1. Accelerate your compliance journey Key customer concerns Product value
Last updated 1/31/2018
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
Accelerate your
compliance journey
General counsel (legal), Chief Compliance Officer, Privacy officer, CISO, LoB executive
Buyers
Key customer concerns
Facing significant penalties for non-compliance
Keeping up with enhanced personal privacy rights and changing regulations. For example, the General Data Protection Regulation (GDPR) in the EU provides individuals with more control over their personal data, ensures transparency about the use of data, and requires companies to manage and protect that data
Increasing risk related to increasing amounts of complex electronic data
Product value
Customer value
Compliance depends on people, process, and technology– not just products. Here are a few things in the technology to get you started on your journey towards GDPR compliance.
Move to a trusted platform
The Microsoft cloud offers compliance leadership including ISO 27001/27018, FedRAMP, FISMA, EU Model Clauses, plus the upcoming GDPR requirements
Stay up-to-date with compliance standards
Microsoft is an industry leader and offers the most comprehensive set of compliance certifications.
Machine learning and analytics in Microsoft 365 helps automatically improve data management and protection.
A single-stack solution with components that work well together and deliver ongoing innovation.
Users are empowered to be compliant without affecting productivity.
Assess compliance risk
Deliver real-time risk assessment, actionable insights and a simplified compliance process (Compliance Manager)
Manage and protect data
Run large searches across all mailboxes and folders in Office 365 to identify where sensitive files are located (Content Search, eDiscovery)
Automatically classify and protect sensitive data across cloud services and on-premises (Advanced Data Governance†, Azure Information Protection Premium, Azure Information Protection Scanner)
Protect users’ identities and devices, and control access to valuable resources based on user risk level (Identity and Access Management-multiple capabilities highlighted in deck)
Protect against advanced threats and recover quickly when attacked (Threat Protection- multiple capabilities highlighted in deck)
Streamline the reporting process
Produce reports that track sensitive data, where it’s been distributed, and whether access has been revoked (Azure Information Protection Premium)
DIFFERENTIATOR
Microsoft 365 can help customers streamline their compliance (including GDPR) through smart technology, innovation, and collaboration.
†Microsoft 365 E5 required.
Offer Prioritization
Description
Compelling Events
Microsoft 365 E3
Built-in security and compliance controls across user’s identity, devices, documents, and s with encryption and access control, a critical foundation in your GDPR journey
GDPR Enforcement Begins: May 25, 2018
*Organizations affected by GDPR
Offer goods and services to people in the European Union
Collect and analyze data tied to EU residents—and it applies no matter where they are in the world
Microsoft 365 E5
Builds on E3 and adds advanced information protection, data governance and security tools to help accelerate your GDPR compliance and more effectively meet your data subject and breach notification responsibilities with Microsoft’s industry leading risk and compliance expertise and machine learning
Offer guidance
Provide peace of mind with controls and visibility for industry-verified conformity with global standards in compliance.
Support your organization with enhanced privacy and compliance with the General Data Protection Regulation (GDPR).
VDW scenario
FOR MICROSOFT PARTNER INTERNAL USE

2. Accelerate your compliance journey
Sales Playcard – Compliance | Partner Version
Accelerate your compliance journey
Steps to sell
Learn more about your customer’s regular processes of how it does things today, plus the risks, and regulations that concern it.
Present the Microsoft 365 vision aligned with Trusted Cloud and our commitment to compliance requirements (such as GDPR).
Show how the cloud can be a compliance-enabler. Leverage partner expertise to perform a GDPR Assessment and do a Pilot and/or a PoC.
Build a business case to show cost savings and risk avoidance.
Develop a high quality Customer Success Plan and engage partners.
Discovery questions:
3Rs: What risks, regulations, and regular practices most concern you?
How do you currently collect, store, and use personal information?
DISCOVER
ENVISION
VALIDATE
COMMIT
ONBOARD
REALIZE VALUE
Microsoft Partner Portal
How Microsoft Supports GDPR
GDPR Webinar
Mechanics
Practice Development Playbook
GTM Resources
Get GDPR compliant with Microsoft
Beginning Your GDPR Journey
Value Discovery Workshop
GDPR webinar
CIE
GDPR Demos
GDPR Detailed Assessment
Customer Evidence
Office 365 Info Protection for GDPR
Offers & Incentives*
Battlecards
FastTrack and FastTrack Assets
Compliance in the Trust Center
Productivity Library
GDPR partners
*NOTE: Engage with your Territory Channel Manager for more information
Learn what regulations are important to your customer– Find the customer’s concerns (risk, regulations, regular practices) to best position our solutions. For example, if GDPR is primary concern, understand Microsoft’s position and differentiation of services. Discussing how our product capabilities enable our customers is key for driving the right conversations with them.
Tell the Trusted Cloud story in your customer’s terms– Lead with Microsoft 365 Conversation Starter: providing customers the most trusted, secure, and productive way to deliver the cloud. Communicate Microsoft’s commitment to compliance and helping them on their journey, focusing on regulations that affect them.
Security controls are implemented to address a compliance requirement of some kind:
Legal obligations (HIPAA)
Regulatory obligations–industry regulation (PCI DSS)
Company policies–internal policy
Contractual requirements–B2C or B2B
Best practices
Guide the customer through four key steps– Provide recommended customer guidance in the journey to compliance: Discover, Manage, Protect, and Report. 
Align with the right partner– Compliance may require additional support beyond the technology we provide. Learn which other partners are influencing decisions and align on a joint approach.
Common regulations by industry – see Compliance offerings
Communications & Media
Education
Financial Services
Health
MPAA
CDSA
FERPA
SOC 1, 2, and 3
BASEL II
GLBA
HIPAA / HITECH
HITRUST
MARS-E
Global Regulations
ISO / ISO 27018
CSA STAR Attestation
CSA STAR Certification
CSA STAR Self-Assessment
Hospitality & Transportation
Manufacturing
Public Sector
Retail & Consumer Goods
PCI-DSS
FDA, CFR Title 21 Part 11
GxP
FIPS
FedRAMP
ITAR
Regional Regulations
GDPR
EU Model Clauses
FOR MICROSOFT PARTNER INTERNAL USE