WPC 2016 - Keys to building a strong EMS offer & sales practice with the CSP program
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The document provides an overview of Microsoft's Enterprise Mobility Suite (EMS) which includes tools for mobile device and app management, information protection, identity and access management, and behavior-based threat analytics. It outlines the basic capabilities included with Office 365 and additional capabilities available with EMS. It then discusses potential business models and go-to-market strategies for partners to implement and manage EMS for customers, including security assessments, deployments, ongoing support services, and positioning themselves as experts in security and their customers' industries.
WPC 2016 - Keys to building a strong EMS offer & sales practice with the CSP program
- 3. EMS Overview & Partner Opportunity Sales & Marketing Best Practices Partner Panel Q & A Call to Action
- 4. Enterprise Mobility Suite Overview Microsoft Intune Microsoft Azure Active Directory Premium Microsoft Azure Rights Management Premium Advanced Threat Analytics Easily manage identities across on-premises and cloud Single sign-on and self-service for corporate resources Leverage MDM and MAM to protect corporate apps and data on almost any device Encryption, identity, and authorization to secure corporate files and email across phones, tablets, and PCs Identify suspicious activities and advanced threats in near real time with simple, actionable reporting Behavior-based threat analytics Information protection Identity and access management Mobile device and app management
- 5. Secure access to everything, from everywhere. Increases productivity while minimizing risk Simplifies management and reduces costs The only solution that protects and manages identity, devices, apps and data. CloudOn-premises
- 6. Enterprise Mobility Suite Mobile device and app management Information protection Basic identity mgmt. via Azure AD for O365: • Single sign-on for O365 • Basic multi-factor authentication (MFA) for O365 Basic mobile device management via MDM for O365 • Device settings management • Selective wipe • Built into O365 management console RMS protection via RMS for O365 • Protection for content stored in Office (on-premises or O365) • Access to RMS SDK • Bring your own key Azure AD for O365+ • Single sign-on for all cloud apps • Advanced MFA for all workloads • Self-service group management and password reset with write back to on-premises directory • Advanced security reports • FIM (Server + CAL) MDM for O365+ • PC management • Mobile app management (prevent cut/copy/paste/save as from corporate apps to personal apps) • Secure content viewers • Certificate provisioning • System Center integration RMS for O365+ • Protection for on-premises Windows Server file shares • Email notifications when sharing documents • Email notifications when shared documents are forwarded Identity and Access Management <1% of O365 users on CSP have EMS Demand generation tools available for as partners with EMS in a box resources here
- 7. Use Case Scenario Business Model Security Assessment 1 or 2 day paid engagement Deployment & Configuration of EMS 1 – 5 day paid engagement Employee On Boarding/Off Boarding Recurring monthly fee or ad hoc T&M Advisory/Consulting services Recurring monthly fee or ad hoc T&M Tier 1 End User Support Recurring monthly fee or ad hoc T&M Typical recurring services of 30$ to 100$/user/month & margins of 45% on managed services
- 10. “Solution Selling” Value Props Bring product and value together Support Helpdesk Management EMS Pain points Future Needs Unknown Needs Define Customer Needs Define your Product Add your Value & Differentiation Define the solution GTM with/Sell Managed Service • Do you understand the difference in selling business outcomes Vs selling technology? • Do you really know your customers’ pain points? • Are the different parts of your organisation aligned?
- 11. “Solution Selling” Value Props Bring product and value together Support Helpdesk Management EMS Pain points Future Needs Unknown Needs Define Customer Needs Define your Product Add your Value & Differentiation Define the solution GTM with/Sell Managed Service What Value/Differentiation Do You Bring? • What does your brand stand for, what are your values? • Can you position yourself as a security expert? • Can you position yourself as a vertical industry expert? • Can you position yourself as a trusted advisor?
- 12. “Solution Selling” Value Props Bring product and value together Support Helpdesk Management EMS Pain points Future Needs Unknown Needs Define Customer Needs Define your Product Add your Value & Differentiation Define the solution GTM with/Sell Managed Service Go To Market with A Managed Service: • Target a specific vertical • Position yourself as the expert of the segment/industry • Include EMS licence cost in the cost of the service • Pitch both security & a new way of working
- 13. Differentiate from your competitors Figure out your unique value add and value prop Fail fast – fine tune your offer every 3-6 months. Take organisational changes seriously, provide training/support Find new ways to upsell, eg new features in Win10 Be the advisor that you are supposed to be!
- 15. • Build a complete program partnered with Microsoft • Maximize on key building blocks: • In order to generate leads and an effective program, a complete program toolbox needs to be in place CSP EMS Acceleration Program
- 16. Program toolbox is built Defined KPIs and company wide execution plan Sales enablement workshops completed, including complete distribution of sales enablement tools Lead Gen in action Existing account base phase Whitespace call/email campaign phase External and Internal supporting Digital Campaign program in flight, includes website landing page Cross company competition and rewards program
- 18. Office 365 Customers Account Management Calls Productivity & Security Reviews Trials/POCs O365+EMS Customers
- 20. INFORMATION PROTECTION IDENTITY & ACCESS MANAGEMENT MOBILE DEVICE & APP MANAGEMENT BEHAVIOR-BASED ANALYTICS
- 21. • Initial Problem Statement • Customer Objectives • Please describe the objectives identified by your customer. Provide details on the following: Business Objectives • Please provide an overview of this engagement, describing the benefits of the implementation. • Vision and Scope • Infrastructure Overview • Solution Concept and Demo • Choose all or part of Enterprise Mobility Suite for Deployment • Proof of Concept • Business Governance Efforts • Full deployment
- 23. here CE005 - Build a profitable managed services practice for Microsoft Enterprise Mobility Suite CE221 - Enterprise mobility and security overview CE226t - Identity and access management for a cloud-first, mobile-first world CE223 - Secure end users from advanced threats CE224 - Build your enterprise mobility practice
- 24. Tuesday July 12, 2016 Wednesday July 13, 2016 Monday July 11, 2016 HMSP09 The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits South 713AB 1:00 – 2:00 PM HMSP10 Hybrid licensing South 709 1:00 – 2:00 PM HMSP11 Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program South 713AB 2:30 – 3:30 PM HMSP12 How to drive consumption through an improved customer journey South 709 2:30 – 3:30 PM HMSP13 Making hybrid cloud real with Azure Stack South 713AB 4:00 – 5:00 PM HMSP04 Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program South 713AB 1:00 – 2:00 PM HMSP05 What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace South 713AB 2:30 – 3:30 PM HMSP06 Building a best practice partnership: The evolution of cloud, collaboration and opportunity South 709 2:30 – 3:30 PM HMSP07 Migrating from hosted Exchange to Office 365: What should you know South 709 4:00 – 5:00 PM HMSP08 A practical look at CSP offers, billing and monetization South 713AB 4:00 – 5:00 PM HMSP01 Empowering digital transformation with Microsoft cloud solutions for hosting, cloud and managed service providers North 105 1:00 – 2:00 PM HMSP02 Success with Azure: Transform your business with Microsoft Azure South 713AB 2:30 – 3:30 PM HMSP03 Selling SQL: Grow your SQL business with SQL offers and programs for hosting partners South 713AB 4:00 – 5:00 PM Program Key GTM & Partnership Infrastructure Licensing Applications
- 25. aka.ms/wpcevals