1. Protect your organization against external threats (Security)
Last updated: 8/7/2017
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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 (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

2. 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, , 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 s 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