Protect your organization against external threats (Security) Last updated: 8/7/2017 Unlocks creativity Built for teamwork Intelligent security Integrated for simplicity Protect your organization against external threats (Security) CISO CIO VP of Sales VP of Human Resources Chief Legal Officer Buyers Key customer concerns Gaining visibility into attacks is difficult, but the threat of a costly data breach is high Putting data in the cloud may make us less protected Protecting users’ personal mobile devices seems out of the question Managing multiple security products from multiple vendors is difficult and time-consuming Product value Customer value Identity and Access Management Replace passwords and protect corporate identities (Windows Hello for Business) Enable self-service password reset across on-premises and cloud applications (Azure AD Premium) Protect single-sign on tokens using Credential Guard (prevention of a Pass the Hash-style attack) Turn on Single Sign-On and Multi-Factor Authentication (Azure AD Premium) Leverage Conditional Access (EMS E3 – static, EMS E5 – dynamic, Azure AD Premium & Identity Protection) Thwart advanced threats and protect identity, apps, data, and devices Protection against new threats - Protect, detect, and respond to malware; prevent data leaks and safeguard your data Comprehensive and integrated - Instead of piecing together multiple products, Microsoft provides security capabilities that are built in and not bolted on Productive end-user experiences - Holistic, end-to- end approach doesn’t interfere with user experience Threat Protection Prevent devices from encountering threats (Office ATP) and to prevent malicious web sites (Smart Screen). Prevent unauthorized applications from running (Device Guard) and prevent malware from running (Windows Defender AV). Detect and respond advanced attacks by protecting devices (Windows Defender ATP). Protect email (Microsoft 365 ATP). Protecting identities (ATA). Information Protection Detect and prevent data leakage – encryption, labeling, distribution, enforcement (Office Information Protection, Azure Information Protection, Windows Information Protection) Classify and retain data – eDiscovery, selective retention (Advanced Data Governance) Protect data on lost and stolen devices (BitLocker) Monitor and manage device and applications in mobile devices (Intune) Security Management Security Center (Azure Security Center, Microsoft 365 Security and Compliance Center) Discover apps in an organization: productivity apps (ASM), all SaaS applications (CAS) Endpoint security management (Windows Defender ATP) DIFFERENTIATOR Microsoft 365 has a built-in approach that offers holistic, end-to-end protection rather than product- specific point solutions Target Customer Profile Offer Prioritization Compelling Events Upsell to renewing customer Customer adopting cloud services Customers moving to cloud and looking at other security point solutions Customer looking to simplify their security portfolio Microsoft 365 E5 End of Life for Office 2010 & Win 7 Cloud Adoption Security breach event Regulatory requirements e.g. GDPR Renewals Targeting guidance VDW scenarios Protect your information and reduce risk of data loss. Detect and protect against external threats --Monitor, report and analyze activity to react promptly to provide organizational security. Protect your users and their accounts. Work securely from anywhere, anytime on any device to achieve more while maintaining a flexible workstyle. Microsoft Confidential

Protect your organization against external threats Sales Playcard – Security | Partner Version (Microsoft Confidential) Protect your organization against external threats Steps to sell Understand the CISO’s concerns with the cloud. Present the Microsoft 365 vision in context of the cross- company Microsoft Secure story. Demonstrate the Microsoft 365 security capabilities that address the most common concerns. Use Business Value tools aligned to each sales stage. Deliver a high quality Customer Success Plan. Discovery questions: What are your security concerns? Can you quickly identify suspicious activities and attacks? How are you securing the platforms and devices in use? How do you maintain visibility, control, and protection of your applications? DISCOVER ENVISION VALIDATE COMMIT ONBOARD REALIZE VALUE Mechanics 7 Ways O365 Prioritizes Security & Compliance eBook GEP Value Discovery Workshop CIE Value Calculator Customer Evidence SMC Stories* Offers & Incentives* Battlecards End Customer Investment Funds (ECIF)* FastTrack and FastTrack Assets Microsoft 365 Partner Portal Deployment program Modern Desktop Deployment Program* Productivity Library *NOTE: Engage with your Territory Channel Manager for more information Have all-up security discussion- With Microsoft 365 E5, security is built into the platform and can replace multiple third-party security products. Win the CISO- Security can remain as the key blocker for the cloud until the CISO and CIO are convinced that the cloud can be more secure than on-premises. Whiteboard the security story- The story for identity, mobile device management, email, and cyber attacks is more effectively told via whiteboard instead of PPTs. Emphasize Intelligent Security Graph- With Microsoft being pervasive, it has unique insights from billions of emails analyzed, user authentications, device protection, and web pages. Give a tour of Microsoft cyber defense operations- With EBCs, include tours or presentations from the Microsoft Enterprise Cyber Security team. Best practices Willis Towers Watson – “[E5] provides the advanced enterprise security, collaboration and intelligence from Office 365, which our colleagues can use to drive business results.” –Eoghan Doyle, Global Head of Infrastructure and Operations, Willis Towers Watson How to tailor the conversation Situation Talk to… (Role) Focus on helping the customer understand… Financial Services CISO Microsoft has information protection and data loss prevention capabilities that help prevent sensitive financial and customer data from leaking.  Government, Defense CISO, Leader Microsoft has offerings designed for the unique security needs of government and defense organizations, such as data location requirements. Healthcare Microsoft has information protection and data loss prevention capabilities that help prevent sensitive financial and patient data from leaking.  Retail The cloud can provide better security that many retailers can provide itself on- premises. Data protection capabilities can help protect customer data. Microsoft Confidential