SMB Masters Program in person series

Technical training
Name
Date
 Technical Training – Day 1
Time Session Description

8.00-8.30 Breakfast / Coffee

Agenda, roundtable introductions, setting the

8.30-9.00 Session introduction
expectations for the day
Module 1 : Intro to SMB Portfolio, Cover the SMB SKU’s, M365BP Playbook, MDB
9.00-9.45
Partner Tools & Resources Playbook, Workshops

9.45-10.00 Break

Microsoft Defender for Business, Advanced

Agenda Day 1 10.00-11.45 Module 2 : Security Security, Microsoft Lighthouse, Azure AD P1,
Zero Trust, etc.
Technical training 11.45-12.15 Module 2 : Hands-on Lab Lab Security

12.15-1.00 Lunch

1.00-2.30 Module 2 : Hands-on Lab Lab Security (Continued)

Windows 365 Value Proposition and

2.30-3.30 Module 3 : Windows 365 Management, Windows 365 Business vs
Enterprise, Azure Virtual Desktop

3.30-4.00 Module 3 : Hands-on Lab Labs (Windows 365)

Optional Q&A session. Ideally with guest

4.00-5.00 Ask the Expert / Finish Labs
speakers from Microsoft or Indirect Provider
 Technical Training – Day 2
Time Session Description

8.00-8.30 Breakfast / Coffee

8.30-9.30 Module 4 : Device Management Microsoft Intune and Windows Autopilot

9.30-10.30 Module 4 : Hands-on Labs Labs (Microsoft Intune, Windows Autopilot etc)

10.30-10.45 Break

Microsoft Teams, Teams Phone, Teams Rooms,

10.45-12.15 Module 5 : Productivity
Bookings, Shifts
Agenda Day 2 12.15-1.00 Lunch
Technical training 1.00-2.30 Module 5 : Hands-on Labs Labs (Microsoft Teams, Teams Phone)

2.30-2.45 Recap and Close

Technical training objectives
After this training, you as a participant will be able to….

Have ability to deploy and manage key SMB

productivity scenarios

Have ability to deploy and manage key Security and

Windows 365 scenarios Grow your partner
business through
customer acquisition
and upsell with
Have ability deploy Microsoft 365 and services
Microsoft 365
across multiple customers using Microsoft 365
Lighthouse
Technical training purpose
This technical training requires your active participation, head
to our digital learning path for more Microsoft 365 SMB sales
and technical trainings.

Grow ability to deploy key components of the

Microsoft 365 Business portfolio across
Productivity, Security and Windows 365

Learn how to successfully manage Microsoft 365

with Microsoft 365 Lighthouse multitenant
capabilities

Ask questions and get inspiration from your

peers
Participate in the Digital Masters Program!
H1 H2

Foundational sales track Hybrid work

• • Teams Phone
Partner opportunity with M365 for SMB
• • Teams Rooms
Partner GTM best practices
• • Teams Platform & Apps
Lifecycle management with Microsoft tools
• Hybrid work, Next gen Windows Experiences and Security
sessions Next gen Windows

• W365 Business VS Enterprise

Foundational technical track • Azure Virtual Desktop VS W365
• Provisioning W365
• Microsoft 365 Productivity
Seamless Security
• Microsoft 365 Security
• Windows 365
• Building Security services with the broader MSP stack
• Management with Lighthouse
• Mapping M365 BP & MDB to Security frameworks
• Integration with the Microsoft Security stack
  Phone on silent mode

 Use phone and laptop during breaks and lunch

How to maximize
your impact  Active participation in discussions
Let’s get most out
of our time  Ask your questions and be open to share
together

 Keep timings
  Your name
Intro: Let’s go
around the room  Your role
Tell us in less than 30
seconds…  What you hope to learn today
SMB Value Proposition & Partner Opportunity Summary
Microsoft 365 SMB value prop & partner
opportunity
As a partner resource, I need to have a
basic understanding of Microsoft’s SMB
portfolio and the partner opportunity
Name: Bob D
Role: Technical Consultant
Company: Partner
SMB business challenges
New economic climate
challenging SMBs to
become more cost effective
Legacy or disjointed communication tools making
collaboration harder than it should be, while having
bad experience in hybrid meetings. Employees working
from multiple locations 
Hybrid work is here to stay, and SMBs lack the digital
tools to succeed.

Attacks targeting SMBs growing +300% YoY, placing Multitude of personal

Security top of mind. and mobile devices 

Increased phishing
and ransomware
 Microsoft 365 SMB value proposition:
Delivers on the power of the cloud and helps SMBs do more with less

Save costs Increase security confidence Improve productivity

• Consolidate apps into one • Securely access your data from • Connect with customers from
M365 suite anywhere anywhere
• Simplify deployment with • Reduce risk of data breach • Adopt hybrid business practice
single sign on incidents to lower travel expense
• Reduce app licensing & mgmt • Keep your devices safe wherever • Reduce office space and
complexity they are, across platforms utilities costs

Realize Value

Save 50%+ with license Reduce data breach risk by Enable 51% more
consolidation to 45% and security collaboration and reduce
Microsoft 365 management costs by 50% travel expenses by 32%
From Best-in-Class to Best-in-Suite solutions for SMBs
Work with customers to find and implement the right solutions for their needs

Standalones Microsoft 365 Suite-led

New On-ramps to acquire customers Drive NPSA and revenue

Microsoft Teams Essentials

Microsoft 365 Business Basic
Microsoft Defender for Business New!
Cloud services

Windows 365 Business Microsoft 365 Business Standard

Cloud services and desktop apps
Microsoft 365 Apps for Business
Microsoft 365 Business Premium
Cloud services, desktop apps, and comprehensive security
Exchange Online

Note: Not all features/product logos shown.

Microsoft 365 suites offerings for small & medium businesses
Microsoft 365 Business Basic Microsoft 365 Business Standard Microsoft 365 Business Premium
Cloud Services Cloud Services Cloud Services

Desktop Apps Desktop Apps

$6 per user/month

Powerful productivity tools with Office apps Comprehensive Security

for the web
$12.50 per user/month
Collaborate, chat, and videoconferencing
with others Azure AD
Premium
Windows
Virtual
Microsoft
Defender
Desktop
Business Basic
Communicate with professional email
+ $22 per user/month
Installable versions of Word, Excel, PowerPoint, Outlook

Option to work offline and upload changes to the cloud Business Standard
upon reconnecting
+
Ability to host webinars and large meetings Defend against advanced cyberthreats with
phishing and ransomware protection

Control access to sensitive information using

encryption to keep data secure
Note: Not all features/product logos shown.
1. Price is subject to change based on subscription term, currency and region
Secure devices and keep them up to date
 Standalones as pathways to upsell customers to Microsoft 365 suite
Already owned Add standalone Upsell to

Apps for Business or Business Premium or

Teams Essentials

Teams Essentials
OnPrem Office Business Standard

Exchange Online or Business Premium or

Teams Essentials  Upsell
Office Perpetual Business Standard
Microsoft 365
Business
Premium
Defender for Business

customers to
Business Basic or Microsoft Defender
Business Standard for Business
Business Premium Windows 365

Apps for Business or Microsoft Defender

OnPrem Office for Business
Business Premium

60%
of partners surveyed shared that most SMB customers start with a small standalone
software deployment and then incrementally add more solutions and services over time. 1
1. Meeting the Changing Software Technology Needs of SMBs, Forrester Consulting, September 2022
Opportunity to help SMBs do more with less

01 02
Work with customers to find and Offer value-added, managed
implement the right solutions for services for greater profitability.
their needs.
Smooth out cash flows and create
Hybrid work and security are all longer-term opportunities to add
still important to SMBs. additional revenue streams.
Microsoft 365 empowers you to Do More with Less

“No company is better positioned than

Microsoft to help organizations deliver on
their digital imperative so that they can
do more with less. From infrastructure and
data to business applications and hybrid
work, we provide unique differentiated
value to our customers.” 
– Satya Nadella, CEO
Save costs
What do SMBs want?

of SMB buyers prefer to purchase

software solutions as a package or
64% “suite of solutions” that meets all
their business needs.1

1. Meeting the Changing Software Technology Needs of SMBs, Forrester Consulting, September 2022
Help SMBs get more out of their tech investments
Offer value-added, managed services for greater profitability

Ad-hoc 3rd party solutions Customer needs Partner + Microsoft

Single sign on
Do More
Offer managed services
to customers to realize
Conditional Access + MFA value of the solution and
be more effective

>$45
Endpoint anti-virus protection

EDR Realize cost savings

per mo. for SMBs by
consolidating onto Microsoft 365
Device management Business Premium Business Premium

Productivity apps and file storage

$22
per mo.
Chat based collaboration
SMB Partner tools
What tools does Microsoft provide to
help me being successful with my
customers?

Name: Angela A
Role: Partner Resource
Company: Partner
1. Customer Digital Experiences (CDX) –
Environments

2. Customer Digital Experiences (CDX) – Experiences

3. Microsoft 365 Lighthouse

Transform.microsoft.com

Tools built for Demos Value / ROI Consultative sales

partners & workshops
Tools overview

1 3

2
Access for Partners and MVPs

Same work account Microsoft Partner Center

credentials for authentication
Partners are required to have enrolled in the
Microsoft Partner Center to access the site
Azure Active Directory only, MSA/Live ID is
not valid
Microsoft Partner Center help
https://partner.microsoft.com/en-us/support
/partner-center-help
Support email: support@transform.microsoft.com
Exercise: Let’s log into Transform
I need to be able to logon to
Microsoft’s partner tools and websites
and leverage demo’s and Tools.
Name: Adele V
Role: Partner Resource
Company: Partner
Pop quiz

01
Can customers also log
into CDX to use the
tool?
YES NO
CDX
What is the CDX Platform and how can
I use it?

Name: Bob D
Role: Partner Resource
Company: Partner
  Constructs: Environments & experiences
 Experience formats: Customer immersion
CDX platform experiences & interactive guides
CDX - Constructs
Microsoft 365 PowerPoint
The world’s productivity cloud
Conditional
Access
Office 365 Windows 10 EMS

eDiscovery
Yammer BitLocker
Windows
Security Intune
OneNote

WaaS Windows Hello WDATP

Windows Ink Credential Guard

OneDrive
Teams T
Device Guard Project
AAD
Exchange DLP Excel
WIP

Word

IE
IE
IDAM AIP Outlook
Customer Digital Experiences

Interactive digital experiences using fully functional Microsoft 365 environments

Why What How

Discover why Microsoft 365 is the right Understand what needs to be done to Learn how to implement, manage,

choice for your business achieve your business goals integrate and support

Microsoft 365
Pop quiz

02
How many 90-day
tenants can a partner
have at one time?
1
Add yourself as
3 Open a6support Enter the airspeed
ticket in Partner velocity of an
the customer
Center unladen swallow
CDX - Experiences
Pop quiz

03
You want to explore CDX
Experiences; however, the
assets are greyed out.
What should you do?
Open a support Enter the airspeed
Add yourself as
ticket in Partner velocity of an
the customer
Center unladen swallow
Microsoft 365 Lighthouse
I heard about Microsoft Lighthouse. As
a partner, how does it help me manage
my customers ?

Name: Megan B
Role: Partner Resource
Company: Partner
Microsoft 365 Lighthouse

Helps Managed Service Providers to secure devices, data, and users for customers that have up to 1000 licensed users
with Microsoft 365 Business Premium, Microsoft 365 E3, Microsoft 365 E5*, or Microsoft Defender for Business
subscriptions

Customer Proactive risk Improved Standardize

management management security configuration
at scale
Realize efficiencies in Secure and protect Benefit from
Monitor and manage customer management devices, data, and users deployment plans to
customers centrally to to support business across customer drive standardization,
easily identify gaps in scale and growth. environments using upsell across customer
end-customer recommended best base, and reduce risk.
configuration, target practices.
improvements, and
drive adoption.

Enable least privilege access in Microsoft 365 Lighthouse with Granular Delegated Administrative Privileges (GDAP), now in
Technical Preview. *Rolling out globally
Baselines
There are a set of best practices optimized for SMBs
called Baselines, available to deploy to customer
tenants directly from Microsoft 365 Lighthouse. The
default baselines currently available consist of six
policies across identity, and devices. They include:

 Require MFA for Admins

 Require MFA for Users
 Block Legacy Authentication
 Set up device enrollment
 Configure Microsoft Defender Antivirus for
Windows 10
 Configure a Windows 10 device compliance
policy.
With Microsoft 365 Lighthouse

View security incidents, alerts and devices from Defender for Business in the dashboard and get the detail from the
Incidents queue. Additional security management capabilities are planned on the roadmap.

Image 1: Security incident summary on the Home dashboard Image 2: Incident queue highlighting security incidents and alert details
With Microsoft 365 Lighthouse, we can easily set
standardized security baselines and monitor security for all
our Microsoft 365 Business Premium customers everyday
from one place.
It’s not just a big improvement in operational efficiency for
our team but also elevates the security for our customers.
Being seen by the client as THE strategic partner for
security helped us increase our managed services
revenue by 40% and decrease customer churn on our
MSP service package by half”.

Read more at https://aka.ms/Be-Cloud

– Lenny Vercruysse
CEO, Be-Cloud
Demo: Microsoft 365 Lighthouse