1. THIS PAGE IS FOR MICROSOFT PARTNER USE ONLY.
Last updated 2/12/2019
COMPLIANCE PLAYCARD
Key Customer Concerns
Assess
Protect
Respond
Keeping up with increasing regulations can make it challenging to understand compliance posture; facing significant penalties for non-compliance
Preventing sensitive data from getting into the wrong hands; properly governing and managing data
Difficulty finding what data is relevant to efficiently conduct inquiries or respond to investigations and legal or regulatory requests
Challenger Questions
How do you currently assess your compliance posture?
We help you to understand your compliance posture against regulatory requirements by providing scoring plus recommendations. Executives and boards of directors need a quick view, and we provide visibility into your compliance posture that you can access easily.
How could your compliance improve without negatively affecting your users?
Content can be classified (by users or automatically), encrypted, and protected by defining who can access it. Content can be self-protecting: the ultimate information protection is automated protection that doesn’t depend on users—90% of data leakage is caused by user mistakes. Data can be retained automatically for specific periods.
What are your concerns about maintaining compliance in the cloud?
When on-premises, you have 100% responsibility for compliance. With the cloud, Microsoft shares this responsibility and manages a larger part (access controls, protect data, personnel control). Decision makers who use the cloud are more confident in their ability to comply with GDPR vs. those who prefer to store data on-premises (92% vs. 65%).
How can your cloud service provider partner with you to help you stay compliant?
Microsoft has more than 1,400 lawyers and public policy professionals working with legal and compliance leaders to help tackle regulatory issues you face in more than 100 countries where you and we do business. For example, we were the first cloud provider to offer Business Associate Agreements that enable healthcare organizations to comply with HIPAA.
Steps to Sell & Drive Usage
Best Practices
Build digital transformation vision and support dark to cloud conversation with ECIF, Business Value Tools.
Bring the vision to life with a 2-day onsite workshop, and GDPR Detailed Assessment.
Shape the business case and prove ROI by conducting a discovery to identify risks for client and leveraging ECIF for GDPR Data Discovery.
Sell it right, and build sustainable deals with strategic go-to-market resources for GDPR, SMB or Enterprise, and commissioned Business Value Programs.
Drive usage and accelerate adoption of priority Compliance and GDPR workloads including AIP and Compliance Manager with the resources available on FastTrack and including the FastTrack Productivity Library.
Learn what regulations are important to your customer – Find out the customer’s concerns (risk, regulations, internal requirements, customer contractual agreements, regular practices). Understand Microsoft’s position and differentiation of services around their concerns. Discussing how our capabilities enable our customers is key for driving the right conversations with them. Service Trust Portal
Establish credibility up front – Communicate Microsoft’s Trusted Cloud story and our commitment to helping customers on their compliance journey, focusing on regulations that affect them. Lead with Microsoft Conversation Starter: providing customers with the most trusted, secure, and productive way to deliver the cloud.
Reinforce that compliance goes beyond IT – People and processes are critical. Start with educating the customer about GDPR and a GDPR Assessment.
Align with the right partner – Compliance may require additional support beyond the technology we provide. Learn which other partners are influencing decisions and align on a joint approach. See 5.25 case study on partners coming together to deliver compliance services.
Highlight the deletion of data you don’t need – Data governance helps you dispose of data that you don’t need to retain, helping reducing liability, because governance isn’t just about keeping data for the right time period.

2. THIS PAGE IS FOR MICROSOFT PARTNER USE ONLY.
Product and Customer Value
Assess
Protect
Respond
Deliver ongoing risk assessment, actionable insights (Compliance Manager, STP)
Automatically classify, protect, and govern data (ADG, AIP Premium, Identity and Access Management, Encryption)
Respond to regulatory, legal. or information requests quickly (eDiscovery, Customer Lockbox, PAM, PIM)
Product Value
Reduced compliance risk with better assessment of your compliance posture against regulations or standards. Audit ready report of Microsoft and customer-managed controls with supporting details.
Built-in, intelligent capabilities work together to more effectively govern data and safeguard it from inadvertent employee leaks or advanced threats. Ensure you keep the data you need and delete what you don’t to reduce cost and risk.
Finding the data you need when you need it using targeted content search, eDiscovery, and workflows for Data Subject Requests or privileged access provide peace of mind that you will be ready to respond when called upon.
Customer Value
Targeted Offers and Add-ons
Buyers: General Counsel (Legal), Chief Compliance Officer, Privacy Officer, CISO, LoB Executive
Lead Offers
Microsoft 365 E5 (hero)
Microsoft 365 E3 (if no-cloud)
Upsell or Expand
Microsoft 365 E5 Compliance
Audio Conferencing
Firstline
For Partners: Microsoft 365 Compliance Practices
Good
Better
Best
Licensing
Microsoft 365 licenses and E5 upgrades
Project services
Secure Score and enterprise security assessments
Cloud security policy development and technology road map
Microsoft 365 pilots and deployment project services
Pull-through project services
Security policy implementation services
Governance, risk, compliance, and GDPR assessments and consulting services
Managed services
Server security monitoring and backup services
Managed services
Security monitoring, alerting, and remediation services using Microsoft Security Graph API
EMS and AD user onboarding and management
Cloud application security
Repeatable IP
Data inventorying, mapping, and governance solutions
SharePoint online user and AD synchronization
Additional Resources
General Resources
Microsoft 365 Partner Portal
GDPR partners
How Microsoft Supports GDPR
GDPR Webinar
Office 365 Info Protection for GDPR
Programs
Microsoft Mechanics videos
Practice Development Playbook
GTM Resources
Customer Ready Resources
GDPR: Overview | Assessment
Microsoft Trust Center
Service Trust Portal
Service Trust Portal and Compliance Manager paper
Encryption Whitepaper
Get GDPR compliant with Microsoft
Tools
GDPR Demos
Compliance Manager Toolkit
GDPR Detailed assessment
IT Roadmap
Productivity Library
Customer Evidence
Microsoft 365 E5 Concierge

3. Microsoft 365. Intelligent, in place, and continuous compliance.
Built-in compliance with Microsoft 365
Accelerate your compliance journey
Most comprehensive set of compliance offerings of any cloud service provider.
We wanted the best of both worlds—easy-to-use consumer- based technology that had the security, privacy, regulatory compliance, and governance of a corporate solution.”
 Mansour Zadeh, Senior Vice President and Global CIO, Smithfield Foods
Start with a compliant cloud solution to more easily address the most rigorous security, privacy, and compliance demands worldwide. Microsoft 365 is uniquely positioned to help with integrated, flexible tools that help reduce cost and risk by providing comprehensive compliance coverage. Meet compliance obligations for standards such as ISO 27001, FedRAMP, NIST , and GDPR—all without hindering user productivity.
Microsoft 365 compliance capabilities help your organization to…
Assess and manage compliance from one place
47% of executives were unsure what compliance standards applied to their organizations1
Gain visibility into your compliance posture with a risk-based score. Get actionable insights to improve data protection capabilities.
1 Microsoft, “Microsoft GDPR survey” 2017
Protect and govern sensitive data automatically
92% of IT decision makers with data in the cloud are confident in their ability to be compliant2
Integrated classification, labeling, and encryption capabilities enable persistent protection of data across devices, apps, cloud services, and on-premises solutions.
2 Microsoft, “Microsoft GDPR survey,” 2017
Respond to regulatory requests and requirements more efficiently
$9B spent on eDiscovery investigations3
Built-in, audit-ready tools leverage AI to find the most relevant data for responding to data privacy requests and managing compliance needs.
3 Mandiant, “M-Trends 2017 report,” 2017
Microsoft 365. Intelligent, in place, and continuous compliance.
Visit Trust Center, Compliance and the Productivity Library to find additional resources.