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Dynatrace Inc.

09/22/2020 | Press release | Archived content

Dynatrace launches new Partner Competency Program

Threeyears on from the introduction of the Dynatrace Partner Program, I'm excited to share with you a significant, evolutionary step in our Partner Program- the introduction of the Dynatrace Partner Competency Program.

The Competency Program serves torecognize and promote partners that attaindeep technical certifications and have achieved proven customer successin specific use cases and technology domains.As a result, the Competency Program represents a considerable opportunity for partners to grow their services business by differentiating their offerings through advanced certifications combined with vetted and validated real-world customer implementations.

But before we get into the program details, I want tobrieflyshare with you the insights, context,and driversbehind the introductionof the Competency Program.

Certifications drive revenue, evolving customer appetite

In 2017 we introducedthe Dynatrace Partner Program, a three-tierprogramwith sales and technical enablement. Akey focus area of technical enablement was themandatory requirementfor Dynatrace University 'Associate' level certifications.

Analysis shared during our recent Digital Partner Summit highlighted that the partners with higher numbers of Associate Level certifications were responsible for an overwhelminganddisproportionately large percentage of Dynatrace deal registrations, product sales, and by virtue, pull-through sales of their own partnerservices.

In parallel, through the expandingbreadth of capabilities supported by the Dynatrace platform, our customers have increased their demandand appetitefor partners services.

Introducing theDynatrace Partner Competency Program

It'sagainst this backdrop of customer demandfor technical expertiseand breadth of platform capability that we havelaunchedthe Dynatrace Partner Competency Program.Sitting within,and complementing,the overarchingPartner Program the competency programis engineeredto add a deep layer of technical enablement and certificationthat readiesour partners to successfully deliverprojects that accelerate customer success.

TheCompetency Program recognizesand promotesDynatrace partners that prime themselves with advancedtechnical knowledge in the form of Dynatrace University 'Professional' level certifications, combined with Dynatrace validated customer implementations.

The Competencies have been engineered to align with current and predicted customerneeds. Once a Competency is achieved,partners can build further differentiation through 'Specializations' which are attained when a partner has demonstrated customer implementations around specific technology platformsor operating environmentsand holds top tier partner status with the platform vendor.

Overview of Competencies and Specializations

Earning competencies

The APM Delivery competency is the entry point into the program for all partners globally andcovers mainstream Dynatrace SaaS and Managed deployments. Partners in the U.S.A workingon Government projects must also achieve the Government competency, which includes Managed Offlinedeployments.

Aftersuccessfully attaining the APM Delivery competency, partners can choose to attain additional competencies based on their skills, experience, and market focus.

Competency program benefits

Holding competencies is a key competitive differentiator ourpartnerscan leverage.Knowing that a partner has undergone rigorous vetting and detailed verification provides customers with assurance. As such, partners that attain competencies willcontinue to win a disproportionate volume of product and services business.

To help customers find partners with the technical experienceand customer successthat matchestheir requirements, we will launch the new Partner Locator module as part of the new Partner Relationship Management (PRM) platform investment. Competency partners will benefit from priority placement to showcasetheir capabilities, solutions, services, and experience.

Competency partners are immediately able to utilizeCompetency badges across their servicescollateraland company assets, as well as being able to promote attainedcompetencies on social media via the existing social badging service we utilize for individual's certifications.

Examples of badges illustrating partner status, competencies, and specializations

Summary& next steps

The launch of the new Dynatrace Partner Competency Program represents a significant step in our journey together. There is clear causation (not correlation!) thatpartners who invest in certifications and enablement generate the highest ROI from their relationship with Dynatrace. And Partners that embracethe Partner Competency Program will further amplify that ROIand deliver customer success that exceeds expectations. These are exciting times with unbelievableopportunity for our partners and we look forward to you getting started.