Capture the Cloud No Excuses: Conquering the Microsoft Azure Breakdown with SYNNEX - SYNNEX Corporation
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Capture the Cloud No Excuses: Conquering the Microsoft Azure Breakdown with SYNNEX Dakota Fitzgerald and Emma Gaulke
SMB Sales Scenarios
Small SMB (n=45) Large SMB (n=250+)
PAIN POINTS
Backup Data Driven
Single Secure & Disaster Work Work Migration Business with Build Simple, App Advanced
Sign-On Storage Recovery Remotely Securely to Azure Power BI Low Code Apps Modernization Security
3+ SaaS applications with Limited storage available Unprepared for Limited legacy Able to detect but not Continual patching Lack of dashboarding and Backlog of business app Legacy apps on high cost Compliance obligations
unique passwords in OneDrive ransomware attack applications available for properly respond Fixed fee - not scalable, analytics support for support requests infrastructure (e.g., HIPPA)
Need to allow for 3rd party No MFA security with Cannot restore critical remote work Unfamiliar with security can't pay for only what critical business areas High volume of manual, Dev effort on Certification maintenance
access to info OneDrive data within 1 day best practices you use email based processes maintenance vs updates (e.g., ISO)
or innovation
SOLUTION
Simplify access to your Store all unstructured Protect your data and Comprehensive desktop Security Center gives you Move server Visualize real-time Build custom apps, Azure helps modernize Azure Sentinel delivers
apps from anywhere with data with a scalable, cost- applications to avoid and app virtualization defense in depth with its infrastructure to Azure.. business performance by automate workflows and applications faster with intelligent security
a single identity platform. effective cloud solution. costly business service in the cloud. ability to detect and help Use familiar tools—like unifying data from many integrate AI capabilities containers, serverless analytics and threat
Engage with internal and Easily control what you interruptions. Extend on- Deploy and scale your protect against threats. Windows Server Active sources to create with a low code interface application function, and intelligence across the
external users more share and who you share premises backup storage Windows desktops and Using machine learning, Directory, Windows interactive, immersive for any user to quickly helps you keep your enterprise - a single
securely it with Read More and archiving solutions to apps on Azure in minutes Security Center alerts you Admin Center, and dashboards and reports - create custom apps and production codebase solution for alert
Read More the cloud—reducing cost with built-in security and of threats to your PowerShell. Migrating to provide actionable simultaneously provide 'clean'. detection, threat visibility,
and complexity compliance features environments Azure allows you to pay insights and drive results devs robust tools Read More proactive hunting, and
Read More Read More Read More for what you use Read More Read More response
Read More Read More
WORKLOADS
Azure Active Azure Storage Blob Azure Backup Windows Virtual Desktop Azure Security Center, Azure Virtual Machines Azure SQL, Power Apps Azure App Services Azure Sentinel
Directory (AD) Azure Data Share Azure Traffic Manager (VD) Azure Monitoring, Azure (VM) Azure HDInsight Event Hub Power Automate Virtual Azure Service Fabric Azure DDoS Protection,
Azure Site Recovery M365 Firewall Azure Storage Stream Analytics Power BI Agent Azure Functions Advanced Threat
Virtual Network Azure VPN Gateway Azure Networking Azure SQL Azure Dev Ops Protection
CONSUMPTION & INCENTIVE $
$44K $42K
Estimated Annual Azure Consumption (125 employees) $34K $34K $34K
$30K
Estimated Annual Partner Opportunity (incentives + margin) $24K
$8.8K
$6.8K $6.8K $6.8K $8.2K
$4.8K $6K
$4.5K $2.8K $3.1K
$900 $576 $624
SERVICE ATTACH
Assessment Azure Storage Strategy Business Continuity Virtual Desktop Identity Management Migration Assessment Dashboarding Assessment Power App Workshop & Modernization Strategy & SIEM Strategy
Remediation Planning Enable Azure Storage Assessment & Planning Assessment Cyber Security Azure Cloud Architecture & Roadmap Roadmap Approach SIEM Service Design &
AD Enablement Blobs Backup & Recovery Virtual Desktop Assessment Migration & Configuration PowerBI Design & Power App Design Modernization Roadmap Deployment
Data Migration Architecture Architecture Implementation Power App Rapid POC Re-platform & SIEM Managed Services
Infrastructure Mgmt.
Azure BDR Configuration Virtual Desktop Data Mgmt. Services engineering services
& Deployment Implementation &
Maintenance
Enable one click, secure access to applications for SMB users
Single Sign-On * one set of
Requires only
credentials and reduces the
Centralizes management of
SaaS apps, plus custom and on-
Automates join, move, and
leave scenarios to maximize
Gives users self-service tools
to scale IT
number of sign-in prompts for premises line-of-business apps user productivity and help
employees ensure compliance
Simplify access to your
apps from anywhere with
a single identity platform.
Targeting Guidance Customer Challenges
Engage with internal and
external users more • Customers who require their employees to maintain
separate login and password credentials for business Poor user experience and productivity impact
securely. application use – leading to employees needing 3-8
different logins/passwords
• IT helpdesk receives significant number of login/password reset
tickets
• Customers who do not have Multi Factor Authentication • Users have to maintain logins and password for different
(MFA) enabled for application access applications, websites and data sources – causing productivity
delays
• Customers who have recently had security breaches due
to an employee being “tricked” into sharing login / • Contractors and vendors require login and passwords to be setup
password information in a phishing attack and maintained by IT
• Customers who have 3rd party suppliers or vendors that Security risks
require access to applications/data
• Users required to maintain separate login/password credentials
typically pick the same, easy to remember password presenting
a security risk.
• Multi-Factor Authentication is not required on all sign in
Azure Active Directory experiences presenting additional security riskSingle Sign-on – Solution Overview
Connect users more easily with single sign-on
Modernize Legacy Apps. Securely connect
all your legacy applications hosted on-
Scale Efficiency. Save time and money
by giving users access to Azure
Accelerate Wins
Boost productivity of
teams and IT departments
premises or in any public or private cloud,
that are using authentication protocols .
AD self-service password reset. Users
get the same experience from any
Single Sign-on
location or platform.
by providing seamless, Streamline access for users. Improve
your end-user experiences by deploying Secure-access for apps. Create security 1. Create target list of accounts for single
secure access to and apps to employees from a centralized portal. policies per application using Azure sign in discussions.
scalable management of AD conditional access. Measure the user, 2. Prepare for discussions by reviewing
Manage user account provisioning.
Automatically import user data from HR and
location, and device risk to determine the Azure Active Directory resources
applications, websites, whether access should be allowed, and the Crash Course in Azure AD e-
export it to apps for just-in-time access
and data. upon hire or role change. Use the pre-
verified, limited, or blocked. book.
integrated connectors with dozens of 3. Email the Azure AD Infographic and
software as a service (SaaS) apps. Azure AD datasheet to prospects and
customers with sign on pain points.
4. Share Azure Active Directory case
studies for SMBs like the Pingboard
case study.
Conversation Starters Resources
5. Prepare a deployment plan to include
in your proposal to prospects.
• Is your team slowed down by needing different passwords for • Azure Active Directory Datasheet 6. Create a proposal for an Azure Active
your business applications? Do they frequently have to wait for • Azure Active Directory Infographic Directory assessment.
Productivity password resets? • Azure Active Directory Crash Course eBook
• Is password reset immediate or does it require contacting a • IDC view on Azure Active Directory
third party of internal support? • Kuppinger Cole view on Azure Active Directory
• Azure Active Directory Overview Video
• Do your employees keep lists of logins/passwords?
• Find Customer Case Studies
• Do 3rd party suppliers or contractors need the ability to login to
Cyber your business applications?
Security & • Do you have Multi Factor Authentication required for sign in or
Compliance password reset?
• Is it time consuming to “turn off” employee access to
applications after they depart?Help small businesses maintain control and security as they scale their data
Why Azure Storage
43%
Of businesses question whether they
can identify and report a breach
Secure within a 72-hour time period*
*Source: Info Security Magazine
Storage 48% Intuitive interface to
govern all your data
Sixteen nines of designed
durability with geo-
Authenticated with Azure
Active Directory and role-
Of businesses say new technology sharing relationships replication and flexibility based access control, to
Store all unstructured data will influence growth over the next to scale as needed ensure secure data sharing
three years*
with a scalable, cost- *Source: Forbes
effective cloud solution.
Targeting Guidance Customer Challenges
Easily control what you
share and who you share it • Customers handling consumer PII and other sensitive Limited control over data storage access
data worried about security breaches and unauthorized
with. access. Industries with recent visible attacks: city • Data sharing interface is difficult to use and leads to process
governments, professional services, manufacturing, inefficiencies and decreased productivity
retail • Concerned about a lack of single source of visibility into data
• Customers that must comply with industry regulations sharing relationships
and standards for privacy and data protection • Concerned about breaches and data theft related to
• Small business with high volume of data or video unauthorized data access
storage needs • Multi-Factor Authentication is not required on all sign
• Small business that wants MFA requirements on data in experiences presenting additional security risk
access
Need to reliably scale without sacrificing security
• Limited storage available in OneDrive to handle large and
growing volumes of data
Azure Storage Blob • Inflexible storage options strain IT budgets and make
Azure Data Share forecasting difficult
• Concerned about storage capacity and data protection keeping
up with company growth, increased users, and added data filesSecure Storage – Solution Overview
Easily share data on your terms Store and access unstructured data at
Help customers leverage a scale
scalable, cost-effective
cloud solution without
Maintain complete control of your data and
set the terms of use aligned with your
Speed up your time to insight and optimize
analytical workloads by using powerful data
Accelerate Wins
compromising on the
enterprise policies. Drop the burden and large
up-front costs of locally-run server
lake storage that combines a high-
performance file system with massive scale Secure Storage
security of their data. management. and economy.
Easily and efficiently track and manage data
1. Create a targeted list of accounts for
Ensure your data is protected as soon as it
secure storage discussions.
With Microsoft Azure, sharing relationships using an intuitive, user- is persisted to the cloud, with Azure Storage
friendly interface. Stop future updates from automatic encryption. 2. Leverage the Azure within Reach Email
customers can customers flowing through at any time. Template and Azure within Reach
seamlessly control and Store massive amounts of infrequently used
Infographic to engage prospective
or rarely accessed data with multiple storage
share their data, with the Seamlessly share data and reduce process
tiers and automated lifecycle management. customers
inefficiencies with code-free sharing. No
flexibility and reliability to infrastructure to manage, no SAS key required.
3. Prepare for discussions using Azure
Never worry about being unable to access data storage options (Learning
scale as needed. data with durable geo-replication, data
Expand analytical datasets for enhanced Module)
insights by securely combining internal data redundancy, and more designed to keep
your data safe and always available. 4. Walk customers through the Azure
with partner data. storage questions and scenarios
Conversation Starters Resources 5. Help customers assess their data
security with Microsoft Secure Score
• How are you controlling permissions and access to your • Azure within Reach Datasheet
Azure within Reach Email Template
and review security recommendations
company’s business information? •
Control
• Azure within Reach Infographic for Blob storage.
• How would you assess the level of visibility you have into your
data sharing relationships? • Azure Data Share 6. Help your customers understand Total
• Find the right storage solution Cost of Ownership (TCO).
• What is your strategy for protecting your businesses data
• Azure storage considerations & scenarios 7. Share SMB customer success stories
from the growth in sophisticated cyber threats we’re seeing
today? • Blob storage • Assimilated Information
Data Security • Security recommendations for Blob storage Systems
• How are you storing your customer and business data today?
Do you feel confident that your data is secure from external
• Azure data storage options (Learning Module) • Dinero
threats? • Choosing a storage technology in Azure • Kodisoft
• Microsoft Secure Score • Tenthline
• Do you feel confident that your storage capacity can keep up • What is Azure Data Share?
as you grow your business and accumulate more data? • Textron
Scalability • Azure for Partners
• How are you keeping IT costs under control as you grow your • Qorus Marketing Hub
8. Create a proposal for a Secure Storage
business? AssessmentEnsure your data is backed up and your disaster recovery capabilities help you avoid
business disruption
Business
*
Continuity &
Disaster Recovery
(BCDR)
1 IDC White Paper, sponsored by Microsoft, "Azure Site Recovery and Azure Backup Are Helping Improve Business Operations," June 2019
Protect your data and
applications to avoid Targeting Guidance Customer Challenges
costly business
interruptions. Extend on- • According to Infrascale March 2020 study, 21% of SMBs
do not have a data backup or disaster recovery solution
Cost & Risk Reduction
premises backup storage in place. • Aging backup hardware & software that require frequent
maintenance (e.g., patching) drives additional support / IT costs
and archiving solutions • Small businesses that keep upgrading on prem server
• On premise backup infrastructure needs exceeding budget YoY
storage to keep up with backup needs
to the cloud—reducing • Any small business that regularly has backups fail due to • Unaware when backups fail due to storage or software issues
cost and complexity on premise hardware limitations • Difficulty acquiring and provisioning storage quickly enough to
• “Older" small businesses using tape-based back up mitigate risk
solutions
• Any small business without the ability to resume Cybersecurity Threats
business within 24 hours if disaster occur. • With nearly half of cyber attacks targeting SMBs, leaders are
concerned about ransomware attacks that could cause their
business to lose access to apps and data for hours, days, weeks
or forever
Azure Backup
• Concerned about ability to recover data and applications due
Azure Blob Storage to a disaster, cyber attack or employee error within 24 hour
Azure Traffic Manager
Azure Site Recovery
Virtual NetworkBusiness Continuity & Disaster Recovery – Solution Overview
Azure Backup: Simplify data protection Azure Site Recovery: Azure’s built in
from ransomware and human error disaster recovery as a service
Built in backup Azure Backup has one-click
backup support for SQL database and VMs
Simple to deploy and manager Set up Azure
Site Recovery simply by replicating an Azure Accelerate Wins
Azure offers an end-to-end
Business Continuity &
running in Azure. Azure Backup is cost- VM to a different Azure region directly from
BCDR solution that’s effective and keeps data safe from the Azure portal. As a fully integrated offering,
ransomware and human errors. Site Recovery is automatically updated with
simple, secure, scalable,
and cost-effective—and Instant cloud backup Turn on Azure Backup
new Azure features as they’re released. Ensure
compliance by testing your disaster recovery
Disaster Recovery
can be integrated with on-
in the Azure portal to immediately backup
and restore Azure SQL Database, individual
plan without impacting production workloads
or end users. (BCDR)
premises data protection files, folders, and entire VMs.
Reduce infrastructure costs Reduce the cost
solutions. In the case of Reduce costs Eliminate the need for tape or of deploying, monitoring, patching, and
1. Create a list of prospect accounts for
service disruption or offsite backup. Get cost-effective short- and maintaining on-premises disaster recovery
BCDR discussions using targeting
accidental deletion or long-term retention, and restore SQL infrastructure by eliminating the need for guidance.
Database, individual files, folders, and VMs in building or maintaining a costly secondary 2. Review the Marketing BCDR webinar
corruption of data, recover Azure or on-premises at no additional cost. datacenter. Plus, pay only for the compute and leverage the IDC Study and Azure
business services in a Protect against ransomware Enable resources needed to support apps in Azure. within Reach Datasheet to engage
timely manner. multifactor authentication using a security Minimize downtime with reliable recovery prospective customers
PIN from the Azure portal. Suspicious backup Easily comply with industry regulations such as 3. Prepare for discussions using the
activities prompt notifications, and ISO 27001 by enabling Site Recovery between Azure within Reach Telesales Guide
unauthorized deleted backups are retained separate Azure regions. Scale coverage to as 4. Walk customers through you Business
for up to 14 days while your data is encrypted many business-critical applications as needed. Continuity and Disaster Recovery
Conversation Starters Resources pitch deck
• Are you investing in additional hardware to store backups for • Marketing BCDR
5. Share Azure Business Continuity &
data? For applications? • BCDR Practice Builder - Easy Button Disaster Recovery case studies for SMB
Cost / ROI 6. Create a proposal for BCDR
• Does your IT team spend time patching and maintaining • IDC Study: Azure Site Recovery and Azure Backup
backup hardware? Are Helping Improve Business Operations assessment, solution architecture
• What is your strategy for protecting your business from the • SMB Azure Site Recovery options and estimated ROI.
growth in sophisticated cyber threats we’re seeing today? • Azure Stack - Considertions for BCDR
Cyber
• Do suppliers or customers require you to comply with certain
• Azure IaaS and BCDR Technical Journey
Security & • Disaster Recovery Learning Path
recovery requirements?
Compliance • Azure within Reach Datasheet
• When was the last time you tested your disaster recovery
process? How long did it take to restore function? • Azure within Reach Email Template
• Azure within Reach InfographicHelp SMBs work remotely and stay more secure
Why Microsoft
Work Remotely
As businesses adapt to the 52% of the global Empowered Employees Increased Productivity Cloud-enabled
increased need to have workforce works from Windows Virtual Microsoft 365 Azure VPN Gateway
home at least once per Desktop (WVD) Microsoft Teams Azure Site Recovery
people work remotely and week1 Windows Autopilot Azure Backup
connect with their 1 Owl Labs survey, March, 2019
customers virtually,
employees expect
Targeting Guidance Customer Challenges
technology to help them
be productive. High costs and risks
• Customers who currently don't have remote work
• Perception that cloud products are expensive and risky
capabilities
Empower employees to • Slows business down and causes disruptions in workflow
• Customers who have remote employees, provide a bring • High cost of delivering true Windows 10 experience
work whenever and your own device (BYOD) program that requires a solution
wherever they want with for users to connect securely from any device of their Lack of collaboration tools or too many
choice
solutions for identity and • Customers who need the ability to scale efficiently on
• Difficult to involve outside contributors
• Delays in development and implementation of content
access management, demand and ideas
information protection, • Customers who need to manage different deployment • Difficult to access and share files remotely
types across different deployment planes • Need to involve a growing remote workforce
threat protection, and • Challenging to access conversations and notes across
• Customers who struggle to deliver modern desktop services
security management. with seamless O365/M365 experience to their userbase platforms or devices
• Customers who have Windows 7 EOS challenges
Need for increased productivity
• Motivated to reduce infrastructure, licensing & labor costs • Unproductive meetings, unnecessary travel times
Windows Virtual Desktop (VD) for running on-prem • Ineffective scheduling tools, and inability to locate or easily
M365 • Virtual Desktop footprint, running large farms of Thin share meeting notes, chats, and relevant files
Azure VPN Gateway Client, Virtual Desktop & Virtual apps in their data centers • Inefficient co-authoring and unsecured file sharingWork Remotely – Solution Overview
Deploy and scale virtualized Windows Empower your business with remote
desktops and apps on Azure work
The way we work today is
changing along with the
Access to a fully managed, always up to date,
rich Windows user experience from any end-
Real-time teamwork with shared documents Accelerate Wins
and online meetings in one solution.
definition of a team. More
people are working remotely or
user device platform with your choice of
virtualized OS, including Windows 7.
Work Remotely
want to adjust their hours and
Deploy and scale your Windows desktops Easily support team members who want to
schedules as needed without 1. Prepare for discussions by reviewing
and apps on Azure in minutes with built-in work anywhere from any device.
compromising productivity. and familiarizing yourself with Work
security and compliance features.
from Anywhere Resource Center, the
As teams become more
Windows Virtual Desktop FAQ and
dynamic and diverse, SMBs Complete access control for security and cost Host audio, video, and web meetings with
Quick Start Guide to Teams
want to collaborate in real time efficiencies. employees, customers or partners anywhere
in the world through Microsoft Teams. 2. Leverage the Windows Virtual Desktop
with partners, vendors, and
and Teamwork Conversation guides to
customers. Reduced management of compute, storage, facilitate customer discussions
rich diagnostics, advanced networking, 3. Walk customers through the Windows
connection brokering and gateway.
Virtual Desktop Customer Benefits
deck and the Collaborate in the Cloud
Conversation Starters Resources with Microsoft 365 pitch deck
• How much of your budget is going towards expensive phone
• Secure Remote Work Workshop 4. Use the Total Cost of Ownership (TCO)
plans and maintaining older software and hardware? • Secure Remote Work Resource Center Calculator to help customers estimate
Cost / ROI • Securing Remote Work Partner Kit their cost savings
• Have you considered the up-front and on-going costs of on-
• Windows Virtual Desktop Pitch Deck
premise systems? 5. Walk them through which M365 plan
• Windows Virtual Desktop Infographic
• Do your employees struggle to collaborate securely and • Windows Virtual Desktop Quick-Start Guide is right for them or use the Customer
effectively with internal and external users? • Windows Virtual Desktop Customer Benefits deck Digital Experiences (CDX) tool to
Collaboration leverage demos
• Can you keep all files related to a project or task in one • Windows Virtual Desktop Telesales Guide
place? • Windows Virtual Desktop FAQ 6. Prepare a proposal to deliver a Virtual
• Teamwork Assessment Desktop Assessment, or Virtual
• Do you have employees that work from home or remotely? • Teamwork Conversation Guide
Flexibility Desktop Implementation Project
• Can your team work anywhere from any device? • Teamwork Sales Play Card
• Can you host online meetings to get work done in real time?
Productivity • Do your employees struggle with version control or
accessing data from in-house systems through online tools?Help SMBs understand the importance of working securely
Why Microsoft
Work Securely
58% of breaches took place Easily Manage and Access Keep Data Safe Observe and protect
Azure helps protect at small businesses1 Data your network
business assets while 1 Verizon 2018 Data Breach Investigations Report Azure Security Center Azure Information Azure Monitoring
Azure Active Directory (AAD) Protection
reducing security costs Azure Multi-Factor Azure Key Vault
Azure Firewall
Azure DDoS Protection
and complexity. Built-in Authentication
security controls and
intelligence help admins Targeting Guidance Customer Challenges
easily identify and • Current Office 365 Business Premium customer base Security is too complex and difficult to manage
respond to threats and • Customers who currently have third-party security point • Less familiar with security best practices and little time
to educate employees
security gaps. solutions
• Inability to identify, assess, and mitigate security risks
• Customers who have recently experienced a security breach
effectively
event
“They got someone’s • Overwhelmed with available offerings and vendors
• Customers who need to adhere to regulatory requirements
password, and sent an such as GDPR Security is too expensive
email to our CFO, who sent • Customers who have a misperception that only large • Increasing costs and risks to protect landscape and
the $40,000 wire transfer.” enterprises need to worry about security manage complex solutions
• Customers who have a remote workforce that use multiple • Difficult to see the value compared against the ROI by
— Bob K., property management, 150 devices to access company data investing in security
employees • Already paying for multiple third-party vendor
• Customers who require sharing sensitive data outside the
organization solutions
• Sensitive stored customer data with no ability to detect and
protect against security breaches Security is not a top priority
• Misperception that small businesses are not a target of
Azure Security Center any threats
Azure Monitoring • Unaware of where to start in terms of a digital security
Azure Firewall strategyWork Securely – Solution Overview
Securely run and grow your business Protect against security threats
Security is “providing
access to information for
Go beyond passwords and protect against
identity compromise, while automatically
Help protect against sophisticated malware,
viruses, phishing attempts, malicious links,
Accelerate Wins
those who need it and
identifying potential breaches before they
cause damage.
and other threats
Work Securely
keeping out those who Use cloud applications without putting Unify security management and enable 1. Prepare for discussions by reviewing
don’t.” company information at risk by adding advanced threat protection for workloads in and familiarizing yourself with the
protection, ranging from access privileges to the cloud and on-premises.
Introduction to Azure Security and
data encryption.
Microsoft provides Identity & Security Overview for
comprehensive security Manage all devices to encrypt data and ensure Control and help secure email, documents, Partners
compliance, automatically detect suspicious and sensitive data that you share outside 2. Prepare your prospect list using
against advanced activities, and quickly block or wipe your company
targeting guidance
cyberthreats that protect compromised devices.
3. Leverage the Microsoft Security
you and your customer. M365 Business provides a simple, cost- Safeguard cryptographic keys and other Diagnostic Guide to prepare for
effective way to reduce risk with built-in secrets used by cloud apps and services.
discussions
privacy and compliance tools to securely run
4. Walk customers through the Security
and grow your business.
pitch deck
Conversation Starters Resources 5. Use Microsoft Secure Score to help
evaluate how secure your prospect’s
Have you had any recent security incidents you are aware of? • Identify & Security Overview for Partners
• organization is
How do you maintain visibility and control, and protect • Microsoft Security Overview - Pitch Deck
•
• Microsoft Secure Score Overview • Identify security objectives
Protect applications?
• Microsoft Security Diagnostic Guide • Assess current security state
• Can you prove compliance and risk mitigation to your and identify gaps
• Secure Score - Security Assessment
customers?
• SMB Advanced Security Conversation Guide • Provide recommendations and
• How do you give employees the right access while keeping • Modernize Your SOC Conversation best practices
hackers at bay? • Streamline & Strengthen Security Conversation • Create an actionable security
How do you safeguard confidential business data? Against • Microsoft Security Workshop
Secure
• roadmap
leaks? • Azure Security Documentation
• M365 Toolkit 6. Prepare a proposal for a formal Cyber
• How do you secure platforms and devices, especially for mobile
• M365 Security Center Security Assessment or Azure Security
or remote workers?
• M365 Security Assessment Materials Implementation
• Can you quickly identify suspicious activities and attacks? • Transform - Zero Pillar Trust Demo
Defend • How are your business and employees protected from phishing, • Transform – Cloud Security Pillar Demo
ransomware, malware, and other advanced threats? • ASOS Azure Security Center Customer StoryHelp small businesses understand how to optimize costs and stay secure in the cloud
Why Azure
*
Migration
to Azure
Help your customers save *Source: Microsoft Research - Quantitative
survey of SMB IT/BDMs currently using or
considering cloud services (org size 75-249
money, improve efficiency employees)
and increase protection by
Targeting Guidance Customer Challenges
migrating workloads to the
cloud powered by Azure. • Customers with on premise servers running WS 2008/R2 Need to reduce spend and increase agility
or SQL Server 2008/R2 for which support ended in
• Aging hardware & software that require frequent maintenance
January 2020
(e.g., patching) drives additional support / IT bandwidth
• Customers handling consumer PII worried about
• On premise infrastructure carries additional cost for utilities, racks,
security breaches and ransomware attacks. Industries
physical security, cooling hardware, backup power, etc.
with recent visible attacks: city governments,
professional services, manufacturing, retail • Challenging to add and reduce capacity aligned with business
needs
• Customers with Open Source Infra – leading with Red
Hat and Suse
• Customers already in Azure (federated), looking to Cyber security and compliance
adopt further.
• Government, industry and customer standards are difficult to
• Customers paying for a secondary DC for DR/Backup keep up with - 90+ compliance certifications and counting
purposes. • Concerned about ransomeware attacks that could cause their
• Migration triggers: WS/SQL or VMware EOS; compliance business to lose access to apps and data for hours, days, weeks
Azure Virtual Machines (VM) (GDPR), security threats, software/hardware fresh, or forever
Azure Storage urgent capacity needs, acquisition/integrations, • Concerned about breaches that can expose applications and
Azure Networking datacenter contract expiry, desire for app innovation data to cybercriminals and identity theftMigration to Azure – Solution Overview
Cost-effective; pay less, get more Unmatched security, privacy and
business continuity
Help customers modernize
their business with the
Spend less time managing server
infrastructure and more time adding business
Guard your business against external
threats and ransomware, using built-in
Accelerate Wins
innovation, flexibility, and
value. Drop the burden and large up-front
costs of locally-run server management.
security features across on-premises and
cloud deployments. Migration to Azure
affordability they need, Respond quickly to changing business Make sure your business stays up and
backed by the security they requirements with the ability to add capacity running no matter what, with full backup 1. Create a targeted list of accounts for
expect from Microsoft. during peak seasons and reduce it when you and recovery to the cloud. migration discussions.
need less.
Make it easy for employees to access all 2. Prepare by watching the Why Migrate
With Microsoft Azure, Pay only for what you use for short or their apps and devices with secure single to Azure webinar
seasonal cloud needs. Or get unmatched sign-on – from anywhere. 3. Leverage the Windows Server, SQL
customers can start pricing in the industry, paying a predictable
Data privacy: Provide customers with Server End of Life (EOL) Email
moving their business to rate for always-on critical services.
products, information, and controls that Templates and Pitch Deck to engage
the cloud on their terms. Use Azure cost management tools to easily allow them to choose how data is collected customers
track utilization and follow cost savings and used. 4. Walk customers through the Windows
recommendations.
Server Migration or SQL Server
Conversation Starters Migration pitch deck
Resources 5. Help customers assess their migration
• How are you keeping IT costs under control as you grow your • Cloud Migration Playbook readiness with the Strategic Migration
business? • Azure within Reach Datasheet
Cost / ROI Assessment Tool.
Have you considered how much of your budget you could
• Azure within Reach Email Template
•
• Azure within Reach Infographic 6. Help your customers understand Total
save by moving workloads to the cloud?
• Azure within Reach Telesales Guide Cost of Ownership (TCO).
• What is your strategy for protecting your business from the • Windows Server Migration to Azure for SMB 7. Share Windows Server Migration case
Cyber growth in sophisticated cyber threats we’re seeing today?
Security & Customer Case Studies studies or SQL Server Migration case
Compliance • How much time do you spend keeping up with increasingly • SQL Server Migration to Azure for SMB Case Studies studies.
complex compliance requirements? • SQL Server Migration to Azure for SMB Pitch Deck 8. Create a proposal to complete a
• Are you running aging hardware and software you need to • Windows Server, SQL Server EOL Customer Deck Migration Assessment or Azure Cloud
replace? • Windows Server, SQL Server EOL Email Templates Architecture project.
Aging servers • SQL Server EOL Telescript
• Are you concerned about the security risks of running old
technology? • Data Migration Assesment
• Azure Database Migration Guide
• How much time could you save by moving workloads to a
• Azure App Service Migration Assessment
Innovation managed cloud environment?”
• Azure Architecture Review
• Cloud Journey AssessmentPower BI: the bridge between data and decisions
The Power BI Opportunity
70%
Data Driven of organizations
believe their data is
Business not used
to its fullest extent
with Power *Source: IDC Big Data Survey
BI
Visualize real-time Targeting Guidance Customer Challenges
business performance by • Small business with large volumes of • Lack of a single view; lack of integrated business intelligence
unifying data from many transactional and behavioral data and insights tools in one platform
sources to create • Net-new SMB customers with PBI free monthly
active users
• Making decisions based on opinions instead of facts because
it is hard to make sense of the volume and variety of available
interactive, immersive • Net-new SMB customers with competing BI tool data
dashboards and reports - (Tableau, Qlik) • Lack of real-time insights to inform business actions such as
decision-making and personalization across channels
• Existing SMB customers with Power BI
provide actionable Suites/Standalone Pro Seats • Siloed view of customers across multiple data sources
insights and drive results • Existing SMB customers (Azure Analytics, SQL • Lack of agility and visualization of data; need for reporting
Data Warehouse, SQL DB, O365 E3, D365) with on, working with, and communicating data
no PBI seats • Lack of confidence that reporting is accurate, and that people
are working in the same data + Significantly manual effort to
update
Azure SQL, • High backlog of reporting requests, especially with COVID-19
Azure HDInsight Event Hub
Stream Analytics Power BIData Driven Business with Power BI – Solution Overview
Create Amazing Data Experiences Make Decisions with Confidence
Reduce the amount of time spent Share timely and accurate information Accelerate Wins
Help customers better
wrangling data for answers, allowing more
time to discover and unlock value in any
with customers & internal stakeholder
communities Data Driven Business
understand their business data
and unlock actionable Unify data across the full range of Make confident & data-driven decisions
with Power BI
insights through sources to get a single view of business in without relying on specialized skills to 1. Build “starter” offers to introduce customers
real time to better engage and retain
interactive, real-time access or analyze data. to your PowerBI practice. Starter offers
customers
dashboards could include PowerBI Dashboard
Modernize and streamline your Workshops, example Dashboards for
organization’s existing data platforms important use cases. Visit PowerBI Partner
while maintaining data accuracy, Showcase or PowerBI Customer Showcase
consistency and security to get inspired.
2. Create a targeted list of accounts for Power
Conversation Starters Resources BI discussions
3. Share your PowerBI pitch deck and/or demo
• Is most of your reporting delivered via Excel?
• Power Platform - Introduction, business a PowerBI dashboard
• How easy is it for non-analytics / non-data minded people to
interact with today’s current reporting tools?
value, and demos 4. Share SMB customer success stories
• Dynamics 365 applications and the Power • Commit Partnership
• How many BI tools does the organization use today, what do
Platform • Screenzilla Entertainment/Hyper Hippo
you like or dislike about them?
• Power BI Desktop Productions
• What are your primary goals for a new BI tool?
BDM/TDM • On Demand Power BI Webinars • DAVHILL Group
• How do you ensure that your business intelligence data is • Assimilated Information Systems
protected and only accessible to trusted parties?
• Nine Dynamics
• What are your top priorities for BI- scale, performance, • Kodisoft
compliance, or security? • Four Walls Digital
• Are you looking to empowering employees to take action 5. Encourage your customer to try Power BI Pro
based on data that is available for them to explore ?
(60-day free trial) and guide their experience
• Have you tried Power BI Desktop? with your team providing specific activities
Business • What data sources are you connecting to? / Do you have each week of the trial
Analyst/ challenges with connecting to multiple data source? 6. Create a proposal for Dashboard Assessment
BI • Do you have a holistic view of your data across the business? & Roadmap or PowerBI Dashboard Design &
Professionals • What are your priorities for BI tools- Customization, Ease-of- Implementation
use, visualization, integrations, or all of the above?Help SMBs operate more efficiently and turn great ideas into applications
Why Simple, Low Code Apps
Build Simple,
Low Code 500 million new apps 5x faster demand for 65% of organizations 37% of organizations 20% annual growth
will be built in the next
Apps 5 years – more than all
mobile apps than IT
can deliver.
report an app
development backlog.
are still using paper to
manage critical
projected for application
modernization - to USD
apps built in the last business processes. 16.67 Billion by 2022.
40 years!
Power Apps, Power *Source:
Automate and Power
IDC FutureScape: Worldwide IT Industry 2020 Predictions. Doc # US 45599219, October 2019
Forrester, Q1 Digital Process Automation Survey (for process improvement efforts 2 years from now); Dresner Advisory Services, The State of Business Intelligence, 2018 (critical responses only); Gartner,
How to Deliver Enterprise Mobile Apps Faster – 2017
Virtual Agents allow any
business quickly and Targeting Guidance Customer Challenges
easily build custom apps, • Small businesses without or limited in-house Lack of efficiency
automate workflows and development teams
• Backlog of business app support requests; Inability to respond to
• Net-new & existing Azure customers – 3rd party
integrate AI capabilities. legacy ERP customers: Surround volume of internal app needs
• Net-new customers – custom made or legacy • High volume of manual, repetitive, or email based processes
apps for replacement: Replace • Lack of modern, efficient tooling for first-line workers
• Existing O365 customers – Move trial Power • Time and resource constraints with impending economic concerns;
Apps & Automate to Paid: Upsell Under pressure to streamline and cut costs
• Existing Dynamics 365 customers: Expand • Time-consuming from-scratch development
• Existing customers across Dynamics, Azure, MW • Time-consuming iterations, updates and fixes
– competing low code application platform:
Replace Lack of technical ability
• Pro-dev talent is scarce and expensive
Power Apps • IT challenges with legacy tasks and apps
Power Automate Virtual Agent • Dependency on constrained IT / expert resources for technology
Azure SQL and development needs
• Worrying about data securityBuild Simple, Low Code Apps – Solution Overview
Modernize Business Applications Automate Business Processes
Reduce technical debt and IT backlog by Increase team collaboration remotely:
Power Platform provides a
enabling low code to scale developer
productivity
Enable people to meet and collaborate at home,
and keep them engaged with collaborate apps Accelerate Wins
Build Simple, Low
and tools that work on any device
low code interface for any Increase development agility through
user to quickly create automation of repetitive and time- Streamline & automate repetitive tasks:
custom apps while
consuming parts of the dev-ops cycle, all
while reducing errors.
Reduce time and cost spent on rote tasks and
automate routine business processes Code Apps
simultaneously providing Move from manual, repetitive and/or paper-
Securely link data and tools into one view
robust tools for pro based processes and environments with digital 1. Build “starter” offers to introduce
developers. Inspire everyone to build apps without and cloud-based workflows and applications customers to your PowerApp practice.
risk while reducing time and cost of Starter offers could include PowerApp
Enhanced security & governance: Leverage a
building solutions. Leverage AI capabilities Roadmap Workshop, 5 Day PowerApp,
to discover actionable insights low code interface and admin center to allow for
easy IT governance and security etc. Visit AppSource to get inspired.
2. Create a targeted list of accounts for
Conversation Starters Resources Low Code App discussions.
3. Review the Power Apps conversation
• Do you have a lot of paper and/or manual processes? • Power Platform - Introduction, business
• Are you looking for opportunities to automate these processes? guide
value, and demos
• Can your teams quickly and securely collaborate remotely? • Dynamics 365 applications and the Power 4. Share the PowerApp pitch deck and
• Do you have teams that could be streamlined with automation? Platform demo an PowerApp your org built
• Are you able to securely connect your customers with the data that • Let customers test drive your canvas app on 5. Run a workshop to identify manual
BDM matters to them? AppSource processes / use cases that may be a
• Is there a backlog of app requests for IT? • PowerApp Pitch Deck
• Do you have complex business processes across people, systems and good fit for Power Apps
• Power Apps Conversation Guide
business units? • Power Apps Datasheet 6. Share SMB customer success stories to
• Do you have many older apps that would benefit from a mobile option? • Power Apps Infographic - Low Code inspire ideas and confidence
• Do you want the ability to build and evolve apps faster? • Power Apps Infographic - Innovation • Fundación Don Bosco
• SMB Customer Stories • Encory GmbH
• Can you keep up with the demand from the business for app requests?
• CAPS
IT • Do you use automation to speed up your productivity and efficiency? • Key Way Group
• Kelly Roofing
Professionals • Are you concerned about compliance of your business apps, e.g. GDPR? • Miami HEAT
• North Star Grocery
/ • Are you looking to migrate some apps to the cloud?
• Hawkary Pharmaceuticals
Citizen • Do you apps built on Lotus Notes, Access, InfoPath or Excel?
Devs/ Pro • Do you want better security, visibility and governance of your apps? 6. Create a proposal to develop a Power
Devs • Would you like to get the business more involved in app design, App roadmap or build a starter set of
prototyping to free up IT/Dev time? apps.Accelerating SMBs’ Digital Transformation Journey
Why Azure
App
Modernization 86%
of organizations struggle
to find technical talent to
build applications
Azure helps modernize Source: An Indeed.com Survey, 2016
applications faster with
containers, serverless
application function,
and helps you keep
Targeting Guidance Customer Challenges
your production
• SMBs with challenging legacy applications or
codebase 'clean' infrastructure (on prem, out of service/behind
Lack of efficiency
patches, under powered) • Difficult to make incremental changes/updates with legacy
applications. Have to take down services when add new features or
• SMBs with large amounts of digital assets
functionality
• SMBs who plan to or currently develop, test or run
• Most of IT budgets are spend on administrative tasks
applications in the cloud
• SMBs who started App Service Trials • No consistent service level/uptime. No scaling if unexpected traffic
• SMBs who are looking to modernize an existing • Reduced agility/lack of flexibility. Monolithic applications, legacy
Website or Application (on prem, web or mobile) code.
• SMBs who are looking for more security and
increased developer productivity Limited technical support
• Pro-dev talent is scarce and expensive
Azure App Services • Lack of resources for new initiatives
Azure Service Fabric
• Dependency on constrained IT / expert resources for
Azure Functions technology and development needs
Azure Dev Ops • Worrying about data securityApp Modernization – Solution Overview
Engage customers Empower Employees
Increase sales, customer acquisition, retention Use digitization to improve productivity and
& satisfaction focus on value add Accelerate Wins
App Modernization
New digital cross channel experiences & Better insights though data driven intelligence
personalization mobile/web)
Modernized Applications Securely exposing data and process across
help businesses achieve Customer Intelligence (Behavior, sentiment & devices
risk analysis, forecasting, propensity to buy
agility, high scalability, cost etc.)
Faster decisions and agility by integrating
systems and offering self service options 1. Build “starter” offers to introduce customers
optimization, and IT
Optimize Operations Transform Products to your App Modernization practice.
simplification without Prepare for discussions by reviewing Build:
dedicated resources Reduce your operational cost through the use Create new business models
of secure, scalable, on-demand platform App Modernization with Microsoft Azure
Expand reach through digital channels and and Ignite: Application modernization with
Test new products & services faster and new markets Microsoft
reduce delivery time frame
Enhance products/services by anticipating 2. Create a targeted list of accounts for App
Improve business processes (forecasting, customer needs & understanding how Modernization discussions
recommendations, supply chain etc) products are being used 3. Share the .NET Modernization and Cloud
Native Apps One Pagers
Conversation Starters Resources 4. Share your App Modernization pitch deck
and business benefits customers can expect
• What is your omnichannel strategy? What elements • Build: App Modernization with Microsoft Azure 5. Share SMB customer success stories
(web/mobile/bot/etc) does it include? • Ignite: Application modernization with Microsoft • Tenthline
• What do you think consumers think of your brand after Azure
BDM • Hotailors
interacting with your digital platforms? • .NET Modernization One Pager
• The Nobel Prize
• .NET Modernization Email
• Do you have a consistent user experience across all of your • RealBox
• Azure Immersion Workshops
customer touchpoints (kiosk, mobile, wearable, web, etc)? 6. Qualify which App Modernization approach
• Cloud Native Apps One Pager
• How much of your time is spent on maintaining existing • Connect: Application modernization with Microsoft fits the customers needs: Rehost, Refactor,
applications vs innovating? Azure Rearchitect, Rebuild
ITDM • Azure for SMB 7. Create a proposal for App Modernization
• How frequently are you able to update your applications?
• Cloud Ascent Overview for Partners preferred approach
• What percentage of your portfolio runs on prem vs cloud?
• DevOps learning path
Architects/ • What do you see as productivity blockers for your team today? • Web apps learning path
Dev • Is it easy for your team to stand-up environments to prove-out • Serverless learning path
Mgrs/IT ideas and concepts? • App Service learning path
ProsHelp your SMB customers safeguard their business against external threats and leaks
Advanced Why Azure
Security
Identity and Access Data and Network Threat Protection &
Cloud has been proven to The average cost of a SMB Management Security Security Management
Azure Sentinel Azure DDoS Protection Azure Security Center
be more secure in many data breach is $120,0001 Azure Active Directory Encryption Advanced Threat Protection
Azure Key Vault Microsoft Antimalware for Azure
ways than corporate 1 Kapersky Lab
Confidential Computing Azure Log Analytics
VNET, VPN, NSG
datacenters. Microsoft Application Gateway
Azure Firewall
Azure is uniquely ExpressRoute
positioned to assist
organizations with Targeting Guidance Customer Challenges
securing their digital
transformation. • Customers who need to analyze event data in real time for Lack of time, budget, or personnel for security
early detection of targeted attacks and data breaches • Maintaining a strong security posture with myriad tools is
• Customers who currently have third-party security point difficult, given each tool requires manual configuration, is
solutions and overpay on those services/software time consuming and can introduce security gaps
• Customers who mistakenly think they are too small to • Maintaining infrastructure security in customer’s datacenter
target requires enormous investments and resources without a clear
ROI
• Customers that currently use free email providers for their
• Security experts are hard to recruit and retain
business
• Customers who collects, transmits, or owns highly
confidential data (e.g. HIPAA, customer data) Inability to effectively respond to security threats
• Customers who have complex data infrastructure that • The volume and complexity of threats rapidly advances and
requires strong security protection against threats and leaks evolves
• Customers who own subpar antivirus antispam software • Too much data providing few insights that help to respond
Azure Sentinel • Sensitive stored customer data with no ability to detect and
quickly and accurately
Azure DDoS Protection protect against security breaches
Advanced Threat ProtectionAdvanced Security – Solution Overview
Strengthen and protect your Security analytics and threat
Azure helps protect workloads in the cloud intelligence Accelerate Wins
business assets while
reducing security costs and
Strengthen security posture: Security Center
assesses your environment and enables you to
Cloud data at cloud scale across all users,
devices, applications, and infrastructure, both
Advanced Security
complexity. understand the status of your resources, and on-premises and in multiple clouds.
whether they are secure. 1. Create targeted account list and identify
Detect previously undetected threats, and high propensity accounts
Built-in security controls Protect against threats: Security Center unparalleled threat intelligence. 2. Leverage the Introduction to Azure security,
and intelligence help assesses your workloads and raises threat Azure Security Center Readiness Roadmap,
admins easily identify and prevention recommendations and security Investigate threats with artificial and Azure Sentinel documentation to gain a
alerts. intelligence, and hunt for suspicious
respond to threats and activities at scale, tapping into years of cyber
deeper understanding of Microsoft’s
security gaps, so Get secure faster: In Security Center,
security at Microsoft. Advanced Security offerings and prepare for
everything is done in cloud speed. Because it is customer discussions
organizations can rapidly natively integrated, deployment of Security Respond to incidents rapidly with built-in
improve their security Center is easy, providing you with auto- 3. Reach out to prospects to suggest a
orchestration and automation of common
Security Workshop
posture. provisioning and protection with Azure tasks.
services. 4. Leverage the customer case studies to build
trust and creditability:
Conversation Starters Resources • RapidDeploy
• How are you protecting your business information from • Introduction to Azure Security • ASOS
common attacks such as DDoS attacks, web application attacks, • Azure Security Center Readiness Roadmap
Protect and malicious bots? • Azure Sentinel documentation
5. Prepare a proposal to conduct an
• Have you or your peers experienced a security breach due to • Azure Sentinel Quick Start Guide assessment leveraging the Microsoft Secure
misconfiguration, mismanaged credentials, or insider theft? • Azure DDoS documentation Score which will identify your customer’s
• Azure ATP Architecture security posture and propose the Security
• How are you storing your customer and business data today?
Secure Do you feel confident that your data is secure from external
• Microsoft Secure Score Background Solution options you can build for your
• Secure Score - Security Assessment customer.
threats?
• Microsoft Security Workshop
• How are you controlling permissions and access to your • Security white papers
company’s business information? • Azure security best practices and patterns
• How long does it take for you to respond to external security • Azure Security Telesales Guide
Control threats – an hour, a day, a week, months? • Security intelligent infographic
• Did you know that without security controls in place, 68% of • Security Fortify infographic
breaches take months or longer to discover – what are you
currently doing to address your security gaps today?You can also read
