Customer Journey-in-a-Box | Playbook

Compliance and
Data Protection
for M365 E5 Upsell

January 2023
 Customer Audience Campaign material
Journey Insights Customer targeting Sales Support Materials
• Customer licensed for Microsoft 365 E3
The opportunity for partners to grow their business with MS is • Compliance overview (Purview Pitch Deck)
and/or E5 security and Customer
bigger than ever before. A 2022 Forrester study found*: An licensed for Microsoft 365 E3 stand • Compliance (Portal)
opportunity for partners to increase compliance revenue by alone and E5 Teams features.
16%.* A 27% increase in compliance solution attach rate. • Protect and Govern Sensitive Data
Mitigate Compliance and Privacy Risks provides a focus on Build Intent 1:1 Workshops • Mitigate Compliance & Privacy Risks
non-CISO pain points, to drive regulatory, legal, and privacy
• 800+ Paid Available Units (PAU) for Product presentations
management conversations.. Protect and Govern Sensitive
Data adds Insider Risk management and ensures customers Azure Active Directory Premium (AADP)
PAU, and • Microsoft Purview Data Lifecycle Management
know, classify, and protect their data as well as ensure their
environment is protected from accidental or unauthorized • Microsoft Purview Records Management
• 250+ Monthly Active Users (MAU) for
sharing of sensitive data.
Exchange Online, SharePoint Online or • Microsoft Purview Information Protection
Teams
• Microsoft Purview Data Loss Prevention
Priority Hero SKU
• Eligible for select customers between
• Microsoft Purview Insider Risk Management
• Compliance & • M365 E5 Compliance 300-999 seats
Privacy for • Microsoft Purview Communication Compliance
• Microsoft Priva
M365 E5 Upsell
Buyer Persona • Microsoft Purview Compliance Manager
Up/cross sell path
Segment • Compliance Officer Leader
• Microsoft 365 E5 • Microsoft Purview eDiscovery
• Strategic • C-Suite
KPIs • Microsoft Purview Audit
• Major Commercial • Data Protection Officer
& Public Sector • # Workshops & Marketing Guidelines
• Chief Risk Officer
Programs
• Corporate and Scale • Partner led marketing guidelines
• Chief Privacy Officer
• # Customer adds
Solution Area • Chief Legal Officer • Brand Central

• Security
 Skilling and enablement

Partner Learning paths

• Security, Compliance and Identity Partner
Other resources
• Privacy management partner FAQ
enablement guide
Criteria • Microsoft Purview Partner FAQ
• Microsoft 365 and Security Learning Paths |
• Microsoft Security Technical Content Library
Learning Paths
• Developing security solutions with Microsoft Security Pilot and deployment partner programs
Protect and Govern Sensitive Data
Partner Characteristics • Compliance Learning Path • Information Protection
• System Integrators , GSIs • Certification for Compliance SC-400 Exam: • Risk Management
Microsoft Information Protection Administrator
• Partners that are able to provide consulting
and deployment services or compliance
• Have delivered MCI Workshops Readiness
• Manage information protection and governance
• MSSP Partners on MSSP Partner program (Compliance learning path)
(by invitation only) that have compliance
practice • Manage insider risk in Microsoft 365 (Compliance
learning path)
Mitigate Compliance and Privacy Risks
• Build your compliance business by managing risk
• GSIs Advisories And Local Compliance and securing customer information (Video)
Advisor
• Manage risk and compliance with end-to-end
• Partners with Advisories services that security solutions (Video)
engage predominantly with CCO, CLO,
DGO, CPO roles to understand • Build a privacy-resilient workplace (Video)

Build Intent 1:1

Workshops: Protect & Govern Sensitive Data
and Workshops: Mitigate Compliance &
Privacy Risks  How do you identify and protect your sensitive

• FastTrack Ready or Co-Sell Ready​

3 questions you business-critical data In Microsoft 365?
What's your strategy to identify and mitigate insider
should ask the

• And SSPA Compliant​ and 3rd party risk?
customer:  How do you keep track of being compliant with
industry-related regulations?
Customer Journey
Tactics Funding & Incentives

• Partner led demand gen campaigns • Through Partner Marketing​

Listen • Partner led Small group leadership
(1:many) : Webinars; Events; Roundtables; (1:many) Marketing funds are
& Consult E-mail campaign; ABM / Digital campaign
roundtables
available for selected partners

• Build Intent 1:1 Workshops: • MCI Build Intent 1:1 Workshops: $5K
Inspire • Data Protection & Governance Assessment per engagement. Partner nominated
 Protect and Govern Sensitive Data:
& Design  Build intent Workshop Mitigate • Solution assessment: no funds
Compliance and Privacy Risks available until end of June 2023

• Pre-Sales ECIF (Microsoft Sellers Pre-sales - ECIF Value

nomination)​: for key initiatives as E5
Empower Compliance, E3 Core & Zero • >20x ROI
& Achieve Trust Foundation, Trials Conversion, Security
• >10x ROI for M365 New
Customer Transformation, Compete).
Customer Acquisition

Realize • Partner • Partner

Value Incentives: aka.ms/partnerincentives Incentives: aka.ms/partnerincentives

• Post-Sales ECIF (Microsoft Sellers Build Intent 1:1 Usage Workshops:

nomination)​: This program is to drive post- • ECIF Post-Sales: $2 per seat.
sales usage of M365 Security workloads. • Protect and Govern Sensitive Data: MIP, • Online Services Usage M365 : >150
Manage seats, $1K for Premium Workloads,
• M365 Usage Incentives​: Rewards partners DLP and IRM
& Optimize for helping customers successfully deploy $500 for Core Workloads
and adopt Microsoft 365 and security • Mitigate compliance and privacy risks:
CM (Compliance Manager) & Priva • Usage 1:1 Workshops $5K
workloads