Modern Work & Security for SMB and

Scale
DEFINE YOUR STRATEGY

• MW Solution Plays for SMB & Scale

- Digital Workforce

- Seamless Security

- Next Gen Windows Experiences

- Converged Communications

- Refresh your Devices

• Understand the partner opportunity

DEVELOP SKILLS

• Certifications

• Designations & Specializations

• Learning Paths

OPERATIONALIZE & GO TO MARKET

 • Sell with Microsoft

• Incentives

• Campaigns

• Programs

• Tools

• Marketing

• Resources

NEW! SMB Sales Contest for Indirect Resellers - SMB Partner Scholarship Program

How to drive a customer conversation on Modern Work & Security?

Define your strategy

Develop a growth plan for your Modern Work practice with these resources. Learn about the value of
investing in building your Modern Work practice. Get guidance to help you determine what your service
offering should be – and to help you set expectations for opportunity and revenue outcomes.

Digital Workforce

Customer solutions: Support a hybrid work culture with seamless digital transformation.
Hero Products

- Teams Essentials

- Exchange Online

- Microsoft 365 suites: M365 Apps for Business, M365 Business Basic, M365 Business
Standard

Customer Ready Resources

- Digital Workforce customer presentation

- Digital Workforce data sheet

- To-customer email template

Partner Resources

- Business Plans - Microsoft 365 for Business | Small Business | Microsoft 365 |
Download the full plan comparison table.

- Office 365 Plans: Compare Office 365 Enterprise | Microsoft | Download the full
comparison table

- Enterprise Plans: Compare Microsoft 365 Enterprise plans | Download the full
comparison table

- Microsoft 365 documentation | Microsoft Learn

- Microsoft 365 Roadmap | Microsoft 365

- Microsoft 365 Business Premium vs. Microsoft 365 Business Basic and Microsoft 365
Business Standard

Partner Opportunity Deck

- Top 10 ways to secure Microsoft 365 for business plan

 - Teams Essentials partner opportunity presentation - English

- Teams Phone SMB partner opportunity presentation

Seamless Security

Customer solutions: Use a single, comprehensive solution to run your business securely from anywhere.
HERO PRODUCTS:

- Microsoft 365 Business Premium

- Microsoft Defender for Business

Customer Ready Resources

- Seamless Security customer presentation

- Seamless Security data sheet

- To-customer email template

Partner Resources

- Microsoft 365 Business Premium Partner Playbook

- Microsoft 365 & Security for Partners - SMB Workshops

- Microsoft 365 Lighthouse

- Step-by-step implementation guidance for securing work from anywhere using

- Upsell guides:

- Microsoft 365 Exchange Online to Business Premium

- Microsoft 365 Business Standard to Business Premium

 - Microsoft 365 Business Basic to Business Premium

- Sales & Licensing | Product Deployment

Partner opportunity deck

- Sales Training - Understanding the Business Opportunity for Partners with Microsoft
Defender for Business

Advanced Security in Business Premium

• Azure AD Premium Plan 1 part of Microsoft Entra - Azure AD deployment checklist and Azure
AD capabilities

- Protect against lost or stolen passwords with MFA (Microsoft Authenticator, Windows
Hello, FIDO2 security keys )

- Secure access to work apps (App Proxy, Conditional Access, Dynamic Groups)

- Cloud App Discovery

- Enable remote desktop access with WVD

• Microsoft Intune - Get started with Microsoft Intune | Microsoft Learn

- Mobile Device Management MDM

- Mobile Application Management MAM

• NEW! Microsoft Defender for Business part of Microsoft Defender Interactive guide: Elevate
your endpoint security with Microsoft Defender for Business and Interactive guide: Getting
started with Microsoft Defender for Business

- Threat & Vulnerability Management

- Attack Surface Reduction

- Next Generation Protection

- Endpoint Detection & Response

- Auto Investigation & Remediation

• Microsoft Defender for Office 365 Plan 1 part of Microsoft Defender - Check out the
interactive guide
 - Safe Attachments

- Safe Links

- Safe Attachments for SharePoint, OneDrive, and Microsoft Teams

- Anti-phishing protection in Defender for Office 365

- Real-time detections

• Azure Information Protection Premium P1 Plans

- Prevent sharing of sensitive information like credit card numbers using preconfigured
DLP policy templates for HIPAA, PCI_DSS, SSN etc

- Control whether an email can be forwarded, printed, or viewed by non-employees.

- Control whether a document can be edited, printed, or viewed by non-employees. You

can also revoke access.

• Exchange Online Archiving Solve archiving, compliance, regulatory, and eDiscovery challenges.
Feature availability across Exchange Online Archiving plans

• Windows Autopilot

- Automatically join devices to Azure Active Directory (Azure AD) or Active Directory (via
Hybrid Azure AD Join) Introduction to device management in Azure Active Directory.

- Auto-enroll devices into MDM services, such as Microsoft Intune (Requires an Azure AD
Premium subscription for configuration).

- Create and auto-assign devices to configuration groups based on a device's profile.

- Customize OOBE content specific to the organization.

• Shared Computer Activation - Overview

NextGen Windows Experiences

Customer solutions: Support a hybrid work culture with seamless digital transformation.

HERO PRODUCTS

- Windows 365

- Windows 11

Customer Ready Resources:

- NextGen Windows Experiences customer presentation

- NextGen Windows Experiences data sheet

- To-customer email template

Partner resources

- Windows 365 interactive demo

- Windows 11 Commercial FAQ

- Introduction to Windows 11 presentation

Partner Opportunity Deck

- Windows 365 partner opportunity deck (English)

Converged Communications
Customer Solution:

Teams Phone is all-in-one communication solution that integrates into Microsoft 365 – bringing
together calling, meetings, and messaging into a single application, Microsoft Teams.

Teams Phone for SMB

- Access the Teams Phone SMB partner playbook

- Download all the materials in the Teams Phone SMB Practice Development Guide

- Teams Phone demo

Microsoft Teams Rooms is a modern meeting space solution that brings together the digital workspace
of Microsoft Teams with dedicated first- or third-party audio and video devices, certified by Microsoft.
Microsoft Teams Rooms was purposefully built to help remove the barriers between spaces, places, and
people, delivering the best Teams meeting experience to any space.

Microsoft Teams Rooms for SMB

- Teams Rooms SMB partner opportunity presentation

- Microsoft Teams Rooms learning path

- Teams Rooms SMB customer-ready presentation

- Teams Rooms interactive demo

- Teams Rooms on Android interactive demo

- Teams Rooms Partner Playbook

Refresh your Devices

Customer solutions: Experience the best of Microsoft solutions on secure, versatile devices built for
hybrid work.

HERO PRODUCTS:

- Surface for Business

Customer Ready Resources

- TEI reports for Surface

- Surface IT Pro site

- Surfaces Devices Tech Community

- Microsoft Mechanics Surface playlist

- Surface in Retail

- Surface in Manufacturing

Partner Resources

- Microsoft Surface

- Sign in to get Surface news

- EXPLORE HYBRID WORK SOLUTIONS

- LEARN ABOUT SURFACE SECURITY

- WHY SURFACE?
Develop skills
Develop or deepen your sales and technical teams’ skills and capabilities to differentiate your offering in
the market and drive customer lifetime value. Get your skills and investments recognized through
achieving certifications and specializations.

1. Modern Work & Security Certifications

• Fundamentals - Master the basics Microsoft 365 Fundamentals (Exam: MS-900)

• Role-based - Expand your technical skill set

- M365 Modern Desktop Administrator (Exams: MD-100, MD-101)

- M365 Messaging Administrator (MS-202)

- M365 Developer ( Exam: MS-600)

- M365 Teams Administrator (Exam: MS-700)

- Microsoft 365 Security Administrator (Exam: MS-500)

- M365 Enterprise Admin (Exams: Prerequisite one associate certification + MS-100, MS-
101)

Microsoft Virtual Training Days

 2. Solution Partner for Modern Work Designation

A Solutions partner for Modern work has demonstrated a broad capability to help customers boost their
productivity and make the shift to hybrid work using Microsoft 365.

To earn this designation, your partner capability score must meet the qualification requirements for this
area.

SMB Path

- Performance - Ability to increase the customer base using Microsoft products for
Modern work and productivity.

- Skilling- Skills and capabilities by using the number of persons who have an eligible
certification.

- Customer Success - Ability to enable growth in the use of Microsoft products or in the
expansion of Microsoft's services and workloads utilized by the customers.

Modern Work scoring model details

Understanding the partner capability score

Options for existing Microsoft partners to transition to the new solutions partner designations

Support: Experts standing by to help with the program & your score.

FAQs: https://assetsprod.microsoft.com/en-us/faq-find-all-frequently-asked-questions.pdf
 3. Modern Work Specializations

• Aligned to the Microsoft Cloud, specializations display your technical expertise. Go to Partner
Center to learn how close you are to meeting the requirements—or apply now.

• Modern Work Specializations:

- Adoption and Change Management

- Calling for Microsoft Teams

- Custom Solutions for Microsoft Teams

- Meeting and Meeting Rooms for Microsoft Teams

- Modernize Endpoints

- Teamwork Deployment

- Employee Experience

4. Learning Paths

- Microsoft 365 Certified: Fundamentals - Certifications | Microsoft Learn

- Microsoft 365 SMB Partner Enablement Trainings

- Modern Work & Security SMB Partner Sales Acceleration Program (PSAP)
 - Virtual workshops and training

- Microsoft 365 and Security Learning Paths | Modern Work Partner GTM FY23 Small to
Medium Business (SMB) Kickoff Series Learning path

Operationalize and go to market

Take the final steps to transition your practice from concept to reality. Leverage these resources to set
your strategy in motion and accelerate your go-to-market efforts.

Sell with Microsoft

• Explore your selling options

• Plan a consulting service offer for the commercial marketplace | Microsoft Learn

• Co-sell requirements - Partner Center | Microsoft Learn

• Co-sell with Microsoft sales teams and partners overview - Partner Center | Microsoft Learn

• Grow your business with Microsoft referrals - Partner Center | Microsoft Learn

Incentives

1. CSP Legacy Incentives - retiring on Dec 31, 2022 Cloud Solution Provider Indirect Reseller
Incentive Resources (microsoft.com)

2. MCI incentives Microsoft Commerce Incentive Resources

3. Coop funds Co-op Funds Resources (microsoft.com)

Campaigns

1. Do More with Less for SMBs

NEW! On November 14, 2022, Microsoft announced special promotional of fers focused on Microsoft
365 for Small and Medium Businesses to unlock new sales motions for partners.

Cost savings is top of mind globally for small and medium businesses (SMB), and Microsoft 365 provides
best value suites and best-in-class products to help small businesses achieve more.
Microsoft created the “SMB New customer, upsell, and CSP legacy to CSP new commerce renewal
promotion” to enable partners to pitch how Microsoft 365 can help prospective and existing customers
“Do More with Less” by consolidating vendors or improving their security and productivity posture with
a more premium product. For new-to-Microsoft 365 customers and existing customers upgrading to a
more premium product either on NCE or during their transition to NCE, the “SMB New Customer, Upsell,
and CSP legacy to CSP new commerce renewal Promo” offers a 16.7% discount to low-risk monthly
commitment subscriptions across any of the following products:

• Microsoft 365 Business Basic

• Microsoft 365 Business Standard

• Microsoft 365 Business Premium

• Microsoft 365 Apps for Business

• Microsoft Teams Essentials w/ Azure Active Directory (AAD)

• Microsoft Defender for Business

Learn more partner ready FAQ

- Updated SMB Workshops

- Do More with Less partner opportunity deck

- Modern Work SMB Partner Readiness email series

- SMB New Customer and Upsell promo and FAQ

- Meeting the Changing Software Technology Needs of SMBs, a commissioned study

conducted by Forrester Consulting

Programs

1. Cloud Ascent - The Partner Center dashboard provides downloadable propensity data from the
CloudAscent program. The data shows the customers' likelihood to purchase Microsoft products.

• https://learn.microsoft.com/en-us/partner-center/insights-customer-opportunities

• Download Report: https://partner.microsoft.com/en-US/solutions/cloudascent

2. Solution Assessment

• Solution Assessments (microsoft.com)

• Modern Workplace Assessment (microsoft.com) demo: Power BI

• Cloud Security Assessment (microsoft.com) demo: Power BI

3. SMB Workshops

• Microsoft 365 & Security for Partners - SMB Workshops

• Download the customizable one-pager template to share with your customers

• Download these social assets to drive demand generation for your workshops

Download the available workshop packages today:

• Do More With Less in SMB Workshop

• Microsoft 365 for Business

• Microsoft Teams Essentials

• Windows 365

4. Digital Marketing Content on Demand - provides go-to-market content in fresh weekly campaigns at
no cost to Microsoft partners. Unlock expertise that can drive customer engagement and elevate your
business.

• Digital Marketing Content (microsoft.com)

5. Project Orland
• https://cloudpartners.transform.microsoft.com/practices/project-orland

• Complete your partner interest form

• Read the public preview announcement

• Questions? Review the FAQ for partners

• https://www.microsoft.com/en-us/videoplayer/embed/RE51td2

• Project Orland getting started guide

Tools

• BWTool - Business Workshop Tool

• Calculator - Microsoft 365 ROI Calculator

• Customer Experiences - Microsoft Customer Digital Experiences

• Microsoft Referrals - https://learn.microsoft.com/en-us/partner-center/referrals

• Zero Trust Assessment - Microsoft Zero Trust Maturity Assessment Quiz | Microsoft Security
 Marketing

• Create a partner logo, certified letter, or award - Logo Builder - Partner Center | Microsoft Learn

• Go-to-market with Microsoft

• Branding (microsoft.com)

• Smart Partner Marketing (microsoft.com)

• Partner Network resources (microsoft.com)

• Home - Partner Go-To-Market Toolbox (msftgtmtoolbox.com)

Other resources

• https://cloudpartners.transform.microsoft.com/

• Cloud Solution Provider program overview - Partner Center | Microsoft Learn

• New commerce experience for CSP seat-based offers (microsoft.com)

• Microsoft 365 documentation | Microsoft Learn

• Partner Center documentation - Partner Center | Microsoft Learn

• Sales and Marketing Resources

• Skill Building Resources

• Licensing Documents (microsoft.com)

• Microsoft 365 admin center help | Microsoft Learn

New commerce experience for CSP seat-based offers

On October 14, 2021, Microsoft moved seat-based online services offers to the new commerce
production environment so that all partners in the CSP program could transact these offers. This
technical release provided CSP partners with new sales capabilities and delivers operational efficiencies.
To help partners prepare for the launch, Microsoft provided an integrated sandbox environment where
partners had the ability to integrate APIs with new commerce or work directly with test offers in Partner
Center.

On January 10, 2022, Microsoft launched commercial seat-based offers in CSP new commerce with two
time-bound promotional offers to help accelerate transition to the new commerce experience.

Partner Resources:
 • CSP New Commerce Experience Handbook

• L100: Intro to M365, D365, Power Platform, and Windows 365 in NCE

• L200: M365, D365, Power Platform, and Windows 365 in NCE

• FAQs for the new commerce experience in CSP

• NCE collection

Customer Resources:

• New Commerce Experience | Customer Resources

• Use the customer facing deck to emphasize the value added over the past decade and the six
months of notification.

Microsoft Support

Technical Presales and Deployment Services (TPD) Support

• Microsoft Cloud Partner Program benefits - Technical Pre-sales and Deployment (TPD) - Partner
Center | Microsoft Learn

• Technical Presales and Deployment Services (microsoft.com)

Modern Workplace and Security

Get prepared to address the real-world scenarios you encounter when closing deals and implementing
Microsoft Modern Workplace solutions.

Get assistance closing sales for Microsoft 365 for Cloud Productivity, Device Management, and Security
solutions.

Work with our consultants to enhance your organization’s capabilities for provisioning, configuring,
managing and securing Microsoft 365.

• Plan your business with Microsoft

- Get help assessing your organization’s technical capabilities to uncover key

opportunities that can help you grow your business.

• Build a service or application

- From envisioning to publishing, our consultants will advise and support you.

• Technical assistance for sellers

 - Help to create demos and proofs of concepts and remove sales blockers to help close
more sales opportunities.

• Grow and support your business

- Consultants are here to support you, even after you’ve built and sold your service or
application.

All cloud or cloud-hybrid solutions are supported. Learn more.

Create a new TPD request - you can add in Case Title: “engagement with the Romanian team”

Get help and contact support

Create a request in Partner Center

If you select Contact Support, you're asked to fill in the following information.

1. In Problem summary, enter a brief overview of the issue.

2. In Workspace, you can enter the name of a workspace.Only the workspaces to which you have
access appear in the Workspace list. The current workspace is filled in automatically.

3. In Problem type, you can pick from recommended content or enter more keywords to refine
your search.(The problem types displayed are specific to the selected workspace.)

4. Select Review solutions to view alerts, steps, or related documents that may help resolve your
issue.

5. If you still need help after viewing the Recommended solutions, you can select Create support
request.

6. Fill in the information under Request info and select Submit.

A Partner Support representative will follow up with you by email (so be sure the email address you
submit is correct).

More info: Get support from Microsoft - Partner Center | Microsoft Learn
 Partner Center announcements - Partner Center | Microsoft Learn

Microsoft SMB Masters Program

SMB Masters Program is a new partner enablement program consisting of sales and technical training
focusing on the needs of Small and Medium Businesses with Microsoft 365 Business Premium, Teams
Essentials, Windows 365, and Microsoft Defender for Business. After this training, you as a participant
will be able to:

• Understand how Microsoft 365 can help SMBs address key business challenges, save cost, and
do more with less.

• Learn how to position the value of Microsoft 365 effectively and how to drive a successful
customer sales cycle using Microsoft tools and programs to support.

• Grow technical capabilities to deploy and manage Microsoft 365.

Microsoft 365 SMB Masters digital sales training

• Introduction

• Go-to-Market (GTM) Best Practices

• Modern Work

• NextGen Windows

• Security
 • Microsoft 365 SMB Masters sales training presentation

Microsoft 365 SMB Masters digital technical training

• Introduction

• Modern Work

• NextGen Windows

• Increase Security Confidence

• Microsoft 365 Lighthouse

SMB Partner Scholarship Program

How would you like to attend an all-expense paid training with Microsoft in sunny Mallorca,
Spain? Our new SMB Security Scholarship Program may be your ticket!

How to enter to participate

• Be a Cloud Solution Provider indirect reseller*.

• Be the first of 100 partners to sell Microsoft Defender for Business to 10 new customers**
between November 2022 - March 2023.

Register for the program at aka.ms/traininspain

Event details

• The first 100 qualified partners will join us in Mallorca, Spai n on May 16-19, 2023, for a 4-day, 3-
night exclusive experience.

• One round trip ticket, meals, and accommodations at a five-star resort are included.
 • Gain deep insights into Microsoft 365 and security product strategy and roadmap.

• Network with your peers and top-performing partners from around the world.

Visit the program page for more information and go to aka.ms/traininspain to register.

Next steps

Step 1: Sign up

After you register, we’ll add you to the program’s Teams channel where you’ll learn about additional
support and resources, including potential funding opportunities.

Step 2: Build your skills

Sign up for the SMB Master training program to train your sellers on driving successful sales and your
technical team on deploying and managing Microsoft Defender for Business.

Step 3: Learn more

These resources are a great starting point to learn more and begin targeting customers:

• Defender for Business partner kit

• Partner opportunity deck

• Defender for Business one-pager

How to drive a customer conversation on Modern Work & Security?

01 Discover needs

• Identify customers to reach through the Business Premium upsell lists in Cloud Ascent.

• Use the Business Workshop tool to uncover customer’s needs and find the right Microsoft 365
solution.

• Lead with 2-3 key scenarios.

• Use Secure Score to help customers understand security posture and risks.

• Additional Asset:

• Customer-ready email

• Conversation guide

02 Pitch the solution

• Pitch the solution using BDM Pitch Deck and video.

• New! Microsoft Defender for Business.

• Conduct an SMB Workshop with your customers.

 • Additional Assets:

- Microsoft 365 Business Premium video

- Licensing comparison

- ITDM Pitch Deck

- Cybersecurity Simplified one pagers

- Customer pitch

03 Handle objections

• For objection handling use the BP Upsell Deck

• Objection-handling deck

• Use the Value Calculator tool to drive cost savings discussion with the customer.

• Upsell Guides:

• Exchange Online to Business Premium

• Microsoft 365 Business Standard to Business Premium

• Microsoft 365 Business Basic to Business Premium

04 Manage & Deploy

• Review Best Practices to secure Microsoft 365 Business Premium

• Use Microsoft 365 Ligthouse to secure customers at scale and check risky users and alerts.

• Use the IT Checklist for securing remote work to review the top deployment tasks.

• Follow the Practical Guide for securing work from anywhere. For step by step guidance.

• Implement CIS Frameworks with Microsoft 365

Sales Training - Drive a Customer Conversation on Security with Microsoft Defender for Business and
Microsoft 365 Business Premium
SMB Offerings

Embed://<iframe width="640px" height="480px"

src="https://forms.office.com/Pages/ResponsePage.aspx?id=v4j5cvGGr0GRqy180BHbRxHYn3LQ5JJNrEy
PdQhvenNUNUY3NlFBOE00WFNWUFpRQUFaWElDMFMyNy4u&embed=true" frameborder="0"
marginwidth="0" marginheight="0" style="border: none; max-width:100%; max-height:100vh"
allowfullscreen webkitallowfullscreen mozallowfullscreen msallowfullscreen> </iframe>

Adriana Manole

MW Partner Channel Sales @Microsoft Romania