This document provides information about an upcoming webinar series on accelerating growth with Microsoft 365 Business Premium, Defender for Business, and Microsoft 365 Lighthouse. The webinars will cover sales training on driving security conversations, technical deep dives, and a panel of experts to answer partner questions. It also lists the experts presenting in the webinars and Q&A sessions. Additionally, it provides an overview of WeSafe's approach to selling security solutions, including using the Secure Score tool to assess customers' security posture and leading discussions on Microsoft 365 Business Premium and additional managed services.

1. Webinar:
Practical Guide to
having a customer
conversation on
security and driving
upsell to Microsoft
365 Business
Premium

2. New readiness series!
Accelerating growth with Microsoft 365
Business Premium, Defender for Business and
Microsoft 365 Lighthouse (starts Jan 27th) Webinar series will cover:
 Sales Training on driving security
conversations for Business
Premium Upsell
 Deep dive technical training with
Microsoft Experts
 Panel of experts helping answer
partner questions!
Save your spot:
https://aka.ms/M365MDBSeries

3. Meet the experts
Neha Bhaskar
Sr. Product
Marketing Manager,
Microsoft SMB Security
David
Bjurman-Birr
Security Architect,
Microsoft
Martin
Liljenberg
CTO, WeSafe
Enrique Estrada
Security Architect,
Microsoft
Chanda Wong
GTM Lead
Microsoft 365 SMB
Our presenters Our Q&A experts

4. Discover needs
01
1. Why is security relevant
for SMB customers?
2. Uncover needs using
Business Workshop Tool

5. SMBs in the era of
hybrid work
Employees, customers,
partners are working
from multiple locations
Multitude of personal
and mobile devices
Increased phishing
and ransomware

6. Security is top of mind for SMB
customers
+300%
Ransomware attacks in the past
year, with more than 50%
targeted at small businesses 1
Nearly one in four SMBs
state that they had a
security breach in the
last year2
70%
Over 70% of SMBs
think cyber threats
are becoming
more of a business
risk2
90%
SMBs would consider
hiring a new MSP if they
offered the right
cybersecurity solution2
60%
of businesses close
permanently within six
months of an attack.3
Mission
Critical
1. Homeland Security Secretary Alejandro Mayorkas, 06 May 2021 ABC report
2. Microsoft commissioned research, April 2022, US SMBs 1-300 employees
3. Why small businesses are vulnerable to cyberattacks, May 2022
1 in 4

7. Helping customers find a solution using the
Business Workshop Tool

8. Business Workshop Tool (CCT*)
Confidently walk customers through complex
solution-driven conversations.
https://aka.ms/bwtool
Benefits:
Streamlines
requirement
gathering from
customers
Facilitates consultative
discussions with
customers about their
user and business
scenarios
Includes Secure
Remote Work and
Business Voice
workshop assessments
Includes deployment
readiness planning,
ROI calculator, and
offer builder
Professional sales
assets that accelerate
the sales cycle
Needs-based solution
selling increases
probability of up-sell
(*formerly the Commercial Consulting Tool)

16. Pitch the solution
02
1. Pitch the product
2. Show customer a demo

17. Microsoft 365 offerings for small & medium businesses
Microsoft 365 Business Basic
Cloud Services
$6 per user/month1
Formerly Office 365 Business Essentials
Microsoft 365 Business Standard
Cloud Services
$12.50 per user/month1
Desktop Apps
Formerly Office 365 Business Premium
Microsoft 365 Business Premium
Cloud Services
$22 per user/month1
Desktop Apps
Comprehensive Security
Formerly Microsoft 365 Business
Note: Not all features/product logos shown.
1price is subject to change based on subscription term, currency and region

18. Microsoft 365 Business Premium
One solution to run your business securely, from anywhere
Microsoft 365 Business Standard (Office apps
and services, Teams ) $12.501
Microsoft Defender for Office 365
Intune
Azure AD Premium Plan 1
Azure Information Protection Premium P1
Device Antivirus
Autopilot
Windows Virtual Desktop license
Windows Upgrade rights
Microsoft 365 Business Premium
$22 per user per month1
Collaborate in
real time
Enable secure access to
work apps
Protect against
cyberthreats and data loss
Secure devices that
connect to your data
1price is subject to change based on subscription term, currency and region

19. Unauthorized access to work data
Northwind Traders’ employees need access to work data as they
work from home or on the go. However, bad actors outside the
circle of trust may try to gain access to work information, for
example by stealing passwords and trying to gain access to the
work data from another country.
Challenge

20. Enable secure access to work data
With Microsoft 365 Business Premium, you can apply advanced Multi-
Factor Authentication (MFA) and Conditional Access policies, to help
ensure that only the right people have the right access to work data.
Azure AD Premium Plan 1
Identity and access governance
Multi-factor authentication
Conditional access policies
99%
of identity attacks are
thwarted by multi-factor
authentication.1
Microsoft 365
Business Premium
1 Source: https://www.microsoft.com/security/blog/2019/08/20/one-simple-action-you-can-take-to-prevent-99-9-percent-of-account-attacks/ based on MSFT internal study
Solution

21. Phishing attacks
Username
***********
Document
cannot load
1Source: Microsoft Security Intelligence Report Volume 24, February 28, 2019
This was a phishing attack. They just delivered their
username and password to hackers, who can now
use it to access email and other online accounts,
including Northwind Traders systems and data.
A Northwind Traders employee receives an email with a link to a
secure document, ostensibly from a well-known organization. They
enter their credentials to view the document, but the document fails
to load. They move on to other work and forget about the glitch.
Increase in phishing email detections from
January to December 2018 worldwide.1
250%
Challenge

22. Sophisticated phishing defenses
With Microsoft 365 Business Premium, a Northwind Traders
employee receives an email with a link to a secure document.
The link is “sandboxed”, and the user is alerted to the threat.
Microsoft 365 Business Premium comes with Microsoft
Defender for Office 365 to protect against phishing attacks.
Time of click protection against malicious links
URL detonation
Anti-spoofing technology
Multi-factor authentication
Solution

23. Accidental data loss or data breach
Northwind uses occasionally use a
password on an excel spreadsheet to
guard sensitive info like salaries.
But these security measures are used
inconsistently. Lots of documents are
emailed around or saved on USB keys
without any protections. Anyone can
download a confidential document
and leave the company.
$$$
Challenge
of small and medium
businesses handle PII data.1
Over 80%
1Source: Microsoft Internal Research of SMBs (2-299 employees)

24. Secure sensitive data
Adrian creates the company’s sales
forecast and classifies it as “Highly
Confidential.” As Northwind Traders
is now using Microsoft 365
Business Premium, “Highly
Confidential” files are
automatically encrypted, and only
accessible to company employees.
$$$
$$$
Laura, a Northwind Traders
salesperson, attempts to open
the file. Microsoft 365 Business
Premium verifies that she is a
Northwind Traders employee
and decrypts the file for her.
Even if any employee leaves the
company, and stores the document
on a personal device, they cannot
access it because the document
access is tied to their work
credentials.
Solution
x

25. Secure sensitive data
With Microsoft 365 Business Premium,
you get advanced capabilities like Data
Loss Prevention and Azure Information
Protection, to help classify and protect
sensitive data like customer or
employee information, confidential
business data, social security numbers,
credit card numbers and more.
Source: Underserved and Unprepared: The State of SMB Cybersecurity in 2019, survey data collected by 850 global SMBs in 2019
Solution
SMBs say they are concerned about
employees leaving their company
with data on personal devices.1
Over 55%

26. Work data on personal devices
A Northwind Traders marketing manager is using her
personal phone to check company email. She
receives a confidential business plan and saves it for
later reference. She accidently saves to a personal
share which is not secure.
Save to
personal storage
Challenge
64%
of SMBs allow employees to access work data on
personal phones and computers.1
1Source: Microsoft Internal Research of SMBs (2-299 employees)

27. Protect work data on personal devices
With Microsoft 365 Business Premium, you can set up Intune App
Protection Policies, so work apps can be separated from personal
apps. Administrators can specify that work documents and
attachments are only saved on authorized and secure work share like
OneDrive for Business, safeguarding sensitive work information.
Save to OneDrive
for Business
Managed
apps
Personal
apps
Solution
58%
of employee devices on average are configured with
proper security protocols and fewer than 1 in 5
saying that all employees undergo security training.1
1Source: A commissioned study conducted by Forrester Consulting on behalf of Microsoft, October 2019 survey of SMBs (1-499 employees)

28. NEW! Microsoft Defender for Business

29. Elevate your security
Endpoint protection specially designed for businesses with up to 300 employees.
Enterprise-grade protection
Protect your devices against
ransomware and other
cyberthreats with industry-leading
Defender technologies like
endpoint detection and response
and threat and vulnerability
management.
Easy to use
Get up and running quickly with easy,
wizard-based onboarding. Out-of-the
box policies and automated
investigation and remediation help
automatically protect you against the
latest threats, so you can focus on
running your business.
Cost-effective
Security that just works without
compromising budget.
Available in two flexible plans as
part of Microsoft 365 Business
Premium, or as a standalone
solution for $3 per user per month.
Microsoft Defender for Business
Read the blog post to learn more

30. Defender for
Business brings
enterprise grade
device security to
Microsoft 365
Business Premium
Microsoft
365
Business
Premium
eDiscovery and Audits
eDiscovery •
Litigation Hold •
Email Archiving •
Information Protection
Information Rights Management •
File classification/labeling •
File tracking and revocation •
Data Loss Prevention
Message Encryption •
Data Loss Prevention •
Data App Security •
Email and Collaboration
Security
Safe links •
Safe Attachments •
Anti-phishing •
Device management
Windows device setup & management •1
Device health analytics •
Mobile Device Management •
Mobile App Management •
Identity and Access
Management and Security
Risk based Conditional access •
Multi-factor authentication •
Device Security
Centralized management •
Simplified client configuration
Next-gen protection Win10
Attack Surface Reduction Win101
Network Protection
Web Category blocking
Endpoint detection and response
Cross platform support (iOS/Android/Mac)
Automated investigation and response
Threat and vulnerability
Threat intelligence
PRE MDB
Microsoft
365
Business
Premium
Microsoft
Defender for
Business
(MDB)
•
•
•
•
•
•
•
•
•
•
•
•
•1
•
•
•
•
•
• •
• •
• •
• •
• •
• •
• •
•3 •3
•2 •2
• •
•2 •2
1
Limited. 2
Optimized for SMB.
3 iOS and Android security without Intune for MDB
standalone in preview. Intune Plan 1 is included in Microsoft
365 Business Premium. Please see Documentation for more
detail.
WITH MDB

31. Azure Virtual Desktop
Delivering endpoint security across platforms
1Add-on for server support is now available. 2iOS and Android security without Intune for MDB standalone in preview. Intune Plan 1 is included in Microsoft 365 Business Premium. See Documentation for
detail.

32. Microsoft Defender for
Business is now included
in Business Premium
Microsoft Defender Business
($3pupm)1
Enterprise-grade
endpoint security
Per user license
 Next generation protection
 Cross-Platform support (iOS,
Android, Windows, MacOS)2
 Endpoint Detection and Response
 Threat and Vulnerability
Management
 …and more
Microsoft 365 Business Premium ($22pupm)1
Comprehensive productivity and security solution
Per user license
Microsoft 365 Business Standard ($12.50)1
Office apps and services, Teams
Microsoft Defender for Office 365 Plan 1
Intune
Azure AD Premium Plan 1
Azure Information Protection Premium P1
Exchange Online Archiving
Autopilot
Azure Virtual Desktop license
Windows 10/11 Business
Microsoft Defender for Business
Shared Computer Activation
1. As standalone SKU, up to 300 users
Entitlement for use on up to 5 devices
2. Included as part of Microsoft 365
Business Premium, up to 300 users.
3. Add-on server offering now available
1price is subject to change based on subscription term, currency and region
Licensing Options
New
2Add-on for server support is now available. iOS and Android security without Intune for MDB standalone in preview. Intune Plan 1 is included in Microsoft 365 Business Premium. See Documentation for detail.

33. Ransomware
During the busiest time of the year, Northwind Traders’ mission critical files
became unusable. Hackers used ransomware to encrypt Northwind’s files,
demanding a payment for the encryption “key”. Northwind must either pay
up or lose their data, which could result in business closure.
Mission
Critical
80%
of SMBs list
ransomware as
a top concern.1
1Source: Microsoft Internal Research of SMBs (2-299 employees), 2019
Challenge

34. Protect against ransomware
With Microsoft 365 Business Premium, devices are protected with
features like Microsoft Defender. Microsoft Defender for Business
will provide multi-layered protection – with Threat and Vulnerability
Management thwarting attacks before they occur and EDR and
Automated Investigation and Response defending against manual
and targeted attacks.
Microsoft 365
Business Premium
Microsoft 365 Business Premium protects against
ransomware in 3 ways:
Email sandbox and Safe Links for untrusted senders
Protection against targeted ransomware attacks with EDR (coming soon)
Automated Investigation and Responds provides post-breach protection
File recovery via OneDrive for Business
Mission
Critical
94%
In 2020 the average cost of
downtime associated with
ransomware attacks rose1
1Source: Datto’s 2020 Global State of the Channel Ransomware Report, statistics pulled from a survey of more than 1,000 MSPs around the world.
Solution

35. Demo of customer scenarios+ Microsoft Defender
for Business
(David)

36. Security sales in the real world: WeSafe

37. WeSafe Sales journey
Our lead generation
typically starts with a
lead from Inbound
marketing, advertising,
webinars or workinars or
through our partners.
Next, we schedule a
meeting with the
customer to discuss
their needs or organize
a free demonstration of
e.g. for securescore.
In the next phase we
propose a complete
solutions with our
managed services and
consultancy services.
WeSafe IT – Started 7 years
ago in Sweden, focusing
exclusively on Microsoft cloud
services.
Team of over 34 employees,
serving over 300 customers with
bulk of customers being in the
of 20-300 users range.
Standardized our customer
offering on Microsoft 365
Business Premium, on top of
which we add our own managed
services

38. Leading the conversation with Secure Score

39. Leading the conversation with Secure Score
Click to add text

40. Leading the conversation with Secure Score
Click to add text

41. Leading the conversation with Secure Score
Secure Score
Network Score
Compliance Score
Productivity Score
Azure Secure Score
Green: Your environment is at
an acceptable level
Yellow: Your environment is a
level where it is actions to
improve score is advisable
Red: Your environment is at a
critical level and action needs
to urgently be taken
Read everything about
Microsoft 365 as a Service
Do you want a report with
specific details to improve?
Request here!

42. Create flywheel of ongoing managed services revenue with
Microsoft 365 Business Premium
Sample Customer Deployment
T mo. T+2 mo. T+3 mo. T+5 mo.
Ongoing End user training and assessments
Deliver value
Establish security baselines,
deploy Teams, Office 365
Secure data
Get hybrid work ready
Map to security standards
Optimize workflows
Microsoft 365
Business
Premium
Features
Office 365, Teams, MFA with
Conditional Access
Anti-Phishing, Malware and
Ransomware protection
Intune based device mgmt
Device provisioning with Autopilot
DLP /Azure Information Protection
Cloud App Discovery
Full Microsoft 365 Business
Premium security capabilities
Power apps
Add-on
services
Migration and deployment
Standardized identity and access
security policies
Device Lifecycle management
Data governance, retention and
compliance policies e.g. Healthcare
or Banking regulations
Shadow IT Discovery and
remediation
Implement full Security frameworks
like NIST/CIS including recovery
and remediation services
Add-on Business Voice solutions
Microsoft Teams Meeting Room
solutions
Power apps based workflows
Azure Consumption
Dynamics Upsell

43. Shift to managed services
drove recurring revenue
WeSafe IT – post 2021
New Strategy – Follow the
platform development and build
add-on value with managed and
packaged services with no or low
code solutions.
Build solutions that scale to
multiple customers.
Result:
Recurring revenue mix
increased from 1/3rd to 2/3rd
Predictable income, even in
face of economic uncertainty
Easy to scale costs up or
down on a daily basis
33%
Recurring
revenue
68%
Recurring
revenue
+320%
-33%
+80%
+59%
-56%
Shift to managed services
Recurring Rev Mix (2017) Sources of Revenue (2017) Sources of Revenue (2020) Recurring Rev Mix (2020)
Packaged Services, 5%
Hardware, 12%
Azure, 11%
O365, 17%
Consulting, 55%
Packaged Services, 21%
Hardware, 8%
Azure, 20%
M365, 27%
Consulting, 24%

44. Setting us up well for delivering remote work
Standardization of Managed
services based on Microsoft
365also gives us economies of
scale and positioned as well for
remote work. As a result we’re
forecast continued growth and
profitability as we help customers
WFH.
2020 results:
Revenue per employee to
increase 60% vs 2017
Profitability per employee
increased more than 250%

45. Handle objections
03

46. I have an Anti-Virus solution.
Why do I need to invest in additional security?

47. AV is not enough!
300%
increase in identity attacks
over the past year3
Phishing and stolen credentials
(hacking) are among the top threat
action varieties in breaches for SMBs2
+300%
Ransomware attacks in the past
year, with more than 50%
targeted at small businesses 6
1 Source: https://www.microsoft.com/security/blog/2019/08/20/one-simple-action-you-can-take-to-
prevent-99-9-percent-of-account-attacks/ based on MSFT internal study
2.2020 Verizon Data Breach Investigations Report
3. MSFT Internal research

48. Traditional Antivirus vs Defender for Business

49. Today’s sophisticated attacks call for Layered security
Microsoft 365 Business Premium
Identity Security
Azure AD Features like MFA
Self Service Password Reset
Conditional Access
Dynamic Groups
Device Security
Full Centralized Management of
Mobile and Laptops with Intune
Remote wipe of data of lost &
stolen devices
BitLocker Encryption
Enforce Strong Pin requirements
along with Wi-Fi, VPN profiles
New! Microsoft Defender for
Business
Application Security
Restrict copy/paste/save corp data
to personal apps using Intune App
Protection Policies
Defender for Office 365 for
protection against malware and
zero day attacks
Data Loss Prevention to monitor
sensitive data from being
transmitted
Email restrictions like “Do Not
Forward” or “Encrypt Email”
Document Security
Azure Information Protection
protects, classifies Documents for
secure sharing including in Teams
Revoke access to Documents
Track Sensitive documents
10 Pro

50. I have Business Basic / Business Standard.
Why should I pay more for Microsoft 365
Business Premium?

51. Microsoft 365 offerings for small & medium businesses
Microsoft 365 Business Basic
Cloud Services
$6 per user/month1
Formerly Office 365 Business Essentials
Microsoft 365 Business Standard
Cloud Services
$12.50 per user/month1
Desktop Apps
Formerly Office 365 Business Premium
Microsoft 365 Business Premium
Cloud Services
$22 per user/month1
Desktop Apps
Comprehensive Security
Formerly Microsoft 365 Business
Note: Not all features/product logos shown.
1price is subject to change based on subscription term, currency and region

52. Comparisonof Microsoft365 BusinessStandardand Microsoft365 BusinessPremium
Features
Microsoft 365
Business Basic
Microsoft 365
Business Standard
Microsoft 365
Business Premium
Estimated retail price per user per month $USD (with annual commitment)1 $6.00 $12.50 $22
Maximum number of users 300 300 300
Office Apps
Install Office on up to 5 PCs/Macs + 5 tablets + 5 smartphones per user (Word, Excel,
PowerPoint, OneNote, Access), Office Online
Web Only Business Business
Email & Calendar Outlook, Exchange Online 50GB 50GB 50GB
Hub for Teamwork Chat-based workspace, online meetings, and more in Microsoft Teams   
File Storage OneDrive for Business 1 TB/user 1 TB/user 1 TB/user
Social, Video, Sites Stream, Yammer, Planner, SharePoint Online, Power Apps, Power Automate   
Business Apps Customers Scheduling with Bookings  
Threat Protection Microsoft Defender for Office 365 
Identity Management Full Azure AD Premium Plan 1 
Device & App
Management
Microsoft Intune 
Shared Computer Activation 
Windows AutoPilot 
Upgrade rights to Windows 10 Pro for Win 7/8.1 Pro licenses 
Information
Protection
Data Loss Prevention 
Azure Information Protection Plan 1, BitLocker Enforcement 
Compliance Unlimited email archiving2 
Endpoint security Microsoft Defender for Business 3
Now Available
[1] price is subject to change based on subscription term, currency and region
[2] Unlimited archiving when auto-expansion is turned on
[3] Microsoft Defender for Business is available in Microsoft 365 Business Premium and as a standalone SKU. Read the blog post to learn more.
https://aka.ms/M365BPPlaybook

53. Upsell Guides
for Partners
Microsoft 365 Business Basic to Business Premium
Microsoft 365 Business Standard to Business Premium
https://aka.ms/
M365BPPlaybook

54. If I move a customer from Microsoft 365
Business Basic/Business Standard or Office
365 E3, will their settings change?
Yes, customers can retain settings.
• Upgrade to a different business plan | Microsoft Docs (Business Basic/Business
Standard to Business Premium)
• Microsoft 365 and Office 365 plan options - Service Descriptions | Microsoft Docs

55. Does Microsoft Defender for Business
really bring new capabilities to
Business Premium?

56. Microsoft Defender for Business brings many E5 capabilities to SMB
Cross platform and enterprise grade
protection with next-gen protection,
endpoint detection and response, and
threat and vulnerability management.
Available as a standalone
device security solution
and as part of Microsoft
365 Business Premium.
Standalone offering will
serve non-Microsoft
365 customers. No
licensing prerequisites
Supports multi-customer
viewing of security incidents
with Microsoft 365 Lighthouse
for partners.
Customer size < 300 seats > 300 seats
Device security capabilitiesSKU Microsoft Defender for Business
Microsoft Defender for Endpoint
Plan 1
Microsoft Defender for Endpoint
Plan 2
Centralized management
Simplified Firewall and Antivirus configuration for Windows
Threat and Vulnerability Management
Attack Surface Reduction
Next-Gen Protection
Endpoint Detection and Response 1
Automated Investigation and Remediation 1
Threat Hunting and 6-months data retention
Threat Analytics 1
Cross platform support for Windows, MacOS, iOS2, and Android2 clients
Windows server and Linux server
Microsoft Defender for Business
servers add-on
3 3
Microsoft Threat Experts
Partner APIs
Microsoft 365 Lighthouse for viewing security incidents across customers
1
Optimized for SMB. 2
iOS and Android security without Intune for MDB standalone in preview. Intune Plan 1 is included in Microsoft 365 Business Premium. 3
Requires server add-on. See Documentation for detail.

57. Defender for
Business brings
enterprise grade
device security to
Microsoft 365
Business Premium
Microsoft
365
Business
Premium
eDiscovery and Audits
eDiscovery •
Litigation Hold •
Email Archiving •
Information Protection
Information Rights Management •
File classification/labeling •
File tracking and revocation •
Data Loss Prevention
Message Encryption •
Data Loss Prevention •
Data App Security •
Email and Collaboration
Security
Safe links •
Safe Attachments •
Anti-phishing •
Device management
Windows device setup & management •1
Device health analytics •
Mobile Device Management •
Mobile App Management •
Identity and Access
Management and Security
Risk based Conditional access •
Multi-factor authentication •
Device Security
Centralized management •
Simplified client configuration
Next-gen protection Win10
Attack Surface Reduction Win101
Network Protection
Web Category blocking
Endpoint detection and response
Cross platform support (iOS/Android/Mac)
Automated investigation and response
Threat and vulnerability
Threat intelligence
PRE MDB
Microsoft
365
Business
Premium
Microsoft
Defender for
Business
(MDB)
•
•
•
•
•
•
•
•
•
•
•
•
•1
•
•
•
•
•
• •
• •
• •
• •
• •
• •
• •
•3 •3
•2 •2
• •
•2 •2
1
Limited. 2
Optimized for SMB.
3 iOS and Android security without Intune for MDB
standalone in preview. Intune Plan 1 is included in Microsoft
365 Business Premium. Please see Documentation for more
detail.
WITH MDB

58. Is Microsoft 365 Business Premium
truly cross-platform?

59. Microsoft 365 Business Premium:
Security and management across platforms
Cross platform productivity and
collaboration.
Device management for Windows,
iOS, Android with Intune
Cross platform endpoint security with
Microsoft Defender for Business
Coming soon
Device agnostic protection for
email, chats and data with
Defender for Office 365 and
Azure Information protection
Endpoints* Mobile device OS*
Azure Virtual Desktop
Virtual desktops
1Add-on for server support is now available. 2iOS and Android security without Intune for MDB standalone in preview. Intune Plan 1 is included in Microsoft 365 Business Premium. See Documentation for detai

60. Is Microsoft 365 Business Premium really cost
competitive?

61. Simplify your technology investment and help reduce cost
$22
monthly2
Microsoft 365
Business Premium
One solution to run your
business securely, from
anywhere
Security, Identity and Device Mgmt
Remote access solutions $5
Advanced Email protection $5
Single Sign-On $2
Conditional Access+ MFA $6
Endpoint anti-virus protection ~$3
Endpoint Detection and Response ~$5
Device management $4
Collaboration and Productivity
Productivity apps and file storage $12
Chat based collaboration $6.67
>$45
monthly cost of
3rd party solutions1
1Estimates based on published prices ; Price subject to changes
2Microsoft 365 Business Premium priced at $22pupm starting March 1, 2022, Price is subject to change based on subscription term, currency and region;
File Storage and Productivity apps – Google Workspace $12 (unlimited storage) Online chat-based collaboration – Slack $6.67
Single Sign On– Okta $2; Adaptive MFA (Conditional Access+ MFA) – Okta $6
Device Management - IBM MaaS 360- $4.00, Endpoint Protection: Sentinel One Complete (Antivirus with EDR) $8, Proofpoint email protection - $5
Remote Access: Windows Terminal server CAL ($199 perpetual per user; over 3 years – per month would be around $5); TeamViewer - $49 per user per month
New! Microsoft Defender for Business
Premium customers now Generally Available in
Microsoft 365 Business Premium

62. What happens if Microsoft Defender for Business exists in
the same tenant as Defender for Endpoint (MDE) P1/P2?

63. Mixed Licensing with
Defender for Business
Learn more at https://aka.ms/MDB-MixedLicensing. If your organization grows beyond 300 users, it's recommended to choose an enterprise plan that includes Defender for Endpoint for all users.
If a tenant has both, all users and devices
will receive the Defender for Business
experience.
If you want MDE P1 experience, raise a
support request to have the experience
switched.
If you want MDE P2 experience, 100% of
users must be licensed for MDE P2 then
raise a support request to have the
experience switched.

64. Why should you choose Microsoft
as your security provider?

65. Microsoft Defender
consistently rated top AV
AV-TEST: Protection score of
6.0/6.0 in the latest test
AV-Comparatives: Protection rating of
99.7% in the latest test
SE Labs: AAA award in the latest test
MITRE: Industry-leading optics and
detection capabilities
https://docs.microsoft.com/en-us/windows/security/threat-protection/intelligence/top-
scoring-industry-antivirus-tests
1
2
3
4

66. Microsoft Security—
a Leader in 5
Gartner Magic
Quadrant reports
November

67. Microsoft named a
Leader in IDC MarketScape
for Modern Endpoint
Security for Enterprise and
Small and Midsize
Businesses
IDC MarketScape: Worldwide Modern Endpoint Security for Small and Midsize Businesses
2021 Vendor Assessmenthttps://idcdocserv.com/US48304721
IDC MarketScape vendor analysis model is designed to provide an overview of the
competitive fitness of information and communication technology (ICT) suppliers in a given
market. The research methodology utilizes a rigorous scoring methodology based on both
qualitative and quantitative criteria that results in a single graphical illustration of each
vendor’s position within a given market. The Capabilities score measures vendor product, go-
to-market, and business execution in the short term. The Strategy score measures alignment
of vendor strategies with customer requirements in a three to five-year timeframe. Vendor
market share is represented by the size of the icons.
Microsoft named a Leader in IDC MarketScape for Modern Endpoint Security for
Enterprise and Small and Midsize Businesses - Microsoft Security Blog

68. Resources and next steps

69. Resources: How to drive a customer conversation on security?
Follow the sales journey below
01
Discover needs
Realize more value with
customer lifecycle
management-Project Orland
Use Secure Score to help
customers understand
security posture and risks.
Additional Asset:
• Customer-ready email
02
Pitch the solution
Pitch the solution using
BDM Pitch Deck and
video.
Microsoft SMB
Workshops
03
Handle objections
For objection handling use
the BP Upsell Deck
NEW MDB-To Partner
Objection Handling
resource
04
Manage & deploy
Best Practices-Practical guide to
securing work from anywhere
using Microsoft 365 Business
Premium
Use Microsoft 365 Ligthouse to
secure customers at scale and
check risky users and alerts.
Implement CIS Frameworks with
Microsoft 365
Get started at https://aka.ms/M365BPPlaybook

70. Microsoft 365 Partner Playbook
Microsoft 365 Partner Playbook: Practical Guidance across the partner journey
Understand business
opportunity
Partner opportunity
Build profitable
managed services
Managed services best
practices from experts
Train your team
Technical
Technical Training
Sales GTM
Customer
Conversation aids
Manage and deploy
solutions
IT Checklist
Deployment Guide
Webinars
Decks and docs Videos Tools and templates
Microsoft 365 Business Premium Partner
Playbook
https://aka.ms/M365BPPlaybook
Practical Guidance for partners for building a profitable managed service practice with Microsoft 365 Business
Premium – including managed services offers that meet today’s customer needs, technical and sales training and
go to market content. Built in partnership with Industry and Microsoft experts. Companion tools and online
training.

71. Get started on your Microsoft 365 Business Premium Journey
CTA Resources
How do I learn more about Microsoft 365 Business
Premium?
Learn more about the solution
Get started with demo environment
https://aka.ms/m365bp
https://transform.microsoft.com
How do I get my staff trained?
Join our webinar series
Get the playbook
Train your staff with TechFundamentals workshops
https://aka.ms/M365MDBSeries
https://aka.ms/M365BPPlaybook
Microsoft 365 Business Premium and BV IUR Benefits
on Partner Center
How do I stay connected?
Stay updated with latest product news, ask questions,
give feedback
https://aka.ms/smbtc

72. © Copyright Microsoft Corporation. All rights reserved.