ATEA M365 SKILLS PROGRAM - IN DEPTH AGENDA

Week 1

Microsoft Modern Desktop Administrator Associate (MD100/MD101) (5 days)

Microsoft Modern Desktop Administrator (MD-100 + MD-101) (readynez.com)

Week 2

Soft Skills Monday – How to sell M365 to the business, Problem-Solution Mapping (1 day)

Customers buying behavior has changed throughout the last couple of years, a change that affected how they assess, evaluate, and buy IT-solutions. The buyers are acting safer today, they expect salespeople to be more consultative, understand their business and to be able to articulate the value of the solution they are proposing. On top of this, recent studies stress that more and more IT purchase decisions being made by the “business” (Line of Business managers) and including the CFO at the customer.

Microsoft 365 is basically (in many people’s opinion) Windows and Office 365 in a bundle, so what is the big deal? The problem is that even the best technical solution, where the benefits at least seen from a technical standpoint are so obvious, are turned down by customers every day - Why? The answer is simple - major buying decisions are typically not made by IT but by the " business-people" in the customers organization, and they don´t care about all the great technical features, functions, or benefits. They care about the business impact and if they cannot see this - they won’t buy.

During this 1-day highly interactive Microsoft 365 workshop, the participants work with all aspects of a non-technical sale within this area, a sale where the focus will be on communicating the business value of a Microsoft 365 solution to the business. The training will include how to position this area to the business (Problem-Solution mapping) as well as how to justify or prove the value.

Key takings the delegates will walk away with are:

• A unique framework and sales approach when selling and positioning Microsoft 365 to customers
• A thorough insight into what kick-starts and drives a customer buying process and how this can be influenced and controlled from a sale perspective.
• A method for how to sell Microsoft 365, not only to the IT-people but more importantly to the LOB (Line of Business)
• A method for how to communicate a fairly technical solution in a language LOB understands.

Cloud Fundamentals week (MS-900 / AZ-900) (4 days):

Microsoft 365 Fundamentals (MS-900) → Just 1 Day (readynez.com)

Microsoft Azure Fundamentals (AZ-900) → Just 1 Day (readynez.com)

Week 3

Soft Skills Monday - Powerful and Winning Presentations, part I (1 day)

Today’s challenge

Buyer’s behavior has changed over the last 2-3 years, and today´s buyers are fed up with “data dumps” and product saturated, overwhelming slideshow presentations. They tell us, We want to know that sellers understand our business issues and have the capabilities that will allow us to solve our problems with great results – and we want presentations that “stand out” – also in the virtual setting. The problem is that most companies hire the same type of people that sells the same products the same way, delivering the same messages through the same type of presentations. So how do we differentiate ourselves? Buyers want clear, concise messages that demonstrate the value they will receive. Sellers who can identify their prospects pain and articulate a vision for a solution always have the best chance of winning the business. The question is: “How do we in sales meet these challenges when it comes to presentations?”

Presentation's don´t sell – People do!

When delivering presentations to a general audience, your colleagues or to a customer, a successful presentation isn’t about the PowerPoint slides you create – it’s about much more than that. Like any great sales pitch, an effective presentation offers a compelling narrative; it elicits an emotional and positive response from the audience.

Through a 2-day intense, highly actionable and customized workshop, the participants will be taught the fundamentals of the Powerful and Winning Presentation´s methodology that can be used physically as well as virtually

After the participants have been through the workshop they will:

• Discover what buyers really want to learn and how to create the right message every time
• How to plan and design a powerful and winning presentation
• How to deliver presentations with impact
• How to handle questions from the audience
• See their presentation skills dramatically improve in just two days
• Get the truth about how they are perceived by others in a positive atmosphere
• Learn an easy 3-step process for developing better presentations every time – deliver presentations with a punch!
• Deliver effective PowerPoint presentations that will capture your audience
• See their before and after improvements

After the workshop, the participants will have a thorough understanding of the Powerful & Winning Presentation framework and have laid down the fundamental building blocks creating winning and differentiate presentations

Microsoft 365 Security Administrator Associate (MS-500) (4 days)

Microsoft 365 Certified: Security Administrator Associate (MS-500) (readynez.com)

Week 4

Soft Skills Monday - Powerful and Winning Presentations, part II (1 day)

See description above, applicable to both Part I and Part II

Microsoft 365 Identity and Services (MS-100) (4 days)

Microsoft 365 Identity and Services (MS-100) (readynez.com)

Week 5

 Soft Skills Monday - Real Conversations for consultants (1 day)

Proactive communication; an underpinning consultant skill, which affects all other responsibilities. Authentic, outcome focused conversations with peers, direct reports, stakeholders and customers. Whether the conversations are positive or over-coming conflicts, there are key skills to master. This is a theory & practical training program, with time to practice & gain feedback. The trainings focuses amongst other on the topics below:

• How to get a deeper understanding of how to successfully communicate change to a customer
• How to add value to a customer conversation by providing valuable insights to kick-start a potential process
• How to change a customer's mindset – status quo bias
• Identifying the range of conversations, you have – positive & difficult
• Develop strategies in preparing for conversations
• Identify own strengths & barriers to communication
• Develop on-going methods to improve communication for continuous improvement

Microsoft 365 Mobility and Security (MS-101) (4 days)

Microsoft 365 Mobility and Security (MS-101) (readynez.com)

Week 6

Deep Dive on Securing Microsoft Cloud Services (1 day)

In this class, students will learn how to implement advanced features to protect important Microsoft 365 and Azure Core Services. This course will cover the following subjects:

• Design and implement Azure Virtual Networks
• Implementing Network Security Groups
• Implementing Application Security Groups
• Design and implement the Azure Firewall
• Managing secrets, certificates and password with Azure Vault
• Implementing Web Application Firewall and Azure Front Door

Deep Dive on Protection the Modern Workplace with Windows Defender for Endpoint and Defender for Identity (1 day)

In this class, students will learn how to implement Windows Defender and Azure ATP to protect the modern workplace. They will learn how to implement latest security and attack mitigation features. This course will cover the following subjects:

• Configuring a Workspace in Windows Defender for Endpoint
• Onboarding clients to Windows Defender for Endpoint
• Configure Alerting and Mitigation
• How to act in case of a ransomware and malware attack
• How to do Threat hunting
• Deploy Windows Defender for Identity
• Configuring Sensors
• How to defend against common attacks in a Microsoft environment (Live Hack Demo)

Deep Dive on Protecting Identities in Azure Active Directory (1 day)

In this class the students, will learn to deploy all security features to protects the identities in Windows Azure. It covers, password less authentication, Hello for Business, MFA and conditional access. This course will cover the following subjects:

• Deploying and Configuring azure AD Connect
• Configure Passthrough Authentication and Seamless SSO
• Enrolling user for Multi Factor Authentication
• Configuring Smart Lockout to prevent Dictionary and Brute Force Attacks
• Configuring conditional access for Cloud and on-premises Applications
• Enrolling devices and user to Hello for Business

Deep Dive on Deploying Windows Virtual Desktop (1 day)

In this class students will learn how to size, architecture and build a Windows Virtual Desktop Infrastructure. This course will cover the following subjects:

• Design and build Azure AD DS Services
• Design and build a Windows Virtual Desktop Infrastructure
• Configuring Monitoring and Patching in WVD
• Monitoring and Protecting the WVD Infrastructure
• Configure Advanced Profiling
• Distribute Custom Images in WVD

Soft Skills Weekend - Consultative Selling for consultants (2 days)

This training focuses on equipping consultants with a consultative “sales framework” that enables them to tackle different sales scenarios that they typically find themselves in. the training provides deep insight in to how buys buy and how you as a consultant can “support” the buyer throughout his buying journey. The training focuses amongst other on the topics below:

• The buyers journey
• How to stimulate interest and create curiosity with the buyers
• How to overcome buyers status quo bias by destabilizing their current situation
• How to work with “active” and “latent” sales opportunities
• Applying the consultative DISQ dialogue framework to different sales scenarios