Driving business

value conversations
Azure Security
A telesales script for SMB Vendor Tele
Table of Contents
How to use this guide................................................................................................ 3
Call objectives ...................................................................................................................................................................................... 3
Call flow................................................................................................................................................................................................. 3
Background .......................................................................................................................................................................................... 3
Incorporating into EOS and renewal transactional campaigns ................................................................................................ 4
Microsoft Privacy Requirements ..................................................................................................................................................... 4
Customization ...................................................................................................................................................................................... 5
Preparing for call ................................................................................................................................................................................. 5
Understand the customer’s needs and challenges ...................................................... 7
Call script .............................................................................................................................................................................................. 7
Introduction ..................................................................................................................................................................................... 7
Ask probing questions and explain the value of Azure security solutions .................... 9
Exploratory questions and corresponding value propositions............................................................................................. 9
For Microsoft 365 customers with no Azure ......................................................................................................................... 11
Supporting benefit statements for both customer scenarios ............................................................................................... 13
Answer questions and address concerns .................................................................. 15
Relevant actions and next steps .............................................................................. 19
Options for next steps ................................................................................................................................................................ 19
Closing statement ........................................................................................................................................................................ 20
Customer-specific content............................................................................................................................................................. 21
Voicemail and email templates for Microsoft 365 customers: ......................................................................................... 21
Voicemail and email templates for new customers: ........................................................................................................... 23
Voicemail and email templates for migrating customers: ................................................................................................. 25
Resources to share with customers ......................................................................... 27
Resources | Seller only ............................................................................................................................................................... 27
Privacy notes .......................................................................................................... 29
Appendix ................................................................................................................ 30

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How to use this guide
This telesales guide provides call scripts, questions, benefit statements, and guidelines you can use to drive
sales conversations with small- and medium-sized business (SMB) customers.
The purpose of this conversation is to explore the security needs of business decision makers (BDMs) at small-
and medium-sized companies and determine their current security posture in order to discuss how they can
add value to their business by enhancing or extending their security with Microsoft and Azure solutions.
On its own, this conversation is considered a promotional campaign. However, if you are contacting a customer
as part of a transactional campaign (e.g., Renewals, End-of-Support, Compliance), then after the transactional
conversation is complete, you can ask the customer if they would like to discuss security needs and solutions.
If the customer says no, you must end the call.
If the customer is interested, you can leverage this script to continue the conversation on security.

Call objectives
The primary objective of this call is to drive interest and sales for Azure security solutions.

Additional objectives include:

• Drive conversations with SMB decision makers about holistic security for their business
• Help SMB decision makers understand where they are in their security journey
• Drive Azure consumption
• Inform SMB decision makers about available content and resources from Microsoft to help them learn
more and explore ways to bolster their security with Azure

Call flow
1. Seek to understand what security challenges customer is facing
2. Discuss the value of Microsoft security solutions through Azure and Modern Workplace
3. If relevant, share customer-facing content (e.g. product pages, assessment, best practices, etc.)
4. Close the call by sharing appropriate next steps
5. Qualify Lead to “Opportunity” in CRM and follow up with partner

Background
Before you make the call, here is some context around the challenges facing SMBs today as they manage their
business while reacting to changes in the marketplace.
Many organizations today are prioritizing security and business continuity, given the increased uncertainty and
risk of disruptions brought on by recent global events. With cyberattacks growing more sophisticated, reducing
risk exposure and strengthening security are common concerns. Some organizations are pursuing digital
transformations and moving to the cloud to take advantage of the flexibility, cost benefits, and advanced
technology it provides. Those organizations need to ensure those environments remain secure at multiple
layers. Many SMBs are also facing financial pressure to keep costs low.

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General trends and challenges that may be affecting the business priorities for BDMs and influencing their
strategy and purchasing decisions include:
• Gartner predicts that by 2021 more than 75% of midsize and large organizations will have adopted a
multi-cloud and/or hybrid strategy
• Cyberattacks are growing in sophistication and many SMBs are looking to minimize their risk
• SMB employees may be using free or consumer solutions with minimal security features
• Remote employees may be accessing work data more frequently from their personal devices, potentially
exposing the organization to security vulnerabilities
• In March 2020, Microsoft observed an increase in Distributed Denial-of-Service (DDoS) attacks and
mitigated 600-1000 unique attacks every day, a trend that continued through April1

There are two main types of customers we’re targeting that you should seek to categorize as you talk:
1. Customers that are already using Microsoft 365 and its security solutions who may need further
education about how they can extend their security further with Azure. (Customer selection = M365
customers in CLAS that have a high propensity for Azure). For these customers, we should share the
end-to-end Microsoft security story, including the concept of Zero Trust and the three Microsoft
Azure security benefits of Built-in, Modern, and Holistic.
2. Customers that have Azure but are not taking advantage of Azure security solutions who
could benefit from learning more about how Azure’s integrated security solution can help ensure
their workflows and resources are protected at each layer. For this scenario, focus on Azure
customers that do not have Azure security solutions (see Appendix) and tell the Azure security story
as well as provide some key actions they can immediately take to leverage their Azure investment.

Incorporating into EOS and renewal transactional campaigns

The talking points and questions presented in this guide can also be leveraged for transactional campaigns that
address end of support (EOS) or upcoming renewals with customers. Refer to the two customer types
described above to see how you can implement the points in this guide for an EOS/renewals conversation
based on which category the customer falls into.

Microsoft Privacy Requirements

Please be sure to follow the guidelines below on your calls, as required by Microsoft Privacy standards. For a
full breakdown of privacy considerations for sales calls, see the Privacy notes section at the end of this
document.

1. The caller must always state that they are calling on behalf of Microsoft
2. If the customer requests to opt out, the caller should follow the privacy guidelines located in the Privacy
notes section at the end of this document

1
Microsoft Digital Defense Report, Sept 2020 (https://www.microsoft.com/en-us/security/business/security-intelligence-report)

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 3. The customer must be referred to the Microsoft Privacy Statement if requested. Use the below
statement to guide the customer:

Upon request, if customers want to verify the legitimacy of this call, we can provide
information about where to find the Microsoft privacy statement and whom to contact.

4. The contact for the call should be called out (i.e. Sales Manager, IT Manager, Operations
Manager, etc.)

Customization

Please note that this script is a best practices guide intended to provide ideas and guidelines for your
conversations. Customize this script as appropriate for Area/Subsidiary execution while maintaining alignment
with the WW guidelines established for promotional communications, unless using in conjunction with a
transactional campaign. While these materials are WW Privacy and CELA approved, your final scripts and emails
must be reviewed by local Privacy at an Area/Subsidiary level regardless of whether they are customized or not
to ensure they comply with local laws and regulations.

Preparing for call

Before calling a customer, it’s crucial to know what products they own that would be prime candidates for
moving to the cloud or upselling to a cloud product, and which are reaching end-of-support or are up for
renewal. Keeping these details in mind and basing your main talking points and questions on them will help
ensure your conversation is relevant and valuable to the customer.

In particular, take note of which, if any, Microsoft Modern Workplace and/or Azure security solutions the
customer is already using to determine whether they’re taking full advantage of Microsoft’s security offerings,
and use that insight to guide the conversation towards other solutions that might add value for them.

Additionally:

• Learn the end-to-end Microsoft security story [Microsoft Security L100], specifically around Zero Trust,
relevant solution offerings, and supporting benefits statements

• Learn the Azure security story, [Azure Security deck] relevant solution offerings, and supporting benefit
statements

• Read about the customer examples and be prepared to share with customers

o The Little Potato Company, Canada | Advanced threat protection and identity management are
no small potatoes for family-owned agriculture company

o Rockefeller Capital Management creates a seamless, highly secure client experience in the
Microsoft cloud

o Microsoft Customer Story-Keeping critical state services operating to support citizens during
COVID-19 with Microsoft highly secure remote work solutions

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 o Microsoft Customer Story-Appliance designer enables remote work, transforms business
processes with the cloud

• Connect with your Azure specialists on the strategy for bringing them into the call, after learning about
the customer’s security landscape and needs and their desire to move forward with the “how.”

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Understand the customer’s needs and challenges

Call script

Introduction
Hello. I’m calling on behalf of Microsoft to talk to you as a <contact role> about your business’ security
strategy—specifically, about how you manage risk, deal with new challenges that have come up from changes
in the global economic landscape. [if there’s a pause in responding, ask the customer if they’ve heard about zero
trust and if they have a zero-trust policy in place to get the conversation started. If customer does respond, move
forward with the script]. Would you mind sharing your experiences and answering some questions?

Pause.

If they decline, ask if they are interested in either:

• Learning more about how they can enhance their security solutions with Azure or with Microsoft’s end-
to-end security offerings, and/or want to learn what Microsoft does to secure their environment and
data
• Evaluating their current security posture

“Yes” to learning
more about Azure security
solutions, Microsoft’s end-to-
“Yes” to evaluating
end security solutions, and/or “No,” or not interested
security posture
about Microsoft’s own
security strategy

Thank them for their time and

Proceed to the Proceed to the
update their record in MSX if
value prop section. security evaluation next step.
required (see Privacy notes).

If they wish to continue talking, proceed with the following:

Security is a high priority for many companies—especially now, given growing concern over more sophisticated
cyberattacks and increasing demands during the global pandemic to keep organizational data secure while
managing a hybrid workforce. In addition, many security teams are overwhelmed by the amount of noise they
receive and have trouble identifying complex threats because of it. On top of that, regulatory rules are
constantly changing with corresponding increases in the cost of compliance.
Have you faced any of these struggles?
Pause.

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 You’re certainly not alone. I’m interested in learning more about how your organization has been
impacted, what your security experience has been like, and what plans you have for protecting your
“Yes” business.
Can I ask you a few questions to understand your challenges and business needs?

That’s good to hear! Can you tell me more about how you’re managing or mitigating challenges like
“No” those, and do you mind if I ask some follow up questions? I’m interested in learning more about
what’s working well for you and how you’re thinking about security for the future.

Pause.

If they decline, ask if they are interested in either:

• Learning more about how they can enhance their security solutions with Azure or with Microsoft’s end-
to-end security offerings, and/or want to learn what Microsoft does to secure their environment and
data
• Evaluating their current security posture

“Yes” to learning
more about Azure security
solutions, Microsoft’s end-to-
“Yes” to evaluating
end security solutions, and/or “No,” or not interested
security posture
about Microsoft’s own
security strategy

Thank them for their time and

Proceed to the Proceed to the
update their record in MSX if
value prop section. security evaluation next step.
required (see Privacy notes).

If they accept:

Great! Thank you very much.

I see you’re using [Microsoft 365, Azure, both Microsoft 365 and Azure]

“Yes” for M365 “Yes” for Azure (or both) “No” for both

Focus on talking points about Focus on talking points about

Focus on talking points about
protecting their business end-to- protecting their business
ensuring their resources are
end with Microsoft and Azure end-to-end with Microsoft and
protected at every layer.
security solutions. Azure security solutions.
(Thank and proceed)
(Thank and proceed) (Thank and proceed)

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Ask probing questions and explain the value of Azure security
solutions
Note: The following questions and value propositions are intended to help you explore the contact’s business
needs and challenges more deeply so you can point them towards the right Azure security solution, if they are
interested. Use any insights you gathered previously for the contact to focus on the most relevant topics.
Start by asking the leading questions and then use the follow-up questions to gather more insights, adjusting
as needed based on what seems most relevant and how they respond. Ensure the contact feels heard and
personalize your questions as needed.
Listen to their answers and take note of the areas where they seem to have the most needs/challenges, so you
can promote the parts of the value proposition that align with the customer's top concerns voiced in response
to your questions.

Exploratory questions and corresponding value propositions

When it comes to security, Microsoft delivers an end-to-end approach that allows you to safeguard your entire
organization with integrated security, compliance, and identity solutions built to work across platforms and
cloud environments. Our security solutions are built on a zero-trust model – in order to trust, you must first
verify, which eliminates the inherent trust that is assumed inside a traditional corporate network.

Exploratory questions
Topic Leading question Follow-up questions

• What is your current strategy for detecting and

Do you feel prepared to defend
Threat protection against modern cybersecurity
threats?
preventing cyberattacks?
• Do you feel like you have the right tools to stay ahead
of cyber threats?
• How capable is your security team currently of
monitoring, analyzing, and responding to security
alerts?
• How long does it typically take for your organizations
to address security issues?

• Do you have an intentional strategy to manage risk of

accounts with privileged access to business-critical
systems and the workstations they use? Such as
Administrator accounts.
• What is your user authentication policy and practice?
Identity and Access How are you managing users and
Do you use passwordless or multi-factor, biometric,
Management their access currently?
2nd factor, or other method to safeguard user’s
credentials?
• Have you implemented a Zero Trust Access Control
roadmap and strategy?

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 • How concerned are you about data breaches?
• Have you been victim of a data breach? If so, what
happened?
• Does your company have the ability to discover and
identify sensitive information across locations, for
example, in Office apps, endpoints, mobile devices,
on-premises file servers, cloud storage services, Office
Information How are you protecting confidential
365 services, and others?
protection data?
• Does your company label and protect documents and
emails based on the policies you define?
• Can only the users who have the right permissions
access information based on their corporate
credentials, regardless of whether they’re on the
corporate network or outside of the network?

• Does your organization leverage a Secure DevOps

methodology (like the Azure Secure DevOps Kit) to
implement best practices for securing DevOps on the
cloud?
• Can your organization create a complete inventory of
What are your thoughts around
Cloud security all SaaS cloud applications being used by your
security in the cloud?
employees and effectively determine whether to allow
or deny the use of the cloud app using a risk score?
• Do you have a holistic cybersecurity solution designed
and deployed as part of your overall company-wide
strategy?

Value propositions
With modern security solutions available through Microsoft 365 and Azure, you can fortify your
Threat protection security posture, detect and react to threats faster, and simplify management to keep your
business safe and focused on growth.

Identity is at the foundation of security. You must protect your identities to protect your data and
Identity and Access resources. We’ve built identity solutions that help keep your employees and external users
Management productive and secure while assisting your organization with compliance and protection against
threats.

Microsoft’s end-to-end security offerings and policies ensure that customers have holistic
Information
protection across all of their data, so they can have confidence that their sensitive information is
protection
protected at each point in its journey.
The infrastructure, data, and apps built and run in the cloud are the foundational building blocks
for a modern business. Microsoft is in a unique position as a cloud solution provider and security
Cloud security
vendor. We leverage global cloud scale, trillions of signals, and deep expertise to build industry-
leading security solutions to protect cloud resources.

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For Microsoft 365 customers with no Azure
Since you’re already using Microsoft 365, you’re in a great position to further extend your security capabilities
with Azure security solutions. Azure is uniquely equipped to give you the tools to help you with your security
challenges because it’s the only cloud platform built by a security vendor. In fact, Microsoft operates a $10B
security business focused on empowering customers with world class cloud platforms and security capabilities.
In 2020, 6 billion malware threats were blocked on endpoints by Microsoft 365 Defender, and we take in over 8
trillion signals every 24 hours. With Azure, you’re getting the security expertise and intelligence that only come
from a true security vendor.
And specifically with Azure, we give you built-in, modern, and holistic security. Security capabilities are
seamlessly built-in to the Azure platform, across all of your cloud resources and all layers of architecture, that
you can manage centrally. Azure provides modern security powered by AI that gives you the flexibility to scale
quickly to optimize costs. And, it protects your entire organization, including your hybrid resources.

Suggested solution offerings:

• If customer is not licensed for M365 Business Premium, first step is to discuss the benefits of upgrading
to M365 Business Premium
• Regardless of what M365 version the customer is running, you can discuss the benefits of Azure
Security Center to get them started with Azure
• To also get them started on the Azure path, discussing Azure Threat Protection solutions, such as Azure
Sentinel and Azure Defender would be a good next step

For Azure customers not taking advantage of any or some Azure security solutions
Since you’ve already migrated some workloads to Azure, you’re well positioned to take advantage of holistic
cloud security solutions that can integrate with what you already have and ensure that your business is
protected at every layer.
What we’ve found is that many customers are not taking full advantage of all that Azure security has to offer.
I want to make sure you know of the four simple things you can do today to increase your company’s security
posture.
1. Turn on Azure Secure Score. Azure Secure Score gives you a numeric view of your security posture. If
you get 100%, then you are following all known best practices for security. If you have less than 100%,
then assign someone on your team to address the highest prioritized recommendations first.
2. Turn on Azure Defender for all cloud workloads, including Services, Storage, and SQL, to constantly
monitor for evolving threats. Azure Defender protects against threats like remote desktop protocol
(RDP) brute-force attacks, SQL injections, attacks on storage accounts, and more.
3. Turn on Web Application Firewall and DDoS Protection for every website. This will ensure your web
applications are protected from malicious attacks and common web vulnerabilities.
4. Turn on Azure Firewall for every subscription to protect your Azure virtual networks.

Do you have all these features turned on already?

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Suggested solution offerings:
Use this list to map your customer’s needs, based on your conversation, to relevant Azure solutions.
The three key solution offerings are: Azure Sentinel, Azure Defender, and Azure Network Security.

Additional Azure Security Services can be found in the Appendix for reference.

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 Supporting benefit statements for both customer scenarios

Tip: The content below allows you to dive deeper into the features and capabilities that may be relevant to
your customer. Recall the answers given by the customers to your exploratory questions and which areas they
might have more needs in, then refer to the statements below that you feel best address those needs.

Core benefit Supporting statements

Protecting data • Data security – consistent compliance on a day-to-day level
from threats, • Reduce false positives with AI trained on trillions of signals collected across
incidents, and Microsoft’s security portfolio
vulnerabilities • Detect previously undetected threats and offers unparalleled threat intelligence
• Business continuity as a service – reduces the cost and complexity of IT
management
• Respond to incidents rapidly with built-in orchestration and streamline common
tasks with automation
o Tackle cyber threats with Azure Sentinel
o Microsoft Defender Advanced Threat Protection automatically mitigates
95% of detected endpoint attacks
• Leverage the security expertise of Microsoft, a $10B multi-cloud, multi-platform
security vendor
• Utilize Microsoft Cyber Defense Operations Center
o Supported by more than 3,500 dedicated security professionals and
delivered through cloud services that are always up to date, these
capabilities protect your business 24/7
o Processes 8 trillion global signals daily to identify emerging threats and
protect customers. Microsoft applies this knowledge to diagnose attacks,
reverse engineer cybercrime techniques, and apply intelligence for your
security
o $1 billion annual cybersecurity investment from Microsoft
o 91 compliance offerings

Simplified • Centrally manage security and unify visibility with Azure Security Center
management and • Unify security across hybrid resources
cloud scale • Protect your multi-cloud resources with posture management and threat
protection in Azure Defender’s extended detection and response (XDR)
• Get a bird’s eye view of your entire organization – across all users, data,
applications, and infrastructure – with Azure Sentinel, cloud-native SIEM
• Unify threat protection across your entire organization with integrated SIEM and
XDR
• Cloud data at cloud scale across all users, devices, applications, and
infrastructure, both on-premise and in multiple clouds

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 • Largest geographic footprint of any cloud provider with more than 60 Azure
datacenter regions

Cost savings • Reduce the amount of time spent on updating security policies and compliance
related workflows between 20% to 30% using Azure Security Center resulting
in increased productivity for security administrators.
• Reduce the cost of third-party security tools and services through consolidation.
The Total Economic Impact™ Of Microsoft Azure Security Center Study by
Forrester (Feb 2021) cited that customers save 20% to 30% on third-party
security tools, reduce third party security services by $180,000 and reduce third
party penetration test services by 50%.
• The Total Economic Impact™ of Microsoft Azure Sentinel Study by Forrester
(Nov 2020) found:
o Up to a 79% reduction in false positives which reduced the amount of labor
associated with advanced investigations by 80%. Enabled more junior
analysts to perform higher value work and enabled senior analysts to focus
on high-priority work, ultimately reducing the average salary of the team.
o Cost savings compared to legacy SIEM solutions – 48% less expensive
(considering legacy solution licensing, storage, and infrastructure costs)
o Return on Investment – 201%
• Utilize the flexibility of the cloud to scale up or down quickly, using only what
you need
• Optimize cost management, eliminate infrastructure maintenance with the cloud
• Business continuity as a service – reduces the cost and complexity of IT
management
• Watch your business’ profitability increase throughout the stages of your
migration and beyond with Azure
• You can calculate your pay-as-you-go Azure costs
• Statistics:
o SQL to Azure: 40% increase in DBA productivity
o SQL to Azure: Up to 55% savings with Azure Hybrid benefit
o Migrating Windows Server and SQL Server workloads to Azure can be 5x
cheaper than competitor cloud providers
o 73% reduction in data center footprint and costs
o 63% increase in annual customer web sales
o 50% reduction in application deployment time
o Save up to 80% with reserved instances and Azure Hybrid Benefit

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Answer questions and address concerns
Note: The below content is designed to provide you with answers and context to common questions and
concerns. This list is not exhaustive. Work with your team to ensure you are prepared for questions relevant to
your area/focus.
Question/Concern
General objections
I don’t have time.
I don’t have budget.
I don’t make those decisions (it’s
not my job).
Scenario-based objections
I’m not very comfortable with the
general security of the cloud.
Caller response
What is presently requiring the majority of your attention and
effort? And why? What about after?
What had you budgeted for? And why? What’s next? What is the
process like for asking for more? What would it take?
What is your role? Who’s the right person? What’s your appetite
for introducing me to them?
• It’s understandable to feel uncomfortable, but Microsoft
provides end-to-end security through integrated solutions
and services that are trusted by many of our customers, both
SMB and enterprise. Cloud security has come a long way, and
at Microsoft we take steps to ensure that your data and
privacy are protected at every layer.
• For Azure, security is foundational. Customers can take
advantage of multi-layered security provided across physical
datacenters, infrastructure, and operations with cybersecurity
experts actively monitoring to protect your business assets
and data.
• Every day, Microsoft analyzes over 8 trillion signals to identify
emerging threats and protect customers. Microsoft applies
this knowledge to diagnose attacks, reverse engineer
cybercrime techniques, and apply intelligence for your
security.
• Benefit from a team of more than 3,500 global cybersecurity
experts that work together to help safeguard your business
assets and data in Azure.
• Our core privacy principle is that you own your data; we will
never use it for marketing or advertising purposes.
• The Azure cloud platform is built with customized hardware
and has security controls integrated into the hardware and
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We currently use a 3rd-party
solution to manage our security
posture.
We are using AWS, Amazon
Detective. So why would I need a
SIEM like Azure Sentinel?
Are Azure’s datacenter
locations Azure compliant with all
applicable regulations?
How can cloud storage be cheaper
for backups than on-premises?
firmware components, as well as added protections against
threats such as DDoS.
• Microsoft invests over 1B+ USD in security research and
development.
• Azure has more certifications than any other cloud provider.
• Have you considered Azure Security Center? It enables you to
strengthen your security posture. It helps you identify and
perform the hardening tasks recommended as security best
practices and implement them across your machines, data
services, and apps.
• The Azure secure score reviews your security
recommendations and prioritizes them for you, so you know
which recommendations to perform first. This helps you find
the most serious security vulnerabilities so you can prioritize
investigation. Secure score is a tool that helps you assess
your workload security posture.
• Amazon Detective is not a SIEM. It can only collect and
analyze data from a few data sources such as Virtual Private
Cloud Flow Logs, AWS CloudTrail, and Amazon GuardDuty.
This limits the types of threats, security issues and suspicious
activities it can detect and prevent. Azure Sentinel is a cloud-
native SIEM that collects security data across your entire
hybrid organization from devices, users, apps, servers and
any cloud.
• In addition, Azure Sentinel is a security orchestration
automated response (SOAR) solution that lets you respond to
incidents rapidly with built-in orchestration and automation
of common tasks. Amazon Detective lacks SOAR capabilities
as well.
• Azure services, including storage, meet regulations and
standards across multiple industries. Our Trust Center can
give you more details.
• You can see a full listing of all our compliance offerings
online in this Azure compliance documentation.
• We’re the first GDPR-compliant host worldwide.
• Putting a backup on the cloud reduces many of the operating
costs (both financial and human) of traditional backup.
• According to IDC, Azure Backup and ASR
services reduce operational costs and downtime.
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 • According to IDC, 50% of organizations already use the cloud
and 30% more will use it in 24 months. There’s been a
growing trend away from on-premises solutions over
the past decade.
• The cloud reduces the costs of deploying, supervising,
applying patches and maintaining a local business recovery
infrastructure by eliminating the need to create or manage an
expensive secondary data center. Plus, you only pay for the
computing resources you need to support your applications
on Azure.

We’re afraid that our data will be • Microsoft and Azure customers maintain ownership of their
hosted outside or transferred data—that includes content, personal data, and other data
elsewhere, and that would make our you provide for storing and hosting in Azure services. You are
also in control of any additional geographies where you
business liable.
decide to deploy your solutions or replicate your data.
o You can learn more about how we handle data transfers
and what steps we take to ensure safety and compliance
on our data residency web page.
• Microsoft's data centers in Europe comply with European
legislation (including GDPR).
• In general, Microsoft has extremely strict rules and does not
provide direct or free access to customer data to any third
parties (including law enforcement, or other government
entity, or civil party) unless the customer agrees.
o More details are available in the Microsoft Trust Center
for full transparency.
• We have HDS certification that demonstrates the highest
level of security in terms of hosting health data.

We have concerns about the
reliability of our internet connection
to the cloud. What happens if our
ERP goes down?
• Reliability and local internet connections continue to improve
exponentially across the globe. Moving to the cloud helps
you get ahead of the curve.
• In the case of service disruption or accidental deletion or
corruption of data, you can recover your business services in
a timely and orchestrated manner using Azure’s end-to-end
backup and disaster recovery solution. It’s simple, secure,
scalable, and cost-effective—and can be integrated with on-
premises data protection solutions.

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I know my system and am happy • Adopting the cloud can provide a wide range of benefits,
with it. Why should I change it and including in hybrid configurations. This would allow you to
risk the unknown when it comes to continue using parts of your existing system that you like
while leveraging the increased scalability, security, and cost
security?
optimization features offered by Azure.
• Plus, you can always take the next step of following up with a
Microsoft SSP/Cloud Specialist to streamline your path to full
cloud migration.

Competitive – already using other • Focus on end-point solution; higher quality, lower cost; and
products. consolidation messaging

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Relevant actions and next steps
Tip: As a way of recapping before ending your conversation, reference some of the solutions and benefits that
resonated with the customer during your call.
From our conversation, it sounds like Azure’s security solutions could enhance your security posture.

Options for next steps

If you’re interested, I can connect you with a partner who can help you with next steps for
exploring security solutions.
Do you already have a partner who you’re comfortable working with, and who can
Connecting with provide additional solution expertise, pricing, or other details?
a partner If you don’t have a partner, or you’d like to try a new partner, I’d be happy to provide
some options in your area who have the required expertise.
(Refer to partner options below)

If they already have a partner: If they want other partner options:

That’s great! Can I get that partner’s name? If it’s
okay with you, I’ll reach out to them to discuss your
interest and they’ll follow up with you directly.
(Find the partner in the Refer and Track tool and
send the contact’s info via this tool.)
No problem. Can I share three other options for
partners in your area who can help you?
Thanks! If you don’t mind, can I make sure I have the
right contact information? I’ll send them your contact
information and they’ll follow up with you directly.
1. Confirm contact information
2. Confirm customer contact preferences
(email v. call)
3. Ask permission to share their information
with the partner
4. Set expectations for next outreach, if applicable

Microsoft Confidential 19
 If this is correct, and you’re interested in Azure security solutions, it makes sense to connect
you with someone who can help take you through a free evaluation.
A security evaluation is intended to provide an overall review of your security infrastructure,
programs, and practices. This evaluation measures your cybersecurity maturity level through
a questionnaire, and through an automated scan of security-related data.
It is designed to help you get personalized insights into the security state of your workloads,
identify vulnerabilities, and generate recommendations to improve your Secure Score. As a
Going result, it will give you an action plan with security improvement initiatives to follow.
through a
The evaluation process consists of two simple steps: First, one of our specialists will have a
security
call with you to deploy the tool and start the evaluation. The tool will analyze your IT
evaluation
environment for about a week, without impact to your system performance. Second, once
the evaluation results are available, we will reach back and schedule a meeting with you to
present the results and recommendations.
I can send you a sample evaluation report for you to see the type of insights and
recommendations that we will be able to provide to you.
Can I bring in our Solution Area Specialist to kick off the evaluation process with you? Which
date and time works best for you?

I can also send you some additional resources that I think you might find useful
based on what we talked about.
Sharing additional Would that be alright? Is there anything you are particularly interested in learning
content more about?
(Refer to Resources to share section)

Closing statement
Thanks for speaking today. If you have any questions at all, please reach out. My email address is <email> or
you can call me at <xxx-xxx-xxxx>.

Microsoft Confidential 20
 Customer-specific content

Voicemail and email templates for Microsoft 365 customers:

Voicemail – if you verify the contact with the front desk

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure. We
understand you’re currently benefitting from the security offerings in Microsoft 365. We can help you
modernize your business further and get the holistic Microsoft security experience with
world-class controls and capabilities offered by Azure. With Azure security solutions, you can help protect
your entire organization, even across multiple clouds, with security that works with what you have.
We have you listed as the contact for discussing security strategy and solutions. I’ll be sending a follow-up
email shortly or you can reach me via phone at [recite phone number, slowly]. If you reach my voicemail,
please let me know the best time to reach you and I will call back then.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Voicemail – if you are not sure you have the correct contact

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure. We
understand you’re currently benefitting from the security offerings in Microsoft 365. We can help you
modernize your business further and get the holistic Microsoft security experience with world-class
controls and capabilities offered by Azure. With Azure security solutions, you can help protect your entire
organization, even across multiple clouds, with security that works with what you have.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience. If you are not the correct contact to discuss this, I would appreciate your assistance connecting
with the best contact.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Important: before using the First Contact email template, you must work with the local privacy team to ensure
the right policies and practices are in place before moving forward.

Microsoft Confidential 21
 First contact email

Dear [Contact Name],

This email is to inform you that Microsoft has solutions to help you build on the security approach you may
be getting with Microsoft 365. You can modernize your business further and get the holistic Microsoft
security experience that simplifies and streamlines security with world-class controls and capabilities. With
Microsoft Azure, you can help protect your entire organization, even across multiple clouds, with security
that works with what you have.
Microsoft wants to ensure that you are supported and have your questions answered, so I have been
assigned as your dedicated consultant. Please feel free to call or email me with questions any time during
this process.
To get started, it would be ideal to set up a brief call so I can explain the process in more detail and answer
any initial questions you may have. Is there a time [insert timeframe] that would be best for you? If you have
any preferred time slot, feel free to book time with me here [Hyperlink to meeting request page].
Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Follow-up email

Dear [Contact Name],

Thank you for taking the time to talk with me today about your current security experience with Microsoft
365 and other security solution offerings from Azure.
Attached is [information about Microsoft and/or Azure security].
If you’d like to learn more, please visit the following websites:
• Azure security overview
• Azure cloud security products
• Azure Trust overview
If you have any questions during the process, please reach out to me via phone or email. I’m here to support
you. Thanks again.

Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Microsoft Confidential 22
Voicemail and email templates for new customers:
Voicemail – if you verify the contact with the front desk

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure. We can help
you modernize your business to simplify and streamline security with world-class controls and capabilities.
By leveraging the security solutions offered by Microsoft 365 and Azure, you can benefit from an end-to-end
security approach that helps protect your entire organization, even across multiple clouds, with security that
works with what you have.
We have you listed as the contact for discussing security strategy and solutions. I’ll be sending a follow-up
email shortly or you can reach me via phone at [recite phone number, slowly]. If you reach my voicemail,
please let me know the best time to reach you and I will call back then.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Voicemail – if you are not sure you have the correct contact

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure. We can help
you modernize your business to simplify and streamline security with world-class controls and capabilities.
By leveraging the security solutions offered by Microsoft 365 and Azure, you can benefit from an end-to-end
security approach that helps protect your entire organization, even across multiple clouds, with security that
works with what you have.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience. If you are not the correct contact to discuss this, I would appreciate your assistance connecting
with the best contact.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Microsoft Confidential 23
 First contact email
Dear [Contact Name],

This email is to inform you that Microsoft has solutions to help you modernize your business to simplify and
streamline security end-to-end with world-class controls and capabilities. With Microsoft 365 and Azure, you
can benefit from a holistic security approach that helps protect your entire organization, even across multiple
clouds, with security that works with what you have.
Microsoft wants to ensure that you are supported and have your questions answered, so I have been
assigned as your dedicated consultant. Please feel free to call or email me with questions any time during
this process.
To get started, it would be ideal to set up a brief call so I can explain the process in more detail and answer
any initial questions you may have. Is there a time [insert timeframe] that would be best for you? If you have
any preferred time slot, feel free to book time with me here [Hyperlink to meeting request page].
Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Follow-up email

Dear [Contact Name],

Thank you for taking the time to talk with me today about Microsoft security solutions offered through
Microsoft 365 Azure.
Attached is [information about Microsoft and/or Azure security].
If you’d like to learn more, please visit the following websites:
• Azure security overview
• Azure cloud security products
• Azure Trust overview
If you have any questions during the process, please reach out to me via phone or email. I’m here to support
you. Thanks again.

Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Microsoft Confidential 24
Voicemail and email templates for migrating customers:
Voicemail – if you verify the contact with the front desk

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure and how you
can enhance security across your existing cloud assets. We can help you further modernize your business to
build upon your security approach with world-class controls and capabilities offered by Azure. By leveraging
the security solutions available on Azure, you can benefit from an end-to-end security approach that helps
improve protection for your entire organization at every layer, with security that integrates with what you
already have.
We have you listed as the contact for discussing security strategy and solutions. I’ll be sending a follow-up
email shortly or you can reach me via phone at [recite phone number, slowly]. If you reach my voicemail,
please let me know the best time to reach you, and I will call back then.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Voicemail – if you are not sure you have the correct contact

Hello, this is [Full Name] calling on behalf of Microsoft regarding security solutions with Azure and how you
can enhance security across your existing cloud assets. We can help you further modernize your business to
build upon your security approach with world-class controls and capabilities offered by Azure. By leveraging
the security solutions available on Azure, you can benefit from an end-to-end security approach that helps
improve protection for your entire organization at every layer, with security that integrates with what you
already have.
This is an important call, so we kindly ask for your response to this message or the email at your earliest
convenience. If you are not the correct contact to discuss this, I would appreciate your assistance connecting
with the best contact.
Again, this is [Full Name] with Microsoft. Thank you for your time. I look forward to hearing from you soon.

Microsoft Confidential 25
 First contact email
Dear [Contact Name],

This email is to inform you that Microsoft has solutions to help you enhance and streamline security for your
cloud assets with world-class controls and capabilities from Azure. With security solutions from Microsoft
Azure, you can help improve protection for your entire organization at every layer, with security that
integrates with what you already have.
Microsoft wants to ensure that you are supported and have your questions answered, so I have been
assigned as your dedicated consultant. Please feel free to call or email me with questions any time during
this process.
To get started, it would be ideal to set up a brief call so I can explain the process in more detail and answer
any initial questions you may have. Is there a time [insert timeframe] that would be best for you? If you have
any preferred time slot, feel free to book time with me here [Hyperlink to meeting request page].
Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Follow-up email

Dear [Contact Name],

Thank you for taking the time to talk with me today about security solutions with Azure and how they can
help enhance protection for your existing cloud assets.
Attached is [information about Microsoft and/or Azure security].
If you’d like to learn more, please visit the following websites:
• Azure security overview
• Azure cloud security products
• Azure Trust overview
If you have any questions during the process, please reach out to me via phone or email. I’m here to support
you. Thanks again.

Privacy Statement
Microsoft Corporation
One Microsoft Way
Redmond, WA 98052

Microsoft Confidential 26
Resources to share with customers
Category Relevant links

• Microsoft security solutions for business

Microsoft security solutions • Microsoft Trust Center | Home page
• Microsoft Trust Center | Product overview

• Microsoft 365 for business solution overview

Microsoft 365 • Microsoft 365 Security documentation
• Microsoft 365 Security Center overview

• Azure Security Center

• Azure Sentinel
Azure security solutions
• Azure Defender
• Azure Network Security

• Azure Backup
• Azure Blob Storage
Business Continuity and Disaster
• Azure Traffic Manager
Recovery (BCDR)
• Azure Site Recovery
• Virtual Network

• Azure Data Lake Storage

• Azure SQL Database
Secure storage
• Service Bus
• Azure Cosmos DB

• Unparalleled innovation
o Azure SQL Database
o Azure IaaS
o Azure Migrate/Azure Lighthouse
Cloud migration
• Unmatched security
o Azure Security Center
o Azure Sentinel
o Confidential Computing

Resources | Seller only

Resources to support local selling efforts and are not intended to share with customers, unless noted.

Category Resources/Links

Security Resources on • Microsoft Security Level 100 Customer Presentation

GearUp / Transform • Azure Security Deck
• Azure Security

Microsoft Confidential 27
 • Leaders in Gartner Magic Quadrant reports | Microsoft Security May be shared
with customers.
• Microsoft Security Blog May be shared with customers.

Microsoft Customer • Microsoft Customer Stories

Evidence site

Microsoft Confidential 28
Privacy notes
If this script is used as a promotional call only, sellers need to first check the customer’s contact preference in
MSX. However, this script can also be used in conjunction with a transactional campaign if the transactional
discussion happens first and the customer then agrees to continue the security conversation afterwards.
Sellers need to provide customers with a method to opt out, and honor any of their requests to do so. Do not
discourage customers from opting out or prevent them from opting out.
If the customer isn’t interested in talking but does not verbally opt out or ask to not be called again, there is no
need to change their contact preference to “do not contact” (DNC) in MSX.
If the customer makes it clear they do not want to be contacted by Microsoft, change their contact preference
as described below:
• If the customer is marked “okay to contact” (OKC) or “Unknown” in MSX, switch them to “do not
contact” (DNC) for telesales in MSX. Explain to the customer that while they will no longer receive
promotional calls from Microsoft, they may still receive service communications, such as calls related to
previously purchased products reaching end-of-support/licensing compliance.
• If the customer is marked DNC in MSX, explain to the customer that they are already opted out of
receiving promotional calls from Microsoft, but they may still receive service communications, such as calls
related to previously purchased products reaching end of support/licensing compliance.

If the customer wants to verify the legitimacy of the call or would like to have further information in terms of
the privacy statement, you can guide the customer in the following way:
“Upon request, if customers want to verify the legitimacy of this call, we can provide information about where
to find the Microsoft privacy statement and whom to contact (https://aka.ms/privacy).”

Please make sure that during the initial call you follow the communication guidance listed above. During the
first phone conversation you are not allowed to talk about adding value, generating value reports, etc.
You need to follow the Privacy/CELA Transactional messaging framework.

Microsoft handling of customer personal data: Microsoft employees/vendors should only be able to access
customer personal data in an assessment if based on explicit customer action (the customer provisioning MS
access to their environment in the data collection tool, the customer providing the information to MS outside
the tool).
• This means that, in the case of an assessment, an assessment tool cannot provision Microsoft access to
the customer’s assessment data by default.
• If taking screenshots during a customer meeting, ask explicit customer permission before doing so. If
included in a customer report, anonymize the personal data.
• If the customer provides MS employee/vendor access to personal data, delete any reports/screenshots
containing personal data from all MS locations at the end of the customer engagement (not to exceed 30
days).

Microsoft Confidential 29
Appendix
Detailed Azure Security Service Level 4 Solutions List
Application Gateway WAF v2
Azure Active Directory B2C
Azure Active Directory B2X
Azure Active Directory Domain Services
Azure Active Directory for External Identities
Azure Bastion
Azure DDOS Protection
Azure Dedicated HSM
Azure Defender for App Service
Azure Defender for container registries
Azure Defender for IoT
Azure Defender for IoT Unmanaged
Azure Defender for Key Vault
Azure Defender for Kubernetes
Azure Defender for servers
Azure Defender for SQL
Azure Defender for Storage
Azure Firewall
Azure Firewall Manager
Azure Front Door
Azure Front Door Service
Key Vault
Key Vault HSM Pool
Network Watcher
Azure Sentinel
WAF Application Gateway

Microsoft Confidential 30