Microsoft 365 powered device

Partner Playbook
Empowering you to achieve more
Microsoft Confidential – for internal only use by partners.
Purpose of the Microsoft 365 powered devices partner playbook:
This playbook supports the development of new or existing Microsoft 365 powered devices partner practices based on the
Microsoft 365 powered device opportunity leading with 2 key motions around licensing and managed services. Our goal is to
reignite powered devices partner ecosystem by driving broad adoption and increased customer value, empowering customers
to realize their digital transformation ambitions.

This playbook helps partners understand the following:

• Customer value
• Partner opportunity drivers
• Monetizing the opportunity
• Partner opportunity with Microsoft 365 F1 (Firstline Worker)
• Partner opportunity with Microsoft 365 Business
2
• Resources for licensing Sales & Managed Services
Navigating the Playbook
Sections of the powered device playbook are listed below to assist in ease navigation and help

UNDERSTAND THE OPPORTUNITY DRIVE THE OPPORTUNITY UNLOCK NEW OPPORTUNITES

Digital Transformation with Microsoft 365 Conversation Starters Microsoft 365 F1 (Firstline worker)
Microsoft 365 powered device partner value Objection Handling Microsoft 365 Business
framework
Monetization and path to managed services Next Steps
Customer Value
Partner Resources, Tools & Enablers
Learning Resources
3
Using the playbook effectively
Quickly scan through the playbook to understand its
layout and the available content. Each section begins
with a summary page describing the section content.
Review these summaries to decide on which areas to
focus on. Go over content several times, if needed, then
share your thoughts and learnings with your team.
Here are some suggested actions you can take to use
the content effectively:
• Utilize the Microsoft 365 powered device playbook to prepare
your practice to sell complete solutions.
• Share the playbook across your practice area and start
discussions with your sales, marketing, and managed services
teams.
• Use this Microsoft 365 powered device playbook to expand
offerings and capabilities into customer or vertical scenarios.
• Review slide notes as they contain critical information about
the storyline
4
 Microsoft Mission
Empower every person and
every organization on the
planet to achieve more

5
Microsoft Confidential – for internal only use by partners.
Digital transformation
 A complete, intelligent solution that empowers
everyone to be creative and work together, securely

Unlock Built for Integrated Intelligent

creativity teamwork for simplicity security

Microsoft 365
7
Video: Satya introducing Microsoft 365

Link to video
8
Modern IT
Multiple Device Platforms

User and Business Owned

Cloud Managed & SaaS Apps

Automated

Proactive

Self-Service

9
 Classic IT Modern IT
Single Device Multiple Devices

Business Owned

Corporate Network &

Legacy Apps
vs.
& User and Business Owned

Cloud Managed &

SaaS Apps

Manual Automated

Reactive Proactive

High-touch Self-Service

10
Microsoft 365 powered device

Windows 10 with Office 365 ProPlus,

managed by Enterprise Mobility + Security

11
Microsoft 365 powered device – target companies of all sizes

Microsoft 365 Business Microsoft 365 Enterprise

Microsoft 365 Business Microsoft 365 F1 Microsoft 365 E3 & E5

For organizations with less than 300 people For Firstline Workers For large organizations or advanced requirements

12
Microsoft 365 powered device partner value framework
Customer Value Opportunity Drivers Monetization

Managed
Security Services
Easy to
Intelligent deploy
Security, and
built-in manage

Professional
Proactive Always up
End of Life Services
Insights to date

Licensing
Modern IT Sales

13
Customer Value

Value Pillars of Microsoft 365 powered

device
Technology enablers for the Value Pillars
Customer Success Stories
Microsoft 365 powered device partner value framework
Customer Value Opportunity Drivers Monetization

Managed
Security Services
Easy to
Intelligent deploy
Security, and
built-in manage

Professional
Proactive Always up
End of Life Services
Insights to date

Licensing
Modern IT Sales

15
 Value Pillars of Microsoft 365 powered device

Intelligent Easy to deploy Always up Proactive

security, built-in and manage to date insights

16
Intelligent security built-in

“Intelligent security is foundational”

17
Intelligent security built-in technology enablers

Easy to
Intelligent deploy
Security, and
built-in manage

Proactive Always up
Insights to date

18
Easy to deploy and manage

“Creating the best experience for users”

19
Easy to deploy and manage technology enablers

Easy to
Intelligent deploy
Security, and
built-in manage

Proactive Always up
Insights to date

20
Always up to date

“It’s critical users stay up to date”

21
Always up to date technology enablers

Easy to
Intelligent deploy
Security, and
built-in manage

Proactive Always up
Insights to date

22
Proactive insights

“Harness data to create proactive insights”

23
Proactive insights technology enablers

Easy to
Intelligent deploy
Security, and
built-in manage

Proactive Always up
Insights to date

24
Customer
Success Stories
Customer Success
“Office 365 and Windows 10
It’s Accenture’s mission to drive digital transformation for their clients, which also are at the heart of a digital
means they have to empower their own workforce of over 400,000 employees and worker proposition which is
become a prime example of what digital transformation can bring. really speeding up our
workforce.”
Accenture is preparing the future workforce and enabling their current workforce,
which is now 75 percent millennial with a modern desktop. This offers Accenture Andrew Wilson, chief operating
employees access to the latest productivity apps while keeping their PC always officer at Accenture
secure and up to date.

The way they work is changing and the kind of services they need are “cloud-first”
that allow real-time engagement and collaboration.

Windows 10, Office 365 and the Microsoft Enterprise Mobility + Security Suite are at
the heart of the digital worker at Accenture and helping to increase productivity for
them.

VIEW THE CASE STUDY

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Customer Success

MARS sells a lot of M&M’s and other confections in 78 countries
around the world, but that’s not all there is to the company’s
success. To meet audacious goals that include 100 percent
growth in 10 years, MARS has adopted Windows 10 Enterprise,
Microsoft Surface Pro devices, Microsoft Office 365, and
Microsoft Azure to increase employee effectiveness, enhance
mobility, streamline collaboration, promote data security, and
reduce IT costs.
Initiatives like Windows 10 and our
new digital workplace with Office 365
help MARS direct IT investment
dollars toward unlocking greater
potential across our organization.”
Jonathan Chong, Digital Workplace and
Corporate Systems Director

Windows 10 aligns with Mars Digital Workplace strategy to

provide modern, intuitive tools to increase mobility, security,
ease-of-use and collaboration.

VIEW THE CASE STUDY

27
Opportunity Drivers

Conversation Starters for opportunity

drivers
Why are BDMs Important?
Get to know the BDMs (Personas)
Objection Handling
Microsoft 365 powered device partner value framework
Customer Value Opportunity Drivers Monetization

Managed
Security Services
Easy to
Intelligent deploy
Security, and
built-in manage

Professional
Proactive Always up
End of Life Services
Insights to date

Licensing
Modern IT Sales

29
Conversation Starters to win BIG!
Customer
concerns
• The average cost/business impact per
security breach in the United States is
US$17 million.*
• One in five organizations lose
customers due to an attack, and
nearly 30 percent lose revenue.
• In 2016, 4.2 billion records were
stolen by hackers. Increasing trust and
managing security remain a struggle for
many organizations
Customer
conversations
• How well protected are you against
security attacks such as Ransomware?
• How do you ensure that your
employees devices are protected
from data loss or data stealth?
• If attacked, are you prepared for
post-breach detection,
investigation and response?
Security
Solution
• Device Protection UEFI Secure Boot,
Windows trusted boot
• Threat Resistance Device Guard, Smart
Screen, Windows Defender
• Identity protection Windows Hello,
Credential Guard
• Information protection Windows
information protection, BitLocker, Office Data
loss prevention, Azure information protection
• Post breach detection investigation &
response Windows Defender ATP
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Conversation Starters to win BIG!
Customer
concerns
• Beginning in October 2020, only Office
365 ProPlus and Office desktop clients in
mainstream support will be able to
connect to Office 365 services.
• Windows 7 extended support ends in
January 2020. Customers will not receive
updates that protects PCs from viruses,
spyware, and other malicious software
that can compromise information.
• With the new release cadence, Windows
10 and Office ProPlus will have a limited
18-month support period
Customer
conversations
• What is your strategy for replacing
operating systems that will create
vulnerabilities due to EOL by
January 2020?
• How do you plan to replace Office
clients that will lose connectivity to
online services by October 2020?
• How do you manage security or
feature updates today?
End of life
Solution
• Upgrading all the devices to latest version of
Windows 10 and Office ProPlus
• Efficient planning of updates allowing for
managed or zero impact on users can be
achieved thanks to aligned update and
cadence models for Windows 10 and Office
365 ProPlus.
• Customer risk for compliance and security
can be mitigated due to the automatic
updates providing another reduction in IT
management overhead
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Conversation Starters to win BIG!
Customer
concerns
• Currently, companies devote significant
amount of their technology budgets
to maintain legacy IT systems
through expensive maintenance and
low-value upgrades for older
technology
• In addition to cost savings, increased
productivity and employee
retention/attraction can result from a
Modern IT approach.
Customer
conversations
• Describe your onboarding experience
for new starters from an IT perspective
• What is your strategy to reduce the
time IT spends vs. focusing on growth?
on maintenance
• How do you manage your desktop
updates (OS & Productivity Apps)
today?
• How do you proactively manage App
compatibility and device health and
mitigate issues?
Modern IT
Solution
• Customers can on-board new and refresh
PC’s to be enterprise-ready via a simple self-
service experience in Autopilot
• Customer deployments can be simplified by
Windows and Office application
compatibility and readiness analytics
giving reductions in testing and integration
risks
• Customers can reduce costs by simplifying
management using the Intune and
ConfigMgr Co-management
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Why are Business Decision Makers (BDMs) important?
The BDM
• They have the greatest influence on culture
and supporting solutions, and their
participation is essential in driving the sale
of a new solution.
• Partner organizations that secure executive
sponsors to actively communicate the value
and benefit of Microsoft 365 are more likely
to be successful with their rollout post-sale
and is hence an essential person for driving
deployment of new technologies
Your BDM should:
• Help craft the high level vision of Microsoft
365 for the organization by tying it to
broader organizational objectives.
• Play a role in communicating the vision to
other leaders across the organization.
• Actively participate and use the Microsoft
365 powered device capabilities to drive
deployments and reinforce desired
behaviors with managing updates
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Start the conversation with customer stakeholders
There are several types of customer stakeholders who decide upon or influence a
purchasing decision of a Microsoft 365 powered devices solution. Identifying and working
with as many of them as possible will greatly enhance your ability to provide services
and offerings focused on driving customer value.

Use tools and networks such as LinkedIn Sales Navigator, local Microsoft sales team, and
your personal contacts to discover the desired stakeholders and key customer business
decision makers.

Position the value of partner added services alongside the value pillars of Microsoft 365.
These value pillars provide support for business decision maker (BDM) conversations
and prioritize leading to faster deal creation and approval.

Elevate conversations to BDM-relevant priorities and a clear focus on business outcomes

specific to their industry. Focus on the customer success lifecycle with outcome driven
value, not individual products.
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Get to know the CEO/CIO/CTO/CSO
Priorities Drivers/Motivators
• Increase shareholder value • Fast changing market and business environment
• Increase sales, profit, and productivity • Customer satisfaction
• Identify and drive investment to enable • Engaged and productive workforce
transformation • Streamline Corporate Operations
• Drive their business leaders to drive business value
• Create new revenue streams and service lines
• Modernize business process
• Drive strategic planning and outcomes
• Enhance reputation and innovation
• Improve corporate agility and speed to market
• Ensure compliance with governmental regulations

Conversation starters Common Questions You May Be Asked

JOB TITLE: • How do you drive innovation within your company • Why would I use your product?
or organization? • Why would I transition off of my current tools for your solution?
Chief Executive Officer, • What does digital transformation mean to your • How will Microsoft 365 improve user experience and adoption and
organization? improve the ability to operate their work life?
Chief Information Officer,
• How do you optimize specialized skillsets and • How will you keep me up to date and secure from data leaks and
Chief Technology Officer, knowledge spread through your organization? other security related threats?
Chief Security Officer • How do your current processes allow for • Why should I care?
information sharing and innovation?
LEVEL OF INFLUENCE: • How are you ensuring all data is secured internally
High and when shared with external parties?
• How do you ensure your technology and operations
REPORTS TO: are fit for purpose?
Board of directors / CEO
35
Get to know the Chief Operations Officer
Priorities Drivers/Motivators
• Omni channel customer engagement • Digital disruption driven by
• Product innovation innovation
• Operational optimization and excellence • Competitive landscape
• Employee productivity and collaboration • Pressure to reduce operating costs
• Device security and management • Changing business models
• Faster time to market
• Increase agility and profit margins
• Enhanced productivity and process optimization
• Improved business decisions with better, faster insights

Conversation starters Common Questions You May Be Asked

• Describe how the operations team’s gain visibility into your • How does Microsoft 365 help me assess product
JOB TITLE: business activities? performance and streamline product planning?
Chief Operating Officer • How do you respond to changes in insight about your operations • How do Microsoft 365 tools help me to optimize
to make timely and relevant decisions? operations and reduce costs?
LEVEL OF INFLUENCE: • Describe how teams capture and analyze operational data to make
High actionable insights in real time?
• Describe the workflows for managing maintenance needs, demand,
REPORTS TO: inventory and customer service?
• How are service needs predicted to efficiently allocate resources
CEO
• How does the team react to changes in business motions to
understand the impact on operations and bottom line?

36
Get to know the IT Director / IT Manager
Priorities Drivers/Motivators
• Deliver technologies that support corporate strategies • Digital disruption driven by
• Technology innovation innovation
• IT operational excellence • Competitive landscape
• Employee productivity and satisfaction • Pressure to reduce operating costs
• Device connectivity, security and management • Changing business models
• Shorter technology refresh timings • Shadow IT with new generation workforce
• Increase agility
• Enhanced productivity and process optimization
• Improved business decisions with better, faster insights

Conversation starters Common Questions You May Be Asked

JOB TITLE:
• Describe how the IT operations team gets visibility into the full • How does Microsoft 365 help me assess
IT Director or IT range of your business activities? performance and streamline technology planning?
Manager • How do you respond to changes in your operations to make timely • How do the Microsoft 365 tools help me to optimize
and relevant decisions? operations?
LEVEL OF INFLUENCE: • Describe how teams capture and analyze operational data to make
High actionable insights in real time?
• Describe the workflows for managing maintenance needs, demand,
REPORTS TO: inventory and customer service?
• How are service needs predicted to efficiently allocate resources
CEO or CIO
• How does the team react to changes to business motions to
understand the impact on technology

37
Powered Device
Scenario Objection
Handling

38
Objection handling
Question
I am concerned about the App Compatibility
issues that may arise with
deploying/updating Win10 & ProPlus ?
The last time we did a large-scale
deployment it took forever! There were so
many complexities we hadn’t anticipated.
What’s changed?
Is the Windows 10 Security any different
from Windows 7 Security?
I am concerned that deploying Office 365
ProPlus in my organization will be a highly
time-consuming and complex task.
Answer
Microsoft has developed and is continuing to develop tools to help evaluate and address the compatibility issues that may arise with
deployment and update management. More specifically, Windows Analytics tools and the Office Readiness Toolkit have been
provided to achieve comprehensive compatibility and readiness. Combined with proper validation rings during deployment, Windows
10 and Office ProPlus can be deployed without compatibility concerns.
Links: Windows Analytics; Office Readiness Toolkit
Forrester Consulting recently determined that for a typical enterprise, deploying Windows 10 takes 1/10 the installation time, uses 1/3
of the number of employee project resources, and requires only half the overall project time compared to deploying earlier versions of
Windows. With the introduction of Windows AutoPilot technology for self-service deployment and Windows Analytics for
application and driver compatibility Windows 10 has taken a significant leap in making deployment and management simpler and
lowering IT overheads.
Windows 10 is designed to be the most secure Windows yet. It takes full advantage of state-of-the-art hardware technologies to
help protect user identities, information, and devices against hacking and malware threats.
Addressing today's threats requires a new approach, one that takes the time to engineer the attack vectors out of the platform itself
rather just adding a series of new defenses. Windows 10 delivers on this with a series of deep architectural changes that literally
changes the game when it comes to hacking and malware threats. Some of security features include: Defender ATP, Windows Hello,
Credential Guard, Device Guard, BitLocker, Enterprise Data Protection.
Microsoft has built and will continue to build tools and guidance to mitigate the amount of time, energy, and risk related to
deployment. With advances in application compatibility diagnostics, package configuration, and the FastTrack program, major
organizations can deploy ProPlus to tens of thousands of users weekly.
39
Objection handling
Question
We already have a device management
solution. Why should we switch to System
Centre and Microsoft Intune products?
What is the key differentiator?
As an organization we’re not ready to move
to 100% cloud management for our devices.
How can we manage our transition to cloud
in an iterative way?
We use iPads and iPhones only. Would
ProPlus work for us?
I am concerned with the use of Telemetry in
Windows 10 and not knowing what data is
sent to Microsoft
Answer
Microsoft’s differentiator in device management is the ability to provide a single management solution for both PCs and mobile
devices. The integration between the cloud-based management of Microsoft Intune with the on-premises, market-leading
management of System Center Configuration Manager; this solution provides a “single pane of glass” for organizations to view and
manage all the devices accessing corporate resources, including Windows PCs, tablets and servers, Windows Embedded devices,
Macintoshes, iOS and Android smartphones and tablets, and Unix/Linux servers. Customers can manage all devices from Microsoft
Intune in the cloud—which provides a simpler, less granular PC management experience.
We are excited to announce a new and unique feature of ConfigMgr and Intune called co-management. Co-management delivers a
bridge that simplifies planning and reduces the risks as organizations transition the management of Windows 10 devices to cloud-
based Intune and Azure AD. This allows IT to modernize some workloads of Windows 10 management (e.g. device compliance
assessment for conditional access) while maintaining ConfigMgr & AD for other workloads (e.g. Win32 app distribution) based on your
needs and at your own pace with the end goal to fully transition to modern management.
Link: blog post
• We have offered Office Mobile for iPhones and Android for years.
• There has been over 100 million Office for iOS and Android downloads
• Office for iPad includes native apps for Word, Excel, and PowerPoint. OneNote and Lync were already available.
• This continues our strategy of delivering the Office experience across the devices that matter most to our customers.
Microsoft has made available detailed documentation for data collected as part of the basic telemetry setting (which is necessary for
Windows Analytics Upgrade Readiness and Update Compliance) so customers and partners can fully understand data collected and
used to streamline upgrades and servicing of Windows 10. Details can be found here: Link
Relevant Windows Blog Posts around the topic:
blog post 1; blog post 2
40
Monetization –
Path to Managed
Services

Why does Microsoft 365 powered device

matter?
Grow with transition to managed
services
Sample Managed Services
PC or Device as a service
Powered device as a service
Security managed services
Partner success story
Microsoft 365 powered device partner value framework
Customer Value Opportunity Drivers Monetization

Managed
Security Services
Easy to
Intelligent deploy
Security, and
built-in manage

Professional
Proactive Always up
End of Life Services
Insights to date

Licensing
Modern IT Sales

42
Why does Microsoft 365 powered device matter?
• Expand your business by modernizing your
customers’ desktop and keeping them up to
date on Windows 10 and Office 365 ProPlus
with Autopilot
• Unlock new opportunities with funded offers
around Proof of Concepts and Pilots in
production
• Compelling events such as Security, End of
Life and Modern IT all require professional
services and in life managed services to
maximize returns for customers
• Help customers interpret and respond
to risks surfaced from threat detection
dashboards such as Windows Defender
ATP & Advanced Threat Analytics
• Develop unique Value-add IP to
differentiate and create more margin
• Create intelligent automated
deployment using Windows Autopilot,
Azure AD and Intune to drive efficiency,
decrease error rates and increase user
satisfaction and partner efficiency
• Expand your portfolio to offer managed
services around secured and productive devices.
Integrate proactive management with real time
Insights and consider Device as a Service
• Sell managed updates that match the
customers compliance needs to ensure the users
are always up to date and hence always
compliant.
• Focus on business outcomes through end-to-
end solutions that improve business efficiency,
agility, and profitability
43
Opportunity to drive revenue with powered device
Good
$ per user per month
M365 license management
Professional services
• M365 powered device POC
• M365 powered device Pilot
• Consulting assessment
Better
$$ per user per month
M365 license management
• Upsell complimentary workloads
Professional services
• Full-scale deployment of
Windows 10 Office ProPlus
Managed Services
• Device management
• Windows and Office update
management
• 24/7 break-fix support
• Technical support block plan
Best
$$$ per user per month
M365 license management
• Upsell high value workloads
Managed Services
• Premium devices
• Security managed services
• Customer and technical
support block plan
• Complimentary 3rd party
applications
Create Packaged Offerings
• Custom Value-add IP
Grow with transition to managed services
ATP and EMS
Value add IP,
Microsoft stack professional
$3,481, 5%
licenses channel services , $1,560,
margin, $3,137, 2%
5%

$33.8 M Deployment
professional
Net Margin services , $9,448,
14%
NPV
104% $66.4 million
ROI
$66.4 M five-year total
Gross Margin benefits PV
NPV

Strategy, assessment,
pilot, and PoC
professional services Managed
, $644, 1% services ,
$48,126, 73%

Based on interviews with 10 Microsoft Partners and quantified revenue, margin, cost, and risk factors, the composite partner was
able to achieve managed service profitability in just 16 months. 45
The time to transition is now
Managed And Professional Service Gross Margins (in $000s) For Composite
Partner (2017-2021) By Year 5 of the analysis…

Over $85.3 million

$28,754

in annual managed
$22,911
service revenue

Over $28.7 million

$14,431

in annual managed
service Gross Margin
$5,886
$4,368 $3,855
$1,954
$189 $904 $530 Average managed
service gross margin of
2017 2018 2019 2020 2021 34%
Managed service recurring gross margins ($) Total professional services gross margin ($)

46
Sample Managed Services

• PC or Device-as-a-Service

• Powered device-as-a-Service
• Windows-as-a-service
• Office 365 ProPlus servicing

• Security managed services

Device or PC as-a-Service

Example components
• Device
• On-site delivery
• Technical support
• Configuration
• Break-fix

HP DaaS which delivers a modern Device as a Service (DaaS) solutions

consumption model that simplifies how like Dell PC-as-a-Service which
commercial organizations equip users combine hardware, software, PC
with the right devices, accessories, and lifecycle services
lifecycle services

48
Powered device-as-a-Service

Example components Leverage New Semi-Annual Release for

• Deployment of Windows 10 and Windows 10 & Office 365 ProPlus
Office 365 ProPlus Information workers,
General Population
• Use the deployment rings approach to deploy Early adopters,
volunteers, IT
new updates incrementally Deploy broadly through
Validate Apps, Infra, deployment rings
Lab machines, some IT
• Management of Windows 10 and devices, developers Hardware & prepare for
broad deployment
Office 365 ProPlus Evaluate new features
& provide feedback
• Build recurring managed services around the aligned,
semi-annual update model for Windows 10
and Office 365 ProPlus
• Use Windows Analytics to verify
Insider Preview Pilot Deployment Broad Deployment
Channel

application and driver compatibility

~6 months

18 months
New Semi-Annual Release for Windows 10 49
& Office 365 ProPlus
Windows as a service

Building Deploying Servicing

Continual, ongoing Keep the OS current with Simplified process,
development simple, automated update to ensure consistency,
process stability and reliability
Deliver new features
twice per year Unmatched application Delivered using cumulative
compatibility updates
In the open, to enable
and encourage feedback Flexible timelines, Eliminate platform
methods, tools fragmentation for all
Windows-based devices

50
Windows as a service
Plan and Prepare Pilot Broadly Deploy
Windows Insider Preview Channel Semi-Annual Channel Semi-Annual Channel

Prepare for new release by Validate apps, infrastructure, and

evaluating new features hardware to prepare for broad
deployment
Provide feedback on changes, any
issues encountered

Lab machines, some IT devices, Early adopters, volunteers, IT Information workers

developers General population
NUMBER OF DEVICES

TIME
18 months to validate, deploy, and use each release
6+ months of active development
New Semi-Annual Release for Windows 10 & Office 365 ProPlus 51
Windows as a Service

Minimize the up-front effort, focus on reactive approach

Create and Prioritize, Validate Leverage pilots

maintain an identifying business-critical for broader
app portfolio critical apps apps validation
Complete list of apps Business critical Structured testing, using IT pilot, to gauge
and web pages used predefined test plans infrastructure,
throughout the Managed executed with business environment, and business
organization Supported and IT experts productivity app readiness
Business and IT experts Unsupported Automated if possible Business pilot, targeting
identified the broadest set of
Blocked Target small percentage applications possible
IT works with the business of apps
to eliminate duplicates, Broad deployment using
define supported versions rings, to minimize risk

52
Office 365 ProPlus Managed Services

First install Update management

Identity Configure Download Validate Distribute Install Activate Download Validate Distribute Update

Second install

53
Office 365 ProPlus Managed Services

 Semi-annual channel (broad)

 Semi-annual channel (pilot)

Monthly channel
 Released monthly
 Contains feature, non-security and security updates * Security updates may be released across all channels on a monthly basis
 Intended for early adopters and self-service users

Semi-annual channel (pilot)

 Released two times per year (March and September)
 Contains feature, non-security, and security updates from prior monthly channel releases
 Intended for validation prior to the next semi-annual channel (broad) release

Semi-annual channel (broad)

 Released two times per year (July and January)
 Based on prior pilot release
 Intended for broad deployment with support for 14 months

54
Security services - from project to managed
Planning
• Assess customer’s IT environment and
determine risks and policies that are viable
security opportunities
• Deliver Assessment Workshops utilizing
partner assets eg Secure Score Toolkit
• Offer customers a roadmap based on the
results from partner toolkits for mitigation
or recommendations
• Provide TCO and ROI analysis for moving
their security to the cloud
Enablement
• Migrate workloads to Microsoft 365
• Remediate security or technology gaps
found in the via the toolkits or workshops
• Address the powered device security
needs across enterprise including on-
premises
• Optimize workloads for apps running
across on-premises and Microsoft 365
cloud environments
• Optimize Advanced Security Workloads
Support Operations
• Offer further support while delivering on
SLAs and uptime guarantees
• Operate and monitor your customer’s
Microsoft 365 and hybrid cloud
Environments
• Provide your customers with governance
over their cloud strategy by managing
their policies.
55
 While migrations will grow in the
near term, customers are expecting
more from their business partners
““Our customers have also demanded more
comprehensive strategic ways to service them.
They’re less interested in one and done projects and
more interested in managed services or ways that they
can completely offload components that used to be
internally driven.”
~CTO, NA Partner

“I’ve got a number of situations where our

clients are looking to mobilize the field in a
more effective way and doing that with
Windows 10 devices.”
~Director, Global Partner

56
Microsoft Confidential – for internal only use by partners.
Partner Success – Glück & Kanja
Enterprise Mobility Partner of the Year
Glück & Kanja focuses its sales efforts on multinational companies based in “We are pretty spoiled with success
Germany that are interested in pursuing a 100% cloud strategy—and there as a Microsoft partner. We were
are a lot of those companies. always on a very successful track, but
the pace we are seeing these days for
In fact, CEO Christian Kanja says, “We have so many appointments at the going cloud and the interest in the
moment, talking with customers about providing their Windows clients market to learn more about our
with enterprise mobility and security stack on top … customers are really, cloud approach is really huge for us.”
really interested in learning more about the opportunities they might have
with the cloud approach.”
Michael Breither, Partner Alliance Manager
The opportunity is only expected to grow, as even more businesses
recognize that secure and efficient cloud solutions are available. Kanja
describes a “huge” market opportunity, with all types of businesses hungry
to learn more about how they can effectively move to the cloud with
Microsoft technologies.

57
Call to Action – Get it done!

Learn

Develop

Grow

58
Partner Resources,
Tools & Enablers

Licensing resources
Sales Enablers
Licensing Sales Plays
Professional & Managed services resources
FastTrack
IP Kits & Delivery Guidance
Funded Offers
 Licensing Resources

Develop
Prepare
Strategy
Leverage the Partner Target industry verticals,
Practice website to explore customers who
improve knowledge and have End of Life or
Licensing learning. Planned upgrades with
Value Discovery
Opportunity Workshops
Prepare by attending
trainings and briefing
Deliver “Microsoft 365
events. Utilize on line
powered devices pitch “
channels and Microsoft
Office 365 ProPlus pitch
365 partners resources
Windows 10 for Business
pitch
Present Value
Take customer through
true-to-life experiences
with the Customer
Immersion Experience to
see how Microsoft
products actually come
to life.
Leverage customer
evidence to help
customers accelerate.
Deliver
Drive
Prove Value Managed
Deployment
Services
Use the Value Calculator
to prove value and
calculate the expected ROI
Drive licensing renewal and associated recurring revenue
through consumption and positioning of value add
managed services
Show how deploying
Windows 10 can reduce
costs Forrester TEI
(Win10)

Target industry verticals, explore customers who have End

Drive integrated
of Life or Planned upgrades with Value Discovery Windows as a Service
Professional & Workshops
deployments in
Apps Management
production with powered
Managed Leverage the Partner
Deliver Microsoft 365 powered devices pitch, Office 365
Showcase the value with
device Pilot.
Device as a Service/
Practice website and learn the powered device PoC. Lifecycle Management
Services the Digital Transformation
ProPlus pitch and Windows 10 for Business pitch
Understand security
Accelerate your success
VDI
with FastTrack for
Opportunity vision presentation and features with Modern IT
Microsoft 365.
100% Cloud-Managed
how powered devices can Use the Customer Immersion Experience to see how Enterprise Security Proof Desktop
and understand WaaS
help enable this vision Microsoft products actually come to life. of Concept AAD and Intune
model with Windows 10
Zero touch deployment
Enterprise Compatibility
Leverage customer evidence to help customers Dynamic Provisioning
Workshop
accelerate.
60
Sales enabling tools that accelerate deal closure

Customer Prove Present Understand

needs the value the value the ROI

Tools for Value Discovery Customer Immersion Value

Partners Workshop Experience Calculator

Develop Strategy Present Value Prove Value

Step-by-Step Assessment Hands-on Experience Value Simulation
Partner Portal provides a one stop shop

transform.microsoft.com 62
Develop Strategy - Value Discovery Workshops (VDW)
The VDW is a step by step process allowing you to take
your customer through a discovery process to address
their business needs
1. Map their current business priorities
• Use discovery scenarios your customers are familiar with
• Simple tools compare current process with future baked by fact-
based financial analysis
Identify & map current Facilitate business value
• Talking points and references are included to validate points business priorities discussions
2. Engage in a businesses value discussion focused on
productivity opportunities with Microsoft 365
3. Assess their organizational readiness for change
• Adoption Ability
• Technical Complexity
• Business Impact
4. Analyze the financial impact of Microsoft 365
• Recap of the recommended and prioritized scenarios
• Downloadable Forrester reports, a customer-ready business Assess your customer Analyze the financial impact
proposal, TCO reports and other tools to calculate value organization’s readiness of Microsoft 365
Develop Strategy - Why VDW is authentic and valuable
The Power Of Business Scenarios

Each scenario that the customer identifies as important is

ranked on the criteria of:
• Adoption Ability
• Technical Complexity
• Business Impact

The scenarios with the largest numbers are the top priority.

64
Present Value - Customer Immersion Experience (CIE)
CIE is a powerful demonstration of Microsoft 365 in a collaborative hands-on format

• Customers play a role through a realistic workplace

challenge in real time
• They learn in depth the uses of Microsoft 365 to make the
most of opportunities and overcome complex challenges

In 2016 CIE’s
helped close deals
30 days faster

14,429 11,436
CIE Sessions in
CIE Facilitators
2016
WW
200% YOY Growth
218% YOY Growth
70% are virtual

65
Prove Value - The Microsoft 365 Value Calculator
The Value Calculator is a comprehensive financial impact modeler for Microsoft 365 which allows you to
manipulate variables and see the resulting changes to ROI.

Bring It Home… Crunch The Numbers

Let your customers manipulate variables to view the

resulting hard and soft savings calculated into visual ROI
reports.

Suggested VC packages are prepopulated with

standard inputs, advanced benefit inputs, and
account data that’s adjusted by industry and backed
by economic studies.

Results can be shared with customers. Detailed reports can be

downloaded to support stake-holder discussions.

66
Licensing Sales Plays
Prepare
Existing Microsoft 365 customers
with Cross Sell potential
Cross-Sell to Cloud Licensed to Office E3 or E5 but
and Windows not Windows E3/E5
Licensed to EMS E3 or E5 but not
Windows E3/E5
Customers who have no licensing
No strategic relationship
New to Cloud,
Windows & EMS No active windows license for 12
months
Competitor incumbent
EU organizations which are
subject to GDPR
Grow with Compliance Multinational or Transnational
& GDPR organizations who process data
related to EU residents/citizens
Develop Strategy
Targeting against existing
licensing position, Multinational,
etc., as attribute factors
Identify Risk and Opportunity
Any Microsoft Cloud present?
Understand your compete
landscape
Targeting against level of GDPR
impact and cloud adoption
propensity
Accelerate customer GDPR
compliancy with the Microsoft
Cloud.
Present Value Prove Value
Lead with Microsoft 365 ROI Calculator
Conversation Starters
Leverage programs and offers to
Value Discovery Workshops close
(VDW) and Customer Immersion
Experience (CIE) Validate vision, sponsor, and
deployment plan
Windows Evidence Portal
Lead with Microsoft 365 ROI Calculator
Conversation Starters
Leverage programs and offers to
Value Discovery Workshops (VDW) close
and Customer Immersion
Experience (CIE) Validate vision, sponsor, and
deployment plan
Windows Evidence Portal
Lead with Microsoft 365 Leverage programs and offers to
Conversation Starters close
GDPR Customer Presentation Validate vision, sponsor, and
Deck deployment plan
67
Professional &
Managed Services
Resources

FastTrack
IP Kits & Delivery Guidance
Funded Offers
 Professional & Managed Services Resources

Deliver
Develop Drive
Prepare Present Value Prove Value Managed
Strategy Deployment
Services
Leverage the Partner Target industry verticals, Take customer through Use the Value Calculator Drive licensing renewal and associated recurring
Practice website to explore customers who true-to-life experiences to prove value and revenue through consumption and positioning of
improve knowledge and have End of Life or with the Customer calculate the expected value add managed services
Licensing learning. Planned upgrades with Immersion Experience ROI
Value Discovery to see how Microsoft
Opportunity Prepare by attending Workshops products actually come
trainings and briefing to life.
Deliver “Microsoft 365 Show how deploying
events. Utilize on line powered devices pitch “ Windows 10 can reduce
channels and Microsoft Office 365 ProPlus pitch Leverage customer
costs Forrester TEI
365 partners resources Windows 10 for evidence to help (Win10)
Business pitch customers accelerate.

Leverage the Partner Target industry verticals, explore customers who Showcase the value with Drive integrated Windows as a Service
Professional center and learn the have End of Life or Planned upgrades with Value the powered device deployments in Apps Management
& Managed Digital Transformation Discovery Workshops PoC. production with Device as a Service/
vision presentation and Understand security powered device Pilot. Lifecycle Management
Services how powered devices Deliver Microsoft 365 powered devices pitch, Office features with Modern IT Accelerate your success VDI
Opportunity can help enable this 365 ProPlus pitch and Windows 10 for Business pitch Enterprise Security with FastTrack for 100% Cloud-Managed
vision Proof of Concept Microsoft 365. Desktop
Use the Customer Immersion Experience to see how and understand WaaS AAD and Intune
Microsoft products actually come to life. model with Windows 10 Zero touch deployment
Enterprise Compatibility Dynamic Provisioning
Leverage customer evidence to help customers. Workshop
FastTrack & Partners: Better Together

Faster
Deployment

Maximized
ROI

Higher
Adoption

70
Prove Value – powered device Proof of Concept IPKit

This engagement is designed for customers taking their first steps in the planning effort for Windows 10 Enterprise and Office 365 ProPlus
deployment. A technical expert will help customer build a lab to explore Windows 10 Enterprise capabilities, understand new security
enhancements, explore deployment options and evaluate infrastructure dependencies. The engagement culminates with an assessment and
roadmap.
Target attendees: IT Technical Decision Makers and IT Professionals
Outcome: Plan for getting to Windows 10 Enterprise & Office 365 ProPlus

DAY 1 DAY 2 DAY 3 DAY 4 DAY 5

 Microsoft 365  Deployment &  Security Overview  Compatibility Establish a vision for Windows 10
powered device Management  Breakout activities*: Overview Enterprise and Office ProPlus based
Overview Overview  Breakout activities*: on the outcomes of the PoC.
 Windows Defender
 Lab setup  Breakout activities*: Application Guard  Windows Analytics Assessment of your current
 Servicing  Modern Device Upgrade Readiness environment, and roadmap of get
 Windows Defender
Deployment ready activities you can start now to
Exploit Guard  Desktop Bridges
 Modern Device prepare your infrastructure.
 Windows Defender  Browser Compatibility
Management ATP
 Office 365 Pro Plus

Download IPKit Delivery material 71

Prove Value – powered device Proof of Concept Offer

Hands on deployment in a lab environment

Engagement Educates customers towards using the Windows update model of Semi-Annual Channel (not LTSC) and Office 365 ProPlus
Scope update model, either Semi-Annual or Monthly Channel (not MSI)
Approximate length of engagement to be 5-days

Customer PC Installed Base (PCIB) with greater than 1,000 seats

Windows 10 Enterprise and Office 365 ProPlus deployment that is no greater than 10% of customer’s PCIB

An active gold or silver competency in the following:

Windows and Device Competency
Cloud Productivity Competency required
Enterprise Mobility Competency recommended

Up to $10,000 USD per engagement (dependent on funding availability and local guidance)

Partner-led and submitted via FastTrack offers (Microsoft 365 powered device PoC)
Alternatively, Partner can request Microsoft local account team to submit a funding nomination in ECIF on their behalf

72
Prove Value - Modern IT Enterprise Security PoC IPKit

This engagement is designed for customers taking their primary steps in the planning effort for Windows 10, EMS, and Office 365 security.
A technical expert will help customers build a lab to explore these security capabilities, understand new security enhancements together with
open discussion . The engagement culminates with an assessment and roadmap.

DAY 1 DAY 2 DAY 3 DAY 4 DAY 5

Fundamentals Identity & Access Information Protection Threat Protection Wrap-up
Management

 Kick-off  Credential Guard,  Device Protection  Office 365 ATP  Discussion of Customer
Device Guard or VPN Environment
 Microsoft Security  Windows Information  Windows Defender
 Conditional Access Protection ATP  Gap Analysis
 Lab Setup
(with Windows 10 and  Azure Information  Security
 Windows 10, Office  Cloud Application
Android) Protection (with Implementation
365, EMS Security Security and Office 365
 Azure Identity Windows 10 and Advanced Security Recommendation
Overview
Protection Android) Management  Closeout
 Privileged Identity  Office Data Loss  Q&A  Q&A
Management Protection
 Q&A  Q&A

Download IPKit Delivery material

73
Prove Value - Modern IT Enterprise Security PoC Offer

Hands on experience of Windows 10, O365 ProPlus and EMS Security features including Windows Defender ATP and O365
ATP
The PoC is a 5 day engagement

Customer PC Installed Base (PCIB) with more than 500 seats

M365 E5 revenue opportunity in FY18 (Windows, Office, EMS E5 opportunity may qualify but must try to facilitate full M365 E5)

An active gold or silver competency in the following:

Windows and Device Competency
Cloud Productivity Competency
Enterprise Mobility Competency recommended

Up to $10,000 USD per engagement (dependent on funding availability and local guidance)

Partner-led and submitted via FastTrack offers

Alternatively, Partner can request Microsoft local account team to submit a funding nomination in ECIF on their behalf

74
Drive Deployment - Compatibility Workshop IPKit

This engagement is designed for customers taking their first steps in the planning effort for Windows 10 Enterprise deployment. The technical
expert will help customers understand today’s compatibility challenges, explore Windows 10 servicing capabilities and evaluate pre- and post-
deployment compatibility approaches through workshops and hands-on lab activities. The engagement concludes with a review of next steps
and actions items to drive Windows 10 adoption.
Target attendees: IT Technical Decision Makers and IT Professionals
Outcome: Understand where to focus effort for Windows 10 adoption

DAY 1 DAY 2 DAY 3 DAY 4

 Kick-off
 Defining Compatibility &
Legacy approach
 WaaS – The Basics
 Risk-based Compatibility
 WaaS & Compatibility  Create Readiness  Using Windows App
 Pre-Deployment Test Plans Certification Kit (WACK) for
Compatibility  Build a Compatibility Initial Load Testing (ILT)
 Upgrade Analytics Test Lab  WACK Compatibility
 Run a Compatibility Assessment
 Post Deployment
Compatibility Test Lab  Windows Bridges overview
 Desktop conversion of a
classic Windows app

Download IPKit Delivery material 75

Drive Deployment - Compatibility Workshop Offer

The Windows 10 Enterprise Compatibility Workshop is designed to address and remove key deployment blockers around
Compatibility.
The Compatibility Workshop is a 4 day engagement

Customer PC Installed Base (PCIB) with more than 1,000 seats

Preferably customer has an EA renewal or net new EA opportunity in FY18 documented

An active gold or silver competency in the following:

Windows and Device Competency required

Up to $10,000 USD per engagement (dependent on funding availability and local guidance)

Partner-led and submitted via FastTrack offers

Alternatively, Partner can request Microsoft local account team to submit a funding nomination in ECIF on their behalf

76
Drive Deployment - powered device Pilot IPKit

The Microsoft 365 powered device Pilot is designed to create a production-ready deployment for 500 desktops, laptops or tablets of
Windows 10 Enterprise edition with Office 365 ProPlus. The Pilot follows a four step approach. This proven method to pilot new technology
empowers IT to land new technology and begin to recognize value rapidly.

1.5 Weeks 4 Weeks 1.5 Weeks 3 Weeks

 Kickoff  Validate the preproduction  Pilot Deployment and  Production Pilot
 Design Requirement lab related activities Deployment
Workshops (i.e.  Document technical guides  Windows as a Service
Infrastructure, Platform for each service area preparation
delivery, Image creation  Core infrastructure and lab
and others)
 Agreement on Solution
 Design lab and testing
 Finalize project schedule

Download IPKit Delivery material

77
Drive Deployment - powered device Pilot Offer

Deploy 500+ seats of Microsoft 365 powered device in a production environment

Configure Windows update model using the Semi-Annual Channel (not LTSC)
Configure Office 365 ProPlus update model: Semi-Annual or Monthly Channel (not MSI)
Approximate length of engagement to be 30 – 75-days

Customer PC Installed Base (PCIB) with more than 1,000 seats (10,000+ seats preferred)
Windows 10 Enterprise and Office 365 ProPlus deployment that is no greater than 10% of customer’s PCIB
Limited to one Pilot per customer per year (TPID)

An active gold or silver competency in the following:

Windows and Device Competency
Cloud Productivity Competency required
Enterprise Mobility Competency recommended

Up to $70,000 USD per engagement (dependent on funding availability and local guidance)

Partner-led and submitted via FastTrack offers (Microsoft 365 powered device Pilot)
Alternatively, Partner can request Microsoft local account team to submit a funding nomination in ECIF on their behalf

78
 Offers and Funding Criteria at a glance
Powered Device Powered Device Modern IT Windows 10 Enterprise
PoC Pilot Enterprise Security PoC Compatibility Workshop
Engagement Deploy 500+ seats of Microsoft 365 Hands on experience of Designed to address and remove
Hands on deployment in a lab
Scope powered device in a production Windows 10, O365 ProPlus and key deployment blockers around
environment
environment EMS Security features Compatibility.

> 1,000 seats

> 1,000 seats > 500 seats
(10,000+ seats preferred)
> 1,000 seats
Windows 10 Enterprise and Office Windows 10 Enterprise and Office M365 E5 revenue opportunity in
Preferably customer has an EA
Customer 365 ProPlus deployment that is no 365 ProPlus deployment that is no FY18 (Windows, Office, EMS E5
renewal or net new EA opportunity
Qualifications greater than 10% of customer’s greater than 10% of customer’s PCIB opportunity may qualify but must
in FY18 documented
PCIB Limited to one Pilot per customer try to facilitate full M365 E5)
per year (TPID)

REQUIRED Competencies:
Windows & Devices + Cloud
Partner Productivity
Eligibility
RECOMMENDED Competency:
Enterprise Mobility
REQUIRED Competencies: Windows
& Devices + Cloud Productivity
RECOMMENDED Competency:
Enterprise Mobility
RECOMMENDED Competencies: REQUIRED Competency: Windows
Windows & Devices + Cloud & Devices
Productivity + Enterprise Mobility

Funding (max) $10,000 (C$) $70,000 (C$) $10,000 (C$) $10,000 (C$)

Customer Partner-led and submitted via FastTrack offers. Submit offer request at: FastTrack.Microsoft.com
nomination Microsoft Account may alternatively enter funding request in ECIF on behalf of the Partner
To learn more about the submission process, click here

79
Learning Resources

Readiness resources
Readiness events
Partner Learning Competencies &
Learning Paths
Microsoft 365 powered devices Readiness

81
Partner Readiness Events

Tech Series: 350+ 2-day in-person lab based technical training

events around the world. Three event types offered: (1)
Enterprise, (2) Business, & (3) Security
Register here to attend: https://microsoft365techseries.com

Business development workshops: 120+ 2-day in-person offer

development workshops around the world. Please contact your
local Microsoft Account team for event information.

Additional Microsoft 365 Online Technical training will be

launching in October. Check here for updates.

82
Partner Learning Competencies + Learning Paths

https://learningportal.microsoft.com/

83
Partner Learning Competencies + Learning Paths

Cloud Productivity Enterprise Mobility

Windows and Device Competency
Competency Competency

Competency requirements & Competency requirements & Competency requirements & benefits
benefits benefits
Learning Paths:
Learning Paths: Learning Paths: • EMS Cloud App Security
• Windows and Devices • Enabling Office 365 Services • EMS Information Protection
• Windows IoT • Managing Office 365 • EMS Identity and Access
• Surface Hub Identities & Requirements Management
• EMS Mobile Device and Application
Management
• EMS Enterprise Mobility Offerings

84
Firstline Worker

Introducing Firstline Workers

Partner Opportunity
Firstline Vision
Mapping Microsoft 365 F1 to powered
device pillars
Opportunity Drivers & Customer
conversations
Partner Toolkits
 Digital transformation

The Boardroom Information Workers Firstline Workers

86
 Firstline Workers
Sales
associates

First to engage your customers

Comprises 80%
of global
First to represent your brand workforce

Medical Factory
First to see your products in action staff workers

Customer
service

87
~690 million
Firstline Workers in Enterprise organizations1

78%
of business leaders say that connecting and
empowering Firstline Workers is critical2

67%
of business leaders say increased efficiency is
their top driver for digitally enabling their Partners are perfectly positioned to digitally
Firstline Workforce2 transform and empower the Firstline Workforce
to meet the demands of the increasingly
competitive workplace
1 Source: Gartner, Firstline Worker TAM in organizations with 500+ employees,
Office 365 Industry Addressability Study, 2017
2 Source: Building for success at the firstline of business, Harvard Business Review Analytic Services Survey, 2017
88
Our Firstline Vision

Foster culture and Train and upskill Digitize business Deliver real-time Minimize risk
community employees process expertise and cost

89
 Microsoft 365 F1

Enterprise Mobility
Office 365 Windows 10
+ Security

Office Applications Device & App Management Device & App Management
Office Online Windows AutoPilot, Fine Tuned User Experience, Microsoft Intune
Windows Analytics Device Health
Collaboration Services Identity & Access Management
Email, SharePoint1, Yammer, Groups, IM, Identity & Access Management Azure Active Directory P1
Presence, Meetings, 1:1 HD Video/Audio Windows Hello, Credential Guard, Direct Access3
Threat Protection
Schedule & Task Management Threat Protection Microsoft Advanced Threat Analytics
Microsoft StaffHub, PowerApps, Flow2 Windows Defender Antivirus, Device Guard3

Content Storage & Consumption Information Protection

Storage, Enterprise Video Service, Portals Windows Information Protection, BitLocker

1. Cannot be Portal / Site administrators, No Site Mailbox, No Personal Site, Cannot Create Form
2. PowerApps are limited to consumption only, Flow limited to 750 per user per month
3. Not available on Windows 10 Enterprise E3 in S mode.
90
Firstline Worker Device Scenarios

Microsoft 365 Business

Individual PC Shared Kiosk Mobile

Deliver performance, long lasting Deliver innovative and secure kiosk Securely manage apps and data from
battery life, Microsoft verified experiences on an extensive range one place on company supplied and
security and cloud convenience on of devices supported by a versatile Bring-Your-Own devices
a range of modern devices ISV application ecosystem

Windows 10 Enterprise and Windows 10S Microsoft Intune

91
Mapping Microsoft
365 F1 to powered
device pillars
Microsoft 365 F1 capabilities for powered device

Intelligent Easy to deploy Always Proactive

Security Built-in and manage up-to-date Insights

Azure Active Directory Premium Microsoft Intune Semi-annual release cadence Windows Analytics Device Health
Windows Hello Windows AutoPilot 18 month support for each Windows Analytics Upgrade
Credential Guard release Readiness
Windows Defender Antivirus Deployment rings Windows Analytics Update
Advanced Threat Analytics Compliance
Windows Information Protection
Windows Defender Application
Control
BitLocker

93
Opportunity Drivers
& Customer
Conversations

94
Conversation Starters to win BIG!
Customer
concerns
• Firstline Workers often don’t have
individual identities or use shared
identities
• Firstline Workers are more likely to
forget or mishandle passwords
• Ability to prevent data leaks if a
device is stolen
Security
Customer
Solution
conversations
• Do all your Firstline Workers that • Identities without passwords-
access corporate or customer data Windows Hello
have individual identities that can
be managed and tracked? • Device protection- Device guard,
bitlocker
• Can they quickly identify and react
to a breach originating from a • Threat resistance- Advance Threat
Firstline Worker? analytics, credential guard, windows
defender
• How do you ensure that your
employees devices are protected
from data loss or data stealth?
95
Conversation Starters to win BIG!
Customer
concerns
• Shared kiosk devices are often running
out of date software. Windows 7
extended support ends in January
2020. Customers will not receive updates
that protects PCs from viruses, spyware,
and other malicious software that can
compromise information.
• With the new release cadence, Windows
10 will have a limited 18-month
support period
Customer
conversations
• What is your strategy for replacing
operating systems that will create
vulnerabilities due to EOL by January
2020?
• How do you plan to keep your
Windows 10 devices up to date to
ensure they remain supported?
End of life
Solution
• Upgrading all the devices to Windows 10
• Efficient planning of updates allowing
for managed or zero impact on users
can be achieved thanks to semi-annual
update cadence for Windows 10.
• Customer risk for compliance and
security can be mitigated due to the
automatic updates providing another
reduction in IT management overhead
96
Conversation Starters to win BIG!
Customer
concerns
• High volumes of Firstline Workers can
create significant IT operations costs for
common activities like password reset
• Rollout and management of large
numbers of Firstline Worker devices can
create significant IT operations costs
• Maintaining control over corporate data
and apps on personal devices
• In addition to cost savings, increased
productivity and employee
retention/attraction can result from a
Modern IT approach.
Customer
conversations
• Describe your onboarding experience
for new Firstline Workers from an IT
perspective
• Do you have mechanisms to reduce IT
costs for managing Firstline Worker
identities such as self-service password
reset?
• How do you ensure high volumes of
distributed Firstline Worker devices are
kept up to date?
• How do you proactively monitor Firstline
Worker device health and mitigate issues?
Modern IT
Solution
• Azure Active Directory Premium - Extend
a digital identity to Firstline Workers to
protect corporate assets while empowering
user productivity with capabilities like single
sign-on, and self service password reset
• Customers can on-board new and refresh
PC’s to be enterprise-ready via a simple self-
service experience in Autopilot
• Customer deployments can be simplified
by Windows application compatibility
and readiness analytics giving reductions in
testing and integration risks
97
Sample Offer Guidance
Good
Sell Microsoft 365 F1
Project Services
• Azure Active Directory Premium - Extend a
digital identify to Firstline Workers to protect
corporate assets while empowering user
productivity with capabilities like single sign-
on and self service password reset
• Intune – Provide flexible mobile device and
app management controls to allow Firstline
Workers to use the devices and apps they
choose while protecting company
information
• Windows Defender Antivirus – Provide
comprehensive protection for shared kiosk
and Firstline devices from viruses, malware,
spyware, and other threats.
Better
Project Services
• Windows Hello – Firstline Workers are prone
to reuse and forget passwords. Keep them
safe with the ability to authenticate identities
without passwords.
• Windows Information Protection and
BitLocker – Secure data on lost or stolen
devices and prevent accidental data leaks
without degrading the user experience.
• Credential Guard - Protect derived domain
credentials. Systems are vulnerable to “pass
the hash” attacks that exploit user credentials
after users have logged in.
• Windows Defender Application Control –
Provide application controls that help prevent
malware and untrustworthy apps on devices.
Leverages core Device Guard’s application
control capability without special header
requirements.
Best
Managed Services
• Provide systems management and end-user
support
• Advanced Threat Analytics – Detect
suspicious activity and threats with behavioral
analytics, reducing the risk of costly damage
from data breaches and other cybercrimes
• Provide ongoing security incident monitoring
and management
• Windows Analytics Device Health –
Monitor device health and provide
recommendations to remediate and optimize
98
Partner Toolkits
Microsoft 365 F1 tools

Firstline Worker Offer Development Guidance

Resource designed to explain the types of services and solutions you can provide and guide
you through the process of creating a Firstline Worker offer.

Firstline Worker Business Value Assessment

Lead with a business value assessment to help customers identify opportunities to leverage the power
of their Firstline Workforce to improve performance, reduce costs and address security risks.

https://aka.ms/M365F1Partner

100
Microsoft 365 Business

Microsoft 365 Business components

Mapping Microsoft 365 Business to powered
device pillars
Partner Opportunity
Partner Resources
 Microsoft 365 Business

A solution for small, medium business up to 300 users

Office 365 Enterprise Mobility+ Security Windows 10

Desktop & Mobile Apps App protection for Office mobile apps Everything in Windows 10 Pro2
Device Management
Word, Excel, PowerPoint and more for Windows 10 PCs Plus…
Online Services Selective wipe of company data Windows Defender Security
Exchange, OneDrive, Skype for Business, Controls
Microsoft Teams Windows AutoPilot
Business Apps Automatic Office apps
deployment
Microsoft Bookings, Outlook Customer
Manager, MileIQ1

[1] Available in US, UK, and Canada only 102

[2] Includes upgrade benefits for Windows 7 or 8/8.1 Professional licensed PCs to upgrade to Windows 10 Pro
Customer Value

103
 Value Pillars of Microsoft 365 powered device

Intelligent Easy to deploy Always up Proactive

security, built-in and manage to date insights

104
Intelligent security built-in
• Help protect against security threats

• Safeguard company data across PCs,

phones and tablets

• Enable solid security, with simplified

management

105
Easy to deploy and manage

• Manage users & devices with a single

console

• Simplify with a single login for all devices

• Quickly setup new employees to get

them going

106
Always up to date

107
Proactive insights
Plan upgrades by
identifying devices that are ready and identify
and resolve top app/driver compatibility
blockers and Update Compliance

Ensure update
and antimalware compliance with timely
reports for all your devices (even those on
the road). To ensure business productivity
without impacting end user.

108
Partner Opportunity
 This is what we’ve been waiting for. Our customers can get
What Microsoft 365 Business everything they need from one vendor which greatly simplifies
things for them. It fits our business model perfectly.
can do for you – Cloud Sales Manager, Microsoft 365 Business Early Adopter

8%
Anticipated percentage
10%
Expected percentage point
20%
Anticipated percentage point
point increase in managed increase in managed increase in deployment and
services margins. services attach rate. advisory services revenue.

Source: A Forrester Total Economic ImpactTM Study, "The Partner Opportunity For “Business Cloud Suite".” June 2017
Targeting guidance for small to midsize businesses

Business Premium Microsoft 365 Business Microsoft 365 Enterprise

Mixed OS Windows 10 Pro (CU) Mixed OS

Some on-premises IT Cloud identity for users and devices Hybrid identity
Hybrid identity Protection of company data across Advanced security controls
personal & company owned devices Modern voice experience

Compelling events: Compelling events:

Office 2007 EOS Small Business Server replacement Windows Server replacement
Multiple locations Hardware refresh Hardware refresh
Need to support mobile. Multiple locations Multiple locations
 Partner Resources

Click on the links below to explore additional resources

Microsoft 365 Business documentation

Partner Portal
Call to Action – Get it done!

Learn

Prepare

Drive

Grow

Optimize
113
 MICROSOFT 365 ENTERPRISE E3

Office 365 Enterprise E3 Enterprise Mobility Windows 10 Enterprise E3

+ Security E3
Chat- centric workspace Identity & Access Management Advanced Endpoint Security
Teams Azure Active Directory Premium P1 Credential Guard, Device Guard
Email & Calendar Managed Mobile Productivity Designed For Modern IT
Outlook Microsoft Intune Azure AD Join, Dynamic Management
Voice, Video & Meetings Information Protection More Productive
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Sites & Content
SharePoint
Analytics
Delve
Security & Compliance
Data Loss Prevention
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Office 365 Enterprise E5 Enterprise Mobility Windows 10 Enterprise E5

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PSTN Conferencing, Cloud PBX Azure Active Directory Premium P2 Windows Defender Advanced Threat Protection

Analytics Information Protection

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MICROSOFT 365 ENTERPRISE E3

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