Three customer journeys to a secure cloud solution
Since Microsoft 365 Enterprise combines Office 365, Windows 10, and Enterprise Mobility + Security, there are many avenues a partner can take to assist a customer, particularly when it comes to security. Key influencers in the customer journey include factors such as industry, security maturity level, and where they are with their cloud transformation.
In one customer example, Adept4 was asked by an online fashion retailer to provide Microsoft 365 Enterprise to an initial base of 55 users. Their goal was to move from an old, on-premises mainframe system to the cloud. They moved straight to Microsoft 365 Enterprise E5 because it supplied the most capabilities for them to grow into over time. While the initial implementation focused on Exchange and Skype for Business, they soon added Azure Information Protection and multi-factor authentication for enhanced security.
Another example highlights the role compliance plays in Microsoft 365 Enterprise deals. In this case, the customer, Baywater Healthcare, is a National Health Service (NHS) supplier of home health care devices supporting 12,000 clinicians that work in general practice surgeries and send in repeat orders for medical devices. The service levels Baywater Healthcare has to meet are quite stringent, and compliance is a top priority.
Until recently very cloud resistant, Baywater Healthcare enlisted Adept4 to move them to the cloud with Microsoft 365 Enterprise. This was facilitated by the ability to host data in England (data is required to remain in England due to NHS compliance). Baywater Healthcare is now committed to the cloud, and the internal rollout of Microsoft 365 Enterprise security features is key. Top priorities are securing mobile devices, email authentication, encryption, and data classification.
In a third example, Adept4 has an ongoing engagement assisting Boundless by CSMA (formerly the Civil Service Motoring Association) move to the cloud. Boundless offers insurance and other services to 250,000 civil servants, many of whom are in senior roles.
Security is of paramount importance: It's imperative that Boundless is PCI compliant and that their data is protected because sensitive personnel data is involved. Additionally, while Boundless doesn't have many mobile workers, the entire executive team carries Surface devices, with access to sensitive emailing lists and data that need to be protected.
As a Dynamics CRM customer, Adept4 has worked with them to overlay Microsoft 365 Enterprise on top of their existing environment. Recently, they've piloted the first 30 users with Microsoft 365 Enterprise, focusing on those features that help with data classification and protecting people on the move. Boundless now sees security as a differentiator for their own business in the marketplace.
Sales techniques that drive higher revenue per user
Like many other partners, Adept4 has found that in-person events can be powerful marketing tools. They host small events with no more than 20 select invitees, share a case study reference, then talk about the direction technology is headed. Microsoft team representation helps to establish their credibility with attendees. These types of events work well, driving 80 percent conversion.
When it comes to security, once a threat occurs or the need is business-critical, it's easier to sell a fully featured SKU such as Microsoft 365 Enterprise E5. Partners have to be in a trusted relationship to help with this transition. Because security has an established position as the foundation across all their services, customers have increased confidence in Adept4's overall offering.
That being said, Adept4's customer base is deep enough that their primary focus is on winning more business from existing customers through cross-sell and bundling of security and other services. For example, an average customer may take seven to ten products. By cross-selling additional services, Adept4 hopes to quadruple the size of the business they have today. In fact, with one customer, they're already averaging GBP300 per user per month.
At the end of the day, it comes down to protection. Talbot asks, “So what are we trying to do here? We're trying to protect access through identity. We are going to allow only approved users the ability to log on to devices and access intellectual property. We're then going to protect it by classifying it and setting policies that say it can't go where it shouldn't. We're also going to help protect you from those people that are trying to phish and break in or get to your data. It's all about getting the customers to come on the journey with you and being that trusted advisor.”
It's an approach that seems to be working just fine.