioBUILDRUNDELIVER software to a securedand automated platformOPERATE consistent Kubernetes across every cloudTanzu Application ServiceTanzu Kubernetes GridCODE cloudnative app devframeworkSpringRuntimeASSEMBLE appsfrom internallywritten sourceTanzu BuildServiceCURATE dataservices andprojects frompublic OSSTanzuApplicationCatalogAPPLY caching,messaging anddatabases formodern appsHybrid CloudPublic CloudEdgeTanzu DataServicesMANAGEOBSERVE fromapplication toinfrastructureTanzuObservabilityConfidential 2020 VMware, Inc.UNIFYmicroservicesacross clustersTanzuService MeshGOVERN multicluster K8spolicy operationTanzuMissionControl7

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Tanzu Editions: Meet the customer wherever they are on the alize on App ModernizationPartnersExpand on VMware CloudFoundation (VCF) Advise on CI/CD. DevSecOps, Day 2 Ops App modernization strategy & architecture Land containerized apps and ISVs Data center transformation Hybrid/multi cloud expert servicesUpsell vSphere Customers Rapid deploy andimplementation Tight integration withinfrastructureTanzu AdvancedTanzu StandardSecure Path to ProductionCustomersTanzu BasicX-cloud ManagementRe-platform or re-factor appby-appSimplify operations acrossmultiple cloudsContainer PlatformEmbrace move to containers andKubernetesSales MotionSales MotionSales MotionChannel-ledChannel & Core AE/SE teamChannel/ Tanzu Specialist Sales Team/Confidential 2020 VMware, Inc.9

Tanzu Editions(Basic, Std., & Advanced) List PricingBasic has a Promo through October! Academic pricing available as well!Confidential 2019 VMware, Inc.10

You have a few ways to sell Tanzu Applications Down-faster time to production. Tanzu Led Build better software, faster(CARES/ARP funds)VELOCITYImprove developerexperienceMulti-cloudSTABILITYModernize existinghybrid cloud(VCF/VMCConsume K8s acrossmultiple cloudsInfrastructure Up-providing stability. AE/SE Led Confidential 2019 VMware, Inc.11

Personas across the Modern App Stack .Confidential 2020 VMware, Inc.12

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Tanzu Success Stories Delivering software capabilities to the business and mission at the speed of relevanceSpace ForceSection 31USAF Kessel RunPremier AF DevSecOpsSoftware Factory in the DoD Tanker Planner: 120 daysto production - 1M fuelsavings per week - AIreadyPythagoras: AI-enabledautomation for tankerplanningSlapshot: Streamlinesmission planning and liveon the big screen in everyAOCRebel Alliance: Custombuilt event stream thatconnects the product suiteAutomating Space Operations Confidential 2019 VMware, Inc.Metroid: Tracks objects inspace - 57 days toproduction - 800 coalition users acrossSIPR/REL-FVEYStarfox: Simplifies thedeconfliction of RFtransmissions amongspace assets - 52 days toproductionOutrun: Enables SpaceForce sensors to track farmore objects in spaceU.S. Citizenship andImmigration ServicesTransforming the Citizenshipand Immigration Experience Global: New Case Mgmtsystem for RefugeeAsylum thatdecommissioned a 10M/yr mainframe,reduced manual entry by70% and acceleratessecurity checks by 98% inless than six months.Platform: Devs releasingdaily to production withzero downtime forsecurity patching andsystem upgradesCernerChose Pivotal Labs to improveplatform operations and adoptedplatform-as-a-product practices 14 days: Deploying OSpatches every 1–2 weeks,meaning no VM is older than14 days 30 updates: The team hasincorporated over 30 TanzuApplication Service updatesin the past year alone, viaautomation 2 platform owners: Just twopeople operate the platformused by many Cerner teams15

U.S. Army Futures CommandNew Software Factory (in partnership w/Austin Community 10429005424/en/Confidential 2019 VMware, Inc.16

How to Get Started with VMware Tanzu12Gain ExpertiseEnablementBuild PipelineTanzu Demand Gen Campaigns3Sell New LogosSales Playbooks & Cheats Sheets4Deliver ServicesResources and IncentivesEnablementPartner CompetenciesPreview – New in Q2:§ Tanzu Basic andStandard POC andImplementation courseImplementation GuideLivefire CoursesPromotional Pricing50% off discount on Tanzu BasicTanzu Basic In-ProductCustomer Eval in vSphereProduct ExperienceServices IncentivesNew financial rewards:§ Incentives for executingPOCs and assessmentsHands-on Labs Tanzu PartnerCompetencies Modern AppsHands-on LabsConfidentialPreview – New in Q2:§ “How to” installationguide and SOWtemplates vSphere with Tanzu DemandGeneration Campaign VMware Modern App DemandGenerationCampaign 2019 VMware,Inc. Tanzu Editions Sales Playbook Partner Sales Cheat Sheet Promo Overview PPT Flyer FAQ PoC GuidancePoC Incentive PageAssessment GuidanceAssessment incentive page17

VMware Partner CompetenciesOverviewAt VMware, Partner Competencies are meant to recognize sales and technical proficiency, delivery expertise, and customer success for nextgeneration 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:Solution CompetencyMaster Services Competency VMware Solution Competencies are a proven first step toincreasing profitability and developing solution area expertise VMware Master Services Competencies (MSCs) validate a partner’scapacity to deliver services related to specific VMware technologies Requirements: A specified number of individuals need to completethe sales, pre-sales technical, operations, and/ or post-salestechnical solution-specific accreditations Requirements: A specified number of individuals need to complete aset of advanced solution-specific VMware certifications and submitcustomer referencesFor more information see click hereFor more information see click hereWhy Invest?22%Solution Rewardrebate potentialIndustry recognizedtech certificationsConfidential 2019 VMware, Inc.Partner ConnectPrincipal requirementDiscounts onVMware coursesEntry point forAdvantage discounts18

Tanzu Partner Lifecycle IncentivesIncentives Tied to Competency AchievementNEW FOR FY22Sales AccelerationPracticeDevelopmentAssessmentProof of ConceptAdvantage : offers frontend discount forregistering new TanzuopportunitiesSolution Rewards: partnerorg completesCompetency training andreceives rebates oneligible license salesTwo-prong incentive:§ Base: 8K forassessment§ Convert to registration(ORAN): 7KTwo-prong incentive:§ Base: 15K forProof of Concept§ Convert to registration(ORAN): 10KAd financial rewards kickin once a Partner achievesa Modern Apps PlatformSolution CompetencyTanzu Cloud Native MSCPartners are eligible forSolution Rewards payoutsup to 22%New for MSC PartnersNew for MSC PartnersConfidential 2019 VMware, Inc.19

Solution Rewards for Modern Application SolutionsEarn high rebates on qualifying Tanzu SolutionsPRACTICE INVESTMENTLimited-time bonus for SellingTanzu Modern Apps QualifyingSolutionsTOTALRebate earningpotentialMatureAcquire New Customer OR Include Solution fromSell New Tanzu toAnother Franchise onExisting CustomerSame OrderSOLUTION ACCELERATOR3%4%5%5%5%22%Emerging/DevelopingEarn Modern Applications Achieve Principal TierSolution Competencyin Modern Apps ORCloud Native MSCPRODUCT COMPONENT4%4%4%4%5%21%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 marketConfidential 2019 VMware, Inc. Multiple Franchise products on same order ID20

VMware Education Courses: vSphere and TanzuLearning ResourcesPlatformCourseSupplemental On-Demand Coursesfrom ModernApps.Ninja vSphere with Tanzu 101 vSphere with Tanzu 201Partner Connect Quarterly Launch Briefing (14 min overview) vSphere with Tanzu Partner PlaybookPartner University VMware vSphere with Tanzu [V7](Pre-requisite vSphere ICM)VMware Education Services VMware Certified Specialist - vSphere with Tanzu 2020Learning Zone LiveFire Recording vSphere 7 with TanzuVMware.com vSphere 7 with Tanzu Hands-on LabConfidential 2019 VMware, Inc.21

Additional Partner ResourcesTanzu 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 RebatesHands-on Training/Labs Confidential 2019 VMware, Inc.Hands-on Labs for Kubernetes TKGI (Enterprise PKS) - Getting StartedvSphere 7 with TanzuTanzu Mission ControlVMware Cloud Marketplace TestDrive Demo Platform Pathfinder Demo Platform KubeAcademy Pro Modern Apps Ninja22