Selected work
Turning an information-protection gap into an enterprise decision
At Microsoft, I identified an information-protection gap for an enterprise customer, connected it to emerging regulatory requirements and won the technical decision for an expansion to full Microsoft 365 E5 through direct CIO engagement and a focused demonstration.
Context
As a Microsoft Technical Specialist, I supported a portfolio of approximately 50 named enterprise accounts across security, compliance, identity and modern work.
During a regular quarterly meeting with one customer’s CIO, I raised the implications of a newly announced regulation affecting the organisation’s industry. Although the customer already used Microsoft 365 E3 with E5 Security, its existing capabilities did not provide sufficient visibility into potential data leakage or the information-protection controls appropriate to its risk profile.
The relevant capability gaps included consistent ways to classify and protect sensitive information, apply markings such as watermarks, manage retention and records, support advanced eDiscovery and gain greater visibility into potential insider risk.
Decision
I connected the regulatory development with the customer’s technical position and recommended expanding to the information-protection and compliance capabilities included in full Microsoft 365 E5.
I then arranged and personally delivered a focused demonstration for the CIO. Rather than discussing licensing in the abstract, I showed how the relevant capabilities could address the risks we had identified.
The technical case was won within a few weeks of the demonstration.
Outcome
The customer decided to expand from Microsoft 365 E3 with E5 Security to full Microsoft 365 E5.
This was one example from a broader portfolio in which I owned technical workstreams across complex enterprise buying decisions and contributed technical wins in seven-figure agreements, including €1M+ multi-year E5 deals.