EMS Overview Partner Opportunity Sales Marketing Best Practices
EMS Overview & Partner Opportunity Sales & Marketing Best Practices Partner Panel Q & A Call to Action
Enterprise Mobility Suite Overview Identity and access management Mobile device and app management Microsoft Azure Active Directory Premium Microsoft Intune Easily manage identities across on-premises and cloud Single sign-on and self-service for corporate resources Leverage MDM and MAM to protect corporate apps and data on almost any device Information protection Microsoft Azure Rights Management Premium Encryption, identity, and authorization to secure corporate files and email across phones, tablets, and PCs Behavior-based threat analytics Advanced Threat Analytics Identify suspicious activities and advanced threats in near real time with simple, actionable reporting
The only solution that protects and manages identity, devices, apps and data. Secure access to everything, from everywhere. On-premises Increases productivity while minimizing risk Simplifies management and reduces costs Cloud
<1% of O 365 users on CSP have EMS Identity and Access Management Enterprise Mobility Suite Mobile device and app management Information protection Azure AD for O 365+ MDM for O 365+ RMS for O 365+ • Single sign-on for all cloud apps • PC management • Advanced MFA for all workloads • Mobile app management (prevent cut/copy/paste/save as from corporate apps to personal apps) • Protection for on-premises Windows Server file shares • Self-service group management and password reset with write back to on-premises directory • Secure content viewers • Email notifications when sharing documents • Email notifications when shared documents are forwarded • Advanced security reports • Certificate provisioning • FIM (Server + CAL) • System Center integration Basic identity mgmt. via Azure AD for O 365: Basic mobile device management via MDM for O 365 RMS protection via RMS for O 365 • Single sign-on for O 365 • Device settings management • Basic multi-factor authentication (MFA) for O 365 • Selective wipe • Protection for content stored in Office (on-premises or O 365) • Built into O 365 management console • Access to RMS SDK • Bring your own key Demand generation tools available for as partners with EMS in a box resources here
Typical recurring services of 30$ to 100$/user/month & margins of 45% on managed services Use Case Scenario Business Model Security Assessment 1 or 2 day paid engagement Deployment & Configuration of EMS 1 – 5 day paid engagement Employee On Boarding/Off Boarding Recurring monthly fee or ad hoc T&M Advisory/Consulting services Recurring monthly fee or ad hoc T&M Tier 1 End User Support Recurring monthly fee or ad hoc T&M
Commitment Onboarding Technical Enablement Launch Planning In Market
Define Customer Needs Pain points Future Needs Unknown Needs Define your Product EMS Add your Value & Differentiation Support Helpdesk Management Define the solution Bring product and value together GTM with/Sell Managed Service “Solution Selling” Value Props • Do you understand the difference in selling business outcomes Vs selling technology? • Do you really know your customers’ pain points? • Are the different parts of your organisation aligned?
Define Customer Needs Pain points Future Needs Unknown Needs Define your Product EMS Add your Value & Differentiation Support Helpdesk Management Define the solution Bring product and value together What Value/Differentiation Do You Bring? • What does your brand stand for, what are your values? • Can you position yourself as a security expert? • Can you position yourself as a vertical industry expert? • Can you position yourself as a trusted advisor? GTM with/Sell Managed Service “Solution Selling” Value Props
Define Customer Needs Pain points Future Needs Unknown Needs Define your Product EMS Add your Value & Differentiation Support Helpdesk Management Define the solution Bring product and value together Go To Market with A Managed Service: • Target a specific vertical • Position yourself as the expert of the segment/industry • Include EMS licence cost in the cost of the service • Pitch both security & a new way of working GTM with/Sell Managed Service “Solution Selling” Value Props
Differentiate from your competitors Figure out your unique value add and value prop Fail fast – fine tune your offer every 3 -6 months. Take organisational changes seriously, provide training/support Find new ways to upsell, eg new features in Win 10 Be the advisor that you are supposed to be!
• Build a complete program partnered with Microsoft • Maximize on key building blocks: • In order to generate leads and an effective program, a complete program toolbox needs to be in place CSP EMS Acceleration Program
Program toolbox is built Lead Gen in action Defined KPIs and company wide execution plan Existing account base phase Sales enablement workshops completed, including complete distribution of sales enablement tools Whitespace call/email campaign phase External and Internal supporting Digital Campaign program in flight, includes website landing page Cross company competition and rewards program
Office 365 Customers Account Management Calls Productivity & Security Reviews Trials/POCs O 365+EMS Customers
IDENTITY & ACCESS MANAGEMENT MOBILE DEVICE & APP MANAGEMENT INFORMATION PROTECTION BEHAVIOR-BASED ANALYTICS
• • • Initial Problem Statement Customer Objectives Please describe the objectives identified by your customer. Provide details on the following: Business Objectives • • Please provide an overview of this engagement, describing the benefits of the implementation. Vision and Scope Infrastructure Overview Solution Concept and Demo • • Choose all or part of Enterprise Mobility Suite for Deployment Proof of Concept Business Governance Efforts Full deployment
here CE 005 - Build a profitable managed services practice for Microsoft Enterprise Mobility Suite CE 221 - Enterprise mobility and security overview CE 226 t - Identity and access management for a cloud-first, mobile-first world CE 223 - Secure end users from advanced threats CE 224 - Build your enterprise mobility practice
Monday July 11, 2016 Program Key GTM & Partnership Infrastructure Licensing Applications HMSP 01 Empowering digital transformation with Microsoft cloud solutions for hosting, cloud and managed service providers North 105 1: 00 – 2: 00 PM HMSP 02 Success with Azure: Transform your business with Microsoft Azure South 713 AB 2: 30 – 3: 30 PM HMSP 03 Selling SQL: Grow your SQL business with SQL offers and programs for hosting partners South 713 AB 4: 00 – 5: 00 PM Tuesday July 12, 2016 HMSP 04 Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program South 713 AB 1: 00 – 2: 00 PM HMSP 05 What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from Go. Daddy and Rackspace South 713 AB 2: 30 – 3: 30 PM HMSP 06 Building a best practice partnership: The evolution of cloud, collaboration and opportunity South 709 2: 30 – 3: 30 PM HMSP 07 Migrating from hosted Exchange to Office 365: What should you know South 709 4: 00 – 5: 00 PM HMSP 08 A practical look at CSP offers, billing and monetization South 713 AB 4: 00 – 5: 00 PM Wednesday July 13, 2016 HMSP 09 The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits South 713 AB 1: 00 – 2: 00 PM HMSP 10 Hybrid licensing South 709 1: 00 – 2: 00 PM HMSP 11 Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program South 713 AB 2: 30 – 3: 30 PM HMSP 12 How to drive consumption through an improved customer journey South 709 2: 30 – 3: 30 PM HMSP 13 Making hybrid cloud real with Azure Stack South 713 AB 4: 00 – 5: 00 PM
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