How to address security, cost, IT and migration concerns Why Now Blockers Page 2 CONFIDENTIAL. Internal Use Only The cloud can actually improve security and enable compliance Many organizations worry that the cloud is not secure or won’t meet strict regulatory compliance requirements, especially in highly regulated industries. But most on-premises environments can’t match the security of Microsoft’s cloud. QUESTIONS TO ASK TO SEE IF SECURITY IS A BLOCKER What are your security concerns? How many different security solutions do you use today? How do you maintain visibility, control, and protection of your applications? How happy are you with them? Which compliance certifications are you focused on attaining? (GDPR?) What measures do you already have in place to assess cybercrime threats such as hackers, DDOS, and other attacks? Key Messages and Actions to Remove the Blocker Unique intelligence – Microsoft’s global cyber footprint and telemetry from billions of user authentications, devices, and emails provides unparalleled insight into the current threat landscape. Huge investment in security – An individual company’s datacenter cannot match the $1 billion Microsoft invests each year on security. Security capabilities that you can’t get on-premises – Better tools and processes have been developed in the cloud to provide security capabilities that are unavailable on-premises. Built-in compliance – Cloud offerings that are compliant with industry standards subsequently lift part of the compliance burden from the customer. Tell the all-up security story and use demos to show Microsoft helps protect our customers end-to-end with a layered security approach protecting everything: devices, apps, end users. Don’t present security as a point solution that protects one vector like email. Visit partners.office.com/salesreadiness The Cloud Helps to Reduce Costs Often, customers do not want to spend money on new IT solutions or feel they can mange them on-premises at a lower cost. Demonstrate real cost savings that are missed by staying on-premises and what other companies are achieving with the cloud. QUESTIONS TO ASK TO SEE IF SECURITY IS A BLOCKER Do you stay current or get as many years as you can from software? Do you feel that your IT department is run efficiently? How may software vendors do you work with today? Are any of your solutions nearing end of life or contract renewals? Do you need to show cost savings for any new purchases? Are your employees constrained by your IT capabilities such as storage limits or access to software? How much will procurement be involved in the purchase? Key Messages and Actions to Remove the Blocker Estimate potential cloud savings – Forrester TEI reports provide good data points on cost savings, such as 40% administration savings; 30-50% reduction to deployment cost. Find third-party solution cost displacement – Work with your customer to understand the solutions in their current environment that could be displaced with the cloud. Use the Business Value Tools Site. Build a business case – Discuss cost savings in hardware, software updates, and administration. Use the Value Calculator to build a full cost-benefit analysis. Find Assets on Partners.office.com/salesreadiness Use the Midsize Cost Savings Estimate Flyer to get started. Provide examples of cost reductions achieved by cloud customers Use Cost Savings Flyer guidance to go through.