Selling with Microsoft – Security Learning Path

Learning Path

Microsoft Security Partner Sales Training Series Welcome to our Microsoft EMEA Partner Sales Training Series for Security - designed to empower Microsoft partners with the skills, tools, and clarity to co-sell effectively and pitch with impact. Learning Path Overview This training journey begins with four foundational sessions focused on co-selling with Microsoft, equipping partners with the strategies, tools, and guidance needed to collaborate seamlessly and drive joint success. Following the foundational track, the series transitions into Pitch Wise, a collection of short, high-impact customer pitch sessions designed to be concise, actionable, and immediately applicable to your customer engagements. Whether you're new to co-selling or looking to refine your customer pitch, this series will help you unlock new opportunities and accelerate your impact.

Duration: 2:27:40

Components: 8

Mastering Reach, Frequency & Yield: Key KPIs for Partner Success Details

Join us for an insightful session focused on one of the most important performance frameworks in the Microsoft partner ecosystem: Reach, Frequency, and Yield (RFY). These KPIs are essential for understanding how effectively you're engaging customers, how often you're reaching them, and the value you're delivering through your solutions.

In this session, we’ll break down what each component of RFY means, why it matters to your business, and how you can start execution to drive each of these 3 pillars. We will share which questions to ask yourself – but also your resellers to grow our joint CSP business.

How to Share Leads with Microsoft: A Step-by-Step Guide for Partners Details

Join us for an informative session designed to help Microsoft partners understand the end-to-end process of sharing leads with Microsoft. Whether you're new to the process or looking to refine your approach, this session will provide clear guidance, best practices, and actionable insights to ensure your leads are effectively managed and followed up.

Understanding the Microsoft Customer Engagement Methodology Details

Join us for an exclusive session designed to help Microsoft partners deepen their understanding of the Microsoft Customer Engagement Methodology (MCEM). This proven framework guides how Microsoft engage with customers throughout their digital transformation journey, from initial discovery to value realization.

In this session, we’ll walk you through the key stages of MCEM, explain how it aligns with customer needs, and show you how to apply it to drive more meaningful, outcome-based engagements.

26:26

Pipeline Management with Microsoft: Driving Growth Through Strategic Alignment Details

Understanding pipeline management is essential for building a strong, predictable business with Microsoft. In this session, we’ll demystify what pipeline management means from a Microsoft perspective and explain how it supports joint success, deeper collaboration, and accelerated deal progression.

16:37

Pitch Wise: Mastering the Microsoft Defender Customer Pitch Details

This is not just another product overview—this is a partner enablement session designed to help you master the art of pitching Microsoft Defender with confidence and clarity.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of the Microsoft Defender Suite.

What you’ll learn:

How to pitch Microsoft Defender effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

25:09

Pitch Wise: Mastering the Microsoft Purview Customer Pitch Details

We are delighted to offer this partner enablement session designed to help you master the art of pitching Microsoft Purview with confidence and clarity.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of the Microsoft Purview Suite.

What you’ll learn:

How to pitch Microsoft Purview effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

27:37

Pitch Wise: Mastering the Microsoft 365 E5 Security Customer Pitch Details

We are delighted to offer this partner enablement session designed to help you master the art of pitching Microsoft 365 E5 Security with confidence and clarity.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of Microsoft 365 E5 Security.

What you’ll learn:

Why How to pitch Microsoft 365 E5 Security effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

18:23

Pitch Wise: Mastering the Security Upsell Customer Pitch Details

We are delighted to offer this partner enablement session designed to help partners master the pitch for upselling existing security customers to Advanced XDR or expanding their security posture with Microsoft Sentinel.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of Advanced XDR and Microsoft Sentinel.

What you’ll learn:

How to pitch Advanced XDR and Microsoft Sentinel effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

33:28