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4. 1. A layered defence
2. Keep up-to-date
3. Backup – regularly and check…
4. User education
5. Common sense!
6. Formalise security policies
7. Identity protection
8. Service configuration
9. Block pop-ups, disable macros,
disallow data transfer via USB
10. Turn off immediately if suspicious
activity is detected
Protecting Customers
5. Coming up next…
Microsoft Cloud Update
Jonathan Eustace
LightUp the Cloud – Drive Adoption & Usage for Office 365
Martin Hawar
Centrally Manage Email Signatures in Office 365
Neal Stanborough
Securing the Cloud Generation
Sian John
Cloud Backup – Modernise your Data Protection Strategy
Bekalu Walle
Improving ROI with Document Automation Software
Jonathan Keighley
Microsoft Dynamics 365
Andy Connell
The Modern MSP
Michael Len
Cloud Market Update
Michael Frisby
Moving your Customers’ Workloads to the Azure Cloud
Craig Gordon
6. For more information about
today’s sessions…
Speak to a member of the Vuzion team!
Networking 13:00-14:00
partners@vuzion.ie
+353 168 561 91
13. Digital Transformation
Digital Transformation is the ground-up critical examination of an organisation with consideration of its
business challenges and how it interacts and engages with its employees, partners and customers.
Digital Transformation is about business change and how businesses can reorientate themselves to take
advantage of digital technologies.
15. Research & Strategy
Cloud Essentials
Impact of Cloud on IT
Building a Cloud Strategy
1
1.
2.
3.
Assessment & Planning
Current Environment
Destination Planning
Migration Planning
Staff & Resources
Service Providers
Licensing
Contracts & SLA’s
Assurance Planning
Business Case
2
4.
5.
6.
7.
8.
9.
10.
11.
12.
Adoption & Migration
Data & Data Governance
Solution Architecture
Security in the Cloud
Adoption Process
3
13.
14.
15.
16.
Service Management
Service Management
Assurance Management
Demand Management
4
17.
18.
19.
Evolution & Transition
Cloud Service Evolution
Transition Planning
5
20.
21.
The Journey to the Cloud
20. Cloud Solution Provider
Set the price, the
terms and directly
bill customers
Directly provision and
manage subscriptions
Be the first point of contact
for customer support
CSP enables partners to offer End-to-end Managed
Services on Microsoft Cloud
22. Cloud Solution Provider
Increase profitability with a
Managed Services practice
Unlock Lucrative Opportunities
with Managed Services
Offer new cloud and hybrid solutions
to customers
Enhance Your Solution
Portfolio
How Partners Benefit from CSP
23. Cloud Solution Provider
Platform Services
Security &
Management
Infrastructure Services
Datacenter Infrastructure (24 Regions)
Web
Apps
Mobile
Apps
API
Management
API
Apps
Logic
Apps
Notification
Hubs
Content
Delivery
Network (CDN)
Media
Services
HDInsight
Machine
Learning
Stream
Analytics
Data
Factory
Event
Hubs
Mobile
Engagement
Active
Directory
Multi-Factor
Authentication
Automation
Portal
Key Vault
Biztalk
Services
Hybrid
Connections
Service
Bus
Storage
Queues
Store /
Marketplace
Hybrid
Operations
Backup
StorSimple
Site
Recovery
Import/Export
SQL
Database
Document
DB
Redis
Cache Search
Tables
SQL Data
Warehouse
Azure AD
Connect Health
AD Privileged
Identity
Management
Operational
Insights
Cloud
Services
Batch
Remote
App
Service
Fabric
Visual
Studio
Application
Insights
Azure
SDK
Team
Project
VM Image Gallery
& VM Depot
24. Cloud Solution Provider
Customer Facing Apps
Internal Business Apps Intelligent Apps/Business Analytics Backup, Archive & DR
Backup &
Archive
Disaster
Recovery
Digital
Marketing
Mobile E-commerce
Big data &
Analytics
Data
warehouse
SAP on
Azure
Dynamics on
Azure
SharePoint
on Azure
Red Hat on
Azure
DevTest/DevOps
Development
& Test
Development
& Operations
IoT
IoT
Solutions
SaaS Apps
HPC
Digital
Media
Hybrid
Integration
High
Performance
Computing
Blockchain Gaming
Big Data & DW
Microservice
applications
LOB Apps
Mainframe
Migration
Azure10Solutions
SAP Red Hat
Business
intelligence
Big data &
Analytics
OtherAzure
Solutions
Mobile
Monitoring
Microsoft on Azure
Health care
25. Cloud Solution Provider
Azure 10 – Partner Best Practice
Backup, Archive & DR
Backup &
Archive
Disaster
Recovery
Leading Azure CSP Partner
Solution Built on Azure Backup
with DPM
Key Lessons
26. Cloud Solution Provider
Azure 10 – Partner Best Practice
Creating Differentiation
Packaged proof of concept
Key Lessons
IoT
IoT
Solutions
27. Cloud Solution Provider
Cloud Readiness
Assessment
Solution Analysis, Scope,
& Design
Data Architecture Design
Workflow Creation in
SharePoint
User Experience
Consulting
Training
Business Opportunity
Identification
Systems Integration
Datacenter Migration
Backup & Storage
Deployment
Disaster Recovery
Deployment
Proof of Concept
App re-platform
Database Infrastructure
Development
Deployment Services
Proactive Backups & Anti-
Virus Monitoring
Update & Patch
Management
Reactive Help Desk
Support
User Rights & Account
Management
Performance and App
Troubleshooting
Desktop & Device
Support/Management
VoIP Maintenance
Critical Response Support
Health Checks
Hybrid Environment
Support
Security Management &
Identity Protection
Virtual Machine
Management & Upgrading
Network Monitoring
Cloud Usage Forecasting
Billing Management
Capacity Planning
3rd Party Application
Management
Remote Device Monitoring
Mobile Device Management
Managed Services Opportunities
28. Cloud Solution Provider
Managed Services Business Models*
Predefined Bundles – Flat Rate Predefined Bundles – % of Cloud SpendA La Carte
29. Cloud Solution Provider
Feb
March
Basic
Advanced
Premier
Customer Azure Spend
April
MSP revenue
Service Basic (20%) Advance
d (30%)
Premier
(40%)
Azure Fundamentals – Subscription management, OS
patching, IaaS management, basic authentication
Usage and Billing management (Basic)– Monthly Azure
consumption reporting
Usage and Billing management (Advanced)– Capacity
planning, usage forecasts, billing concierge, usage
forecasts by workload/deptt
Monitoring (basic)– OS monitoring, network monitoring,
ticket/service request logs, 24/7 help desk
Monitoring (Advanced) – Workload/App monitoring, log
analytics, audit reporting, alerting and proactive
troubleshooting, superior response time SLA (e.g. 15 min)
Security management – firewall, antivirus, security
updates, data encryption, compliance
Business Continuity Services – Automated disaster
recovery and backup, monitoring, and testing
Charge customers as a percentage of cloud spend—actual percentage depends on
the Managed Services tier
Cloud MSPs are moving towards a dynamic Pricing Model
30. Cloud Solution Provider
In summary, CSP opens the gate for new revenue streams
• Monitoring/ Management:
Patching, Monitoring, Break Fix,
Service Management
Add new offers to your portfolio
ManagedServices
• Usage management, capacity planning
• Optimization: Improved user experience,
Performance, BI Capabilities, Security, Billing
management, Dev Ops management
• Outsourcing: Migrations, Cloud Integration,
Workload discoverability
Hybrid Offers
• Disaster Recovery
• Backup
• Capacity Bursting
• Identity & Access
Management
Geo Expansion
Supporting customer’s
growth without new
capital investments
New App Development
• Dev Ops framework
• App Life Cycle
management
• SAP/Oracle/Sharepoint
on Azure
Advanced Services
• Azure ML
• HD Insight
• Advanced Analytics
• Modern DW
• IOT Suite
• Power BI
Resell
• Multi-Cloud IaaS
• Dev/Test Scenarios
• Cloud Marketplace
Traditional
datacenter
management
Cloud managed
services = More $$
49. About Exclaimer
The world’s leading
email signature
solution provider.
Over 50 million users in
150+ countries
worldwide.
Microsoft Gold
Partner since 2007.
Built the first ever email
signature software in
2000.
Recipient of multiple awards
including the Queen’s Award
for Enterprise.
Headquartered in the UK just
outside London.
International offices in the
Netherlands, Germany, the US
and Australia.
51. Customer pain points
No HTML editor in Office 365.
Complying with email disclaimer
law.
Can’t create reply signatures.
Blank spaces appearing in contact
details.
Can’t test signature designs.
52.
53. • Award-winning service for managing Office 365 signatures.
• Intuitive UI designed for users of all abilities.
• Get signatures on all devices including mobiles & Macs.
• Intuitive editor using drag-and-drop technology.
• Use different templates for individual users or various
groups/departments.
• Update any signature element & apply changes instantly.
Exclaimer Cloud - Signatures for Office 365
54. How does it compare to Office 365?
Exclai
mer
Cloud
Offic
e
365
Add signature under most recent reply
Embed HTML images
Convert plain text emails to HTML
HTML signatures on mobiles & Macs
Include Office 365 Directory details
Assign signatures by group without additional rules
Hide contact sections with blank attributes
HTML signature editor
Preview signature while editing
Ability to have user photos
Set signatures based on time & date
55. Microsoft CSP partner looking to expand your portfolio, innovate and add value to
customers.
Office 365 reseller or managed service provider searching for new ways to stand out
from your competition.
Put us to the Test!
The proof is in the pudding, we’re proud to offer our partners internal use of Exclaimer
Cloud for free.
Go-to-market
Dual branded content
Video
Brochures
Training…
…and much more
Exclaimer’s Partnership Promise
56. Email Signatures for Dummies Guide
• Get the definitive Dummies Guide to Email Signatures
on turning your email signature into a valuable
marketing asset.
• Learn how to use email signatures for:
o Targeted marketing campaigns.
o Increasing your social presence.
o Improving brand management.
• Free copies can be requested at
www.exclaimer.com/dummies-guide
57. Conversational Office 365 Email Signatures Guide
• Get your free copy by renowned Microsoft MVP, J.Peter Bruzzese, and sponsored by Exclaimer.
• Learn about:
o The importance of uniform email signatures.
o Email signature consistency challenges.
o Exclaimer’s solution for cloud signatures within Office 365.
• Free copies can be requested at
www.exclaimer.com/office-365-email-signatures/guide
61. • Help resellers build their own
Azure based solutions around
a set of defined frameworks
• Azure based
“finished” services
that can be resold
• Bespoke solution development
support
• Service wraps to deliver
operational efficiency
Azure GTM Model
67. Framework Offering – On-Premise Backup
Azure Backup with agent deployed on
each PC or Server
68. Framework Offerings – Azure Backup Server
This is a rebranded version of Microsoft
System Centre Data Protection Manager
(DPM) and is a Disk-to-Disk-to-Cloud solution.
70. Bespoke Solution & ISV Scenarios
Lift & Shift
(Move)
• Migrating application with no
changes
• Reducing infrastructure cost
(CAPEX), not willing to invest
in application
• Moving packaged app not
certified for Azure
• One or small number of
applications
• IT controlled and managed
• Need to control OS and
instance
Lift & Port
(Re-Model)
• Modernizing application
• Leveraging scale, reducing
infrastructure management
overhead (OPEX)
• Transition to PaaS
• One or many applications
• IT controlled and managed
Build for Cloud
(New Build)
• New modern applications
• Large scale
• Ability to start small and grow
very large
• Building SaaS applications
• Moving to DevOps model
• Unpredictable growth
• Large number of databases
72. • Providing core operational services to increase the efficiency and profitability of the
delivery of Azure based solutions
Operational Delivery
Billing
Simplify and automate the
billing of customers for Azure
based workloads
Managed Services
Monitoring, Patching,
Management, Reporting &
Support
Support
Operational support services to
help resellers get to revenue
with Azure services more
quickly
73.
74. For more information about
today’s sessions…
Speak to a member of the Vuzion team!
Networking 13:00-14:00
partners@vuzion.ie
+353 168 561 91
77. File
URL
Whitelist
Blacklist
Certificate
Machine
Learning
182M web
attacks blocked
last year
Discovered
430 million
new unique pieces
of malware last year
12,000+
Cloud
applications
discovered and
protected
100M
social
engineering
scams blocked
last year
1B
malicious emails
stopped last year
175M Consumer
and Enterprise
endpoints protected
9 global threat response
centers with
3,000 Researchers and
Engineers
1 Billion previously
unseen web requests
scanned daily
2 Billion emails
scanned per day
CLOUD
GLOBAL
INTELLIGENCE
SOURCED
FROM:
78.
79.
80. EU General Data Protection Regulation (GDPR)
Directive Regulation
TODAY
:
2018:
Right to be
forgotten
Parental Consent
Data Protection
Officer
Extra-territoriality of GDPRFines and penalties
Joint Liability of Controllers and
Processors
Mandatory Breach Notification
81. Technology Considerations for the GDPR
Know your Personal data Process Data Lawfully Embed privacy Protect Personal Data
PROTECT PERSONAL INFORMATION THROUGH ITS
LIFECYCLE
82. Advanced Breach Detection, Remediation, & Notification
ATP
Analytics
Endpoint
Email
Server
Web / CASB Cyber Security
Services
DLP
CASB
Web
CDPEncryption
Personal Data Protection Everywhere
PROTEC
T
DETECT
RESPON
D
Technology Risk Management
DLP
Data Insight
CASB Audit
CCS
EPM
Understand
Data Risk
Understand,
Report, and
Remediate
Compliance
Unparalleled Threat Intelligence
Endpoint
175M
endpoints
protected
Email
2Bm emails
scanned/day
Web
1.2Bn web
requests
secured/day
Physical & Virtual
Workloads
64K Datacenters
protected
Cloud Security
12,000 cloud
applications
secured
PREPARE
VIP / MPKI
85. Evolving Data Attack Surface
Regional
Office
Headquarters
Data Center
Roaming
Users
Personal Devices
Security Stack
86. The Expanding Network
Direct Connect Creates Expanded Networks to Protect
Regional
Office
Headquarters
Data Center
Roaming
Users
SSL Encryption
IOT DevicesPersonal Devices
SSL Encryption
Security Stack
SSL Encryption
87. Multi-Phased and Multi-Staged Attacks
Regional
Office
Headquarters
Data Center
Roaming
Users
Security Stack
SSL Encryption
SSL Encryption
SSL Encryption
IOT DevicesPersonal Devices
88. Innovation for the Cloud Generation:
Ensuring Safe Cloud Usage
Regional
Office
Headquarters
Data Center
Roaming
Users
IOT DevicesPersonal Devices
89. Integrated Cyber Defence Platform
Local
Intelligence
File
URL
Whitelist
Blacklist
Certificate
Machine
Learning
OnPremises
SIEM Integration
Data Center
Security
EncryptionContent
Analysis
Web
Protection
Performance
Endpoint
Cloud
Cloud Web
Protection
VIP
Identity
Cloud
DLP CASB
Managed
PKI
Messaging
Data
Center
Security
Cloud
Sandbox
Cyber
Security
Services
Encryption
Compliance Advanced Threat
Protection
Endpoint
Encrypted
Traffic
Management
DLP Security
Analytics
Management Malware Analysis
SOC Workbench
Third Party Ecosystem
Cloud
90. Shadow IT
Discovery & Controls
Cloud Compliance
Tokenization
Cloud Incident Response
Cloud Investigations
Cloud Policy & Remediation
Cloud DLP
Cloud Intrusion Detection
Cloud Malware Detection
Multiple Source of Data & Control Points
Proxy
CASB Gateway
Events
Outside
Perimeter
Enterprise
Perimeter
Cloud API
91. Office 365 + Symantec Security Offer Business Benefits
Better protection, cost savings, and more complete coverage for compliance are among the
benefits of a combined Microsoft O365 and Symantec solution:
Email Protection Advanced Threat Protection Data Protection User Access & Authentication
A better defense again known and
unknown email viruses through
link following and heuristic
technology means fewer attacks
get through.
This reduces the risk of data loss
and the need for remediation.
Leaving employees to be more
productive.
Advanced threat protection requires
more advanced methods to detect
unknown threats plus correlation
across email, network, and endpoints.
The ability to “connect the dots” means
faster time to remediation, reducing
costs and damage to reputation.
Data loss can occur at the endpoint
(mobile or network), cloud, or as
data is in transit. Having a single
console, one policy, automated
remediation, and sophisticated
content detection (reducing the
number of false positives), that
spans all channels reduces the risk
of a breach and increase IT
productivity.
A user-friendly, tightly integrated
solution to validate users before they
access any app (including O365) or data
reduces the risk of data loss and
damage to reputation. Reduce the risk
of non-compliance with a single point of
control that supports all cloud apps. The
ability to scale cost-effectively reduces
costs and product churn.
92. Effectively stops new & emerging
threats with multi-layered
technologies and intelligence from
one of the world’s largest GINs
Blocks stealthy threats with cloud-
based sandboxing and deep,
comprehensive visibility into targeted
and advanced threats
Outbound MailIncoming Mail from Office 365
Delivered Mail
Connection-level spam and
detection
Signature-based spam and
threat scanning
Advanced heuristics (Skeptic)
Real-Time Link Following
Cloud-Based Sandboxing
Click-Time Protection
PROTECTS AGAINST
• Malware
• Advanced threats
• Spear phishing
• Business email compromise
• Spam
• Bulk mail
Effective Threat Protection for Office
365
93. Confidential Data
Protection
Granular DLP policies protect
sensitive data and help address
legal and compliance
requirements
Policy-based encryption
policies automatically safeguard
the security and privacy of
confidential emails
99
PC
I
HIPAA GDP
R
Customizabl
e
Control
Sensitive
Information
Protected
Quick, Secure
Message
Delivery
Fast,
Seamless
Encryption
or
Decryption
Advanced
Multi-
Channel
Coverage
Symantec Email
Security.cloud
Symantec DLP
Cloud
94. Added Offerings,
One Cloud
Single cloud login for access to
integrated offerings: Data Loss
Prevention and Data Center
Security
Advanced Mobile
Capabilities
Improved protection for mobile
app management, Norton
workspace and vulnerability
assessments
Embedded Encryption
Recovery
Self-service encryption key
recovery for end-users and
native encryption key
management for IT
The Future of Unified Endpoint Protection
Expanded and Improved Capabilities for More Integrated Security
100
133. 2017-04
For more information about
today’s sessions…
Speak to a member of the Vuzion team!
Networking 13:00-14:00
partners@vuzion.ie
+353 168 561 91
134. Improving ROI with Document Automated Software
Jonathan Keighley
Improving ROI with Document Automation Software
136. Qorus Fast Facts
• Founded in 2008
• HQ in Seattle
• Offices in New York, London and Cape Town
• Gold Certified Microsoft Partner
• Application Development
• Cloud Platform
• Award winning Applications
137. Typical document challenges
65%
Of content created is unused by sales
because it can’t be easily found
Finding and using content
$5,000Is the average cost of creating documents per
employee every year
Re-creating documents
92%
Of employees still use email to review and
collaborate on documents
Old-school collaboration
139. TagLocate Create Collaborate Measure
Qorus makes organisations more efficient and accurate when creating
business critical documents like proposals, contracts, SoWs, RFP’s etc.
Qorus solution
145. The Qorus difference
“Qorus was a game changer -- enabling us to
dramatically increase efficiency, and we are on
track to double the number of annual grant
submissions.”
Teresa Docherty,
Grants and Social Media Manager
Boys & Girls Club of Bellevue
Increase productivity
Reduced formatting time
Increase time to first-draft
146. A few key customers
Proposals and
RFP responses
Merger and
acquisition reports
Pitches, proposals
and RFP responses
Contracts and
proposals
Writing grant
proposals
147. Results
Reduced the time the bid team spends collating
and formatting content from 40% to less than 8%.
Bid content is easily stored and made searchable,
resulting in further efficiency gains.
Qorus is helping the bid and sales teams improve
and streamline the proposal creation process.
“We didn’t want to give the sales team another system to
learn, so I liked that Qorus plugs into Microsoft Office.”
– Tim Quin, Head of Bid Management
148. Better Together | Qorus + TermSet + DocuSign + Office 365
Organise your content better using
Machine Learning
Use content directly in MS Office to
build better documents faster
Better compliance by securely and
efficiently e-signing documents
Work in flexible and familiar tools for collaboration
across teams, devices, and platforms
152. For more information about
today’s sessions…
Speak to a member of the Vuzion team!
Networking 13:00-14:00
partners@vuzion.ie
+353 168 561 91
Thank you
155. State of the Market
Customer Experience
2020 By 2020, customer experience
will overtake price and product
as the key brand differentiator.
Productivity
40% of a worker’s productive time
is lost when switching tasks. This costs
the global economy $450B per year.
40%
Speed of Business
Organizations embracing digital
transformation generate an average
of $100M more income each year.
$100M
163. Sales teams have become more productive…Productivity
Relationship Building
Personal
Transactional
LOW
HIGH
HIGH
Key trends:
• Telesales
• Role specialization
• Sales and marketing automation
• Self-service offerings
164. A wake-up call
of buyers don’t believe their sales
rep understands their business nor
that they can provide real value
77%
Source: Accenture study from 2014
165. What prevents reps from
building the relationships
they need to win?
Not finding all the key players
Not perceived as adding value$
Not able to manage multiple
relationships
166. Too much information, too little insight
Productivity & email
Social networksCRM
Productivity & email
Social networksCRM
171. Welcome to the era of relationship sellingProductivity
Relationship Building
Personal
Transactional
LOW
HIGH
HIGH
Relationship selling
172. Build relationships with the right people
Make it easy to manage relationships
Offer insights & recommendations
173. Focus on the right
companies and people
Find every member of the
buying committee
Discover the best path
to reach each buyer
174. Keep track of buyers
and their needs
Identify risks
and opportunities
Engage buyers with
personalized content
175. Synchronize relationship
data across systems
Take actions based on
contextual recommendations
Guide sellers through multiple
complex relationships
Email Reminder
Follow up with Vincent Lauriant on Quote
Email Reminder
Follow up with Vincent Lauriant on Quote
178. If you would like to know more…
Speak to a member of the Vuzion team!
Email: partners@vuzion.ie
Phone: +353 168 561 91
Website: www.vuzion.ie
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