Microsoft Software Assurance
Exchange Online Protection Deployment Planning and Pilot
Engagement Delivery Guide
Table of Contents
Overview .................................................................................................................................................................................................. 1
Engagement Outcomes .............................................................................................................................................................. 2
Role of the Consultant ................................................................................................................................................................. 2
Engagement Process Flow ................................................................................................................................................................ 2
Engagement Summary ................................................................................................................................................................ 2
Engagement Offerings ................................................................................................................................................................ 2
Engagement Execution Process ............................................................................................................................................... 3
Engagement Modules ........................................................................................................................................................................ 4
Workshops ....................................................................................................................................................................................... 4
Hand on sessions........................................................................................................................................................................... 5
Pre-Engagement Questionnaire ..................................................................................................................................................... 6
Pre Engagement Survey Questionnaire Review ................................................................................................................ 6
Pre-Engagement Kickoff Teleconference ................................................................................................................................... 6
Prerequisites .................................................................................................................................................................................... 6
Purpose.............................................................................................................................................................................................. 6
Participants ...................................................................................................................................................................................... 6
Overview ........................................................................................................................................................................................... 6
Engagement Resourcing ................................................................................................................................................................... 7
Resourcing Scenarios ................................................................................................................................................................... 7
Roles and Responsibilities.......................................................................................................................................................... 8
Certification Requirements ........................................................................................................................................................ 8
Technical Skill Requirements .................................................................................................................................................... 8
Engagement Execution ...................................................................................................................................................................... 9
Preparing for the engagement ................................................................................................................................................ 9
Program Execution with Customer ......................................................................................................................................... 9
Engagement Offering Agenda ................................................................................................................................................. 9
Engagement Closeout ...................................................................................................................................................................... 11
Delivery Completion ................................................................................................................................................................... 11
Completion Report ..................................................................................................................................................................... 11
Submission ..................................................................................................................................................................................... 11
Engagement Support ....................................................................................................................................................................... 11
Training And Readiness References............................................................................................................................................ 12
Technology-Specific Resources ............................................................................................................................................. 12
Frequently Asked Questions .......................................................................................................................................................... 12
Planning Services Engagement Delivery Guide
Overview
This document provides the engagement delivery resource with the requirements to deliver an Exchange Online Protection (EOP)
Deployment Planning and Pilot Engagement. This includes the detailed tasks required to deliver a successful EOP Deployment Planning
and Pilot Engagement to the customer.
Deployment Planning Services were developed to provide a structured method to help customers understand the process and tasks
required to migrate their secure email gateway solution to Exchange Online Protection, while providing a cost-effective process to
manage risk.
The EOP Deployment Planning and Pilot Engagement is designed to help customers accelerate their deployment of EOP by enabling
agility and reducing uncertainty; identifying the critical path required to begin to deploy EOP.
The EOP Deployment Planning and Pilot Engagement objectives include:

Understanding the value of EOP and the changes made from previous versions.

Defining the recommended processes surrounding deployment issues.

Defining various mitigation and remediation approaches.

Recommended use of the Microsoft tools.

Proposal for follow-on work, such as mitigation strategy, post deployment staff augmentation or full production deployment.
Partners and consultants are expected to adjust both the breadth and depth of the topics covered based on feedback from the preengagement questionnaire or from direct customer knowledge. If the customer engagement requires more effort in an area the
schedules (workshop or demo/labs) should be amended by the delivery team accordingly.
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Engagement Outcomes
After the close of this engagement, your customer will have a plan for addressing secure email gateway issues to enable deployment of
EOP and to enable environment optimization. Additionally a summary of all working sessions will be provided that will identify next
steps for the customer.
Role of the Consultant
The role of the consultant in this engagement is to provide the perspective of a subject matter expert on the steps necessary to begin to
deploy EOP. Because of the relative infrequency of a secure email gateway migration effort, most organizations are not familiar with the
migration process and do not know where to begin. Further, the consultant will communicate the recommended use of tools to
facilitate a migration to EOP.
Engagement Process Flow
The EOP Deployment Planning and Pilot Engagement is designed to help customers quickly understand recommended process to
analyze and manage concerns when migrating to EOP. The workshop breaks down the approach and tools to provide the most
effective approach to accelerate the deployment.
Engagement Summary
The engagement delivers a structured set of workshop modules that lead the customers through the complete process. The
engagement goal is to both accelerate the customer deployment activity and help the partner understand customer needs to uncover
opportunities for further engagements supporting the full production EOP deployment. The EOP Deployment Planning and Pilot
Engagement includes a Limited Production Pilot.
The engagement is designed to be delivered in 3 days.
Engagement Offerings
The offering is uniquely designed to support a specific scenario. In this section, the goals and deliverables of the offering are defined.
3 Days
Goal
Deployment recommendations and pilot deployment.
Pre-engagement survey review
√
Assessment of the current environment
√
Requirements gathering
√
Discussion on EOP technical features and demos
√
EOP deployment planning
√
Solution alignment (requirements vs. feature mapping)
√
Deployment of limited production pilot
√
Development of findings and recommendations document
√
EOP Deployment Planning and Pilot Engagement
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The details of complete engagement process are detailed in the following section.
Engagement Execution Process
The engagement process flow is broken down to individual phases. This section describes the process flow for each phase and the
associated deliverables.
Sales Phase
The four key steps in the sales process are outlined below to assist in planning a sales approach with your customers. These can also be
used for closing leads in the partner's new and existing customer accounts.

Prepare - Learn about the customer, prepare conversational goals.

Probe - Take the time to understand the customer's business pains and determine the impact on their organization.

Prove Value - Identify and convey the business value of deploying the EOP solution within the customer's organization.

Qualify - Ensure that the client is eligible for the EOP Deployment Planning and Pilot Engagement.
The provided service is based on field proven best practices from Microsoft. The objective is to help reduce the cost and time to migrate
to the cloud based secure email gateway solution, EOP.
Sales and Marketing
Phase
Content
Summary
Sales Lead
Datasheet

Sales Datasheet for Marketing Lync & Exchange Deployment Planning
Services Program
Partner Preparation
Statement of Work Template

Example Work Order for Partners to help them frame their own
proposals.
Partner Readiness
The partner readiness phase assembles the appropriate partner resources to enable a smooth engagement delivery. The provided
materials enable understanding of the program and how to effectively deliver it.
Partner Readiness
Phase
Content
Summary
Partner
Recruitment
Partner Overview
Overview of the Lync & Exchange Deployment Planning Services program
from a partner perspective.
Partner Preparation
Engagement Delivery Guide
Provides the partner team with an overview of the tasks required of the
project team, the customer, and vendors to successfully deliver an
Exchange Online Protection Deployment Planning and Pilot engagement.
Engagement Delivery Phase
The customer engagement delivers workshops and limited production pilot over the course of 3 days. The engagement focuses on
building understanding of the customer’s needs and should position you to have a good understanding the next steps you can take
with the customer to develop a longer term engagement. The following figure details the recommended engagement delivery process.
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Planning Services Engagement Delivery Guide
Engagement Materials
Phase
Content
Summary
Pre-Engagement
Agenda
DOC and PPT Agenda Templates
Pre-Engagement
Engagement FAQ
Provides answers to common question about the engagement and
supporting resources.
Pre-Engagement
Pre-Engagement Checklist
Customer questionnaire template used to gather information about the
customer environment. The questionnaire should be sent to the customer
before any design workshops are conducted. Give team members insight
into the customer environment and serves as a benchmark to the customer
by identifying numerous areas of the enterprise that will be integral to the
success of the engagement.
T – 1 week
Engagement Kickoff
PowerPoint presentation template used to set ground rules for the
engagement team. Shares the vision, schedules, and approach. The
PowerPoint will also serve as the project plan for the engagement.
Engagement
Presentation Template
Template to be used when designing engagement materials.
Engagement
Document Template
Template to be used when designing engagement materials.
Engagement
Closeout Presentation
Presentation to prompt discussion and drive decisions for inclusion in
engagement deliverable as well as highlight opportunities for future
partner engagements. Please use the Findings and Recommendations
document for this session. PowerPoint slides are not required.
Engagement Modules
Workshops
The engagement provides a series of workshops to lead the discussion portions of the engagement. The workshops are provided as
Microsoft Office PowerPoint presentations to facilitate the expected discussions with the customer to develop the strategy and plan.
The workshops will not only educate the customer but will be the mechanism to begin discussions to gain understanding of the
customer needs to develop a plan using the engagement framework.
Engagement Materials
Workshop
Description

Consultant readiness.

Pre engagement questionnaire.

Pre engagement phone kickoff.

Validating the readiness of limited production pilot environment setup.
Engagement

Introducing the team.
Kickoff Deck

Project kickoff presentation provides an overview of each day’s schedule.

Compatibility approach and engagement goals review.
Pre engagement
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Planning Services Engagement Delivery Guide

Limited production pilot environment setup.
Assessment of the

Review the responses to the pre-engagement questionnaire.
current

Detailed discussion based on 01_Assessment of the Environment.pptx
environment

Customize the above PowerPoint template as appropriate.
Requirements

Discussion to understand the specific requirements and expectations of the customer.
gathering

Use “02 Requirements Gathering.pptx” as a template to document the requirements. Customize the
template as required.
Understanding

Discussion of EOP features, capabilities, and improvements.
Exchange Online

High level discussion of the changes in EOP from previous versions. (optional)
Protection

This module will communicate the value of deploying EOP and will begin to establish the credibility
of the consultant as a subject matter expert.

Within the time limits, include as many feature/capability demonstrations as possible.
Solution

Ensure that the solution recommended meets customer requirements.
alignment

Template available to map the requirements against EOP features. “05 Requirements Vs Feature
Mapping.pptx”
feature mapping)

If any, clearly call out requirements which cannot be met.
Close-

Summary of the workshop.
out/Summary

Completion and delivery of Findings and Recommendations document.

Proposal of any follow-up work such as document conversion help, or reactive support
augmentation.
(requirements vs.
Hand on sessions
The engagement provides several hands on sessions to put the theory into action for the customer. These sessions will help build the
final deployment plan.
Depending on the customer's requirements, workshops can be adjusted as needed.
Lab
Description
Demos during the
workshop
The workshop presentation – 03 Exchange Online Protection Technical Overview.pptx – has placeholders
for demonstrations. All of those are highly recommended. Prioratize them based on the time available.
Limited production
After completing the workshop, a limited production pilot deployment of EOP should be done. The pilot
exercise should be limited to one SMTP domain and minimum number of end users.
pilot
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Pre-Engagement Questionnaire
The survey questionnaire is a document within the EOP Deployment Planning and Pilot Engagement materials. It is a brief questionnaire
utilized to gather the minimum information required to prepare the materials delivered during the engagement and gain a better
understanding of the customer situation and environment.
This questionnaire should be delivered to the customer after the Pre-Engagement Kick-Off Teleconference and should be completed by
the customer, several days in advance of the engagement. Explain to the customer that it is not necessary to provide all of the
information within the questionnaire, and delivering separate documents which contain the necessary information is adequate, as long
as the information is easy to locate and extract. In particular, diagrams are preferred to text descriptions or lists, as they can be more
easily utilized during the workshop.
Pre Engagement Survey Questionnaire Review
Once the customer has returned the information, the Consultant and Engagement Manager should review the information confirming
that all the critical information is there. Critical information includes the information necessary for customizing the presentations.
Pre-Engagement Kickoff Teleconference
The kickoff teleconference should take place one to two weeks prior to the scheduled kickoff delivery.
Prerequisites
Customer has expressed plans for a migration to EOP within the next 12 months.
Purpose

Introduce all team members.

Review the goals and format of the engagement and workshops.

Gather initial information about the customer’s anticipated secure email gateway migration concerns.

Talk about target audience of IT technical decision maker (TDM), and verify:

o
Customer has in-house resources or a partner.
o
Schedule aligns with participants’ availability.
Coordinate and communicate the initiation of the onsite activities.
Participants
Ideally, all key engagement participants should attend the kickoff call so that everyone has the same base information and understands
the goals. This provides for a more efficient delivery and avoids repeating information, goals, etc. If all intended participants cannot
attend, there should be representation, at a minimum, from the core areas.
Overview
Introductions
All customer team members provide a short introduction including:

Who they are.
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
Their role in the organization.

Their role as part of the engagement.
All core team members should also introduce themselves and their roles in the account and as part of the engagement.
Explain the goals of the engagement
Review the goals of the engagement, the workshop format, and the participation requirements. The activities should be arranged so
that the people with knowledge about the environment are present during the workshops.
Gather requirements
At this point in the call, you should ask for information about the primary goals for the engagement, the business drivers, or problems
that we are looking to address.
Pre-engagement questionnaire survey
Inform the customer that a pre-engagement questionnaire will be sent to gather more information about the environment, and that it
must be completed and returned before the engagement begins.
Activities coordination and wrap-up
Before ending the call:

Plan for the next steps, including the project initiation date and readiness to do a limited production pilot.

Confirm the site and participants of the project kickoff and the on-site kickoff and first workshop.

Identify the person who should receive the questionnaire and set up a confirmation date for the questionnaire completion.
Engagement Resourcing
The project team for running the engagement should be kept small to reduce cost and impact. Workshop presentation and templates
have been created for all activities to reduce documentation efforts, but the content requires updating to match customer requirements.
Resourcing Scenarios
Typical resourcing by type of engagement includes:

Account Sales Executive.

Account Manager.

Engagement Manager.

Consultant.
Phase
Sales
Resources
Services Sales Executives
Account Manager
Engagement Manager
Consultant
Pre-Engagement
Engagement Manager
Consultant
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Engagement
Consultant
Closeout
Services Sales Executives
Account Manager
Engagement Manager
Consultant
Roles and Responsibilities
Role
Role Description
Account Manager
Identify opportunity, position benefits of the workshop with the customer, attend engagement closeout,
and help with the follow-on proposal.
Engagement Manager
Responsible for stakeholder management, single point of contact to the customer for escalations, billing
issues, contract extensions, project status, and overall engagement, financials, and risk management.
Consultant
Responsible for conducting the engagement, working with customer to execute the tools.
The Consultant provides technical oversight and leadership for all aspects of the project.
Certification Requirements
In order to deliver EOP Deployment Planning and Pilot Engagement, the engagement delivery consultant must meet the requirements to
deliver an Lync & Exchange Deployment Planning Services (EOP Deployment Planning and Pilot) engagement. One must successfully
meet the Certification Requirements to become L&EDPS certified.
It is highly recommended that the consultant has directly delivered EOP migration projects in the past prior to delivering this POC.
Additionally the consultant must be fully aware of the provided content for proper and efficient delivery.
Technical Skill Requirements
The skill sets that are listed in the following table are recommended for members of the delivery team, so that they can successfully
deliver this engagement.
Product
Required Skills
EOP Deployment
Deployment knowledge of cloud solutions and secure email gateway concepts.
Deployment
Understanding of EOP deployment options and requirements.
Secure email gateway
concepts

Anti-spam technology.

Email content filtering.

Antimalware solutions for messaging.

Enterprise messaging policies and compliance concepts.

Basics of data loss prevention and message encryption.
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Engagement Execution
Preparing for the engagement
Prior to engaging with the customer your execution team must carry out selected readiness activities to ensure a smooth delivery to the
customer. Key readiness activities are listed below:
Activity
Details
Review complete
content package
Your team should customize this content to add your own organization’s unique value and prepare
detailed discussion themes with each provide template to align with the customer industry and needs.
Perform the lab
exercises
The EOP Deployment Planning and Pilot Engagement provides instructions for lab execution. It is
recommended that you download the step by step guide and setup a working lab environment as a
means to learn the labs and to provide demo at the customer site.
Review Readiness
Content
Review the readiness content as outlined in the readiness resources section of this delivery guide.
Program Execution with Customer
The EOP Deployment Planning and Pilot Engagement is a prescriptive offering detailing the activities to be carried on site with the
customer. You have flexibility to adjust the agenda to meet unique customer demands however the core sessions and limited
production pilot are expected to be executed with the customer.
The workshop content and limited production pilot are to be shared directly with customer, following your own customizations.
The engagement content is designed to be delivered in the prescribed order. If the customer delivery requires additional or alternate
topic coverage utilize the time scheduled in the daily review/question time. The following is the recommended delivery schedules for
this engagement, assuming a working day of 9:00 AM – 6:00 PM. Leverage the matching workshop or lab content and presentation to
deliver each session.
Engagement Offering Agenda
Agendas listed here are examples and should be replaced with actual agendas as defined by your program.
Describe your offering here. A high-level description of the program goals and deliverables is sufficient for this introduction.
Day 1 Agenda
Time
Topic
Description
9:00 AM
Intro/Kick-off
A review of the workshop and our goals.
9:15 AM
Understanding the environment
Understand the solution environment and review
the responses to the pre-engagement
questionnaire.
10:00 AM
Requirements gathering
11:00 AM
Break
11:15 AM
EOP Technical Overview
Understand the core technical features of EOP
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12:30 PM
Lunch
1:15 PM
EOP Technical overview (continued..)
3:00 PM
Break
3:15 PM
Deployment planning
Discuss the various deployment options and
identify the one most suitable for the customer.
4:45 PM
Solution alignment
Ensure that customer requirements are correctly
mapped to various EOP features.
Day 2 Agenda
Time
9:00 AM
Topic
Preparing findings and
Description
Deliverable to the customer
recommendations
12:00 Noon
Discuss the findings and recommendations with
Debrief
the customer
12:30 PM
Lunch
1:15 PM
Limited production pilot
Deploy EOP in production environment for a
limited set of users.
5:30 PM
Review by customer and partner resources to
Pilot status check
check the status of the limited production pilot.
Day 3 Agenda
Time
Topic
Description
9:00 AM
Limited production pilot
Continue from day 2
5:30 PM
Debrief and conclusion
Summary of the three day activities and
discussion of future plans based on Findings and
Recommendations document.
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Engagement Closeout
Delivery Completion
The EOP Deployment Planning and Pilot Engagement is completed when you conduct the final presentation. This presentation should be
attended by the Business Sponsor and the key stakeholders, with the following agenda:

Review the project scope, goals, and discuss the engagement output – utilize the Findings and Recommendations document.

Gather feedback about the how the engagement was delivered and about this workshop.

Discuss next steps and other follow-up activities.
The Findings and Recommendations document should be handed to the customer during this presentation. Any working session
summaries should be provided within 1-2 days of completion of the engagement.
Completion Report
Upon completion partners must submit a completion report through the Lync and Exchange Deployment Planning Services site in
addition to the existing Lync and Exchange Deployment Planning Services requirements. Complete the “InfoPath Completion Report” on
this page. Note that this is the same report used for all engagement types.
Tip: Use the “InfoPath form” link on the InfoPath Completion Report page to open the form for entry to get started.
Submission
Once the content is complete and validated, use the form’s submission feature to submit the form along with a copy of your “Findings
and Recommendations” documentation that you provided to your customer to complete the required delivery submission.
Proposal and Roadmap
Approximately one to two weeks after the workshop a proposal should be presented to the customer, which includes

The roadmap for future work that was developed as part of the workshop.

Suggested offerings that could aid the customer.

Pre-Sales estimation proposal for cost of work.
Best Practices
During the closing day a core team could be formed to work towards developing the close out proposal and roadmap. The core-team
could include the onsite Consultant and Pre-Sales Architect.
Engagement Support

Information related to various support options are available at this link http://technet.microsoft.com/enus/library/jj723132(v=exchg.150).aspx

Implementation Project Manager: This program is available in available in selected regions. The Implementation Project
Manager will engage with customer’s IT administrators or deployment partner for between 8 and 40 hours (depending on
complexity) over a period of up to three months to help you configure and optimize the Exchange Online Protection. To learn
more about this program please contact your account executive.

You can also leverage your partner account contacts for general offering questions.
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Training And Readiness References
Technology-Specific Resources
Exchange Online Protection Resources
Exchange Online Protection technical overview
Exchange Online Protection Service Description
Exchange Online Protection Overview – TechEd 2013
Frequently Asked Questions
Refer to the FAQ document delivered in the EOP Deployment Planning and Pilot Engagement content package.
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