1. FOR MICROSOFT PARTNER INTERNAL USE.
Last updated 2/12/2019
SECURITY PLAYCARD
Key Customer Concerns
Identity & Access Management
Information Protection
Threat Protection
Security Management
We’ll lose control over who has access to our company’s valuable information if we move to the cloud
Putting data in the cloud or on mobile devices may make us less protected and increase our compliance risk
Gaining visibility into attacks is difficult, but the threat of a costly data breach is high
Managing multiple security products and many vendors is hard and could put us at a higher risk
Challenger Questions
How have you adapted access management to today’s mobile workforce?
Cloud and mobile changes mean that traditional (physical) security perimeters are not sufficient. Security should follow users wherever they go. Identity is the new perimeter and Microsoft 365 provides ease of use with data security.
How can you better protect information without burdening your end users?
Your data protection strategy works best with engaged users. Use the gold standard of productivity apps with the assurance that corporate data is secured. For the ultimate in protection, files can be self-protecting independent of users—90% of data leakage is caused by user mistakes.
How quickly are you identifying your security breaches, so you can resolve and respond?
It’s not a question of “if” but “when” your next security breach will be. A quick response is vital: hackers need just 4 minutes to get into networks via attacks, and the average cost of breach is $4M. Microsoft can detect memory and kernel-based attacks on endpoints to help detect attacks faster, block them, or respond to a breach automatically.
How much of a threat are non-approved cloud services?
80% of users report using non-approved SaaS apps, which can be a huge security risk. Identify and contain non-approved IT products and their potential risks by discovering and monitoring your security state from one vendor, in one central portal.
Does your current security solution learn and adapt quickly?
Microsoft captures trillions of data points, providing unique intelligence that evolves quickly to protect, detect, and respond to security threats.
Steps to Sell & Drive Usage
Best Practices
Build digital transformation vision and support dark to cloud conversation with Business Value Tools.
Bring the vision to life with 2-day Microsoft 365 Security Assessment, and Modern IT Enterprise Security PoC.
Connect with Microsoft account team to leverage ECIF for assessments and PoC.
Sell it right, and build sustainable deals with strategic go-to-market resources for SMB or Enterprise, and commissioned Business Value Programs.
Drive usage and accelerate adoption of priority security workloads including AAD and InTune with the resources available on FastTrack and including the FastTrack Productivity Library.
Engage the CISO early to remove security blockers – Customers won’t move to the cloud until the CISO and CIO are convinced that the cloud can be more secure than on-premises.
Utilize tools such as Attack Simulator and Microsoft 365 Secure Score to help manage security proactively.
Whiteboard the security story – The story for identity, mobile device management, , and cyberattacks is more effectively told via whiteboard instead of PPTs.
Don’t compartmentalize security – Have all-up security discussion that emphasizes Microsoft’s end-to-end security built into the platform.
Security alone can help justify the cost of E5 – The E5 uplift cost (or Microsoft 365 E5 Security/Microsoft 365 E5 Compliance) is often less than the third-party products they’d replace (FedEx identified 160 security tools). After identifying current and planned security product, use the Cost Take Out Tool.
Emphasize intelligence as differentiator – Microsoft Intelligent Security Graph draws upon insights from billions of s analyzed, user authentications, device protection, and web pages. When another org is attacked, you immediately benefit from Microsoft’s analysis of that attack.
Add Surface to strengthen the story – AutoPilot, Windows Hello, and Surface Enterprise Management Mode help with security.
BVP Scenarios
Protect Identity
Protect Information
Advanced Threat Protection

2. FOR MICROSOFT PARTNER INTERNAL USE.
Product and Customer Value
Identity & Access Management
Information Protection
Threat Protection
Security Management
Protect users’ identities and control access to valuable resources based on user risk level (deck)
Ensure documents and s are seen only by authorized people (deck, Compliance playcard)
Protect against advanced threats and recover quickly when attacked (deck)
Gain visibility and control over security tools (deck)
Product Value
Protects identity, apps, data, and devices.
End-to-end approach helps prevent data leakage, support compliance, and safeguard your data (protect at file level) without interfering with user experience.
Protect, detect, and automatically respond to sophisticated threats by leveraging the power of machine learning and built-in integration across endpoints, mail, files and identities.
Security capabilities are built in (not bolted on), comprehensive, and integrated.
Customer Value
Targeted Offers and Add-ons
Buyers: CISO, CIO, Chief Legal Officer, VP of Sales, VP of HR
Lead Offers
Microsoft 365 E5 (hero)
Microsoft 365 E3 (if no-cloud)
Upsell or Expand
Microsoft 365 E5 Security
Microsoft 365 E5 Compliance
Firstline
Azure Security Center
For Partners: Microsoft 365 Security 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
Microsoft 365 security
Programs
Microsoft Mechanics videos
Deployment program
Productivity Library
Tools Microsoft 365 Security Assessment
Shadow IT Assessment
Rapid Cyberattack Assessment Workshop
IT Roadmap
Customer Evidence
Customer Ready Resources
Demo assets: security and threat
To-customer Security Sales Kit

3. Microsoft 365. Security for your digital transformation.
Security with Microsoft 365
Protect your organization against threats
Enhanced protection, security, and compliance from a built-in, comprehensive platform with unique intelligence
It quickly became clear that our data would be safer in the Microsoft cloud than in our own datacenters. After all, Microsoft is an expert in enterprise security.”
Jeff Heyde, Director of Global Systems, Dana Holding Corporation
The Microsoft cloud provides security capabilities that most organizations could not match on-premises. Drawing from trillions of signals, the Microsoft Intelligent Security Graph derives unparalleled insights to help you better protect against, detect, and respond to attacks. With Microsoft 365, you can also manage security from a single console, which is simpler than managing than a collection of point solutions.
Microsoft 365 security helps your organization to…
Adopt identity-based protection
100,000,000 identities attacked per month1
Identity is your new perimeter for security. Protect your organization at the front door and simplify access with secure single sign-on, multi-factor authentication, and risk-based conditional access.
1 Microsoft, “Business as Usual in a Digital Warzone,” Brad Anderson, 2017
Protect information wherever it goes
58% admit to sending business info to the wrong person2
Protection must move with information. Protect sensitive information and ensure compliance by ensuring only authorized people can see documents and s, helping prevent data leakage.
2 Microsoft, “Ignite Recap: My Session on Protect & Manage Your Digital Transformation,” Brad Anderson, 2016
Detect attacks faster and automate response
96% of malware is seen only once3
Attacks are more sophisticated and spread faster. Prevent threats right away with Microsoft’s unparalleled view into the evolving threat landscape. Respond to breaches automatically where appropriate.
3 Microsoft, “Why Windows Defender Antivirus is the most deployed in the enterprise,” Brad Anderson, 2018
Gain visibility and control over tools
70 security products is average for companies with over 1,000 employees4
Simplify security management from one central portal to configure policies or deploy controls, monitor security, and enhance security through built-in intelligence and recommendations.
4 Nick McQuire, VP Enterprise Research CCS Insight
Microsoft 365. Security for your digital transformation.
Visit Security and the Productivity Library.