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Welcome to Love Cloud IE
1. Welcome to Love Cloud
Thursday 15 February 2018 | 09:30-13:00
Clayton Hotel, Liffey Valley, Dublin
@vuzioncloud #LoveCloudDUB
2. What is Love Cloud?
@vuzioncloud #LoveCloudDUB
Who are Vuzion?
3. Love Cloud | Agenda
9:30-9:45 Welcome & Introduction
9:45-10:15 Modern Workplace & Microsoft 365
10:15-10:30 Azure Update & Current Usage Scenarios that Customers are Buying
10:30-10:45 Acronis Cloud Backup: Why is it Important to Have a Cost-Efficient Backup Regime?
10:45-11:00 Vuzion’s Top 10 Marketing Tips for Successful Connections with Customers
11:00-11:15 Break and Refreshments ☕
11:15-11:45 Microsoft Business Intelligence Like Never Before: Go From Data to Insights in Minutes
11:45-12:00 Introducing the New Vuzion Control Panel
12:00-12:15 Vuzion Training & Development
12:15-12:30 Closing Thoughts
12:30-13:00 Networking Lunch 🍽🍽
@vuzioncloud #LoveCloudDUB
5. A complete, intelligent solution
to empower employees to be creative
and work together, securely.
Microsoft 365
Office 365
Windows 10
Enterprise Mobility + Security
6. What doestoday look
like for your customers?
Local Logins
/MSA
New PCs
bought adhoc
PCs refreshed
when dead
Employees
using personal
mobile devices
IT purchasing
decisions
made “on the spot”
“GOOD
ENOUGH”
PLATFORMS
LEGACY
BACK OFFICE
NO
TECHNOLOGY
STRATEGY
FRAGMENTED
END-POINT
SOLUTIONS
7. What doestoday look
like for you?
TOUGHER
COMPETITIVE
ENVIRONMENT
INREASINGLY
COMPLEX
CUSTOMER
DEMANDS
MULTIPLE TECH
PRODUCTS
Cross-platform
device management
requirements
Custom solutions
required for
interoperability
Increased security
exposure
Race to the bottom
pricing impacts
deal profitability
Greater effort
to maintain
customer base
Difficulty
differentiating
brand
Increased
implementation
and
management
complexity Multiple technology
vendors servicing
single client
Need to source
best of breed
solutions
8. What is Microsoft 365 Business?
An integrated solution bringing together best-in-class
productivity tools, security and device management
A holistic set of business productivity and collaboration tools
• Word, Excel, PowerPoint, Outlook, OneNote, Publisher, and Access
• Exchange, OneDrive, Skype, Teams, SharePoint
• Business apps from Office (Bookings, Outlook Customer Manager, MileIQ1,
Listings1, Connections1, Invoicing1)
Enterprise-grade device management and security capabilities
• App protection for Office mobile apps
• Device management for Windows 10 PCs
• Consistent security configuration across devices
• Protection of company data across devices
• Windows Defender, always-on and up-to-date
Simplified device deployment and user setup
• Single admin console to setup and manage users and devices
• Auto-installation of Office apps on Windows 10 PCs
• Always up-to-date Office + Windows 10
• Streamlined deployment of PCs with Windows AutoPilot
{1} Available in US, UK, and CA
9. TOUGHER
COMPETITIVE
ENVIRONMENT
INREASINGLY
COMPLEX
CUSTOMER
DEMANDS
MULTIPLE TECH
PRODUCTS
Cross-platform
device management
requirements
Custom solutions
required for
interoperability
Increased security
exposure
Race to the bottom
pricing impacts
deal profitability
Greater effort
to maintain
customer base
Difficulty
differentiating
brand
Increased
implementation
and
management
complexity Multiple technology
vendors servicing
single client
Need to source
best of breed
solutions
What doesMicrosoft 365Business mean for you?
Expand Your
Services
• Upsell managed services
more easily
• Increase addressable
markets
• Recapture services
revenue
Drive Customer
Retention
• Become a trusted advisor
• Demonstrate unique value
• Address security concerns
Increase Your
Profitability
• Simplify the sales cycle
• Avoid sourcing solutions
from multiple vendors
• Implement quickly
10. …other security solutions were overkill for
my smaller customers. But now I have the
opportunity to upsell to a 25-user-
customer my MDM services
Chris Oakman, CEO, Solace IT
…
14. Trends in the workplace
Sense of purpose
Harnessing ingenuity
Multi-generational teamwork
Expertise without boundaries
Increased transparency
15. The evolving modern workplace
Creativity & critical thinking
Dynamic & agile teamwork
Open & transparent flow of information
Open physical & digital workspaces
Sophisticated organizational breaches
Routine tasks
Individual productivity
Limited access to data
Designated office space
Common security threats
16. Microsoft 365
A complete, intelligent, secure solution to empower employees
Intelligent
security
Unlocks
creativity
Built for
teamwork
Integrated
for simplicity
17. Create compelling content with intelligent apps
Work naturally with ink, voice, and touch
Visualize information in new ways
Connect the experience across devices
Unlocks creativity
18. Email and calendar with Exchange
Connect to people, content, and apps with SharePoint
Voice, video, and chat with Skype and Microsoft Teams
Network across the organization with Yammer
Co-author with Office 365 ProPlus
Built for teamwork
19. Integrated for simplicity
Minimize TCO across deployment, management, & servicing
Broad support for PC, Mac, iOS, & Android platforms
Comprehensive management of your entire workforce
27. 27ACRONIS ® 2018
Global damages from ransomware
attacks in 2017 are expected to exceed
$5 billion
Source: Symantec report http://bit.ly/2xR8zmi
20,000
30,000
40,000
50,000
60,000
70,000
80,000
90,000
Ransomware infections trends
90%
of people lose data due to accidental
deletion, viruses, ransomware, hardware
failure, device damage or theft
20%
of hard drives fail during
four-year period
120k
computers and devices are lost
or stolen every week in the US
Companies and home
users lose data…
… more and more
due to Ransomware
28. 28ACRONIS ® 2018
Source: F-Secure
With an economic
incentive to it, new
Ransomware families
appeared fast…
29. 29ACRONIS ® 2018
Two major global attacks just few months apart targeted companies
May 2017. WannaCry ransomware impacted telephone
companies, hospitals, manufacturing - all sorts of
companies in over 100 countries, as well as home users.
June 2017. NotPetya is actually much worse than
ransomware – it wipes your data without any chance to
restore. And it is affecting businesses as well as families.
Google News, 12-May-2017 at 7:10pm EST
… and attacks achieved new scales in 2017
30. 30ACRONIS ® 2018
Advancing into new operating systems
Advancing into new platforms and devices
Ransomware-as-a-Service
Advanced attack techniques
Picture: Ransomware attach hits a railway station in Germany
Ransomware Big Trends
31. 31ACRONIS ® 2018
Ransomware for Mac Ransomware for Linux
Mac targeted … hope for larger ransoms
• Infection through Premiere CC and
MsOffice cracks
• Distributed as deceived BitTorrent app
• Ransomware-as-a-Service in black market
Highly relevant for servers!
• Case: South Korean hosting company
Nayana infected
• 153 Linux servers, 3,400 websites affected
• USD 1M paid in ransom
Trend 1: Advancing into new operating systems
33. 33ACRONIS ® 2018
Anyone can become a
cyber-criminal, no training
required
Example: Satan. Easy to
deploy. Advertised as
“capable to create own
ransomware in less than
1 minute,” earns 70% cut
of ransoms paid
Ransomware-as-a-Service more and more popular,
targeted at multiple different operating systems
Trend 3: Ransomware-as-a-Service
35. 35ACRONIS ® 2018
Statistical
distribution test
Compares data
distribution within files
to detect anomalies
Protection against
injections
Detects ransomware that
tries to partially encrypt files
(Cerber) on behalf of
trusted processes
Ransomware evolves…
36. 36ACRONIS ® 2018
Acronis CustomersAcronis Labs
Infected and clean
processes farms
Provides processes
behavior data
Updated knowledge base
Acronis Learning
Service
Acronis Cloud Brain
Model training, parameters
optimization
You are protected even
without Internet
Acronis Local
Knowledge Base
Acronis Active Protection 2.0: Learning Infrastructure
… Data Protection evolves too
37. 37ACRONIS ® 2018
Complete
21 platforms protected
Fast
15-second RTOs
Reliable
500,000+ businesses trust
Acronis
Easy
3 clicks to back up
Upgrade via license key
Innovative
Prevents ransomware attacks
Azure
Windows
Server
Windows
PC
Exchange
SQL
Server
Share
Point
Active
Directory Hyper-V
Mac iPadiPhone
Linux
Server
Android
Amazon
EC2
VMware
vSphere
Office 365
Oracle
x86 VM
Server
Oracle
Database
Red Hat
Virtualization
Linux
KVM
Citrix
XenServer
Technology Evolves – Your Backup Should Too
with Acronis Active ProtectionTM
Acronis Protects in Different Environments
38. Thank you
Speak to a member of the Vuzion team
if you’d like to know more!
@vuzioncloud #LoveCloudLDN
40. Times Have Changed
Yesterday marketing was seen as a creative cost centre
Todays marketing is still trying to earn their seat at the leadership table
Tomorrow marketing will be seen as revenue generators
PAST TODAY FUTURE
Brand
Creative
Sales “Support”
Standalone tactics
ACTIVITY FOCUSSED
Marketing Funnel
Pipeline Contribution
Analytics
Seller-Centric Campaigns
Customer Relationships
METRICS FOCUSSED
One Pipeline
Revenue Ownership
Predictive Analytics
Buyer- Centric Campaigns
Customer Experience
Data-Driven Decision Making
REVENUE FOCUSSED
42. Channel Explosion
Events
Direct Mail
Telephone
TV
Radio
<1990
Print
Display
IM
Email
Events
Direct Mail
Telephone
TV (+Satellite)
Radio
1990s
Print
Display
Website
Search
Online Display
IM
Email
Events
Direct Mail
Telephone
TV
Radio
1999
Print
Display (+ Online)
Website
Search
Paid Search
Video
Webinars
Affiliate Marketing
SMS
IM
Email (+ Mobile)
Events
Direct Mail
Telephone
TV
Radio
Print
Display
2000s
Website (+Mobile)
Search
Paid Search
Online Display
Video
Webinars
Blogs
Podcasts
Contextual
Social
Affiliate Marketing
Apps
Push Notifications
SMS + MMS
IM
Email (+ Mobile)
Events
Direct Mail
Telephone
TV
Radio
Print
Display
2010s
Website (+Mobile)
Search
Online Display
Programmatic Display
Paid Search
Video
Webinars
Blogs
Podcasts
Contextual
Social (+ DM)
Paid Social
Affiliate Marketing
44. 1. Work to a Framework
TACTICS
(ACTIVATING / IMPLEMENTING STRATEGY)
SITUATION
(WHERE ARE WE NOW?)
STRATEGY
(HOW DO WE GET THERE?)
OBJECTIVES
(WHERE DO WE WANT TO BE?)
CONTROL
(HOW WE MONITOR PERFORMANCE?)
EXPAND
(HOW WE OPTIMISE & IMPROVE)
ACTIONS
(RESPONSIBILITIES, RESOURCES, SKILLS)
45. 2. Review your Proposition
• WHAT are you selling?
• WHO are you selling to? WHERE are you selling?
• HOW are you different from your competition?
• WHY do you do what you do?
WHY should I buy it from you?
Develop and test your value proposition
Ensure your people are bought into it – create a culture
46. 3. Benchmarking Performance
Benchmarking is crucial to:
Show how future marketing work is performing against previous activities
Show how your properties setup and seen/scored/ranked by others e.g. Google
SCORE YOUR DIGITAL MARKETING ASSETS
Blog
Content and copy
Customer experience
Design
Digital marketing
Facebook
LinkedIn
SEO
Social
Technical
Twitter
Website
DEVELOP YOUR MARKETING SKILLS
47. 4. Review Each Touchpoint
AWARENESS
UNDERSTAND
CONSIDER
ANALYSE
Service Pages, Whitepapers, Webinars, Videos
Brochures, Demos, Trials
Social Endorsement, Recommend Colleague
Satisfaction Survey, Case Studies/Testimonials
Tips, Recommendations, Assessments
ENABLE
ENGAGE
DELIGHT
ACTIVATE
Press, Awards, Events, Research, Infographics
PURCHASE
Reviews, Success Stories, Comparisons, Calculator
Checklists, How to Guides/Videos
OWNED &
EARNED
Email, Events,
Social, Account
Management &
Support
PAID &
EARNED
SEM, Display,
Social, SEO,
PR
48. 5. Best Salesperson
1. Always selling
2. Knows the most about your business, industry and services
3. Always delivers the right pitch
4. Can do things you can’t
5. Handle the most prospects without moaning
6. Delivers the highest number of leads
7. The perfect team player
CONSTANTLY INVEST IN YOUR WEBSITE TO ENSURE IT DELIVERS BUSINESS SUCCESS
49. 6. Marketing Automation
What information are you able to gather from your website visitors?
What commercial actions can you drive from your data?
50. 7. The Importance of Content
• 86% of UK B2B companies use content as the engine behind all Lead Generation, Cross-Selling and
Up-Selling activities
• On average 30% of B2B companies marketing budget in the UK is spent on Content Marketing
15%
28%
15%
21%
9%
8% Daily
>1 Per Week
Weekly
>1 Per Month
Monthly
<1 Per Month
Resource:
Content Marketing in the UK 2018 – Benchmarks, Budgets & Trends
http://vuzl.ink/ukcontentmarketing2018
Rinse & Repeat
Maximise effectiveness across all channels
• Social: Post & Share
• Email: Newsletters, Email Programs, Email Signature
• Web: Homepage Banner, Content, LiveChat, Blocks, Blogs,
Portals
• Paid Media: Search, Display, Social, Content Networks
• PR: Sell into Publishers and Key Influencers
• Events & Webinars: Discuss, promote & distribute
• Telemarketing Sales, Account Managers: Discuss and promote
content during calls
How often do successful Tech Marketers publish
content?
51. 8. Delivering Great Experiences
• Marketing technology spend overtook IT technology spend in 2017
• On average UK businesses are spending 16% of their marketing budget on technology
• The UK and US Marketing Technology marketplace is currently worth £24.5 billion per year
• Number of solutions has grown exponentially with >6,000 in the market
Key Marketing Technologies
Acquisition
Content Management
Communications
Data Analytics & Intelligence
Customer Feedback
Database
Sources: Gartner 2017, Chief MarTech, WARC
52. 9. Measure & Iterate
Keyword Rankings, Reach, Impressions, Open Rate %
METRICSUSER JOURNEY
New Users, Users, Followers, Clicks, Click Through Rate, Click To Open %, Cost Per Click,
Download, Form Submissions - By Type, By Channel
Returning Users, Page Views, Bounce %, Avg. Session Length, Avg. Page Views Per
Session, Shares, Retweets, Unsubscribe %, Leads - By Type, By Channel
Opportunities, Lead to Opportunity (%), Probability to Win, Est. Revenue, Est. Close Date
BehaviouralLeadScore
AWARENESS
UNDERSTAND
CONSIDER
ANALYSE
ENABLE
ENGAGE
DELIGHT
ACTIVATE
PURCHASE
Won Opportunities (number, £, seats) Avg. Deal Size, Avg. Seats Conversion Rate %, Cost
Per Acquisition
53. Marketing ROI
Brent Combest
General Manager, OCP Microsoft
“Microsoft’s top performing partners spend between 8 to 10%
of revenue on marketing, other partners spend 1 to 2%.
Top partners are growing at 2x faster and seeing a 30-40%
growth rates on revenue.
“
54. Thank you
'Microsoft must transform its
marketing in the next 3 years or fail’ Chris Capossela,
Microsoft CMO
55.
56. Readiness & Enablement Programme
Craig Gordon, Head of Vuzion
Abby Herzberg, Training Coordinator
February 2018
59. Educate Your Sales & Technical Teams
PRODUCT CATEGORIES
Modern Workplace
Data & Artificial Intelligence
Business Applications
Apps & Infrastructure
Micro Learning
Virtual Learning
Live Instruction
60. Develop Your Skills & Knowledge
MICROSOFT COMPETENCIES
Office 365
• Cloud Productivity
• Small & Midmarket Cloud Solutions
• Communications
• Messaging
Dynamics 365
• Business Applications
• Cloud Customer Relationship Management
• Enterprise Resource Planning
Microsoft 365
• Windows & Devices
• Enterprise Mobility Management
Azure
• Cloud Platform
• Application Development
• Datacenter
• Enterprise Mobility Management
61. Grow Your Sales Pipeline
Customer
Events
Go To
Market
Planning
Smart
Eco-System
Coaching
Sales
Training
Solution
Sales
Support
62. Engage and Win More Customers
Pre-Sales
& Support Training
Sales &
Marketing
63. INCENTIVES
Up to $210,000
Additional Rebate
Microsoft Azure
INCENTIVE:
2 Months rebate up to $10,000 for
new Azure CSP customers UK
ONLY!!
+
$1,000 per $3,000 consumed,
per customer
IN ADDITION TO:
10% Margin
8% Core Incentive Rebate
10% Azure VM Instances
5% EU/EFTA Accelerator
Up to $70,000
Additional Rebate
Microsoft Dynamics 365
INCENTIVE:
$2,000 rebate per new Dynamics 365
CSP customer
+
$5,000 rebate
per $1,000 spend
IN ADDITION TO:
18% Margin
8% Core Incentive Rebate
Additional Rebate
Microsoft Office 365
INCENTIVE:
10% Additional rebate for
>150 seat customers
IN ADDITION TO:
15% Margin
8% Core Incentive Rebate
3% Business Premium, E3 & E5
5% Microsoft 365 E3 & E5
66. New Control Panel:
Features and Benefits
Technical
Capabilities
Designed for
Cloud
Improved
Management
New
Marketplace
Improved
User
Experience
Customer
self serve
71. • What payment methods to us are available in the new panel?
• What billing cycles are available? - Info
• What will your bills look like? - Demo
• BaaS – Direct Debit and credit card options will be available Q1 2018
Billing
72. Next Steps
Step 2
Contact Partner
Team:
partners@
vuzion.cloud
Step 3
Vuzion review
and process
Step 1
Complete
Vuzion CSP
Indirect
Provider Invite
Notas del editor
Thank you for attending
Just a couple of admin notices before we get started:
WIFI
Q&A
Breaks & lunch
Where are the toilets?
What to do if you hear a fire alarm
Parking
Please, put your phone on vibrate – we totally understand if you have to take a call, just be respectful when exiting the room if someone is presenting
What is Love Cloud?
Part of Vuzion’s EDGE – educate, develop, grow, engage – more of which you’ll hear about later
Our way of keeping you up-to-date with the latest from Microsoft, Vuzion and our ISVs
Allows you to meet and network with like-minded people
Who are Vuzion?
Indirect provider
Microsoft aligned
6th biggest indirect provider
Born in the cloud 20 years ago as Cobweb
Over 500 partners so far
Based in the UK and Ireland
Kieran: afternoon sessions
Agenda summary
It’s these trends and this new culture of work that has motivated us rethink our approach to delivering services for the modern workplace. And that’s Microsoft 365.
Microsoft 365 brings together the best of Windows 10, Office 365, and Enterprise Mobility + Security.
With Microsoft 365, we are pivoting in significant way to deliver these services as an integrated, complete solution.
Microsoft 365 has intelligence built-in whether it’s AI to drive user creativity or to help secure and manage the environment.
It represents a fundamental shift in how we design, build, deliver, and support these products.
This is how things look for a lot of small businesses today.
Customers’ IT infrastructure is becoming increasingly fragmented as they attempt to improve workforce productivity and try to work within budget constraints. The irony is that this fragmentation means the customer is spending more money, but you aren’t necessarily making more profit.
When customers add new services and solutions to fill the real and perceived gaps in their IT, they are holding onto legacy systems that are ‘good enough.’ These legacy systems take more time to manage, which also impacts your profit margins.
Meanwhile, your customers are using many different devices, and whether they know it or not, have a mobile workforce that needs additional security and protection. Studies show 60% of small companies go out of business within six months after a cyber-attack!* It is cumbersome for you to sell and implement a compelling security and business continuity offering because you need to source different best-of-breed solutions outside the Microsoft stack.
*[footnote]
Source: Small Business Trends, CYBER SECURITY STATISTICS – Numbers Small Businesses Need to Know, Jan. 3, 2017
We are hearing from the CEOs of our IT reseller and managed services partners about the increasingly complex dynamics that are making the sales cycle harder than it should be.
It is harder to establish yourself as THE technology partner who can manage-it-all for your customers when there are so many competing products in the mix, and new competitors are stepping onto the scene every day.
Even if you can establish yourself as your customer’s central management vendor, you aren’t necessarily able to make more profit from that account because the infrastructure takes so much time to implement and manage.
Yet, until you establish yourself as the trusted advisor, the reality is that the customer will be harder to retain and grow over the long term.
So, do you accept reduced margins in favor of becoming that trusted advisor and securing on-going revenue streams?
No. This isn’t sustainable. This doesn’t lead to growth.
Microsoft 365 Business will help you to compete more efficiently, sell more services and retain customers because it brings all of the technology that small business need at a single per-user/per-month price point.
Microsoft 365 Business brings together the security and innovation of Windows 10 with the power and familiarity of Office 365 and streamlined management and maintenance capabilities built specifically for small and mid-sized businesses. Microsoft 365 Business is designed to help keep company data secure while ensuring employees are their most productive, in the office or on the go.
With productivity apps such as Word and Excel, cloud storage, email and calendaring, and an exceptional chat-based workspace to bring teams together, your customers will be able to achieve more as they create and collaborate with people inside and outside their company in ways that they never dreamed possible.
Microsoft 365 Business standardizes your customer’s devices on Windows 10, the most secure Windows ever. Building upon this strong foundation, Microsoft 365 Business adds cloud-based management and servicing which helps ensure that customer devices are properly configured to take advantage of the security innovations in Windows 10 and significantly reduces the businesses risk profile.
Microsoft 365 Business also includes mobile application data and device management, even on personal devices. With this functionality, when an employee leaves the organization, or loses their device, for example, you are going to be able to protect your customers’ company data, while reassuring the employee that her pictures and text messages remain private on her personal device.
Since Microsoft 365 Business is cloud-delivered and enabled, you can count on automatic updates to keep your customers’ apps and devices current with the latest and greatest security protection and features from Microsoft. Your customers will get to host their data on the same cloud that hosts data from over 85% of Fortune 500 companies.
This is all made more efficient for you through the Admin Console. The admin console not only simplifies things on your end, but gives you self-service tools that can create lower delivery costs and increased consulting and managed services margins. This frees up time on your end to invest in new capabilities that expand your business into new market areas.
We’re hearing from partners like you that you want a way to increase profitability now and in the long term AND you want to create predictable, recurring revenue streams.
Doing this requires finding a simple way to scale and standardize, so that your managed services are an easy, natural value addition requiring less time from you.
You also want to be able to assure your customers that as their business grows, their infrastructure does not need to become more complicated – they can simply scale up and scale down as business needs change. And you can retain that customer for the long term.
Introducing Microsoft 365 Business, a new integrated solution that will help you to compete more efficiently, sell more services and retain customers because it brings all of the technology that small business need.
We are living in a time of inflection. Digital transformation is the biggest change any of us has seen in our lifetime.
By 2018, two-thirds of the Global 2000 CEOs will have digital transformation at the heart of their corporate strategy.
Companies invest in technology to optimize operations, transform products, engage customers, and empower employees.
As companies are going through digital transformation, they are looking for the way to empower people to do their best work. This starts with fostering a culture of work and embracing the trends in the workplace that make work inspiring for everyone.
While companies are all unique and have their own identities, we are seeing common trends affecting the culture of work and employee’s expectations on what a modern work environment provides.
By 2020, Millennials will account for over 50% of workers – they seek more open collaborative workspaces, a greater sense of purpose, and a deeper connection to their company’s mission.
People are asking for more touchdown spaces (instead of traditional office) where they can easily interact and work with one another.
And they want the option to work remotely, anywhere, at any time. To do this, they need the tools and digital workspaces to communicate, access their data, and stay productive.
Employer expectations are changing, too. We’ve seen a shift away from routine tasks to a way of operating that requires all employees to be creative and to think critically.
And of course, the security risks have also changed dramatically. On the one side, there’s pressure to have open flow of information to drive productivity and teamwork. And on the other side, it’s as critical as ever to protect your estate because threats today are complex, use advanced social engineering, and target everyone in an organization.
We see demand from customers who want to embrace these workplace trends and use technology to empower employees to do their best work
Microsoft 365 focuses on four key areas.
Creativity and teamwork, are about unlocking the potential of every individual, to drive innovation in the organization.
And we are focused on creating the lowest TCO environment by integrating for simplicity, and having intelligent security, built-in.
As we think about empowering employees, it’s our goal to provide tools to help you unlock the creativity and ingenuity of everyone in the organization – whether in finance, analytics, sales, engineering, or IT. We have a broad and deep set of offerings, and we’re making several big bets across them.
The first is on Artificial Intelligence. We are focusing our AI and ML efforts to make it easier for people to create high impact content, to automate routine tasks, and to surface key insights from data. With AI and the Microsoft Graph, we’re making it easier for users to search and discover people and content in highly personalized ways.
We’re also betting on new user interfaces. We’re expanding capabilities in inking and voice, new gestures, and 3D content. We’re also investing in data visualization capabilities to help people analyze information and gain new perspectives – whether that’s through new features in Excel or Power BI, or through immersive experiences like Mixed Reality.
And, we’re fully committed to Microsoft being available on any device, across all platforms. Of course, we’re highly focused on the Windows platform, where the benefits of vertical integration allow us to differentiate in unique ways across the hardware, operating system, and application layers. But we’re also deeply committed to delivering first class Microsoft 365 experiences on Apple and Android platforms.
And it’s not just about delivering these apps across platforms. Our aim is to make sure no matter what device you’re on, your content, apps, preferences, and services roam with you, so you can get your work done anywhere. And while this is true across devices, including the strong portfolio of 3rd party devices, these experiences shine best when running on Surface because it’s been designed with our apps and services in mind.
The best way to really convey what we’re doing here is to show you, so I’d like to welcome Shilpa Ranganathan to the stage to give you a demo of many of these concepts.
Next, let us talk about how we we’re enabling capabilities to help people work together.
We think about Teamwork as different from collaboration. A lot of people can collaborate on something and get nothing done. But with teamwork, there’s an expectation of an outcome, a shared purpose, and a sense of accountability to make progress together.
The nature of teamwork is also incredibly diverse. Teams and projects come in all different shapes and sizes. Teams can have two people or two hundred. Projects can last for two days or two years. Team members can be local or spread across the globe, and include vendors and external contractors along with full time employees.
So, with Microsoft 365, we offer a universal toolkit for teamwork, giving people the right tools for the right task. Often, people – you – ask, can’t there be just one tool for everything – of course that would be nice, but it’s not realistic to address the diverse needs of teams and projects.
That’s why we have purpose-driven solutions to tackle each of these experiences. There’s an app for email, messaging, meetings, a place for document sharing, and tools for communicating across the organization, like a town hall. But they aren’t siloed experiences. With the Microsoft Graph and Office 365 groups, we bring these together with shared identity membership and common services, so people can work naturally across them.
Core to our strategy is Microsoft Teams, which we launched last March.
We view Microsoft Teams as the digital hub for teamwork. It’s not designed to be the only place you ever go or work. Instead, it’s the starting point and place for people to work together and stay connected.
Teams is unique in the sense that it brings together conversations, meetings, files, and apps into a single canvas. It’s customizable, making it easier to gather information and streamline tasks from right within your workflow with over 150 apps, bots, and services, including ones from Kayak, Trello, and Adobe. And with our open developer platform, you can build custom integrations to connect new or existing business processes.
Related to Teams, I want to share some news on our communications roadmap for voice, video, and meetings.
We believe communications sits at the heart of teamwork. And our vision is to deliver smarter calling and meeting experiences for our customers. For example, making sure you’re prepared for the conversation and that you automatically receive any follow-ups. And the way we do that is by integrating AI and cognitive services, like translation and speech recognition to improve the entire experience. As a part of this new intelligent communications strategy, we’re making 2 important announcements:
First, we’ve built a new, modern Skype infrastructure to deliver higher-quality, enterprise-grade voice, video, and meetings experiences. It’s already powering communication experiences in Teams and is evolving rapidly.
Second, for our Office 365 customers, Microsoft Teams will evolve as the core communications client. We will make Microsoft Teams the hero experience for all voice, video, and meetings. Over time, Teams will replace the current Skype for Business client.
And while we’re very excited about the future of Teams, I want to be clear that we still plan to fully support Skype for Business.
Not only does Microsoft 365 deliver a rich admin experience, it also transforms the way you manage your entire productivity infrastructure.
You can quickly access common management tasks, search across settings, and get contextual help. We’re also making it easier to manage device updates by aligning Windows 10 and Office 365 ProPlus on a regular cadence each Spring and Fall, and enhancing Microsoft Intune’s ability to manage Windows 10 devices running Office 365 ProPlus.
While new devices historically have been tough to set up, with Windows Autopilot, a new device can be shipped directly to the user who answers a few simple questions and then the device is automatically configured, with email, files, and apps deployed, and IT security policies enforced. What used to take days now takes just minutes. This exciting new capability will ship with new Surface devices and Windows 10 Pro PCs from Lenovo and HP in early 2018, and new devices from Fujitsu, Toshiba and Panasonic later in the year.
You frequently tell us that you’d like more insights to help manage your estate more effectively, so we’ve infused intelligence and analytics into the Microsoft 365 management experience.
For example, Windows Analytics gives you a data-driven way to segment your device estate and target users for upgrades. You can discover commonly used Office add-ins, and evaluate compatibility with new tools, including assessments and ongoing monitoring. You can even pinpoint device health issues that could affect a user’s experience, before they notice, while also identifying steps to resolve those issues proactively.
We’re also introducing Office 365 Usage Analytics which combines the intelligence of our usage reports with the interactive analysis capabilities of Power BI, providing a wealth of usage and adoption insights. With this information, you can benchmark yourself, set business metrics, and even drive send user notifications.
Moving to the cloud has many compelling benefits, but we know that businesses need to be able to make this move on their own terms.
We continue to invest in on-prem and hybrid capabilities. And once you are in the cloud, we offer multiple options to fit your needs, like our worldwide multi-tenant cloud, data residency in 12 different datacenter regions, purpose-built solutions for US Government customers, and support for key industry standards.
Many of you use System Center Configuration Manager today – in fact, there’s over 100M devices under management – and we’ve heard your feedback that you want an easier transition to a cloud environment. Today, we are excited to announce co-management, a new set of capabilities to help you migrate to cloud-based management of Windows 10 devices with Intune. Co-management is a great bridge to reduce risk as you transition from on premises to cloud.
We also know that many of you have many Win32 applications that need to be brought forward and modernized for better manageability, security and performance. A great starting point is the Windows Desktop Bridge, which allows you to distribute Win32, Windows Forms or WPF apps efficiently by using a modern Windows App package. We also have app virtualization options to help you run legacy apps that you don’t want to bring forward.
And while Microsoft 365 works across all devices, the best way to experience it is with a Microsoft 365 powered device running Windows 10 Enterprise and Office 365 ProPlus, managed with Microsoft Enterprise Mobility + Security. We support a range of first and third-party options across all price points, including some new entry level devices that I’ll talk about later.
Finally, let’s talk about what’s on a lot of people’s minds - security. With the sheer size of the threat landscape we face today, it’s impossible for a human to manage across everything; you need the scale of a comprehensive, cloud-based solution.
And we’ve built security into all layers of Microsoft 365 to help you protect your people, data, and devices without disrupting user productivity.
It’s powered by the Microsoft Intelligent Security Graph, which applies cloud intelligence to the billions of threat signals we receive from across our products like Exchange, Windows, and Azure. For example, on a monthly basis, we patch a billion windows devices, scan over 400 billion emails for malware, and handle 450B authentications across our consumer and commercial services. This gives us incredible line of sight into threats on a global scale.
We think about our solution across four dimensions, and I’d like to walk through a few of them today:
identity and access management
First, it’s important to protect at “your front door.” Over 80% of today’s breaches come from stolen or weak passwords*, so it’s critical that you’re taking this first step to protect user identities and secure access to apps and data. Microsoft 365 customers are already using conditional access to secure apps based on criteria such as user identity, location, and device health, all powered by the Intelligent Security Graph. Today, we’re extending this capability to provide additional protection once someone is through the front door. For example, you can now apply controls to sessions within SaaS applications. This means, for example, you can allow access to a cloud storage service, but limit content downloads if the user is coming in from an unmanaged device. We’re also making document access more secure with the option to apply those same controls. So, if it detects risk, it can prompt multi-factor authentication or deny access altogether. Both of these new capabilities will roll out this fall.
information protectionSecond, it’s important to identify, classify, protect, and monitor your critical data, no matter where it lives or travels – across devices, apps, cloud services, and on-premises – to ensure that content is seen only by authorized individuals and doesn’t leak. A key part of our Microsoft 365 vision is to provide a more consistent and integrated classification, labeling and protection approach across our core information protection technologies. One of the first ways we’ve done this is to integrate Azure Information Protection into Office 365 Message Encryption. This makes it possible for end users to encrypt emails and send them to anyone, including those using consumer accounts like Outlook.com and Gmail.
compliance/GDPR
With the heightened concern over data protection and privacy, we work closely with regulators and customers to ensure that our services are compliant with global, regional, and industry regulations. Microsoft 365 offers advanced compliance functionality to help you adhere to these regulations, including General Data Protection Regulation, also known as GDPR. Microsoft 365 will be ready for May 25, 2018 – the day when GDPR takes effect. And to help you evaluate your own compliance standing in real-time, today we’re announcing Compliance Manager, coming this fall. This new tool gives you compliance score and makes it easier for you to streamline your workflow with automated policy mapping, progress management, and reporting.
threat protection –How you protect your organization against threats is critical. In today’s world, no matter how good of a job you do with protecting your users, you must assume you’ve already been breached. Detection and remediation are critical.
For detection, we know that phishing is top of mind for many of our customers. This fall, we’re enhancing our anti-phishing capabilities.
Additionally, we’re announced a limited preview of a new service called Azure Advanced Threat Protection. Many of you already use our Advanced Threat Analytics to identify anomalous behavior in on prem Active Directory. Today’s announcement brings this to the cloud. Azure ATP can be used together with Windows and Office 365 ATP capabilities to investigate incidents across your environment faster.
On the remediation side, we have exciting new capabilities from our recent acquisition of Hexadite, which enables us to automate remediation of security issues. In addition to Defender alerting you to new security issues, it will start to fix them for you. These new automation capabilities are available to Microsoft 365 customers now.
We’re doing a lot here - I’ve covered only a few of the latest updates to our security capabilities today. I encourage you to join Julia White’s Security General Session this afternoon at 4pm to hear more. Right now, though, I’d like to bring Brad back up to show you how some of this comes to life.
Service Providers using the Acronis Data Services Cloud get one installation that yields Backup, Disaster Recovery, File Sync & Share services for your customers.
Find new customers, increase reliability and security of data protection plus customer retention with in-demand add-on data protection services.
With no upfront costs, pay-as-you-go licensing model, flexible pricing models and a wide range of supported business automation systems, it is easy to integrate into your business.
Storyline:
Due to the expectation of financial gains, hackers have the incentive to spend more time/resources developing new forms of Ransomware
Imagine the incredible world, where
Any of your physical, virtual and cloud systems are completely protected
Any backup performs quickly and reliably
Any administrative task in a console is a breeze, even from your tablet
Any recovery is successful, smooth, fast, and easy
Any data you have is safe and you are completely stress-free
Welcome to the amazing world of Acronis Backup 12 Advanced.
Who are you?
Differentiate yourself through the culture of your company, employing who fit into the culture of your company so that that attitude comes through in everything you do. People buy from people.
Why? What is your reason for being?
Knowing your customer is knowing who you are and who you want to be in the market, what customers you’re serving and the whole company is on board with it. Is it still current?
1. Your website is always selling.
It’s unfortunate that you can’t have your company’s best salesperson in front of a prospect at the exact moment when they’re thinking about buying something from you. Your website is always open and available, though, 24 hours a day and 365 days a year. It doesn’t matter what the weather is doing, or if it’s a holiday… your website is always open for business.
2. Your website always delivers the right pitch.
The better a salesperson is, the more consistent they are going to be in explaining the benefits of your products or services to other people. Even the very best in the business aren’t perfect, though. Your website, on the other hand, can deliver a perfect pitch every single time (assuming you’ve got good copywriting and visuals to work with).
3. Your website can do things salespeople can’t.
It would be hard for a salesperson to move instantaneously into a multimedia pitch, provide references for every fact or study they use in the sales process, or gather together the latest testimonials from happy buyers in a few seconds. Your website can do all of these things for multiple prospects at once without breaking a sweat.
4. Your website can handle more prospects without asking for a raise.
Speaking of multiple prospects, one big problem with having a star salesperson is that there is only so much of his or her time and attention to go around. If they get overwhelmed because your marketing is successful, then you have to start recruiting and hiring all over again – a process that can be time-consuming and expensive. Your website actually gets more efficient as people use it more and more. It doesn’t cost you anything extra to have lots of visitors, but you get a lot more in return.
5. Your website is the perfect team player.
While live salespeople can (understandably) sometimes be a bit touchy about sharing leads and commissions, your website doesn’t have any hang-ups about being a team player. If you want it to finish a sale on its own, that’s fine; if you’d rather have your website spread information and gather leads before passing them on to a different member of your sales team, that’s fine, too.
Telling personal stories
Getting personal, talking anything but yourself
80% of time – Customer and the pains they are going through with environment, industry, technology, cloud, solutions, marketplace, how to be a better business (give lots of useful information, be transparent)
THEN
20% off time – helping them and why you are best qualified
A modern approach to marketing through content
Educate your target customers about the area you practice in – give people the knowledge that they didn’t have before, help them look good and they will come back to you again.
Acquisition - Paid Media & Earned Media
Content Management
Communications - Marketing Automation, Social Media Management
Data Analytics & Intelligence
Customer Feedback
Database - CRM
Highlight differences from JD initial slides
Marketing Strategy - development of, including budget requirements, planning and optimisation
Brand & Public Relations - messaging & creative, promotion of brand and key internal experts, social
Partner & Customer Communications – to include appropriate Internal Communications and Awareness
Marketing Tech Stack (inc. CRM) – Working with Platform Team on the selection of tech, day-to-day management/administration, improvements & optimisation
Creation of Vendor Marketing Plan and assistance with POE
External Content Creation (inc. templates, collateral, social media, ebooks, blogs, Partner & Customer Experience)
Lead Generation (Paid – Cost Per Click, Owned – Email, Website, Earned – SEO, PR
Tele-Marketing as a Service (inc. MaaS, Customer Success)
Website & Partner Portal - Partner & Customer Experience Development (inc. working with Platform team and 3rd Parties e.g. United Experts – Sitefinity)
Recruitment, Engagement & Events
Up-Sell & Cross-Sell Campaigns (inc. Email, Direct Mail) – As directed by Customer Success, Direct Sales, Managed Services, Product and Partner Team
New Service Launches/Refresh (working with Product team to deliver Go To Market)
Partner & Customer Experience Development
Introduction
What is EGDE
How it help you and your customers
MONEY
EDUCATE Your Sales & Technical Teams
DEVELOP Your Skills & Knowledge
GROW Your Sales Pipeline
ENGAGE And Win More Customers
Modern Workplace
Office365, EM+S, Windows 10, Microsoft 365, DocuSign, TermSet, AvePoint
Data & Artificial Intelligence
Azure (various services), PowerBI, TermSet
Business Applications
Dynamics 365, LightUp 365, Minecraft, DocuSign, Hosted Exchange
Apps & Infrastructure
Azure (various services e.g. RDS), Acronis, Mimecast, Global Relay, Symantec
Micro Learning
Short, ‘How To’ Videos, Audio & Guides
Virtual Learning
E-learning, Webinars (incl. on demand)
Live Instruction
Face to Face, Classroom, Live Demos
We have incentives that we’ll talk about in a moment
CSP still Microsoft platform/license of choice
Big incentive for CSP services
Simplified view above
Azure/Microsoft Dynamics 365/Office 365
Introduction
Why do we have a new panel?
What are the features and benefits to you?
Provisioning and management
How to set up a new customer
How to add a new service to an existing customer (Office 365 and Azure)
How to increase or decrease the quantity of an existing service (Office 365 and Azure)
How to change from one service to another
Billing
What payment options are available in the new panel?
What billing cycles are available?
What will your bills look like?
Next steps
How can you become an early adopter?
Q and A
Features and benefits
Designed for cloud – performance built on Azure
Technical Capabilities – mainstream – lasted version – next upgrade in January
Improved management – later in presentation
New marketplace - Additional CSP and 3rd party services such as Acronis, Docusign , Corus, Nimble
Customer self server – you see later
Major investment – multi million dollar investment
Resellers reconciliation report. you now can reconcile your Azure bills across all customers in one CSV and access when you want
Budget cap. You can set up email alerts to be triggered if the set budget is overused this can be set for for all or a selected set of customers
Dynamic provisioning of Azure templates. The Azure package contains a set of predefined and auto-configured templates that your customers can see and use in the new control panel. Besides these templates, you can create or customize your own templates and make them available for use by each customer
Friendly name for Azure subscriptions. You and your can now define friendly names for the Azure subscriptions from within the control panel - for example names like production, pre-production and test subscriptions
Direct debit (SEPA for partners with Ireland or EURO accounts with us and BACS for UK partners
Credit card is available for either
SEPA
Go Cardless sign up?
Two panel world