1. Microsoft Confidential – for internal only use by partners.
Security and Compliance Partner Scenario Opportunity Identity and Access Management
Microsoft Confidential – for internal only use by partners.
Microsoft Confidential – for internal only use by partners.

2. Microsoft Confidential – for internal only use by partners.
4.2 billion
Customer records compromised1
Add insufficient staff expertise and increased compliance obligations through regulations like GDPR…
Who will fill the gap?
Partners.
99 days
From breach to detection2
$17 million
Average cost of a security breach3
As companies embrace the opportunities presented by cloud and mobile computing to connect with customers and optimize operations, they take on new risks. One of the biggest challenges in digital transformation is ensuring security, privacy & compliance.
Beyond the statistics you see here, the situation is complicated for most customers. Many are:
Lacking the security talent to get ahead of security and compliance risks
Unable to identify, assess, and mitigate security risks
Unfamiliar with security best practices and the overall threat landscape
Confused with many offerings and features
Unable to correctly respond to compliance obligations in a timely fashion
Customers need help from partners.
¹Source:
²Source: March 2017
³Source: Cyber crime--a risk you can manage: Information management and governance to protect business innovation business white paper Date: November 2016 Microsoft Document: Office 365 Security and Compliance Infographic, CDOC EBC Presentation
Microsoft Confidential – for internal only use by partners.

3. Security spending is split between products and services2
Microsoft Inspire
11/27/2018 6:56 AM
The partner opportunity with Microsoft 365
IT security budgets1 are steadily increasing
for organizations with over 1,000 employees
Security spending is split between products and services2
28%
Products
23%
22%
The IT spend on security is increasing
Security budget has been increasing year over year
IDC just published a 2017 report stating that the WW IT spend will reach $80B
Services
2014
2015
2016
1Forrester’s Security Budgets 2017: Increases Help But Remain Reactionary, Jeff Pollard, Nov 23, Forrester’s The State of Security Services 2016, Jeff Pollard, August 4, 2016
Microsoft Confidential – for internal only use by partners.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Microsoft 365 Microsoft 365 Microsoft 365
An integrated solution includes Office 365, Enterprise Mobility + Security, and Windows 10 Enterprise that empowers everyone to be creative and work together, securely.
Formerly SECURE PRODUCTIVE ENTERPRISE, a complete, intelligent solution designed for Enterprise customers with more complex IT environments and compliance needs.
Microsoft 365
Enterprise
Combines Office 365 with device management and security solutions.
Best for small and medium businesses without formal IT and infrastructure.
(coming soon.)
Microsoft 365
Business
Microsoft 365 is a new solution that combines software, management, and security options into a single subscription. Partners can choose from two solutions, Microsoft 365 Enterprise and Microsoft 365 Business. Both options provide productivity and security capabilities and a cohesive experience across applications and devices, while simplifying delivery and management for IT.
Microsoft 365 Enterprise Includes Office 365 Enterprise, Windows 10 Enterprise, and Enterprise Mobility + Security. It’s available in two plans, as Microsoft 365 E3 and Microsoft 365 E5.
Microsoft 365 Business  Includes Office 365 Business Premium, security and management features for Office apps and Windows 10 devices, upgrade rights to Windows 10, and a centralized IT console. It’s designed for small and medium-sized businesses.
Build your practice
Managed Services: Accelerate cloud migration by using Microsoft security solutions such as EM+S, Office 365, and Windows 10 Enterprise. Seize compelling events such as GDPR and solve emerging cybersecurity threats.
Differentiate your offering: Help customers interpret and respond to risks surfaced from threat detection dashboards, and empower your customers with data-driven insights with tailored solutions build on analytical platforms
Increase deal size: Microsoft 365 expands the Total Addressable Market for partners by providing advanced security and compliance capabilities that provides an end-to-end solution.
Microsoft Confidential – for internal only use by partners.

5. Unique customer value-creating opportunities
Microsoft Inspire
11/27/2018 6:56 AM
Unique customer value-creating opportunities
Build your business with the Microsoft 365 Security and Compliance Practice:
Teamwork
Modern Desktop
Security and Compliance
Intelligent Communications
We’re making investments in several different areas to accelerate your success.
We’ll support each of the four partner practice areas with training and more.
We’re aligning partner & customer strategies, bolstering partner co-selling with a simpler field engagement model.
We’ll provide helpful business insights, for example: the Forrester Total Economic Impact study, a Gartner Industry study, and the Security Partner Playbook.
You’ll also have access to a new set of tools, including the GDPR Assessment, and an Office 365 Adoption content pack.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. How are we helping you Ways to build your business What we’re doing
Grow with Managed Services: Modernize your customer’s environment, leading with security
Differentiate your offering: Offer advanced enterprise services to help customers respond to risks
Increase deal size: Elevate the customer conversation by leveraging the broad value of Microsoft 365
New assessment tools for pre-sales conversation starters and to offer as a service
More investments in security partner digital training & people to help your build your business around security
New assets specifically tailored for today’s hot topic: GDPR
Industry research to inform your strategy and decision making
Accelerate customer success through partner-led deployment with FastTrack led support
Build your practice
Managed Services: Accelerate cloud migration by using Microsoft security solutions such as EM+S, Office 365, and Windows 10 Enterprise. Seize compelling events such as GDPR and solve emerging cybersecurity threats.
Differentiate your offering: Help customers interpret and respond to risks surfaced from threat detection dashboards, and empower your customers with data-driven insights with tailored solutions build on analytical platforms
Increase deal size: Microsoft 365 expands the Total Addressable Market for partners by providing advanced security and compliance capabilities that provides an end-to-end solution.
Microsoft Confidential – for internal only use by partners.
“… All of our customers are starting to use our security managed services.” - A Microsoft partner

7. Microsoft: the security and compliance vendor your customers need
“…makes delivery easier than in the past when we had to talk about many different security vendors and integrate them all together. Customers are surprised to hear how many security solutions Microsoft has.”
- A Microsoft partner
Microsoft: the security and compliance vendor your customers need
While a customer’s complete security environment will include a mix of solutions from different vendors, you can feel confident with Microsoft at the heart of your offering. We’re on your side, with:
Solutions built secure from the bottom up
Over 3,500 people dedicated to security – more than most governments, let alone companies
Internal spending of ~$1B/year on security internally
Applied intelligence based on trillions of signals across all Microsoft services
And of course:
Microsoft 365—an integrated, end-to-end security and compliance solution
Microsoft Confidential – for internal only use by partners.

8. Top Microsoft 365 security scenarios for partners
Ensuring security is key to customers’ digital transformation. As an end-to-end solution, Microsoft 365 offers a comprehensive set of features and unique intelligence across critical end-points in today’s mobile-first, cloud-first world.
Identity and Access Management
Information Protection
Threat Protection
Security Management
Ensure documents and s are seen only by authorized people.
Gain visibility and control over security tools while getting guidance on how to improve your security.
Gain visibility and control over security tools while getting guidance on how to improve your security.
Protect users’ identities and control access to valuable resources based on user risk level.

9. Top Microsoft 365 compliance scenarios for partners
Ensuring compliance is key to customers’ digital transformation. As an end-to-end solution, Microsoft 365 offers a comprehensive set of features and unique intelligence across critical end-points in today’s mobile-first, cloud-first world.
Information Governance and eDiscovery
GDPR Advisory Services
With GDPR, customers want to work with legal/advisory firms to assess and identify a strategy to help them be GDPR compliant. Partners with GDPR advisory can also help customers drive necessary changes, including policies, people, process, and technology.
Help customers with increased demands of regulators and legal authorities in every country in which they operate. 9

10. Identity and Access Management

11. Identity and Access Management
Help protect users’ identities and control access to valuable resources based on user risk level.
Safeguard and manage identity: With Microsoft 365, partners can help customers protect identities and proactively prevent compromised identities from being abused.
Detect and respond to identity-based threats: Partners can use tools in Microsoft 365 to help their enterprise customers manage cloud activities more securely.
Protect against password attacks: Microsoft partners can help customers replace passwords with strong two-factor authentication, and better protect credentials against persistent threats.
SAFEGUARD AND MANAGE IDENTITYMost security breaches occur when attackers steal a user’s identity. Once an attacker hacks even low privileged user accounts, it‘s relatively easy for them to gain access to important company resources through lateral movement. With Microsoft 365, partners can help customers protect identities and proactively prevent compromised identities from being abused.
DETECT AND RESPOND TO IDENTITY-BASED THREATS Partners can use tools in Microsoft 365 to help their enterprise customers manage cloud activities more securely. Customers can define policies and alerts, learn about cloud usage in their organizations, manage apps, and get information you needed to learn, analyze, and identify suspicious user or device behavior.
PROTECT AGAINST PASSWORD ATTACKS
Password-based protection exposes businesses to risky user behavior, including recycled and easily hacked passwords. Today’s modern workplace calls for modern credential verification tools. Microsoft partners can help customers replace passwords with strong two-factor authentication, and better protect credentials against persistent threats.
Windows 10
Office 365
Enterprise Mobility + Security
Protect user identities to help prevent theft and misuse
Enhance visibility to help identify abnormal usage
Identity and access management from the cloud
Microsoft 365

12. Identity and Access Management
With Microsoft 365, you can equip your customers to better manage their identity and access controls, and stop breaches before they escalate in severity.
Determine if your customer needs help securing the front door:
Do they know who is accessing their data?
Can they grant access based on risk in real time?
Can they quickly identify and react to a breach?
Are users empowered to work securely anywhere at any time?
of phishing attacks that led to a breach were followed by some form of software installation1
95%
of individuals use only 3 or 4 passwords across all of their accounts2
75%
of all hacking-related breaches use compromised credentials1
81%
of phishing attack victims fall victim a second time1
15%
1 Verizon 2017 Data Breach Investigations Report (ref. P11 of Security Playbook)
2 Security Week Survey (ref. P35 of Security Playbook)

13. Identity and Access Management
Microsoft 365 products and services can help you develop solutions for a security practice focused on identity and access management.
Azure Active Directory — Manage and control access to corporate resources
In a mobile-first, cloud-first world, IT professionals need to protect corporate assets while empowering user productivity at any location at any time.
Windows Hello — Authenticate identities without passwords
Password authentication is not sufficient to keep users safe. Users reuse and forget passwords. Passwords are vulnerable and difficult for users to employ.
Credential Guard — Protect derived domain credentials
Systems are vulnerable to “pass the hash” attacks that exploit user credentials after users have logged in.
Conditional Access — Control access to apps based on specific conditions
Enterprises need control to allow the right people to access resources under certain conditions while blocking access under other circumstances.
Cloud App Security — Enterprise-grade security for your cloud apps
Bring security capabilities to SaaS cloud applications to gain better visibility and enhanced protection against cloud security issues.
Manage a single identity for each user and provide single sign-on access across your entire enterprise.
Employ Privileged Identity Management to provide on-demand administrator rights.
Enforce rules-based Multi-Factor Authentication for both on-premises and cloud applications.
Improve user productivity with self-service password reset. -
Use biometrics (face recognition or fingerprint) to login quickly and securely.
Use companion devices that have already certified your identity to unlock your PC.
Isolate credentials so that only privileged system software can access them.
Implement a policy-based approach based on your access requirements.
Conditional access policies define what should happen when condition statements have been satisfied.
Discover all the cloud apps in your network, gain visibility into shadow IT, and assess risk — no agents required
Shape your cloud environment with granular controls and policy setting for access, data sharing, and DLP
Identify high-risk usage and security incidents, detect abnormal user behavior, and prevent threats

14. Identity and Access Management
Microsoft 365 Enterprise tools
The Microsoft Partner Network offers tools to help you build threat detection and prevention into your security practice with Microsoft 365.
Enterprise Mobility Assessment
Identify customers’ strengths and uncover hidden gaps and potential vulnerabilities within the mobility landscape.
Security Assessment Tool (coming soon)
Online resource designed for partners to help scope customer’s security maturity and/or gaps.
Office 365 Security Assessment
Identify customer’s security objectives and requirements and help them create a prioritized and actionable security roadmap for Office 365. The assessment uses Office 365 Secure Score as the primary tool and includes readiness content which can be customized on a per engagement basis.

15. Identity and Access Management
Microsoft 365
Identity and Access Management
Build your Identity and Access Management practice with the resources listed here: 
Understanding the business opportunity
Develop your skills and business plan
Launch your practice
Grow your practice
Business opportunities
Download the Windows 10 Security infographic here
Introduction to Enterprise Mobility + Security blog post here
Watch the Identity in Office 365 for business video here
Explore multi-factor authentication for Office 365 here
Watch an overview video of Cloud App Security here
Get the complete Security Practice Development Playbook here
See more partner readiness materials on the Microsoft partner portal here
Learn about Microsoft 365 identity protection tools
Microsoft Trust Center identity and access management overview here
Deep dive into Credential Guard video
Conditional access in Azure Active Directory here
Azure Active Directory Identity Protection here
Implementing strong user authentication with Windows Hello here
Build your skills
Explore Security and Compliance with EMS here
Customer-ready information
Forrester’s Risk-Driven Identity and Access Management Process Framework here
Identity-driven security webinar available here
Tools for you
Enterprise Mobility Assessment here
Security Assessment Tool (coming soon)
Office 365 Security Assessment here
Engage with customers
Campaign assets will be provided in September 2017
Tools to use with your customers
Share the Infographic: Is your company data secure, available here
Share the Cloud App Security infographic available here
Learn more at:

16. “Security sells, so we’re transitioning from managed services to managed services and security, and we’re taking our customers with us.”
Bruce WArd,
Vice President of Business Strategy
Peters & Associates

17. Partner with us on security
Microsoft Inspire
11/27/2018 6:56 AM
Partner with us on security
Build a practice learn more at:
Sell it right. Leverage Business Value Tools with your customer:
Drive customer success and learn how to leverage FastTrack IPs:
Microsoft 365
Microsoft Partner Opportunity
Business Value Tools
FastTrack Partner Opportunity
Become an official partner at the MPN Community:
MPN Community
Checkout free training on the Learning Portal:
Microsoft Partner Network Learning Portal
Readiness and skill
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.