Corporate Sales Collective | Partner Edition

About the Event

As customers accelerate their Frontier AI transformation, security can no longer be a point conversation.

This session supports partners in building a Security Champs Center of Excellence-aligning Sales, Pre‑Sales, and Technical teams around a common security narrative, repeatable plays, and Microsoft‑aligned execution.

The focus is on helping partners move from individual expertise to scalable capability, enabling consistent end‑to‑end security conversations across the customer journey. Attendees will learn how to position security as a foundational enabler for AI, leverage Microsoft programs and resources effectively, and build confidence in security storytelling that supports execution and pipeline growth.

Seats are limited-early registration is encouraged to secure your place.

Refreshments will be provided.

Event Details :

Partner Event

Wednesday, 15th April

8:30 AM - 1:00 PM AEST

In‑person, interactive

Microsoft
Melbourne office, Room Coffey

Partner Event

Wednesday, 16th April

1:00 PM - 4:00 PM AEST

In‑person, interactive

Microsoft
North Sydney office, Room Magari

Registration Form

Secure your place on the starting grid. Complete the two-step registration now.

Who should attend

This program is designed for partner teams directly influencing security pipeline and customer outcomes.

Partner Sales Professionals who own customer conversations and are responsible for translating security priorities into an active pipeline.

Pre-Sales/Solution Architects who shape solution design, align Microsoft Security capabilities to customer needs, and support deal progression.

Technical Specialists (Security-Focused) who work alongside sales teams to deliver security engagements and strengthen customer confidence.

Session Overview

Section	Details
Understanding the Customer Journey & the Frontier Firm Narrative	How to introduce the Frontier Firm concept, link it to customer business outcomes, and frame security as foundational to becoming a Frontier organisation.
Discovering & Qualifying Security Needs (MCEM Stages 1–2)	Using structured discovery and qualification questions to uncover customer challenges in identity, data, devices, cloud, and regulatory pressure.
Positioning Microsoft Security & Partner Value (MCEM Stage 3)	How to articulate Microsoft’s integrated security story, explain risks of partial SKU deployment, and confidently position Defender, Purview, Entra and mini‑bundles.
Accelerating Execution with Partner Services, Programs & Resources	How partners bundle services, drive adoption, and use Microsoft tools (Business Case Builder, Demo Experience, Learn, Partner Skilling Hub) to grow pipeline.