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

2. 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).

3. 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, , and datasheet for initial presentation available on EMS Partner site

4. EMS Everywhere Components
First meeting follow-up
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

5. 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

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

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

8. 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)

9. 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

10. 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

11. 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
post-session deliverable to 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

12. 5/3/2018
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.