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Selling Microsoft 365 Security
Selling Microsoft 365 Security
Microsoft Security Sales Readiness
Microsoft Security Sales Readiness
Whether you're looking to expand into AI, cloud, cybersecurity or other growth areas, success depends on more than access to technology. It requires the right ecosystem, expertise, services and platforms to turn opportunities into profitable business.
As Europe's technology provider, ALSO helps partners identify opportunities, adopt new technologies and build scalable business models through a unique combination of Supply, Solutions and Services. We help you navigate change, reduce complexity and create sustainable growth.
Most security deals stall in the same place.
ALSO Elite Security Program
The Elite Security Program is ALSO's recognition and enablement program for partners building a Microsoft Security business. Your tier decides your benefit level, and it is reviewed quarterly based on your Microsoft Security designation status, your security business growth and how actively you take part.
Explorers: your entry point, with community calls and enablement resources.
Accelerators: deeper support as your security business grows.
Leaders: our top tier, with exclusive in person events. Already hold the Solutions Partner for Security designation? You start here.
Why now?
Where the growth comes from
Step one moves the customer to Microsoft 365 Business Premium, where the security baseline begins. Step two adds the suites, where the enterprise controls and most of the service work begin.
New to ALSO?
Microsoft is investing in growth
Microsoft’s FY27 partner investments are directed at customer growth: acquisition, upsell and cross-sell. Moving a customer up a plan and attaching security are the two motions the model is built around.
Enterprise security now has an SMB price
Microsoft Defender Suite for Business Premium costs USD 10 per user per month. Microsoft Purview Suite for Business Premium costs USD 10. Both together cost USD 15. Annual commitment, maximum 300 seats, Microsoft 365 Business Premium required.
Every Copilot customer is a data conversation
Customers with Microsoft 365 Copilot or Microsoft 365 Copilot Business get 50 percent off Microsoft Purview Suite for Business Premium in the first year, on an annual commitment, on offers purchased up to 31 December 2026.
| Plan | Microsoft list price |
What the step adds |
|---|---|---|
| Microsoft 365 Business Basic | 7 $ | Web and mobile apps, email, Teams |
| Microsoft 365 Business Standard | 14 $ | Desktop apps |
| Microsoft 365 Business Premium | 22 $ | The security baseline: Microsoft Defender for Business, Microsoft Defender for Office 365 Plan 1, Microsoft Entra ID P1, Microsoft Intune Plan 1, and data loss prevention for Exchange, SharePoint, OneDrive and Teams |
| Microsoft Defender Suite for Business Premium | +10 $ | Microsoft Entra ID P2, Defender for Endpoint Plan 2, Defender for Office 365 Plan 2, Defender for Identity, Defender for Cloud Apps, Defender for IoT (enterprise IoT), Defender XDR |
| Microsoft Purview Suite for Business Premium | +10 $ | Automatic classification and labelling, data loss prevention on devices and browsers, insider risk management, eDiscovery and audit (Premium), Communication Compliance, Compliance Manager |
| Both suites together | +15 $ | Everything above, on one subscription, up to 300 seats |
Each step also creates work. Someone has to run the assessment that finds the gaps, deploy the policies, tune them, and write the report the customer reads every month. You price that part.
Who should attend
- Account managers who sell Microsoft 365 to customers under 300 seats
- Owners and managing directors of IT companies who still carry a sales number themselves
- Sales leads who want one message the whole team can repeat
- Marketing and pre-sales staff who prepare the follow-up
Not for engineers who need console guidance. That material sits on the Microsoft Security Technical Hub.
What you get
- A live session of 60 minutes, plus 15 minutes for questions
- The recording, sent to everyone who registers
- The slides, with every source named
- No charge for partners registered on the ALSO Cloud Marketplace
Related pages
Microsoft Security Technical Hub
Deployment guides, proof-of-concept material and technical sessions for engineers.
Services on Microsoft 365 Business Premium
The service catalogue you can build and charge for on licences your customers already own.
ALSO Growth Factories
Run your own customer event with the ALSO workshop kit and event funding.
With ALSO, you get:
Expert guidance on Microsoft licensing and bundles
Access to training, GTM assets, and pre-sales support
Scalable services to accelerate your cloud business
Do you have any questions?
Request a call-back
Two live sessions on how to open, package and price security conversations with your customers.
The Security Sales Playbook
Claudia Simon, Simon Executive Consultants
Sales trainer and coach for IT and telecommunications companies. Works with Microsoft partners and distributors across the DACH region on sales structure, questioning technique and negotiation.
Section 1
Where the Opportunity Lies
Speaker: Kevin León, ALSO
Date: 13.10.2026
Time: 10:30 to 11:45 CEST
Language: English
Kevin León, ALSO
Go-to-Market Manager for Microsoft Security at ALSO. Works with resellers across EMEA on Microsoft Security positioning, packaging and enablement. Previously at Microsoft in the partner organisation.
Kevin León, ALSO
Go-to-Market Manager for Microsoft Security at ALSO. Works with resellers across EMEA on Microsoft Security positioning, packaging and enablement. Previously at Microsoft in the partner organisation.
Claudia Simon, Simon Executive Consultants
Sales trainer and coach for IT and telecommunications companies. Works with Microsoft partners and distributors across the DACH region on sales structure, questioning technique and negotiation.
Section 2
How to take it
Speaker: Claudia Simon, Simon Executive Consultants
Date: 15.10.2026
Time: 10:30 to 11:45 CEST
Language: English