EMS Everywhere Workshop Overview February 2017 Nick Johnson – TSP Security EDU Dave Gifford – PSE EMS Global Black Belt

EMS Everywhere Workshop – Key Value to Partners The EMS Everywhere Workshop helps integrate partners into more sales opportunities and personalize value proposition for customer to accelerate EMS acquisition and deployment. PROGRAM DETAILS 1-day, Microsoft-funded customer business and technical review session to discuss customer identity and security infrastructure, gaps, key scenarios, and EMS business value. Includes: Microsoft funding Pre-sales: Typically $3K US per workshop – check with your local region team for exact amount and submission process) Post-sales: via vouchers Sales and support materials to help you talk with “C” levels about security WHEN IS IT USED Pre-sales activity after “C-level” security discussion as a next step with customer Identity, Security, and/or Mobility teams. Post-sale activity to help kick off EMS deployment efforts    WHAT’S IN IT FOR YOU Inclusion in a greater number of deals and introduction to new customers earlier in the sales process More deployment revenue and ability to uncover additional opportunities beyond EMS HOW TO APPLY Check with your local Microsoft Region on how to apply. In the US, application is via the Partner Investment Engine (PIE) Leverage the Standard SOW content for the workshop description (check with your local Microsoft Region on the SOW document(s) needed for that area).

Positioning the EMS Everywhere Workshop Designed to follow initial CISO/BDM presentation* EPG initial presentation delivered by Microsoft resource (recommend working directly with these account teams) CAM initial presentation delivered by Microsoft or partner (recommend notifying the account team) CTM initial presentation delivered by partner (recommend notifying the account team) Demonstrates and aligns the complete business value of EMS Identifies which EMS components provide value to the customer Produces customer document with evidence on value, action items, and deployment plans Customer can use this as justification to purchase without the need for POC Drives customer to purchase and deploy EMS Moves opportunity from 20% to 40% following Microsoft Sales Process *CISO deck, email, and datasheet for initial presentation available on EMS Partner site

EMS Everywhere Components First meeting follow-up email Pre-session questionnaire Funding documentation SOW BIF funds request template Session presentation materials Agenda OneNote guidance and talk track Use case example slides Deep-dive slides Demo recommendations Technical review follow-up deliverable Template for partner to complete Completed example for guidance

EMS Everywhere - Questionnaire Purpose: Identify participants Capture security challenges, initiatives, and existing environment What to focus on: Where they are having success What they don’t know – look for blanks Related projects and initiatives

EMS Everywhere First meeting follow up e-mail Customer outreach template for scheduling one-day briefings Customizable Links to registration site

EMS Everywhere SOW Template Standard form, easily reusable in US Services description can be used for other MS Sub standard form

EMS Everywhere Agenda Session Audience Goal Time Introduction Overview of the session agenda and goals for the workshop. CISO CIO IT Directors and teams Outline the plan for the day 15 min. Security in a mobile and cloud first world How Microsoft security enables digital transformation through a comprehensive platform, unique intelligence, and broad partnerships ISO CIO IT Directors and teams Highlight role of security in digital transformation initiatives Better understanding of the impact that mobility and cloud have on the organization 30 min. Use case scenarios Discussion of security challenges facing businesses today through five representative use cases. CISO/CIO IT Directors and teams Understand how these scenarios are not addressed/solved by individual point solutions/approaches Identity management and security Focused discussion on corporate identities (Internal and cloud), the impact they have with security, and how to best secure and manage them in a mobile and cloud first world. IT Directors Identity Security Mobility Ascertain business and technical goals with Identity Identify security risk and gaps with current approach/solutions Alignment of Microsoft components to address risk and gaps Outline action items and next steps moving forward 3 hrs. LUNCH   Mobile device and application management Focused discussion on the impact mobility is having within organizations, the challenges it raises, and how to maximize the use of these devices. Ascertain business and technical goal with mobility 1 1 /2 hrs. BREAK Classification and protection of data Focused discussion on protection of corporate data, the impact of cloud and mobile technologies on data leakage. Ascertain business and technical goals with document security 1 hr. Recap and review Review of results in preparation for delivering follow-up document, which will provide blue print for EMS moving forward. CISO IT Directors Provide tangible action plan for next steps (Session write-up will follow with in 3-5 business days)

EMS Everywhere One Note - Guidance Program delivery directions Detailed guidance for each agenda segment Best practices, tips, and tricks from EMS Global Blackbelt team Notes template Ensures you capture key elements of discussion Facilitates creation of follow-up deliverable

EMS Everywhere Deliverable Captures key information from the meeting and provides recommendations for action Executive Summary captures high impact areas (include $$$ if possible) Goal: Deliver within one business week Ask for follow up meeting with sponsor

EMS Everywhere Workshop – Next Steps Download and review content EMS Partner site Reach out to existing customers or work with your local Microsoft resources on accounts to target Existing and targeted Office 365 customers - #1 priority EA Renewals EMS E3 to EMS E5 up-sell Email post-session deliverable to emseverywhere@microsoft.com, SSPs, and attendees Drive post-sales deployment Use briefings to jump start licensed customers who have not deployed Leverage vouchers Educate SA customers about Azure Deployment Planning Services (AZDPS) for implementation planning and pilots http://planningservices.partners.extranet.microsoft.com/en/AZDPS/Pages/Implementing-Enterprise-Mobility.aspx

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