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.

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

8. Commitment Onboarding
Technical
Enablement
Launch
Planning In Market

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