Security best practices: Axians

Download case study

Using integrated security tools to develop partner opportunities

As cybersecurity evolves, leaders in organizations of all types and sizes realize that they need new approaches to secure their data, manage users, ensure compliance, and guard against ever-changing threats. The challenge is to wade through an expanding universe of security solutions, identify tools that are the right fit for their specific circumstances, and deploy them with IT staff that is often consumed by day-to-day responsibilities.

For Axians, a long-time Microsoft partner with offices in 18 countries in Europe, Africa, and North America, today’s cybersecurity landscape presents a growing opportunity. Most of their solutions revolve around Microsoft 365 Enterprise tools offered with Windows 10, Office 365 and Enterprise Mobility + Security.

“The Microsoft ecosystem is quite broad, so within our organization we have a number of groups dedicated to Microsoft technology.” said Joerg-Oliver Todamm, Cloud Architect at Axians. “Other products are available, but we primarily rely on Microsoft technologies for integrated solutions that our customers can grow into.”

One of the key benefits that Axians stresses to their clients is that Microsoft 365 Enterprise delivers a cohesive set of tools that can be deployed as needed, helping to reduce the burden on a lean IT department. “Whether it’s helping to secure data, guarding against email threats or managing identities, customers want a bunch of functionality that will improve security for their organization, but they don’t want to deal with a bunch of vendors,” said Todamm. “They really want to focus on enabling users, and let Microsoft take care of the technology.”

Windows 10 is the starting point for many customers

Axians believes that today’s customers are well aware of the cybersecurity challenges that threaten their organizations. Todamm explained that workforce mobility is often a driving factor. “Companies realize that having people working from home, working on the go, and using their own devices presents a security challenge,” he said, “so they’re looking for an operating system that can meet the challenge. Security is just an expectation for every customer.”

According to Todamm, Windows 10 delivers the agility that Axians customers demand. “Agility is a huge driver, and customers understand that Microsoft adapts continuously,” he explained. “With Windows 10, along with the entire Microsoft 365 Enterprise suite, we can deliver security solutions that help to streamline IT processes we had in the past, and we can explain how it helps to protect customers.”

Todamm stressed that Axians customers simply expect security. Today, when a customer asks Axians to explain how their organizations will be protected, the conversation often begins with features of Windows 10 and then moves on to tools available in Office 365 and Enterprise Mobility + Security.

Amplifying the capabilities of lean IT teams

To illustrate how Axians leverages Microsoft 365 Enterprise integrated security tools and services, Todamm relates a current deployment involving a large European holding company. With a number of well-known brands under their umbrella, the customer organization has widespread operations, but they maintain a small IT footprint. Recent changes in the business structure raised new regulatory requirements that drove the company to take a look at their entire cybersecurity posture. Their technology tools dated back to Windows 7 and Office 2010, so they were primed for an upgrade.

“They have a very small and lean IT organization. Plus, they now have new requirements for data retention policies, financial data, and people working outside the corporate network, so you cannot use the same old tools and methods to protect their essential information,” explained Todamm.

The project has required an entire overhaul of the customer’s technology and security platform. The objective is to deliver a complete range of security solutions that protect data in storage and in transit. With Microsoft 365 Enterprise, Axians is deploying a wide range of specific solutions, including encryption, data governance policies, threat detection, and protection and identity management.

To complicate things, the deployment had to be accomplished quickly to satisfy the new regulatory needs associated with the changing business structure. Without the support of Axians and the integrated security solutions offered in Microsoft 365 Enterprise, “There’s no way such a small IT team could have accomplished these goals in such a short time,” said Todamm.

GDPR creates opportunities for partners

In May 2018, any business that stores or processes personal information tied to EU residents must comply with the new General Data Protection Regulation (GDPR), which is intended to protect the personal data and privacy of EU citizens. Since non-compliance could trigger expensive penalties, this topic is on the radar for most companies that operate or do business in the EU.

Antje Kolberg, who leads Axians’ German business productivity marketing programs, explained that the GDPR is top-of-mind with their European customers. “We present roadshows that cover GDPR and each one is fully packed,” she said. “Customers don’t know what tools they need, but they are constantly asking about the topic.”

Compliance begins with safeguarding data and protecting customers’ personal information, but it also requires the ability to prove to regulators that policies and tools to do so are in place. With Microsoft 365 Enterprise, Axians can meet these requirements with solutions like Microsoft Entra ID to help ensure only authorized users can access data and applications, Windows Hello to provide an enterprise-grade alternative to passwords, Windows Defender Advanced Threat Protection to protect, detect and respond to breaches, and Office 365 Advanced Data Governance to manage the lifecycle of data.

From Axians’ perspective, Microsoft 365 Enterprise gives partners an opportunity to develop new business centered around compliance. “GDPR is a huge opportunity,” Todamm said. “Many companies that have never thought about things like data governance are now focused on this. Whenever we meet with a customer, GDPR is one of the discussion points.”

Advice for other partners: leveraging projects for the long term

Axians approaches new opportunities through structured conversations and workshops that are designed to uncover each customer’s specific needs and challenges. They share their latest insights and present a roadmap with recommendations for a specific solution. Often, this will involve a single project that evolves into a managed service and a much broader engagement.

As an example, Todamm described a recent engagement with a media company that began migrating on-premises solutions to the cloud to meet regulatory requirements. What began with a relatively narrow focus on compliance, eventually led to a reconsideration of the company’s entire approach to technology. “The company had a somewhat dated reputation among their customers and shareholders, but they wanted to refresh themselves and they found that adopting a new approach to technology really helps them be more agile and more customer focused.”

Customers like the idea of starting with a single solution as a managed service because “It’s easy for them to understand what they’re getting, what it will cost, and how long it will take to deploy,” Todamm explained. With one service in place, Axians has an ongoing opportunity to introduce additional solutions, especially when the customer is trying to keep their in-house IT footprint small.

The key, Todamm and Kolberg stressed, is to listen to the customer’s needs, then educate them on the possibilities. Axians’ perspective is that there is so much functionality available in security that customers often need a partner to help them understand the potential. “With all the compliance tools Microsoft provides, there’s a fit to just about any customer,” Todamm stated, “but customers need our help to find the right mix for their situation.”