1. Identity & Access Management
Teleguide

2. Enhancing Office 365 with Enterprise Mobility Suite (EMS)
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Increase your wallet share by selling a secure and integrated solution for Office 365 that allows your customers to help their end-users to be more productive and collaborative on their mobile devices
Expand your cloud-based offerings with EMS for Office 365
Who should be interested? Small and mid-size businesses with seats*
*Note that Telcos may be ready for EMS once they add Intune for mobile device management to Office 365
Why is EMS important to your customers?
Ensures that IT will be able to manage user access to the information they need quickly, easily, and securely
Provides their users with consistent access to resources from a variety of mobile devices over diverse applications, thereby boosting collaboration and productivity
Enables secure mobile access to data
Importance to the business
Today’s workforce is mobile, making the business extend beyond office and customary work hours. EMS helps businesses stay agile and competitive, while keeping their data, tools, and resources accessible, yet more secure, anywhere, anytime.
Importance to IT
Extended remote and mobile capabilities of the business present security and management challenges. To keep corporate resources and information safe, IT needs the high visibility and detailed management of EMS across the mobile environment.
Importance to the user
Users need the freedom to perform their work wherever they are at any time. The integration of EMS provides them with secure access to applications and data from the devices they use.
Tier 1
Business customers using Office 365
Business customers who have a mobile workforce and use Windows, iOS, or Android devices
Tier 2
Customers who use cloud-based applications and/or devices
Works across all devices
Tier 3
Know your target customer
Influencers:
Business Owner
LoB Decision Maker
IT Decision Maker, IT Manager
Operations Manager
Target characteristics:
Users need more than basic , like Skype or cloud storage
Moving to BYOD
Workforce using multiple mobile devices
End-users require secure collaborative capabilities
Know the target audience business drivers
Understand their challenges
Solution to managing passwords and credentials for different users and applications
Interested in finding better ways to boost productivity in the mobile environment
Currently unable to securely manage data being delivered through different applications
Need to enhance the regulation or control of access to data on different mobile devices
Need for a governing infrastructure on cloud data
Why is selling the solution important to you?
Increases your deal sizes and boosts your sales revenues to help you meet your sales goals and scorecard metrics
Helps business partners benefit from an enhanced customer-seller relationship and the financial rewards that come from the deal
Enriches your sales and accelerates your company’s revenues by upselling or bundling added services and applications
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Enhancing Office 365 with Enterprise Mobility Suite (EMS)
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Know the solution
The Enterprise Mobility Suite is a comprehensive cloud solution from Microsoft that enables our customers to meet their IT and Bring-Your-Own- Device (BYOD) challenges.
It addresses our customers’ need for an end-to-end secure and productive managed cloud environment for their mobile workforce that encompasses identity, Mobile Device Management, and Mobile Application Management.
Overview of Enterprise Mobility Suite capabilities that support customer scenarios
The suite at-a-glance:
Microsoft Azure Active Directory Premium for hybrid identity management
Microsoft Intune for mobile device and application management
Microsoft Azure Rights Management for information protection
Managed Mobile Productivity: Azure AD Premium
Delivers mobile device and application management across popular platforms: Windows, iOS, and Android
Manages and protects corporate apps and data on almost any mobile device
Maximizes productivity with Intune-managed Office mobile apps
Simplifies administration with a single management console in the cloud with Intune or on-premises
Hybrid Identity and Access Management: Azure AD Premium
Provides cloud-based, single sign-on password capabilities for more than 2,500 popular SaaS applications
Reduces costs through self-service portals for resetting passwords, or requesting application access, without the help of IT resources
Integrates with existing on-premises investments
Employs rich, robust synchronization of user identities from on-premises directories
Reduces risk and supports compliance requirements with comprehensive Multi-Factor Authentication (MFA) options
Information Protection: Azure AD Premium and Azure Rights Management
Helps retain control of corporate data assets wherever its shared
Delivers information protection in the cloud or in a hybrid cloud with an existing on-premises infrastructure
Integrates information protection into your native applications with easy-to-use software development kit (SDK)
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. EMS: Accessible enterprise-grade mobile capabilities for Office 365
Recognize customer assumptions and exceptions
3 approaches to responding to these issues that will enhance their solution by adding EMS
The customer is already paying for Identity and Access Management (IAM) – Enhance with EMS
The customer is already paying for a competing product (like AirWatch) – Enhance with EMS
The customer is concerned about IT capacity, keeping Office 365 current, security, and end-user acceptance
You can lead with an anchor solution, like Azure Active Directory Premium (AADP) or Intune
You can upsell a second anchor solution, like Azure Active Directory Premium (AADP) or Intune
You can pitch the combined value of Intune and IAM on one platform
Qualifying questions and conversation triggers
Our current offers
Discuss identity and access management
How do you make sure your users can access their work resources from any mobile device?
Do you want to provide self-service password management to your users?
How do you verify that the people logging into company apps are authorized users?
Is your helpdesk bandwidth consumed by users who have forgotten their passwords?
Suggested Offering
Description
Customer Cost
(Option 1)
(Option 2)
<Insert Offer 1>
<Insert Description 1>
$000/Seat/Month
<Insert Offer 2>
<Insert Description 2>
Focus on mobile device and application management
Are you experiencing challenges with mobile device management?
How do you make sure that all mobile devices meet compliance requirements?
How has the growing number of mobile devices in your company affected your ability to control and monitor policy settings?
How to you deploy and manage on-premises and cloud-based apps?
Talk about information protection
How do you maintain compliance and regulatory requirements while keeping users productive?
How do you monitor and refine access to third-party SaaS apps from corporate mobile devices?
How do you reduce security risks and keep sensitive data in the hands of authorized users?
How do you protect data shared internally and externally while it’s in motion?

5. EMS: Accessible enterprise-grade mobile capabilities for Office 365
Anticipate customer questions with credible responses
I already have an identity management solution. Why should I switch to EMS?
We understand that you might have reliability in mind when considering an identity management solution. EMS promotes improved productivity by working together natively with Office 365. Moving to EMS is an upgrade in reliability and consistency, and is less risky than continuing to work and integrate across multiple vendor solutions to cover your mobility needs.
Here’s a short elevator pitch for Enterprise Mobility Suite you can use:
By adding the Enterprise Mobility Suite to Office 365, your employees are enabled to access corporate data from any mobile device with a single sign-on, allowing your workforce to be productive from just about anywhere. This solution also provides IT with the high-level control that allows users to freely collaborate together, while protecting your company’s data.
Why should I buy EMS?
EMS is the most comprehensive mobility cloud solution available:
It protects: Office mobile apps, delivers enterprise-grade cloud identity on one integrated platform
It’s more flexible: The cloud services are easy to deploy, always up-to-date, and connect to your on-premises datacenter
It’s comprehensive: Protects iOS, Android, and Windows, and a wide variety of popular SaaS apps
Why should I buy EMS as a suite instead of just the individual products?
EMS is an integrated suite – and that can save you money per user per month. As your single vendor, we integrate these services and provide support for the complete solution.
We already have Office 365. Don’t we already have Active Directory, MFA, and Rights Management?
Office 365 comes standard with the basic version of Azure AD, which includes MFA capabilities for Office 365 workloads only. To get the enterprise-grade services, you need EMS for its advanced identity management, security, and auditing capabilities, as well as Azure AD Premium’s enterprise-grade synchronization between on-premises AD and Azure AD.
Additionally, EMS includes Azure RMS to provide protection for non-Office file types, as well as access for developers to Azure RMS SDK for Rights Management in on-premises Windows Server file shares.*
How is EMS licensed?
EMS is licensed on a low subscription rate by user per month. The licensing prerequisites for EMS subscription include AADP, Intune, and Azure RMS services, as well as on-premises rights for System Center CML, Windows Server CAL, and AD RMS CAL. EMS Add On can be added to any user or device with active Software Assurance (SA) on CoreCAL, ECAL, or BridgeCAL for Office 365.
* For a more technical conversation, please direct the customer to speak with your IT specialist: <contact / phone>

6. Additional reading

9. © 2016 Microsoft Corporation. All rights reserved
© 2016 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.