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Read MoreThe End of the All or Nothing Era in Security Licensing
For years, Microsoft 365 E5 Security has been the gold standard for Zero Trust architecture. However, for many customers (especially in the mid-sized business segment), the full E5 license was a price barrier. M365 E3 customers often didn't need all the components of the E5, but they lacked a flexible option to extend security.
In response to these challenges, Microsoft has introduced modular add-on packages. For Partners, this is an opportunity to simplify sales, increase profits from managed services (MSSPs) and gradually migrate customers towards a full Zero Trust architecture.
Modular Revolution for Premium Business Customers (SMB/Mid-Market)
The biggest change concerns the small and medium-sized business (SMB/Mid-Market) segment using Microsoft 365 Business Premium subscriptions. The new SKUs are designed as add-ons, offering Enterprise-class security at a price tailored to the Mid-Market segment.
New Add-on Packages for Business Premium
Microsoft Defender Suite for Business Premium
It includes advanced capabilities from Defender for Endpoint P2 (full EDR, AIR – Automated Investigation and Remediation, Threat Hunting) and Defender for Identity (MDI). Advanced Ransomware Protection. It enables automatic threat neutralization and consolidates XDR protection. It replaces expensive, external EDR solutions.
Microsoft Purview Suite for Business Premium
It includes Global DLP (Data Loss Prevention) for Exchange, SharePoint, Teams and Endpoints, Insider Risk Management, eDiscovery (Premium) and Audit (Premium). The key to Compliance and GDPR. It automates regulatory compliance, protects against data leaks, and allows for advanced audit investigations.
Microsoft Defender and Purview Suites for Business Premium
A full combination of both of the above packages. Best Price-Performance Ratio. Ideal for businesses that need end-to-end security and compliance. It offers the largest package savings compared to the purchase of individual components.
| Name of the new add-on package | Key Components and Functionalities | Business value (justification for the sale) |
|---|---|---|
| Microsoft Defender Suite for Business Premium | It includes advanced capabilities from Defender for Endpoint P2 (full EDR, AIR – Automated Investigation and Remediation, Threat Hunting) and Defender for Identity (MDI). | Advanced Ransomware Protection. It enables automatic threat neutralization and consolidates XDR protection. It replaces expensive, external EDR solutions. |
| Microsoft Purview Suite for Business Premium | It includes Global DLP (Data Loss Prevention) for Exchange, SharePoint, Teams and Endpoints, Insider Risk Management, eDiscovery (Premium) and Audit (Premium). | The key to Compliance and GDPR. It automates regulatory compliance, protects against data leaks, and allows for advanced audit investigations. |
| Microsoft Defender and Purview Suites for Business Premium | A full combination of both of the above packages. | Best Price-Performance Ratio. Ideal for businesses that need end-to-end security and compliance. It offers the largest package savings compared to the purchase of individual components. |
Strategic Value: These packages allow Business Premium customers to migrate to full Zero Trust gradually and cost-effectively, eliminating the barrier of having to migrate to E5 licenses in a leap and bound.
Modular Extensions for Enterprise (M365 E3)
Microsoft 365 E3 customers now have access to fine-grained add-ons that allow them to extend protection to only the areas they need, without having to purchase the full M365 E5.
Modular Add-ons for Enterprise E3
Microsoft Defender Suite (for Enterprise)
XDR and Data Protection - MDE P2, MDI, MDO P2, MDCAS. It provides full, integrated defense against cyberattacks on all vectors. The customer already has a baseline E3, but their SOC/IT team needs advanced automation and a single, unified XDR portal to respond to incidents.
Microsoft Entra Suite
Identity and Access - Entra ID P2 (including PIM – Privileged Identity Management), ZTNA (Zero Trust Network Access), Identity Governance. The customer must implement a Just-In-Time Access policy and control access to the application to minimize the risk of administrative account takeover.
Microsoft Intune Suite
Device Management and Endpoint Security - Cloud PKI, Remote Help, Endpoint Privilege Management (EPM), advanced analytics. The customer focuses on modern management, protection against elevation of privileges by the end user and requires advanced remote assistance.
| Modular Add-on Name (SKU) | The main pillar of safety | Key features | When to propose E3 to a client? |
|---|---|---|---|
| Microsoft Defender Suite (for Enterprise) | XDR and Data Protection | MDE P2, MDI, MDO P2, MDCAS. It provides full, integrated defense against cyberattacks on all vectors. | The customer already has a baseline E3, but their SOC/IT team needs advanced automation and a single, unified XDR portal to respond to incidents. |
| Microsoft Entra Suite | Identity and Access | Entra ID P2 (including PIM – Privileged Identity Management), ZTNA (Zero Trust Network Access), Identity Governance. | The customer must implement a Just-In-Time Access policy and control access to the application to minimize the risk of administrative account takeover. |
| Microsoft Intune Suite | Device Management and Endpoint Security | Cloud PKI, Remote Help, Endpoint Privilege Management (EPM), advanced analytics. | The customer focuses on modern management, protection against elevation of privileges by the end user and requires advanced remote assistance. |
Strategic Sales Rationale (TCO)
A new SKU is your best answer to your customer's cost concerns. Instead of comparing E3 with E5, you propose to consolidate external tools within Microsoft's modular suites.
- Transparent TCO (Total Cost of Ownership) Analysis: Perform an analysis that compares the total cost of subscription, deployment, and integration of 4-5 external tools (e.g., separate EDR, PIM, DLP) with the price of a single, integrated Microsoft Add-on. Show suite discount.
- Operational Cost Reduction (OpEx): Emphasize that integrating and maintaining a single integrated stack is much cheaper and less complicated than managing multiple tools from different vendors.
- Monetize MSSPs: Use advanced features such as AIR (Automated Investigation and Remediation) and PIM as the basis for selling Managed Security Services to ensure a steady stream of revenue for your business.
Conclusion:
Microsoft's new licensing structure gives Partners flexibility. Stop selling the E5 as the only "target" package. Start selling modular, dedicated security suites that instantly solve your customer's pressing problems while building a path to a full, profitable Zero Trust architecture for you.
By selling new Security Suites, you are selling your customer savings, integration, and strategically sound security.
➡️ Act Now:
Do you want to take your customers to a higher level of security and increase the value of your services? Contact us to discuss a strategy workshop for your sales team, focused on demonstrating and monetizing the key functionalities of the new Security Add-ons.