#WPC16

#WPC16

HMSP11

Keys to building a strong EMS offer & sales practice with the CSP programSean Mc GovernBiz. Dev. Mgr. EMS with Service Providors Hosting Team Microsoft Corp.

EMS Overview & Partner OpportunitySales & Marketing Best PracticesPartner Panel Q & ACall to Action

Agenda

Enterprise Mobility Suite Overview

Microsoft IntuneMicrosoft Azure Active Directory Premium

Microsoft Azure Rights Management

PremiumAdvanced Threat

Analytics

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

Encryption, identity, and authorization to secure corporate files and email across phones, tablets, and PCs

Identify suspicious activities and advanced threats in near real time with simple, actionable reporting

Behavior-based threat

analytics

Information protection

Identity and access

management

Mobile device and app

management

Secure access to everything,

from everywhere.

EMS value for Customers

Increases productivity

while minimizing

risk

Simplifies management and reduces

costs

The only solution that protects and manages identity, devices, apps and data.

CloudOn-premises

Partner Opportunity: Target O365 Customers

Enterprise Mobility Suite

Mobile device and app management

Information protection

Basic identity mgmt. via Azure AD for O365:• Single sign-on for O365 • Basic multi-factor authentication

(MFA) for O365

Basic mobile device management via MDM for O365• Device settings management• Selective wipe• Built into O365 management

console

RMS protection via RMS for O365• Protection for content stored in

Office (on-premises or O365)• Access to RMS SDK• Bring your own key

Azure AD for O365+• Single sign-on for all cloud apps • Advanced MFA for all workloads• Self-service group management

and password reset with write back to on-premises directory• Advanced security reports• FIM (Server + CAL)

MDM for O365+ • PC management• Mobile app management

(prevent cut/copy/paste/save as from corporate apps to personal apps)• Secure content viewers• Certificate provisioning• System Center integration

RMS for O365+ • Protection for on-premises

Windows Server file shares• Email notifications when sharing documents• Email notifications when shared documents are forwarded

Identity and Access Management

EMS benefits for O365<1% of O365 users on CSP have EMS

Demand generation tools available for as partners with EMS in a box resources here

Partner Opportunity:Target Services RevenuesUse 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

Typical recurring services of 30$ to 100$/user/month & margins of 45% on managed services

Sales & Marketing Best PracticesWithin the Partner CSP Journey

Commitment

Onboarding

Technical Enableme

nt

LaunchPlanning In Market

Offer Creation:Ulf Mansson, President Lumagate

EMS Managed Service: Offer Creation Process

“Solution Selling”

Value Props

Bring product and

value together

SupportHelpdesk

Management

EMSPain points

Future Needs

Unknown Needs

Define Customer

NeedsDefine your

Product

Add your Value &

Differentiation

Define the solution

GTM with/Sell Managed Service

Internal Check List for Offer Creation:• 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?

EMS Managed Service: Offer Creation Process

“Solution Selling”

Value Props

Bring product and

value together

SupportHelpdesk

Management

EMSPain points

Future Needs

Unknown Needs

Define Customer

NeedsDefine your

Product

Add your Value &

Differentiation

Define the solution

GTM with/Sell Managed Service

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?

EMS Managed Service: Offer Creation Process

“Solution Selling”

Value Props

Bring product and

value together

SupportHelpdesk

Management

EMSPain points

Future Needs

Unknown Needs

Define Customer

NeedsDefine your

Product

Add your Value &

Differentiation

Define the solution

GTM with/Sell Managed Service

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

Summary Of RecommendationsDifferentiate 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 Win10

Be the advisor that you are supposed to be!

Demand Generation:Long View Systems

Generating Leads: Demand Gen Program• Build a complete program partnered with Microsoft• Maximize on key building blocks:• Standardized Framework, Focused Alignment, Precision Program

Targets, Defined KPIs to accelerate success and greater cross-company engagement

• In order to generate leads and an effective program, a complete program toolbox needs to be in place

CSP EMS Acceleration Program

Generating Leads: Execution PhaseProgram toolbox is builtDefined KPIs and company wide execution planSales enablement workshops completed, including complete distribution of sales enablement tools

Lead Gen in actionExisting account base phaseWhitespace call/email campaign phaseExternal and Internal supporting Digital Campaign program in flight, includes website landing pageCross company competition and rewards program

Opportunity Qualification:Michael Frisby,Managing DirectorCobweb Solutions

Selling EMS to Office 365 Customers

Productivity & Security Review• Driven through Account Management calls• Started w/ 1:1 interviews w/ largest O365

customers• Converted in to an online tool• Promoted in to Hosted Exchange base• Social Media & PPCResults• 200+ customer opportunities within first 6 weeks• 10k+ EMS licenses• 100+ completed reviews• 50+ Proof of Concepts• 8 customers won, 700+ seats, $65k+ Annualised

Revenue (EMS) + $200k+ for Managed Services

Office 365 Customers

Account Management

CallsProductivity &

Security Reviews Trials/POCsO365+EM

S Customer

s

Piloting & Deployment Managed SolutionsSean FerrelPresident/CEOManaged Solution

INFORMATION PROTECTION

Identify Real World Topics of Concern to Pilot • Users are bringing their own

devices• Real time security alerting• Mobility Management• Self Service Password• Multi Factor Authentication• Single Sign On in a Hybrid World

IDENTITY & ACCESS MANAGEMENT

MOBILE DEVICE & APP MANAGEMENT

BEHAVIOR-BASED ANALYTICS

Envisioning and Planning

Project Profile Questionnaire• Initial Problem Statement• Customer Objectives• Please describe the objectives

identified by your customer. Provide details on the following: Business Objectives

Architectural Design Session• Please provide an overview of

this engagement, describing the benefits of the implementation.

• Vision and Scope • Infrastructure Overview• Solution Concept and Demo

Findings & Next Steps • Choose all or part of

Enterprise Mobility Suite for Deployment

• Proof of Concept• Business Governance Efforts• Full deployment

Partner Panel Q & A

Go do’sUse all the CSP in a Box resources here to help you drive your EMS sales

Access all the material from the other EMS sessions:CE005 - Build a profitable managed services practice for Microsoft Enterprise Mobility Suite CE221 - Enterprise mobility and security overviewCE226t - Identity and access management for a cloud-first, mobile-first world CE223 - Secure end users from advanced threats CE224 - Build your enterprise mobility practice

Tuesday July 12, 2016

Wednesday July 13, 2016

Monday July 11, 2016

HMSP09

The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits

South 713AB

1:00 – 2:00 PM

HMSP10 Hybrid licensing South 709 1:00 – 2:00

PMHMSP11

Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program

South 713AB

2:30 – 3:30 PM

HMSP12 How to drive consumption through an improved customer journey South 709 2:30 – 3:30

PMHMSP13 Making hybrid cloud real with Azure Stack South

713AB4:00 – 5:00 PM

HMSP04

Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program

South 713AB

1:00 – 2:00 PM

HMSP05

What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace

South 713AB

2:30 – 3:30 PM

HMSP06 Building a best practice partnership: The evolution of cloud, collaboration and opportunity South 709 2:30 – 3:30

PMHMSP07 Migrating from hosted Exchange to Office 365: What should you know South 709 4:00 – 5:00

PMHMSP08 A practical look at CSP offers, billing and monetization South

713AB4:00 – 5:00 PM

HMSP01

Empowering digital transformation with Microsoft cloud solutions for hosting, cloud and managed service providers North 105 1:00 – 2:00

PMHMSP02 Success with Azure: Transform your business with Microsoft Azure South

713AB2:30 – 3:30 PM

HMSP03 Selling SQL: Grow your SQL business with SQL offers and programs for hosting partners South

713AB4:00 – 5:00 PM

Program Key GTM & Partnership Infrastructure Licensing Applications

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