Build a scalable and profitable SMB security practice with Microsoft and inforcer

Well, welcome everyone to this afternoon's webinar. Thanks a lot for spending your Monday afternoon with us. Hope you're going to find the next hour really useful. Welcome to this co-hosted inforcer Microsoft webinar. We're going to spend the next hour talking you through SMB security practice and give you some best practices and tips on how you can start scaling this across your customer base. 

So firstly, who have we got on the call? We've got the Microsoft team, Lynn, who's Senior Partner Solution Sales in Security, Jesper, who's also Senior Partner Solutions Architect in the security team. We've then got myself, Scott Gower. I'm the Regional Director at inforcer for the Nordics, and then we have my wonderful colleague Tim on the call as well. 

Quick agenda. I'm going to go through welcome and introductions. I'll also touch on where the inforcer and Microsoft partnership is today. I'll then hand over to team Microsoft. Then we'll come back and Tim will go through some more practical points on how to implement the tips we've got throughout the webinar. And then we've got some time at the end as well for any questions and if you'd like to book any follow-ups. 

Oh, we've lost Scott. He's disappeared. So, these are just some of the topics we're going to cover off, guys, while Scott sorts his life out. Things around inforcer and our partnership, which Scott's hopefully going to go through in just a minute, what the market looks like today, what you see and where you should go as in what's next, and then how do we scale this across our customers, followed by a bit of a Q&A if we've got some time at the end.  

So, I think I'll probably take over from here. First and foremost, I think it's always important. Hang on a second, take control considering it's my screen. There we go. I thought it'd be really worth highlighting some of the things, as most of you guys as partners may or may not already know this, but we've partnered quite heavily with Microsoft. Everyone that's on this call today should comfortably know that we are heavily invested in the Microsoft stack. Our whole product revolves around Microsoft from start to finish.

Our goal really is to make sure that our partnership continues to stay ever strong, and there's a few elements to this that we want to cover off or reincorporate. We're still part of Intune for MSPs, one of the founding members, so it's been a huge thing for us to cover. On top of that, we're MISA partners, so great to be part of the security association, making sure that we're contributing to hardening and securing customers' environments further.

We've also just started doing Microsoft partner product advisory, so we've now recently been heavily introduced to the product teams in Intune, Purview, Edge for Business and Defender, giving a bit more of the MSP and the SMB voice into those products and identifying things like Graph endpoints and APIs that are actually missing that would really add value to you guys as MSPs and the SMB market, as well as ourselves being able to give you guys more policy depth and coverage.

And the last one is the Microsoft SMB Scaling Service partners. We've really worked closely with the Microsoft scaling team, the guys here on the call today, but also others globally and regionally, to really help identify where can we help you guys as MSPs help to scale your SMBs further. And that's part of this conversation we're having today. It's really important to us that we can leverage those conversations, get involved with the Microsoft team like we have two on today, which is excellent, having an opportunity to see and understand where that market's going and the trends, and also get some insights into how people work today specifically.

Before I hand over to Lynn, I do just want to remind people, if you're not already aware, this is essentially what our partnership within Microsoft is covering. inforcer itself is our Microsoft multi-tenant management tool, but also our detection and response. So we're now tying the pre-attacks and post-attacks together, and it's all centralized around the Microsoft stack. That ecosystem is very much at the forefront of everything we deliver and deal with today. That's really what I want to cover. I don't want to waste too much time. I want to give as much opportunity to Lynn and Jesper to go through things, so I'm going to pass it over to Lynn.

Thank you, Tim, and thanks for inviting us today to join. We have looked very much forward to joining. As Tim and Scott mentioned, my name is Lynn and with me today I have my colleague Jesper. We both work with Microsoft Security out of the Danish office. Today we have about 10 minutes and we will give you some insights into the market opportunities, the threat landscape and some of the technology behind it.

Before we talk about the solutions and services, I want to spend a few minutes on setting the scene because the opportunity in SMB security is significant. When looking at companies with up to 300 employees, the total addressable market for Microsoft SMB security across EMEA is $18 billion. So this is a very huge, significant, massive opportunity for us and for you as our partners.

But what is interesting is what is really driving this opportunity. To understand that, we need to look at what is happening with SMB customers today and why security has become a critical business priority that we need to act on now. As you can see here, about 50% experience a real security incident every year, and SMBs are reported to be four times more likely to be breached than enterprise organizations.

There can be various reasons for that, but mainly because they either lack resources to defend themselves properly against modern threats. Many of them face shadow AI, and they could also be managing a set of security tools that create visibility gaps.

When a breach happens, the consequence for an SMB is significant. The average reported cost is $250K and it can impact and threaten the entire business. One out of five SMBs impacted by a cyberattack actually had to close their businesses. So security is no longer an IT conversation. It's about business continuity, protecting customer trust and ultimately protecting the business itself. And that is actually where we, together with you, our partners, have an important role to play.

I will hand over to Jesper to cover a little more in depth about the landscape and the technology. Thanks, Lynn. Sometimes I'm still hearing smaller customers, SMB customers, saying, 'Hey, but Jesper, we are so small. We don't think that we really need to focus on this area because we are not so interesting from the threat actors' point of view.' And this is not the case. Actually, quite the opposite.

This is also some of the stuff that you can read in our latest Digital Defense Report. We've put in a link to the one that came out here a few weeks ago. In this report, and you can download it, it's actually super interesting. It's also a little bit scary to read. It's a big document. Luckily there's the full document, more than 100 pages, and then there's a smaller summary of it, which is around 30 pages if I recall correctly.

It is interesting and also scary, as I mentioned, and in this report there is some good news and then there is some bad news. Some of the good news is that honestly we do know what we should do. We know what we need to do, which is very much about the basic security hygiene which we have actually been discussing for quite a while now. The thing is, we're not always doing it. Some of the basic stuff that is mentioned in the report is still a little bit challenging for most of us, both enterprise and also midsize and smaller customers.

A couple of the findings here, and now I'm zooming in on the top three, which are basically the recommendations. There are 10 recommendations in the summary in the Digital Defense Report. Number one, and also Lynn did allude to this just before, it's super important that we get this discussion up on the leadership level. We need to have cybersecurity in focus. We need everyone to understand that there's a risk and that this should have a very high priority because this is linked heavily together with the business.

Number two is something that we have seen before. Again, this is about security hygiene. Make sure that you are defending your identities. Make sure that you have this control plane, as we call it, in order. Make sure to implement phishing-resistant MFA, some of this basic stuff that we have mentioned many times. So this is still super relevant.

The new kid on the block is maybe not a big surprise: AI. Of course, us from Microsoft, we as defenders are heavily now using AI, but unfortunately we are seeing also that the threat actors, the attackers, are super smart and they are also leveraging AI. They are not only smart and leveraging AI, they are doing this in a way so they are moving super fast, meaning that we also need to navigate in this landscape smart and fast and therefore also leverage AI ourselves, and have this in the back of our mind that they are actually using this in order to attack us.

What we should try to prevent is this feeling of being reactive. We should try to be proactive. We should have the best tools. We should try to be prepared, also when it comes to cybersecurity. That's some of the stuff that we will be discussing today. What are the tools, and how can we from Microsoft, together with our great partner inforcer, help you to prevent this feeling?

From a Microsoft perspective, obviously we do have a solid security platform. Two of the things that we will be discussing a little bit further today are the Defender platform, the Microsoft Defender portfolio, which is basically the portfolio and solution that helps protect the castle, and then we do have Microsoft Purview, which is the solution that helps us protect our crown jewels.

In other words, Defender is capable of detecting and stopping cyberattacks, whereas Purview is more focused on protecting the data and controlling access to the data. Those are the two Microsoft solutions that are focusing on these two areas.

I briefly just want to mention the importance of looking at this as a platform. In this picture you can see that we have these silos. We have the email domain, we have endpoints, we do have identities, obviously different kinds of workloads, and we believe that it's crucial to be able to correlate signals from each of these domains because if we can correlate these signals in an efficient way, this also means that we are capable of detecting attacks much sooner than we otherwise could, and maybe even stop the attackers before it really gets serious.

Again, ensuring that you have a platform that is capable of looking at the entire business, all of the solutions, each of these domains, is crucial. This is where Microsoft Defender XDR and Microsoft Purview come in, because using this platform and then using some of the new AI capabilities makes it possible for us as defenders to stop attacks much faster.

Now I talked a little bit about these two areas, Defender and Purview, and in this slide you will see that we do have the Defender Suite and we do also have the Purview Suite. These are add-ons to Microsoft 365 Business Premium. So you can add additional capabilities to Business Premium.

Some of you may say, 'Hey, but Microsoft, you have always told us that Business Premium gives us basically everything we need.' Which is also correct. There is lots and lots of value in Business Premium. However, because of some of the things that we just discussed, some of the findings in the Digital Defense Report where we see attackers now moving in a super fast way and also leveraging AI and maybe even using other attack vectors, this means now that in order to protect ourselves, we need some additional features.

The features that we do have in the two suites are actually features that we also have in our solutions for enterprises. But now we have these add-ons that can actually be acquired for a very competitive price. In the Defender Suite for Business Premium, for example, this includes things like more advanced endpoint protection. Some of you might have heard about Defender for Endpoint Plan 2, which is included in the Defender Suite. We also have Microsoft Defender for Office 365 Plan 2.

These items basically are about automation. It's about being more proactive. It's about being able to do what we call hunting. These are additional capabilities that you get in the Defender Suite. You also get identity protection powered by AI. If some of you have been working in the Entra Suite, for example, maybe you have seen the term risky users, which is basically AI being capable of detecting new patterns and then putting a risk mark on certain situations. This is also included in the Defender Suite. And then cloud app security is a tool that can actually help you discover shadow apps.

Then we do have the Purview Suite, which is more focused on the crown jewels, as I mentioned, the data security. This gives you some advanced data security. It gives you some advanced controls in the data security area. It gives you some automation, for example auto-labeling specific sensitive data. It gives you some functionality within the compliance and governance area, such as records management. This is included in the Purview Suite, and also Audit Premium and some adaptive protection, which is included in the Insider Risk Management portfolio.

So basically lots of value in these two suites. And I know that Tim will probably even mention the price, because our customers can purchase both of them combined for a good price.

Thank you very much, Jesper. There is a question in the chat which I thought I might just put in your direction, if that's all right. Owen just said, 'Is Purview recommended if you work a lot with SharePoint?' And I know there's lots of contrasting decisions that come around this, and I'd love your thoughts, if possible, what your opinion is.

I think I know where the question is coming from, because there are some capabilities in SharePoint as well. You can actually secure SharePoint sites, you can limit access to them, and you can also do stuff like limit external access to SharePoint sites and document libraries. But I would say yes. Maybe not a big surprise that I'm saying yes.

Because what you do get with Purview is much more granular functionality, so that you can do things and do things even in an automatic way. And also, if you at the same time are leveraging AI tools such as Copilot or others, then we do have some additional and very powerful capabilities in Microsoft Purview that can definitely help.

I'd echo what you've just said, Jesper. I think nowadays we're getting to the point where regulations are really driving mandatory requirements to protect data more and more. And the natural progression, as we're all heavily using SharePoint, is to leverage Purview, which is exactly where compliance and governance sits today. Couldn't agree more. And I agree with what you just said, Jonathan. Retention in SharePoint is amazing as a functionality. You are certainly not wrong there.

Thank you so much for that, Jesper. What I'd love to do is go through a few more tips. More than anything, to benefit you guys who are on the call today and anyone that's going to be watching this post, how do we as MSPs take this information we've been given and act on that further with our customers? I think that's probably the biggest challenge we have as MSPs who work within the SMB market: how do we now take that journey one step further? For me, it starts with four specific steps, and it's something that inforcer does hone in on on a regular basis.

These are the four areas in terms of packaging, selling and scaling an SMB when it comes to things around Defender and Purview. It starts with the one thing that we spend probably our lives as MSPs dealing with: managed service, defining what that managed service looks like.

For us as inforcer, we quite often see customers packaging our product as part of a managed service offering, which allows you guys to baseline best practice, deliver better policy management, be that proactive MSP that perhaps we haven't been for quite a while. Better monitoring, not just on an endpoint device, which is what we spend with our RMM services, but actually monitoring where our data stands today, our identity levels, all that stuff is crucial. Again, Microsoft gives us the tools to make sure that we are monitoring those services at scale.

And then obviously reporting for you guys. We need to make sure that we can provide proactive reports. I'm sure there'll be people on this call that have heard me hammer this home more than once, but as MSPs, we quite often send reactive reports. How many tickets have you logged? How many hours have you spent working on their environment? But being able to pivot it to a proactive response with, 'Look at the monitoring and the proactive reporting we can generate from your environment today,' that's something that we often miss.

Second one is scale delivery. Naturally for us, we're all on this call. We're partnered here with Microsoft, but this scale delivery with inforcer being that backbone for you as our multi-tenant management tool, we've given you the ability to standardize your security best practice, implementing those drift detections to reduce that governance risk, and then less manual work across those tenants. So giving you those clear definitions and scalability to really leverage the offerings that Microsoft gives us and the licenses we take, and packaging that up and then selling it to your customers.

The third point is really important: package and sell the outcome. Everyone spends their lives trying to upsell a Microsoft license, which is a pain in the ass, transparently. All these add-ons we get, as much as they are absolutely brilliant, it's also really difficult for you guys as MSPs to package those up. And this is where I encourage people to change the approach. It's selling an outcome. What do we want our customers to have at the end? And the only way to do that, yes, it's partly storytelling, but it is selling the outcome from what you've got.

Rather than selling, 'This is the license key you need,' the packages that you define now and how you then deliver that at scale can help you to define how you sell the outcome to your customers. Microsoft licensing plus a clear recurring service equals a really well-defined price per user point. So you incorporate your endpoints, you incorporate your policy management, and you incorporate your licensing, but you're including the sale of the outcome.

What do you want them to have at the end of this? You want them to have the advanced packages, the improvements. If you are following regulations like NIS2 nowadays, DORA is a regulatory board that I've had to follow more than once, you have to have Purview implementation. You have to have some form of cloud app security in place because we need to make sure we're protecting the sessions that are being used in our environment.

There is already a need for some of these regulations that almost mandate us to have these uplifted licenses, which is why it's important not to think of it as a license uplift, but a package and an outcome that you need to sell to your customers. Often it's far easier to sell a story around a package that you're delivering than it is to say, 'We need you to buy Purview or Defender Suite for Business.' You're then all of a sudden having to unwrap what you're discussing, which can be quite a difficult conversation to have.

So defining your service and scaling it with inforcer are the great first two points. Packaging and selling the outcome is the next hard bit. The last point, once you've got those things ready to go, is leveraging existing customers. Who do you guys trust with this service and package, this new offering that you want to give? Start with your pilot group of people that you've got as trusted partners that you know are likely to be taking this on quite quickly, understanding the pain points and the delivery, and then upselling that service moving forward.

It doesn't sit with us, it doesn't sit with Microsoft, it sits with you guys to make sure that outcome is going to meet your customer needs. Every single one of your customers and the MSP you're working with is completely different. You guys know your customers best. The way that you package these needs to be wrapped around the services you currently either offer already or new packages you're doing. And what better time to start than now? You've got two months of preparation. Kickstart the new year, January 1, with brand new services and managed offerings that really help you guys to elevate your offerings to your customers.

Secondly to that, it's looking at what your customers already have as not just tools, but things that are becoming requirements. I spent my life over the last seven years in financial services regulated businesses. I come from an MSP that supported just over 200 clients just in the financial sector. So I'm very well versed in NIS2, DORA and FCA regulations, both across the US and the UK as well.

These things really help mandate regulations around what we should and shouldn't do within the Microsoft ecosystem, but not just Microsoft, obviously, as your services, servers, network capabilities, but regulations are really starting to steer how we service our customers. A lot of MSPs are blindsided by it. They may be forgetting that this is a mandatory requirement.

NIS2's latest updates in their directive have really helped to shift their next steps and produce requirements that MSPs are now going to have to mandate across their customers. Supply chain is being hammered home, and everyone on this call that's an MSP is part of that supply chain. If you are servicing any form of customer that's part of that journey, you are naturally required to meet this yourself.

But these regulations, as much as they come across as a burden, they're actually a really good opportunity for you guys to find an upselling service, make sure you're also producing the right offerings to your customers, but genuinely hardening a customer's environment. If you take outside the regulations at the moment that are driving us to the next journey, it's actually not a bad thing. The reality is it's really good for us to be hardening customer environments.

Jesper said it quite nicely earlier. AI is being used internally at Microsoft to protect environments further and further, but hackers are also using AI to make sure they can beat environments, which means that we are going to have to start hardening customer environments. Maybe that is with the use of AI or the guidance that we get from Microsoft, but we are genuinely being mandated to keep on top of those elements.

That's a real tough point for everyone on this call to be dealing with today. How do we make sure that we harden customer environments? Where do we start? What's the journey look like? inforcer has got some great tips around our blueprints for hardening customer environments, which is brilliant. But at the same time, regulations are naturally going to be an opportunity for you guys to see best practice. What do regulations recommend so that we can make sure that we're guaranteeing protection for our customers?

Nothing's always up to date. So the whole point of having an MSP is you guys know what your market and your customer needs are. But you also need to be working quite closely with companies like inforcer, Microsoft directly and other vendors to make sure you are protecting your customers at scale.

Capability sits idle. Business Premium includes enterprise-grade security. And I think it's safe to say almost every single person on this call will have several customers that might be on Business Premium that are not leveraging the full capabilities available to them today.

So while we talk about potentially uplifting and offering things like the Purview Suite or the Defender Suite for things like cloud app security, are you guys genuinely using all of the capabilities within Business Premium? I genuinely would argue that probably 80% of MSPs do not leverage the full capabilities of Microsoft Business Premium today.

That's something that we particularly here at inforcer are driving home at the moment. We are heavily encouraging you guys to make the most of all possible capabilities available in Microsoft Business Premium. You've got a serious number of Defender endpoint applications. You could be delivering much better Safe Attachments and security risks around Defender for Office, hardening those further.

Once you've utilized and leveraged those capabilities in Business Premium, at that point is the opportunity for the upsell, the ability to go in and say, 'Well, look, we now need cloud app discovery, cloud app security. We need to make sure that we are genuinely implementing session policies for our contractors and consultants.' Or we're using Purview and the add-ons to make sure we're doing auto-labeling, implementing information barriers and so on. These are things that become the next steps on the journey.

This starts with making sure your security best practice that you guys leverage as a baseline in inforcer is up to date with the latest capabilities available in Business Premium, and then you start laying on those next steps. So what do you want to do with the add-ons that you're now offering? When we talk about package and sell outcomes, you guys need to know what you are going to sell with those packages that we're offering.

If you're going for the Purview and Defender Suite package as a whole, what services are you offering within that package? Because again, you can't sell to a customer or have that package available as a service for a customer if you're not prepared and know what you're going to be doing with that package. It genuinely is pointless. As much as it's great for making sure we've got these licenses added, there's no point adding any licenses if you don't know what you're going to be offering once that license has been added. So a clear plan really helps to navigate that service for your customers.

And the last one, you guys are best placed for it all. MSPs have the relationships with your customers, and your relationships with your customers are stronger than ever before with constant attacks that take place. I'm going to go back to that story I mentioned about proactive reports, where we spend our lives sending reactive reports.

I'm sure if someone was to create a study on this, this would be an incredible study to read. One bad reputational damage takes potentially months, if not years, of good service to regain that trust. That's because we spend our lives sending reactive reports. If we were to send them consistent security proactive-style reports, this is what we've done above and beyond our managed service offering, customers are a lot less likely to have a damaged trusted relationship from one thing that goes wrong.

That's where you guys are best placed for that relationship. You know your customers, your customers trust the configuration you implement, and it's important that you can also evidence it when you send it back. Things like our tenant alignment report allows you guys to evidence, 'We've given you this new service. This is the outcome of that service. We're constantly maintaining our alignment to our best practice.' So these three areas are the guiding lights where you should be going, what you should be following and how you should be driving change.

Today I'm going to do exactly what Jesper said, show you guys the pricing options that are out at the moment. Sadly, it's in USD, so please don't hate me in advance. But that's what tends to be on the website. These are those offerings, exactly what Jesper's mentioned. We've got our Defender Business Premium, all the controls that we mentioned already. Entra ID Plan 2, as an example, the uplift with the Defender Suite, improving identity, as just mentioned, risky users.

Implementing Privileged Identity Management is a huge topic for most MSPs at the moment. We should absolutely be implementing PIM across any of our global administrative accounts that are in place, including break glass. We should be able to auto-elevate it, but it does not need to have Global Admin to start with. It immediately gets hackers completely off guard when they log in and they think it's an admin account and it's got no administrative rights. Ninety percent of them probably don't even know where PIM is in order to elevate Global Administrative access. So you're already on the front foot with adding just these small changes or micro changes as a result.

But then you've got these add-ons that come in as packages. I think it's pretty obvious when you look at this list right now that both suites in one together for just $15 is a no-brainer. Obviously everyone has their own views on that, but that gives you everything that sits in Defender Suite and Purview Suite.

Advanced data loss prevention for endpoints, the ability to make sure that data isn't lost on an endpoint specifically, and if it is, we are tracking that information that's taken. At the moment, there's no safeguarding and controls over that. We can implement DLP, but we can't cover advanced DLP capabilities. So there are big benefits to uplifting services like this.

Insider Risk Management is something I've used heavily in the financial industry, the ability to identify the risks or pin a user and identify where risks are coming from. Set your own rules and controls. And then Communication Compliance. If you're following some form of regulation, quite often you find, particularly in the finance sector, bankers are a great example. You can't have researchers talking to traders because it becomes insider risk. So there are capabilities in the Purview Suite that are natural progressions that you guys should be considering and taking as well.

But also look at this as another thing. You guys have got a series of tools. You're probably using SentinelOne, other AV vendors in place at the moment, and you've got these licenses that already offer that protection for Defender for Endpoint. You've got the capabilities of Defender for Office Plan 2, which gives you the advancements of other mail services out there, phishing mail services, but also attack simulations is another big topic that we probably underutilize in Microsoft.

The capability is just as good as other external vendors, and we're probably not looking at those or leveraging them enough. That could be huge amounts of money you're saving for customers per month by just leveraging these uplifts. If you guys can identify what could you pick from these two suites today that you think would benefit your customers, could you offset some of that cost by removing some other additional third-party tooling? I think it's a great question to ask.

While you're thinking about that and coming up with a good battle card for me, I'd love to start with what we do with our customers and how do we prove that with our customers. Start from what the customer must prove is a really good topic that I bring up regularly. If you talk to different solution architects, we all have our different views. I'm very much a governance man from start to finish, so I always think about what does a customer need to prove when it comes to a regulation.

You'll see there I've got frameworks on the right, license offerings that require or provide that capability, Microsoft's capabilities and the customer requirement. So when you look at some of these regulations like Cyber Essentials, CIS and NIS2, it's mandatory or required to make sure you have the ability to stop account takeover. So what does that mean in Microsoft's capabilities? What can Microsoft offer for you today? You've got MFA, Conditional Access, risk-based sign-in. Microsoft provides these capabilities and they meet these frameworks.

Same with detecting threats on devices. What frameworks can Microsoft capabilities cover? They cover all these elements for Defender for Business, Defender for Endpoint Plan 2. These all come as part of that license plus uplift, and they meet the frameworks around NIS2, DORA, ISO 27001, Defender for Office Plan 1 and Plan 2, Cyber Essentials and CIS. You guys get the picture here.

This gives you a really good framework to understand what does a customer have to prove if they meet any of these frameworks or are working towards these frameworks. Covering these gaps is really crucial. And actually giving you guys the ability to say, if we are defining new services, we are packaging and selling a new outcome, maybe we should start with what a customer needs to prove.

Some of these customers, if not all of you guys, probably have some form of NIS2, DORA or ISO regulations you need to follow at the moment or will be starting to follow from next year. This is a great opportunity to say which of our customers are going to be required or mandated by this. And for you guys, more importantly, you can leverage the opportunity to use inforcer, tenant tagging, tag the customers you know that are going to be meeting these regulations and start working on them now.

Four building blocks of a recurring service. So how do we build that packaged and managed service offering, and what do you guys start as a framework for delivering it? That starts with security baselines.

In fact, take a step back for just a second. How do we define a managed service? Most people on this call probably say it'll be whatever the Operations Director, CEO or Managing Director starts with, framework, what tools are we using that we can define in that managed service. But actually, I think quite often a recurring service needs to start with your technicians, your solution architects, your Jespers on the call today, who come to you and say, 'This is what our security baseline is. This is how we're going to manage our policy management. This is what we can offer on a technical level. Take the information I'm giving you and now package this into a recurring service.'

It needs to start with our solution architects, not with our sales reps who bundle in those services. So you guys can understand what your customers need, what the security baseline, policy management, monitoring and remediation needs are. Get those services built, ready to go.

In this instance, these four pillars specifically talk more around what inforcer can offer that can help you guys to package those up and then sell them across to your customers. Things like security baseline document standards for identity, devices, email, data. What are you guys as an MSP today going to be selling to your customers next year? I would look at this as a fresh start for the first of January. Where do you guys want your new packages and services to be offered?

We're talking today about encouraging you guys to look at uplifting your licenses, adding in the Purview and Defender Suite as add-ons. What can you guys baseline as security best practice today? What can you implement on a policy management level, and how can we then make sure that we're being proactive by monitoring and remediations? That's that governance level.

I've done plenty of webinars now where I talk about defend, govern, improve as a service offering and an area that you should be pitching. Your security baseline is the defense that you're implementing on your customers. Policy management and monitoring and remediation is governing that, making sure what you've deployed stays exactly the same, it's always met, so the auto-remediations are enforced today.

Lastly is proving that value. Proving not just what you guys are doing, but what the regulatory bodies are after and reporting on it directly. So you've got these four pillars for building a really good recurring service for your customers. And yes, technically most of this could be wrapped around inforcer, but every single MSP has an opportunity to build the right scaled services or recurring services. Meaning those three pillars: defend, govern and improve.

Margins come from doing it once for every tenant. And this is really where inforcer hammers home for you all: standardizing policies, identifying the drift and reducing manual work. It really couldn't be any easier than that.

This is really the whole point of inforcer and Microsoft's partnership together today, giving you guys the ability to standardize your security stack, identify drift changes, remediate them with auto-remediation, and then reduce the manual work. We shouldn't be wasting time configuring a policy with a Word document that's 100 pages long. It's going to go wrong. You're going to miss steps and things aren't going to be right.

This is the whole point of having products like inforcer for multi-tenant management. You standardize once all the controls you're delivering and you deploy collectively against all your customers. That in its own self is a recurring service you could be offering to your customers outside of the other capabilities that are in place.

Once you've got your gold standard, it doesn't take you long to then add those uplifting services. As Jesper and I have been hammering home today already, your Purview Suite add-on, your Defender Suite add-on, these things are crucial when we talk about improving and hardening a customer's environment.

AI is genuinely causing more risks. As much as it's helping to reduce risk, it's also heavily contributing to increasing risk for us. That means we need to be constantly on the front foot with the best practice of security we can implement today. We can't be in a position where we're consistently doing manual work on an ad hoc basis. It needs to be consistent, it needs to be ongoing and it needs to be valuable for your customers.

These three controls, margin comes from doing it once. This is what's going to add the revenue and operational efficiencies in your business. But more importantly, if you take away the money aspect and operational aspect, is securing your customers. We want a secure environment for the customers. We should really be focused on securing and hardening customer environments further.

So that's a wrap from the perspective of what we've been discussing today. Scott's made it very clear I have to give some additional comments here about upcoming events we've got going on. We have Winning with Microsoft industry events taking place in the Nordics at the moment. So please take a good look. If you're around these areas, please do sign up to them.

I believe, and Scott can correct me if I'm wrong, these are on-site sessions. You guys can join, or are they remote? There's a bit of a mix. I'm in Stockholm at the moment. We're doing that remote, and Oslo as well is also remote. Helsinki and Copenhagen are both at the Microsoft offices in those cities. I'll drop the link. I'll put London in as well. If you're near any of those cities, you're welcome to join.

Before we wrap up, while we still have 10 minutes to go, I do want to cover a few more topics. Firstly, has anyone got any questions?

Are you familiar with the Deployment Accelerator Program for Business Premium and the security suites? Would you like to explain what that is, Lynn? We do have a deployment accelerator for customers that are purchasing the security suites.

If you have a security designation and you are selling security suites to a customer that has between 50 and 300 seats, you are able to claim $2K to do a deployment accelerator for those customers, and the claims and everything are through Partner Center and a part of the MCI program.

That's a huge bit of value add there, 100%. It is actually a very good question, and it's a common question that we do see and an area where some partners are struggling. So great that we have these accelerators.

Maybe I can mention that we do have a partner best practice guide that can help all the way from the very early beginning: how to build a practice, where to start, where to focus on. One of the things that we are indeed also mentioning there is that this can be difficult and that it's crucial to get hold of the right stakeholders from an end-customer perspective, for them really to understand the value of securing the data and why this must be done.

Has anyone else got any other questions at all, other than will you link the guide? No. Well, the next couple of things. Book a call with inforcer today. If you guys don't know where you want to go next or whether you want to start talking a bit more about strategy, please do book a call. I didn't put Scott's email address in this slide, but Scott has proceeded to do that himself. So that's great. Everyone has his email. Please do abuse it with as much abuse as I mean for booking calls. Just booking calls.

Then the other area is if you're already a partner with us and you've got additional questions post this event, please do reach out to your PSM or PD that you're working with today outside of Scott. So if you've got anything else further to this that you want to talk around or additional guidance, please do so.

Otherwise, thank you so much for attending. I think that's probably a wrap. Give everyone five minutes back. Thanks all. Thank you. Thank you very much.