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Welcome to Love Cloud IE
The document summarizes an event called Love Cloud taking place on February 15, 2018 at the Clayton Hotel in Dublin. The agenda includes presentations on topics like Microsoft 365, Azure, Acronis cloud backup, and Vuzion's marketing tips. The event will run from 9:30am to 1pm and include breaks for refreshments and a networking lunch. Various speakers from Microsoft, Vuzion, and Acronis will provide information and updates on their cloud products and services.
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Welcome to Love Cloud IE
- 1. Welcome to LoveCloud Thursday 15 February 2018 | 09:30-13:00 Clayton Hotel, Liffey Valley, Dublin @vuzioncloud #LoveCloudDUB
- 2. What is LoveCloud? @vuzioncloud #LoveCloudDUB Who are Vuzion?
- 3. Love Cloud |Agenda 9:30-9:45 Welcome & Introduction 9:45-10:15 Modern Workplace & Microsoft 365 10:15-10:30 Azure Update & Current Usage Scenarios that Customers are Buying 10:30-10:45 Acronis Cloud Backup: Why is it Important to Have a Cost-Efficient Backup Regime? 10:45-11:00 Vuzion’s Top 10 Marketing Tips for Successful Connections with Customers 11:00-11:15 Break and Refreshments ☕ 11:15-11:45 Microsoft Business Intelligence Like Never Before: Go From Data to Insights in Minutes 11:45-12:00 Introducing the New Vuzion Control Panel 12:00-12:15 Vuzion Training & Development 12:15-12:30 Closing Thoughts 12:30-13:00 Networking Lunch 🍽🍽 @vuzioncloud #LoveCloudDUB
- 4. Love Cloud Modern Workplace& Microsoft 365 Lisa Hunt | Microsoft
- 5. A complete, intelligentsolution to empower employees to be creative and work together, securely. Microsoft 365 Office 365 Windows 10 Enterprise Mobility + Security
- 6. What doestoday look likefor your customers? Local Logins /MSA New PCs bought adhoc PCs refreshed when dead Employees using personal mobile devices IT purchasing decisions made “on the spot” “GOOD ENOUGH” PLATFORMS LEGACY BACK OFFICE NO TECHNOLOGY STRATEGY FRAGMENTED END-POINT SOLUTIONS
- 7. What doestoday look likefor you? TOUGHER COMPETITIVE ENVIRONMENT INREASINGLY COMPLEX CUSTOMER DEMANDS MULTIPLE TECH PRODUCTS Cross-platform device management requirements Custom solutions required for interoperability Increased security exposure Race to the bottom pricing impacts deal profitability Greater effort to maintain customer base Difficulty differentiating brand Increased implementation and management complexity Multiple technology vendors servicing single client Need to source best of breed solutions
- 8. What is Microsoft365 Business? An integrated solution bringing together best-in-class productivity tools, security and device management A holistic set of business productivity and collaboration tools • Word, Excel, PowerPoint, Outlook, OneNote, Publisher, and Access • Exchange, OneDrive, Skype, Teams, SharePoint • Business apps from Office (Bookings, Outlook Customer Manager, MileIQ1, Listings1, Connections1, Invoicing1) Enterprise-grade device management and security capabilities • App protection for Office mobile apps • Device management for Windows 10 PCs • Consistent security configuration across devices • Protection of company data across devices • Windows Defender, always-on and up-to-date Simplified device deployment and user setup • Single admin console to setup and manage users and devices • Auto-installation of Office apps on Windows 10 PCs • Always up-to-date Office + Windows 10 • Streamlined deployment of PCs with Windows AutoPilot {1} Available in US, UK, and CA
- 9. TOUGHER COMPETITIVE ENVIRONMENT INREASINGLY COMPLEX CUSTOMER DEMANDS MULTIPLE TECH PRODUCTS Cross-platform device management requirements Customsolutions required for interoperability Increased security exposure Race to the bottom pricing impacts deal profitability Greater effort to maintain customer base Difficulty differentiating brand Increased implementation and management complexity Multiple technology vendors servicing single client Need to source best of breed solutions What doesMicrosoft 365Business mean for you? Expand Your Services • Upsell managed services more easily • Increase addressable markets • Recapture services revenue Drive Customer Retention • Become a trusted advisor • Demonstrate unique value • Address security concerns Increase Your Profitability • Simplify the sales cycle • Avoid sourcing solutions from multiple vendors • Implement quickly
- 10. …other security solutionswere overkill for my smaller customers. But now I have the opportunity to upsell to a 25-user- customer my MDM services Chris Oakman, CEO, Solace IT …
- 11. Enable Modern Workplacewith Microsoft 365
- 12.
- 14. Trends in theworkplace Sense of purpose Harnessing ingenuity Multi-generational teamwork Expertise without boundaries Increased transparency
- 15. The evolving modernworkplace Creativity & critical thinking Dynamic & agile teamwork Open & transparent flow of information Open physical & digital workspaces Sophisticated organizational breaches Routine tasks Individual productivity Limited access to data Designated office space Common security threats
- 16. Microsoft 365 A complete,intelligent, secure solution to empower employees Intelligent security Unlocks creativity Built for teamwork Integrated for simplicity
- 17. Create compelling contentwith intelligent apps Work naturally with ink, voice, and touch Visualize information in new ways Connect the experience across devices Unlocks creativity
- 18. Email and calendarwith Exchange Connect to people, content, and apps with SharePoint Voice, video, and chat with Skype and Microsoft Teams Network across the organization with Yammer Co-author with Office 365 ProPlus Built for teamwork
- 19. Integrated for simplicity MinimizeTCO across deployment, management, & servicing Broad support for PC, Mac, iOS, & Android platforms Comprehensive management of your entire workforce
- 20. Identity & accessmanagement Information protection Threat protection Security management Intelligent security
- 21. Thank you Speak toa member of the Vuzion team if you’d like to know more! @vuzioncloud #LoveCloudLDN
- 22. ACRONIS BACKUP CLOUD O365& RANSOMWARE Pieter Steins Bisschop Love Cloud Dublin
- 23. 23ACRONIS ® 2018 ManagementConsole Policy Engine Multi-Tenant Multi-Tier Audit Usage Reporting REST API Integrations Acronis Backup Cloud Acronis Files Cloud Acronis Data Cloud Services Future Cloud Services Acronis Disaster Recovery Cloud Acronis Storage Acronis Data Cloud Services At a Glance
- 24. 24ACRONIS ® 2018 O365Backup
- 25. 25ACRONIS ® 2018 O365Backup
- 26.
- 27. 27ACRONIS ® 2018 Globaldamages from ransomware attacks in 2017 are expected to exceed $5 billion Source: Symantec report http://bit.ly/2xR8zmi 20,000 30,000 40,000 50,000 60,000 70,000 80,000 90,000 Ransomware infections trends 90% of people lose data due to accidental deletion, viruses, ransomware, hardware failure, device damage or theft 20% of hard drives fail during four-year period 120k computers and devices are lost or stolen every week in the US Companies and home users lose data… … more and more due to Ransomware
- 28. 28ACRONIS ® 2018 Source:F-Secure With an economic incentive to it, new Ransomware families appeared fast…
- 29. 29ACRONIS ® 2018 Twomajor global attacks just few months apart targeted companies May 2017. WannaCry ransomware impacted telephone companies, hospitals, manufacturing - all sorts of companies in over 100 countries, as well as home users. June 2017. NotPetya is actually much worse than ransomware – it wipes your data without any chance to restore. And it is affecting businesses as well as families. Google News, 12-May-2017 at 7:10pm EST … and attacks achieved new scales in 2017
- 30. 30ACRONIS ® 2018 Advancinginto new operating systems Advancing into new platforms and devices Ransomware-as-a-Service Advanced attack techniques Picture: Ransomware attach hits a railway station in Germany Ransomware Big Trends
- 31. 31ACRONIS ® 2018 Ransomwarefor Mac Ransomware for Linux Mac targeted … hope for larger ransoms • Infection through Premiere CC and MsOffice cracks • Distributed as deceived BitTorrent app • Ransomware-as-a-Service in black market Highly relevant for servers! • Case: South Korean hosting company Nayana infected • 153 Linux servers, 3,400 websites affected • USD 1M paid in ransom Trend 1: Advancing into new operating systems
- 32. 32ACRONIS ® 2018 Smartphones Wearables& Consumer Goods Medical Equipment Smart Vehicles Internet of Things Trend 2: Advancing into new platforms
- 33. 33ACRONIS ® 2018 Anyonecan become a cyber-criminal, no training required Example: Satan. Easy to deploy. Advertised as “capable to create own ransomware in less than 1 minute,” earns 70% cut of ransoms paid Ransomware-as-a-Service more and more popular, targeted at multiple different operating systems Trend 3: Ransomware-as-a-Service
- 34. 34ACRONIS ® 2018 Front-End Protection Protectionagainstphysicaldataloss Back-End Protection AcronisBackup On-Premise, Cloud, Hybrid Acronis Active ProtectionTM Detection and restore Systems Any Device Servers, PCs, Macs, Phones, VMs, etc. The result: Data can never be compromised ProtectionagainstRansomware Acronis Next Generation of Data Protection
- 35. 35ACRONIS ® 2018 Statistical distributiontest Compares data distribution within files to detect anomalies Protection against injections Detects ransomware that tries to partially encrypt files (Cerber) on behalf of trusted processes Ransomware evolves…
- 36. 36ACRONIS ® 2018 AcronisCustomersAcronis Labs Infected and clean processes farms Provides processes behavior data Updated knowledge base Acronis Learning Service Acronis Cloud Brain Model training, parameters optimization You are protected even without Internet Acronis Local Knowledge Base Acronis Active Protection 2.0: Learning Infrastructure … Data Protection evolves too
- 37. 37ACRONIS ® 2018 Complete 21platforms protected Fast 15-second RTOs Reliable 500,000+ businesses trust Acronis Easy 3 clicks to back up Upgrade via license key Innovative Prevents ransomware attacks Azure Windows Server Windows PC Exchange SQL Server Share Point Active Directory Hyper-V Mac iPadiPhone Linux Server Android Amazon EC2 VMware vSphere Office 365 Oracle x86 VM Server Oracle Database Red Hat Virtualization Linux KVM Citrix XenServer Technology Evolves – Your Backup Should Too with Acronis Active ProtectionTM Acronis Protects in Different Environments
- 38. Thank you Speak toa member of the Vuzion team if you’d like to know more! @vuzioncloud #LoveCloudLDN
- 39. Love Cloud Top 10Marketing Tips Mark Terry | Vuzion
- 40. Times Have Changed Yesterdaymarketing was seen as a creative cost centre Todays marketing is still trying to earn their seat at the leadership table Tomorrow marketing will be seen as revenue generators PAST TODAY FUTURE Brand Creative Sales “Support” Standalone tactics ACTIVITY FOCUSSED Marketing Funnel Pipeline Contribution Analytics Seller-Centric Campaigns Customer Relationships METRICS FOCUSSED One Pipeline Revenue Ownership Predictive Analytics Buyer- Centric Campaigns Customer Experience Data-Driven Decision Making REVENUE FOCUSSED
- 41. @vuzioncloud #LoveCloudDUB@vuzioncloud #LoveCloudLDN Marketinginvolvement AWARENESS / INTEREST UNDERSTAND CONSIDER ANALYSE/ EVALUATE PURCHASE THEN… MARKETING SALES NOW… MARKETING SALES Marketing owning an increasing part of the sales journey
- 42. Channel Explosion Events Direct Mail Telephone TV Radio <1990 Print Display IM Email Events DirectMail Telephone TV (+Satellite) Radio 1990s Print Display Website Search Online Display IM Email Events Direct Mail Telephone TV Radio 1999 Print Display (+ Online) Website Search Paid Search Video Webinars Affiliate Marketing SMS IM Email (+ Mobile) Events Direct Mail Telephone TV Radio Print Display 2000s Website (+Mobile) Search Paid Search Online Display Video Webinars Blogs Podcasts Contextual Social Affiliate Marketing Apps Push Notifications SMS + MMS IM Email (+ Mobile) Events Direct Mail Telephone TV Radio Print Display 2010s Website (+Mobile) Search Online Display Programmatic Display Paid Search Video Webinars Blogs Podcasts Contextual Social (+ DM) Paid Social Affiliate Marketing
- 43. Marketing Budgets Companies spendbetween 10-13% of total revenue on Marketing, after years of growth… ITS SHOW TIME! ©20th Century FoxSource: Gartner
- 44. 1. Work toa Framework TACTICS (ACTIVATING / IMPLEMENTING STRATEGY) SITUATION (WHERE ARE WE NOW?) STRATEGY (HOW DO WE GET THERE?) OBJECTIVES (WHERE DO WE WANT TO BE?) CONTROL (HOW WE MONITOR PERFORMANCE?) EXPAND (HOW WE OPTIMISE & IMPROVE) ACTIONS (RESPONSIBILITIES, RESOURCES, SKILLS)
- 45. 2. Review yourProposition • WHAT are you selling? • WHO are you selling to? WHERE are you selling? • HOW are you different from your competition? • WHY do you do what you do? WHY should I buy it from you? Develop and test your value proposition Ensure your people are bought into it – create a culture
- 46. 3. Benchmarking Performance Benchmarkingis crucial to: Show how future marketing work is performing against previous activities Show how your properties setup and seen/scored/ranked by others e.g. Google SCORE YOUR DIGITAL MARKETING ASSETS Blog Content and copy Customer experience Design Digital marketing Facebook LinkedIn SEO Social Technical Twitter Website DEVELOP YOUR MARKETING SKILLS
- 47. 4. Review EachTouchpoint AWARENESS UNDERSTAND CONSIDER ANALYSE Service Pages, Whitepapers, Webinars, Videos Brochures, Demos, Trials Social Endorsement, Recommend Colleague Satisfaction Survey, Case Studies/Testimonials Tips, Recommendations, Assessments ENABLE ENGAGE DELIGHT ACTIVATE Press, Awards, Events, Research, Infographics PURCHASE Reviews, Success Stories, Comparisons, Calculator Checklists, How to Guides/Videos OWNED & EARNED Email, Events, Social, Account Management & Support PAID & EARNED SEM, Display, Social, SEO, PR
- 48. 5. Best Salesperson 1.Always selling 2. Knows the most about your business, industry and services 3. Always delivers the right pitch 4. Can do things you can’t 5. Handle the most prospects without moaning 6. Delivers the highest number of leads 7. The perfect team player CONSTANTLY INVEST IN YOUR WEBSITE TO ENSURE IT DELIVERS BUSINESS SUCCESS
- 49. 6. Marketing Automation Whatinformation are you able to gather from your website visitors? What commercial actions can you drive from your data?
- 50. 7. The Importanceof Content • 86% of UK B2B companies use content as the engine behind all Lead Generation, Cross-Selling and Up-Selling activities • On average 30% of B2B companies marketing budget in the UK is spent on Content Marketing 15% 28% 15% 21% 9% 8% Daily >1 Per Week Weekly >1 Per Month Monthly <1 Per Month Resource: Content Marketing in the UK 2018 – Benchmarks, Budgets & Trends http://vuzl.ink/ukcontentmarketing2018 Rinse & Repeat Maximise effectiveness across all channels • Social: Post & Share • Email: Newsletters, Email Programs, Email Signature • Web: Homepage Banner, Content, LiveChat, Blocks, Blogs, Portals • Paid Media: Search, Display, Social, Content Networks • PR: Sell into Publishers and Key Influencers • Events & Webinars: Discuss, promote & distribute • Telemarketing Sales, Account Managers: Discuss and promote content during calls How often do successful Tech Marketers publish content?
- 51. 8. Delivering GreatExperiences • Marketing technology spend overtook IT technology spend in 2017 • On average UK businesses are spending 16% of their marketing budget on technology • The UK and US Marketing Technology marketplace is currently worth £24.5 billion per year • Number of solutions has grown exponentially with >6,000 in the market Key Marketing Technologies Acquisition Content Management Communications Data Analytics & Intelligence Customer Feedback Database Sources: Gartner 2017, Chief MarTech, WARC
- 52. 9. Measure &Iterate Keyword Rankings, Reach, Impressions, Open Rate % METRICSUSER JOURNEY New Users, Users, Followers, Clicks, Click Through Rate, Click To Open %, Cost Per Click, Download, Form Submissions - By Type, By Channel Returning Users, Page Views, Bounce %, Avg. Session Length, Avg. Page Views Per Session, Shares, Retweets, Unsubscribe %, Leads - By Type, By Channel Opportunities, Lead to Opportunity (%), Probability to Win, Est. Revenue, Est. Close Date BehaviouralLeadScore AWARENESS UNDERSTAND CONSIDER ANALYSE ENABLE ENGAGE DELIGHT ACTIVATE PURCHASE Won Opportunities (number, £, seats) Avg. Deal Size, Avg. Seats Conversion Rate %, Cost Per Acquisition
- 53. Marketing ROI Brent Combest GeneralManager, OCP Microsoft “Microsoft’s top performing partners spend between 8 to 10% of revenue on marketing, other partners spend 1 to 2%. Top partners are growing at 2x faster and seeing a 30-40% growth rates on revenue. “
- 54. Thank you 'Microsoft musttransform its marketing in the next 3 years or fail’ Chris Capossela, Microsoft CMO
- 56. Readiness & EnablementProgramme Craig Gordon, Head of Vuzion Abby Herzberg, Training Coordinator February 2018
- 57.
- 58. VUZION EDGE EDUCATE DEVELOP GROW ENGAGE Readiness &Enablement Programme
- 59. Educate Your Sales& Technical Teams PRODUCT CATEGORIES Modern Workplace Data & Artificial Intelligence Business Applications Apps & Infrastructure Micro Learning Virtual Learning Live Instruction
- 60. Develop Your Skills& Knowledge MICROSOFT COMPETENCIES Office 365 • Cloud Productivity • Small & Midmarket Cloud Solutions • Communications • Messaging Dynamics 365 • Business Applications • Cloud Customer Relationship Management • Enterprise Resource Planning Microsoft 365 • Windows & Devices • Enterprise Mobility Management Azure • Cloud Platform • Application Development • Datacenter • Enterprise Mobility Management
- 61. Grow Your SalesPipeline Customer Events Go To Market Planning Smart Eco-System Coaching Sales Training Solution Sales Support
- 62. Engage and WinMore Customers Pre-Sales & Support Training Sales & Marketing
- 63. INCENTIVES Up to $210,000 AdditionalRebate Microsoft Azure INCENTIVE: 2 Months rebate up to $10,000 for new Azure CSP customers UK ONLY!! + $1,000 per $3,000 consumed, per customer IN ADDITION TO: 10% Margin 8% Core Incentive Rebate 10% Azure VM Instances 5% EU/EFTA Accelerator Up to $70,000 Additional Rebate Microsoft Dynamics 365 INCENTIVE: $2,000 rebate per new Dynamics 365 CSP customer + $5,000 rebate per $1,000 spend IN ADDITION TO: 18% Margin 8% Core Incentive Rebate Additional Rebate Microsoft Office 365 INCENTIVE: 10% Additional rebate for >150 seat customers IN ADDITION TO: 15% Margin 8% Core Incentive Rebate 3% Business Premium, E3 & E5 5% Microsoft 365 E3 & E5
- 64. abigail.herzberg@vuzion.cloud www.vuzion.cloud Thank you Craig Gordon,Head of Vuzion Abby Herzberg, Training Coordinator craig.gordon@vuzion.cloud
- 65. Love Cloud Introducing theNew Vuzion Control Panel Julian Dyer & Craig Gordon | Vuzion
- 66. New Control Panel: Featuresand Benefits Technical Capabilities Designed for Cloud Improved Management New Marketplace Improved User Experience Customer self serve
- 67. Provision and Management Settingup a new Customer Account and purchasing an O365 subscription
- 68. Reconciliation Reporting Managing Azurein the New Panel Demo Azure templates Budget Cap Azure Subscription Names
- 69. Managing Azure You cannow view Azure usage reports for each Azure tenant within customer accounts
- 70. Billing You can nowapprove an order manually
- 71. • What paymentmethods to us are available in the new panel? • What billing cycles are available? - Info • What will your bills look like? - Demo • BaaS – Direct Debit and credit card options will be available Q1 2018 Billing
- 72. Next Steps Step 2 ContactPartner Team: partners@ vuzion.cloud Step 3 Vuzion review and process Step 1 Complete Vuzion CSP Indirect Provider Invite
Editor's Notes
- #2 Thank you for attending Just a couple of admin notices before we get started: WIFI Q&A Breaks & lunch Where are the toilets? What to do if you hear a fire alarm Parking Please, put your phone on vibrate – we totally understand if you have to take a call, just be respectful when exiting the room if someone is presenting
- #3 What is Love Cloud? Part of Vuzion’s EDGE – educate, develop, grow, engage – more of which you’ll hear about later Our way of keeping you up-to-date with the latest from Microsoft, Vuzion and our ISVs Allows you to meet and network with like-minded people Who are Vuzion? Indirect provider Microsoft aligned 6th biggest indirect provider Born in the cloud 20 years ago as Cobweb Over 500 partners so far Based in the UK and Ireland
- #4 Kieran: afternoon sessions Agenda summary
- #6 It’s these trends and this new culture of work that has motivated us rethink our approach to delivering services for the modern workplace. And that’s Microsoft 365. Microsoft 365 brings together the best of Windows 10, Office 365, and Enterprise Mobility + Security. With Microsoft 365, we are pivoting in significant way to deliver these services as an integrated, complete solution. Microsoft 365 has intelligence built-in whether it’s AI to drive user creativity or to help secure and manage the environment. It represents a fundamental shift in how we design, build, deliver, and support these products.
- #7 This is how things look for a lot of small businesses today. Customers’ IT infrastructure is becoming increasingly fragmented as they attempt to improve workforce productivity and try to work within budget constraints. The irony is that this fragmentation means the customer is spending more money, but you aren’t necessarily making more profit. When customers add new services and solutions to fill the real and perceived gaps in their IT, they are holding onto legacy systems that are ‘good enough.’ These legacy systems take more time to manage, which also impacts your profit margins. Meanwhile, your customers are using many different devices, and whether they know it or not, have a mobile workforce that needs additional security and protection. Studies show 60% of small companies go out of business within six months after a cyber-attack!* It is cumbersome for you to sell and implement a compelling security and business continuity offering because you need to source different best-of-breed solutions outside the Microsoft stack. *[footnote] Source: Small Business Trends, CYBER SECURITY STATISTICS – Numbers Small Businesses Need to Know, Jan. 3, 2017
- #8 We are hearing from the CEOs of our IT reseller and managed services partners about the increasingly complex dynamics that are making the sales cycle harder than it should be. It is harder to establish yourself as THE technology partner who can manage-it-all for your customers when there are so many competing products in the mix, and new competitors are stepping onto the scene every day. Even if you can establish yourself as your customer’s central management vendor, you aren’t necessarily able to make more profit from that account because the infrastructure takes so much time to implement and manage. Yet, until you establish yourself as the trusted advisor, the reality is that the customer will be harder to retain and grow over the long term. So, do you accept reduced margins in favor of becoming that trusted advisor and securing on-going revenue streams? No. This isn’t sustainable. This doesn’t lead to growth.
- #9 Microsoft 365 Business will help you to compete more efficiently, sell more services and retain customers because it brings all of the technology that small business need at a single per-user/per-month price point. Microsoft 365 Business brings together the security and innovation of Windows 10 with the power and familiarity of Office 365 and streamlined management and maintenance capabilities built specifically for small and mid-sized businesses. Microsoft 365 Business is designed to help keep company data secure while ensuring employees are their most productive, in the office or on the go. With productivity apps such as Word and Excel, cloud storage, email and calendaring, and an exceptional chat-based workspace to bring teams together, your customers will be able to achieve more as they create and collaborate with people inside and outside their company in ways that they never dreamed possible. Microsoft 365 Business standardizes your customer’s devices on Windows 10, the most secure Windows ever. Building upon this strong foundation, Microsoft 365 Business adds cloud-based management and servicing which helps ensure that customer devices are properly configured to take advantage of the security innovations in Windows 10 and significantly reduces the businesses risk profile. Microsoft 365 Business also includes mobile application data and device management, even on personal devices. With this functionality, when an employee leaves the organization, or loses their device, for example, you are going to be able to protect your customers’ company data, while reassuring the employee that her pictures and text messages remain private on her personal device. Since Microsoft 365 Business is cloud-delivered and enabled, you can count on automatic updates to keep your customers’ apps and devices current with the latest and greatest security protection and features from Microsoft. Your customers will get to host their data on the same cloud that hosts data from over 85% of Fortune 500 companies. This is all made more efficient for you through the Admin Console. The admin console not only simplifies things on your end, but gives you self-service tools that can create lower delivery costs and increased consulting and managed services margins. This frees up time on your end to invest in new capabilities that expand your business into new market areas.
- #10 We’re hearing from partners like you that you want a way to increase profitability now and in the long term AND you want to create predictable, recurring revenue streams. Doing this requires finding a simple way to scale and standardize, so that your managed services are an easy, natural value addition requiring less time from you. You also want to be able to assure your customers that as their business grows, their infrastructure does not need to become more complicated – they can simply scale up and scale down as business needs change. And you can retain that customer for the long term. Introducing Microsoft 365 Business, a new integrated solution that will help you to compete more efficiently, sell more services and retain customers because it brings all of the technology that small business need.
- #13 We are living in a time of inflection. Digital transformation is the biggest change any of us has seen in our lifetime. By 2018, two-thirds of the Global 2000 CEOs will have digital transformation at the heart of their corporate strategy. Companies invest in technology to optimize operations, transform products, engage customers, and empower employees.
- #14 As companies are going through digital transformation, they are looking for the way to empower people to do their best work. This starts with fostering a culture of work and embracing the trends in the workplace that make work inspiring for everyone.
- #15 While companies are all unique and have their own identities, we are seeing common trends affecting the culture of work and employee’s expectations on what a modern work environment provides. By 2020, Millennials will account for over 50% of workers – they seek more open collaborative workspaces, a greater sense of purpose, and a deeper connection to their company’s mission. People are asking for more touchdown spaces (instead of traditional office) where they can easily interact and work with one another. And they want the option to work remotely, anywhere, at any time. To do this, they need the tools and digital workspaces to communicate, access their data, and stay productive. Employer expectations are changing, too. We’ve seen a shift away from routine tasks to a way of operating that requires all employees to be creative and to think critically. And of course, the security risks have also changed dramatically. On the one side, there’s pressure to have open flow of information to drive productivity and teamwork. And on the other side, it’s as critical as ever to protect your estate because threats today are complex, use advanced social engineering, and target everyone in an organization. We see demand from customers who want to embrace these workplace trends and use technology to empower employees to do their best work
- #17 Microsoft 365 focuses on four key areas. Creativity and teamwork, are about unlocking the potential of every individual, to drive innovation in the organization. And we are focused on creating the lowest TCO environment by integrating for simplicity, and having intelligent security, built-in.
- #18 As we think about empowering employees, it’s our goal to provide tools to help you unlock the creativity and ingenuity of everyone in the organization – whether in finance, analytics, sales, engineering, or IT. We have a broad and deep set of offerings, and we’re making several big bets across them. The first is on Artificial Intelligence. We are focusing our AI and ML efforts to make it easier for people to create high impact content, to automate routine tasks, and to surface key insights from data. With AI and the Microsoft Graph, we’re making it easier for users to search and discover people and content in highly personalized ways. We’re also betting on new user interfaces. We’re expanding capabilities in inking and voice, new gestures, and 3D content. We’re also investing in data visualization capabilities to help people analyze information and gain new perspectives – whether that’s through new features in Excel or Power BI, or through immersive experiences like Mixed Reality. And, we’re fully committed to Microsoft being available on any device, across all platforms. Of course, we’re highly focused on the Windows platform, where the benefits of vertical integration allow us to differentiate in unique ways across the hardware, operating system, and application layers. But we’re also deeply committed to delivering first class Microsoft 365 experiences on Apple and Android platforms. And it’s not just about delivering these apps across platforms. Our aim is to make sure no matter what device you’re on, your content, apps, preferences, and services roam with you, so you can get your work done anywhere. And while this is true across devices, including the strong portfolio of 3rd party devices, these experiences shine best when running on Surface because it’s been designed with our apps and services in mind. The best way to really convey what we’re doing here is to show you, so I’d like to welcome Shilpa Ranganathan to the stage to give you a demo of many of these concepts.
- #19 Next, let us talk about how we we’re enabling capabilities to help people work together. We think about Teamwork as different from collaboration. A lot of people can collaborate on something and get nothing done. But with teamwork, there’s an expectation of an outcome, a shared purpose, and a sense of accountability to make progress together. The nature of teamwork is also incredibly diverse. Teams and projects come in all different shapes and sizes. Teams can have two people or two hundred. Projects can last for two days or two years. Team members can be local or spread across the globe, and include vendors and external contractors along with full time employees. So, with Microsoft 365, we offer a universal toolkit for teamwork, giving people the right tools for the right task. Often, people – you – ask, can’t there be just one tool for everything – of course that would be nice, but it’s not realistic to address the diverse needs of teams and projects. That’s why we have purpose-driven solutions to tackle each of these experiences. There’s an app for email, messaging, meetings, a place for document sharing, and tools for communicating across the organization, like a town hall. But they aren’t siloed experiences. With the Microsoft Graph and Office 365 groups, we bring these together with shared identity membership and common services, so people can work naturally across them. Core to our strategy is Microsoft Teams, which we launched last March. We view Microsoft Teams as the digital hub for teamwork. It’s not designed to be the only place you ever go or work. Instead, it’s the starting point and place for people to work together and stay connected. Teams is unique in the sense that it brings together conversations, meetings, files, and apps into a single canvas. It’s customizable, making it easier to gather information and streamline tasks from right within your workflow with over 150 apps, bots, and services, including ones from Kayak, Trello, and Adobe. And with our open developer platform, you can build custom integrations to connect new or existing business processes. Related to Teams, I want to share some news on our communications roadmap for voice, video, and meetings. We believe communications sits at the heart of teamwork. And our vision is to deliver smarter calling and meeting experiences for our customers. For example, making sure you’re prepared for the conversation and that you automatically receive any follow-ups. And the way we do that is by integrating AI and cognitive services, like translation and speech recognition to improve the entire experience. As a part of this new intelligent communications strategy, we’re making 2 important announcements: First, we’ve built a new, modern Skype infrastructure to deliver higher-quality, enterprise-grade voice, video, and meetings experiences. It’s already powering communication experiences in Teams and is evolving rapidly. Second, for our Office 365 customers, Microsoft Teams will evolve as the core communications client. We will make Microsoft Teams the hero experience for all voice, video, and meetings. Over time, Teams will replace the current Skype for Business client. And while we’re very excited about the future of Teams, I want to be clear that we still plan to fully support Skype for Business.
- #20 Not only does Microsoft 365 deliver a rich admin experience, it also transforms the way you manage your entire productivity infrastructure. You can quickly access common management tasks, search across settings, and get contextual help. We’re also making it easier to manage device updates by aligning Windows 10 and Office 365 ProPlus on a regular cadence each Spring and Fall, and enhancing Microsoft Intune’s ability to manage Windows 10 devices running Office 365 ProPlus. While new devices historically have been tough to set up, with Windows Autopilot, a new device can be shipped directly to the user who answers a few simple questions and then the device is automatically configured, with email, files, and apps deployed, and IT security policies enforced. What used to take days now takes just minutes. This exciting new capability will ship with new Surface devices and Windows 10 Pro PCs from Lenovo and HP in early 2018, and new devices from Fujitsu, Toshiba and Panasonic later in the year. You frequently tell us that you’d like more insights to help manage your estate more effectively, so we’ve infused intelligence and analytics into the Microsoft 365 management experience. For example, Windows Analytics gives you a data-driven way to segment your device estate and target users for upgrades. You can discover commonly used Office add-ins, and evaluate compatibility with new tools, including assessments and ongoing monitoring. You can even pinpoint device health issues that could affect a user’s experience, before they notice, while also identifying steps to resolve those issues proactively. We’re also introducing Office 365 Usage Analytics which combines the intelligence of our usage reports with the interactive analysis capabilities of Power BI, providing a wealth of usage and adoption insights. With this information, you can benchmark yourself, set business metrics, and even drive send user notifications. Moving to the cloud has many compelling benefits, but we know that businesses need to be able to make this move on their own terms. We continue to invest in on-prem and hybrid capabilities. And once you are in the cloud, we offer multiple options to fit your needs, like our worldwide multi-tenant cloud, data residency in 12 different datacenter regions, purpose-built solutions for US Government customers, and support for key industry standards. Many of you use System Center Configuration Manager today – in fact, there’s over 100M devices under management – and we’ve heard your feedback that you want an easier transition to a cloud environment. Today, we are excited to announce co-management, a new set of capabilities to help you migrate to cloud-based management of Windows 10 devices with Intune. Co-management is a great bridge to reduce risk as you transition from on premises to cloud. We also know that many of you have many Win32 applications that need to be brought forward and modernized for better manageability, security and performance. A great starting point is the Windows Desktop Bridge, which allows you to distribute Win32, Windows Forms or WPF apps efficiently by using a modern Windows App package. We also have app virtualization options to help you run legacy apps that you don’t want to bring forward. And while Microsoft 365 works across all devices, the best way to experience it is with a Microsoft 365 powered device running Windows 10 Enterprise and Office 365 ProPlus, managed with Microsoft Enterprise Mobility + Security. We support a range of first and third-party options across all price points, including some new entry level devices that I’ll talk about later.
- #21 Finally, let’s talk about what’s on a lot of people’s minds - security. With the sheer size of the threat landscape we face today, it’s impossible for a human to manage across everything; you need the scale of a comprehensive, cloud-based solution. And we’ve built security into all layers of Microsoft 365 to help you protect your people, data, and devices without disrupting user productivity. It’s powered by the Microsoft Intelligent Security Graph, which applies cloud intelligence to the billions of threat signals we receive from across our products like Exchange, Windows, and Azure. For example, on a monthly basis, we patch a billion windows devices, scan over 400 billion emails for malware, and handle 450B authentications across our consumer and commercial services. This gives us incredible line of sight into threats on a global scale. We think about our solution across four dimensions, and I’d like to walk through a few of them today: identity and access management First, it’s important to protect at “your front door.” Over 80% of today’s breaches come from stolen or weak passwords*, so it’s critical that you’re taking this first step to protect user identities and secure access to apps and data. Microsoft 365 customers are already using conditional access to secure apps based on criteria such as user identity, location, and device health, all powered by the Intelligent Security Graph. Today, we’re extending this capability to provide additional protection once someone is through the front door. For example, you can now apply controls to sessions within SaaS applications. This means, for example, you can allow access to a cloud storage service, but limit content downloads if the user is coming in from an unmanaged device. We’re also making document access more secure with the option to apply those same controls. So, if it detects risk, it can prompt multi-factor authentication or deny access altogether. Both of these new capabilities will roll out this fall. information protection Second, it’s important to identify, classify, protect, and monitor your critical data, no matter where it lives or travels – across devices, apps, cloud services, and on-premises – to ensure that content is seen only by authorized individuals and doesn’t leak. A key part of our Microsoft 365 vision is to provide a more consistent and integrated classification, labeling and protection approach across our core information protection technologies. One of the first ways we’ve done this is to integrate Azure Information Protection into Office 365 Message Encryption. This makes it possible for end users to encrypt emails and send them to anyone, including those using consumer accounts like Outlook.com and Gmail. compliance/GDPR With the heightened concern over data protection and privacy, we work closely with regulators and customers to ensure that our services are compliant with global, regional, and industry regulations. Microsoft 365 offers advanced compliance functionality to help you adhere to these regulations, including General Data Protection Regulation, also known as GDPR. Microsoft 365 will be ready for May 25, 2018 – the day when GDPR takes effect. And to help you evaluate your own compliance standing in real-time, today we’re announcing Compliance Manager, coming this fall. This new tool gives you compliance score and makes it easier for you to streamline your workflow with automated policy mapping, progress management, and reporting. threat protection –How you protect your organization against threats is critical. In today’s world, no matter how good of a job you do with protecting your users, you must assume you’ve already been breached. Detection and remediation are critical. For detection, we know that phishing is top of mind for many of our customers. This fall, we’re enhancing our anti-phishing capabilities. Additionally, we’re announced a limited preview of a new service called Azure Advanced Threat Protection. Many of you already use our Advanced Threat Analytics to identify anomalous behavior in on prem Active Directory. Today’s announcement brings this to the cloud. Azure ATP can be used together with Windows and Office 365 ATP capabilities to investigate incidents across your environment faster. On the remediation side, we have exciting new capabilities from our recent acquisition of Hexadite, which enables us to automate remediation of security issues. In addition to Defender alerting you to new security issues, it will start to fix them for you. These new automation capabilities are available to Microsoft 365 customers now. We’re doing a lot here - I’ve covered only a few of the latest updates to our security capabilities today. I encourage you to join Julia White’s Security General Session this afternoon at 4pm to hear more. Right now, though, I’d like to bring Brad back up to show you how some of this comes to life.
- #24 Service Providers using the Acronis Data Services Cloud get one installation that yields Backup, Disaster Recovery, File Sync & Share services for your customers. Find new customers, increase reliability and security of data protection plus customer retention with in-demand add-on data protection services. With no upfront costs, pay-as-you-go licensing model, flexible pricing models and a wide range of supported business automation systems, it is easy to integrate into your business.
- #29 Storyline: Due to the expectation of financial gains, hackers have the incentive to spend more time/resources developing new forms of Ransomware
- #38 Imagine the incredible world, where Any of your physical, virtual and cloud systems are completely protected Any backup performs quickly and reliably Any administrative task in a console is a breeze, even from your tablet Any recovery is successful, smooth, fast, and easy Any data you have is safe and you are completely stress-free Welcome to the amazing world of Acronis Backup 12 Advanced.
- #46 Who are you? Differentiate yourself through the culture of your company, employing who fit into the culture of your company so that that attitude comes through in everything you do. People buy from people. Why? What is your reason for being? Knowing your customer is knowing who you are and who you want to be in the market, what customers you’re serving and the whole company is on board with it. Is it still current?
- #49 1. Your website is always selling. It’s unfortunate that you can’t have your company’s best salesperson in front of a prospect at the exact moment when they’re thinking about buying something from you. Your website is always open and available, though, 24 hours a day and 365 days a year. It doesn’t matter what the weather is doing, or if it’s a holiday… your website is always open for business. 2. Your website always delivers the right pitch. The better a salesperson is, the more consistent they are going to be in explaining the benefits of your products or services to other people. Even the very best in the business aren’t perfect, though. Your website, on the other hand, can deliver a perfect pitch every single time (assuming you’ve got good copywriting and visuals to work with). 3. Your website can do things salespeople can’t. It would be hard for a salesperson to move instantaneously into a multimedia pitch, provide references for every fact or study they use in the sales process, or gather together the latest testimonials from happy buyers in a few seconds. Your website can do all of these things for multiple prospects at once without breaking a sweat. 4. Your website can handle more prospects without asking for a raise. Speaking of multiple prospects, one big problem with having a star salesperson is that there is only so much of his or her time and attention to go around. If they get overwhelmed because your marketing is successful, then you have to start recruiting and hiring all over again – a process that can be time-consuming and expensive. Your website actually gets more efficient as people use it more and more. It doesn’t cost you anything extra to have lots of visitors, but you get a lot more in return. 5. Your website is the perfect team player. While live salespeople can (understandably) sometimes be a bit touchy about sharing leads and commissions, your website doesn’t have any hang-ups about being a team player. If you want it to finish a sale on its own, that’s fine; if you’d rather have your website spread information and gather leads before passing them on to a different member of your sales team, that’s fine, too.
- #51 Telling personal stories Getting personal, talking anything but yourself 80% of time – Customer and the pains they are going through with environment, industry, technology, cloud, solutions, marketplace, how to be a better business (give lots of useful information, be transparent) THEN 20% off time – helping them and why you are best qualified A modern approach to marketing through content Educate your target customers about the area you practice in – give people the knowledge that they didn’t have before, help them look good and they will come back to you again.
- #52 Acquisition - Paid Media & Earned Media Content Management Communications - Marketing Automation, Social Media Management Data Analytics & Intelligence Customer Feedback Database - CRM
- #54 Highlight differences from JD initial slides Marketing Strategy - development of, including budget requirements, planning and optimisation Brand & Public Relations - messaging & creative, promotion of brand and key internal experts, social Partner & Customer Communications – to include appropriate Internal Communications and Awareness Marketing Tech Stack (inc. CRM) – Working with Platform Team on the selection of tech, day-to-day management/administration, improvements & optimisation Creation of Vendor Marketing Plan and assistance with POE External Content Creation (inc. templates, collateral, social media, ebooks, blogs, Partner & Customer Experience) Lead Generation (Paid – Cost Per Click, Owned – Email, Website, Earned – SEO, PR Tele-Marketing as a Service (inc. MaaS, Customer Success) Website & Partner Portal - Partner & Customer Experience Development (inc. working with Platform team and 3rd Parties e.g. United Experts – Sitefinity) Recruitment, Engagement & Events Up-Sell & Cross-Sell Campaigns (inc. Email, Direct Mail) – As directed by Customer Success, Direct Sales, Managed Services, Product and Partner Team New Service Launches/Refresh (working with Product team to deliver Go To Market) Partner & Customer Experience Development
- #58 Introduction What is EGDE How it help you and your customers MONEY
- #59 EDUCATE Your Sales & Technical Teams DEVELOP Your Skills & Knowledge GROW Your Sales Pipeline ENGAGE And Win More Customers
- #60 Modern Workplace Office365, EM+S, Windows 10, Microsoft 365, DocuSign, TermSet, AvePoint Data & Artificial Intelligence Azure (various services), PowerBI, TermSet Business Applications Dynamics 365, LightUp 365, Minecraft, DocuSign, Hosted Exchange Apps & Infrastructure Azure (various services e.g. RDS), Acronis, Mimecast, Global Relay, Symantec Micro Learning Short, ‘How To’ Videos, Audio & Guides Virtual Learning E-learning, Webinars (incl. on demand) Live Instruction Face to Face, Classroom, Live Demos
- #61 We have incentives that we’ll talk about in a moment
- #64 CSP still Microsoft platform/license of choice Big incentive for CSP services Simplified view above Azure/Microsoft Dynamics 365/Office 365
- #66 Introduction Why do we have a new panel? What are the features and benefits to you? Provisioning and management How to set up a new customer How to add a new service to an existing customer (Office 365 and Azure) How to increase or decrease the quantity of an existing service (Office 365 and Azure) How to change from one service to another Billing What payment options are available in the new panel? What billing cycles are available? What will your bills look like? Next steps How can you become an early adopter? Q and A
- #67 Features and benefits Designed for cloud – performance built on Azure Technical Capabilities – mainstream – lasted version – next upgrade in January Improved management – later in presentation New marketplace - Additional CSP and 3rd party services such as Acronis, Docusign , Corus, Nimble Customer self server – you see later Major investment – multi million dollar investment
- #69 Resellers reconciliation report. you now can reconcile your Azure bills across all customers in one CSV and access when you want Budget cap. You can set up email alerts to be triggered if the set budget is overused this can be set for for all or a selected set of customers Dynamic provisioning of Azure templates. The Azure package contains a set of predefined and auto-configured templates that your customers can see and use in the new control panel. Besides these templates, you can create or customize your own templates and make them available for use by each customer Friendly name for Azure subscriptions. You and your can now define friendly names for the Azure subscriptions from within the control panel - for example names like production, pre-production and test subscriptions
- #72 Direct debit (SEPA for partners with Ireland or EURO accounts with us and BACS for UK partners Credit card is available for either SEPA Go Cardless sign up? Two panel world