Building a Cybersecure Future: Collaborative Solutions with Microsoft and its Partners in Conversation Philip Hebly

At Microsoft, we are fortunate to work alongside some of the brightest minds in the technology industry, and I find myself constantly inspired by their expertise and innovation. As someone driven by curiosity, I am passionate about sharing the value of their knowledge and experiences with the wider Microsoft Partner ecosystem. Through this new blog series, I hope to not only satisfy my own interests but also spark conversations about the societal impact of technology, the importance of security, and our collective purpose in shaping a better future.

I am honored to kick off this exciting journey with Philip Hebly, a Partner Development Manager at Microsoft with a specialization in security. Philip's dedication to ensuring a safer and more secure digital environment resonates with my own desire to create a positive impact on society.

In our conversation, we discuss the pivotal role that Microsoft plays in addressing security challenges, as well as how our partners can contribute to this shared mission.

Daphne: Let's start. Can you please introduce yourself? Why did you join Microsoft and can you explain your role in helping Microsoft partners develop their security practice?

Philip: My name is Philip Hebly. I've been with Microsoft for 1.5 years, and I have almost 10 years of experience in the cybersecurity space. I previously worked for Fox-IT, a well-known security service provider (MSSP) in the Netherlands and later for Dell Secure Works, a global MSSP with renewed focus on XDR technology. My role is to help partners prioritize and develop their Microsoft security efforts, ensuring they're well-positioned in the security ecosystem and provide services that benefit our mutual customers.

Daphne: So, Philip, you have a lot of experience in the cybersecurity industry, and you've been with Microsoft for 1.5 years. Can you tell us a bit more about how Microsoft is taking the next step in securing our society?

Philip: Yes, when I first started working in cybersecurity, Microsoft had a bad reputation. But over time, people became aware of the quality of the products that Microsoft was building up for security. Microsoft now is not only facilitating the detection and response to security incidents, but also providing the fundamentals to better secure our future society. This is reflected in the real end-to-end security offering that Microsoft currently offers and is further investing in.

Daphne: It's great to see the positive change in the way people view Microsoft's security efforts. You've been instrumental in growing the security partner landscape in the Netherlands with the transformation to the #MicrosoftCloudPartnerProgram. What are some key factors for partners to consider when working with Microsoft, and how can they prioritize and develop their security efforts?

Philip: The key is to be well informed about the Microsoft Security ecosystem and its development. Knowing your position as an expert partner, which area or solution play you specialize in, and the type of service you want to deliver to specific customers is crucial. Solution plays help to define the expert area you work in as a partner.

Security is a pretty wide ecosystem. We work in five different security areas with our customers, including identity and access management, defending against threats, securing everything in multi-cloud, data protection and privacy. It's important for partners to know what position they want to take in that ecosystem. A partner can take a breath approach or a focused approach. For a partner it is also important to consider whether they have or build expertise beyond just the Microsoft security ecosystem.

Daphne: Thank you for that great advice, I usually recommend following Microsoft Security on LinkedIn to partners for the latest developments. With the growth of the cybersecurity industry, what emerging trends do you see, and what advice would you give Microsoft partners to stay ahead in the market?

Philip: The threat landscape is intensifying and professionalizing, and we are seeing threat actors from the perspective of cyber espionage and cybercrime groups.

Actors have become more sophisticated as they run very professional and lucrative businesses for years already. State actors and financially driven hacker-groups start to overlap in several situations, and they operate with more precision to stay undetected. Supply-chain attacks, multi-stage extortions, and Ransomware as a Service show how the threat landscape has grown in professionalism and ease of accessibility.

On the defense side, we went from network security focus to endpoint security focus for the best decetion of security incidences. Integrating XDR ecosystems where identity has evolved as one of the most important assets to protect. Moreover, next-gen, cloud-based SIEM platforms offer great opportunities for more advanced detection mechanisms based on AI and ML models. Modern SIEM platforms also offer the opportunity to automate traditional human-operated processes that minimize the chance of human errors and maximize the efficiency and effectiveness of security operations.

I also want to mention developments around Data Security. In almost all cases of cybercrime and cyber espionage, properly secured data can form a very strong, last line of defense. Historically it has proven to be almost impossible for organizations to secure data in our digital estates, but current cloud technologies provide better capabilities to do so. Handling and securing data properly is also being enforced more and more by government regulations like NIS 2.0.

Daphne: Thanks, very informative. How can Microsoft partners leverage Microsoft's security offerings to differentiate themselves from competitors and provide unique value to their customers?

Philip: Microsoft's approach to building its security capabilities revolves around the zero-trust model and its principles, such as least privileged access, explicit verification, and assuming breach. Our partners can leverage these principles to create end-to-end security strategies for customers. Embracing the zero-trust approach will result in stronger, more resilient infrastructures.

I would encourage our partners to look at the entire portfolio, understand the different components, and how they can work together to create a comprehensive security solution for their customers. This will not only help them to differentiate themselves from their competitors but also provide their customers with a more robust and complete security solution.

Furthermore, by partnering with Microsoft, partners can also leverage our expertise, resources, and support to help them grow their businesses and deliver better security solutions to their customers. This includes access to training, technical assistance, and co-marketing opportunities, among other benefits.

So, in summary, by leveraging the Microsoft security portfolio and adopting a zero-trust approach, partners can differentiate themselves from their competitors, provide more comprehensive security solutions to their customers, and grow their businesses in the rapidly evolving security landscape.

Daphne: In my conversations with partners, I often find that they face numerous challenges, such as finding the right people and acquiring the necessary expertise. In your experience, what are the most common challenges partners encounter, and how do you assist them in overcoming these obstacles?

Philip: Firstly, the size, diversity, and complexity of customer security architecture can make it difficult to create tailored solutions. To overcome this, partners should invest in understanding their customers' unique requirements and build modular, scalable solutions that can adapt to various environments. The Microsoft security ecosystem provides valuable solutions in addressing this challenge.

Another challenge Security service providers face is staying up to date with industry developments and integrating them into their solutions and services. To address this, partners should dedicate resources to continuous learning and staying informed on the latest trends, threats, and technologies. Additionally, attending conferences, webinars, and participating in online communities can be valuable sources of information.

Lastly, training and maintaining motivated security personnel can be quite challenging. To tackle this, partners should invest in regular training, certifications, and skill development programs for their security teams. Additionally, fostering a positive work culture, offering competitive rewards, and recognizing achievements can help retain top talent and keep them motivated.

Daphne: That's quite insightful. I'd like to share a tip that could benefit your partners. I know of an organization called IT Vitae, which offers education to people from the neurodiverse spectrum, including cybersecurity training that incorporates Microsoft. If a partner is open to embracing diverse and dedicated talent, this organization might be an invaluable resource for finding the right people.

Philip: That's fantastic to hear, and I will be sure to pass along this information to our partners. Thank you for sharing, and for your support in helping our partners succeed!

Daphne: How can Microsoft partners successfully educate their customers about the importance of investing in cybersecurity and showcase the value of Microsoft's security solutions?

Philip: I'm glad you asked that question. For Threat Actors, legacy infrastructures, outdated systems, and traditional security controls are the easiest to bypass. Almost all breaches that take place could have been prevented by basic security hygiene, such as multi-factor authentication (MFA), least privilege access, anti-malware solutions, patch management, and data protection.

Fortunately, more organizations are aware. But they do not have the time or knowledge to define and execute an efficient and effective security strategy for their organization. It is a great opportunity for our partners to highlight customers that it is possible and within reach to better secure their digital estate. In many cases, a well-architected security strategy doesn't require higher investments. In Microsoft, we call that "Do More With Less." We have many case studies where we have achieved cost savings for our customers while increasing their security posture.

If customers are reluctant to transform their infrastructures and address security, we might ask what they think their "cost of legacy" could add up to when doing nothing.

Daphne: I appreciate your answer. I come from a time at Microsoft when fear, uncertainty, and doubt were well-known marketing tactics in our industry. I'd rather focus on awareness and educating our customers instead of scaring them.

Philip: Fear is not the right motivation to make changes. Organizations should have a well-defined strategy that involves strengthening their infrastructure, not only from a security perspective but also for other reasons. Transforming your infrastructure for better security is important but there are a lot of other reasons why that transformation is important as well.

Daphne: Yes, there already have been plenty of horror stories in the news. It is important to see customers protected. It is also becoming more political and impactful on society. I got a better understanding by listening to Brad Smith's book Tools and Weapons: The Promise and the Peril of the Digital Age. It is interesting to see what is happening in the world and learn about Microsoft's position.

So, let's move on to the next question: how does Microsoft support its partners in their efforts to grow and expand their security practices? Can you give some examples of specific resources and programs?

Philip: We have several programs available for our partners. One notable program is the Microsoft Intelligence Security Association (MISA), an international community that connects product groups to partners working specifically in the security domain. MISA members benefit from early previews of products, feedback opportunities, and updates on the latest developments in the threat landscape.

From a local partnership perspective, we offer support for partners in areas such as go-to-market strategies, solution development, and technical assistance. Partners also receive incentives for collaborating with Microsoft on go-to-market approaches, such as organizing workshops for customers.

Daphne: What role do collaboration and community play in the development of successful security practice, and how can Microsoft partners engage with other professionals in the industry?

Philip: Sure! There are several security communities both within Microsoft and in the broader industry. One example is the Dutch Security Meetup, organized by one of our partners, Wortell. Security is a tight-knit field, and many people in the industry know each other. We strive to foster a sense of community, as seen with the Microsoft Intelligence Security Association.

In the Netherlands, we've organized events like "Days of the Defender," where we gather trusted security partners to train on the Microsoft security ecosystem and share insights with each other. We also believe it's crucial to train commercial teams on security strategies and vision to better serve customers.

Daphne, as one of the connected figures in Microsoft Netherlands, are you aware of any security-related communities within the Microsoft partner ecosystem?

Daphne: Yes! Next to the Microsoft Most Valuable Professionals who are very active there is a Partner Community page, where our colleagues frequently share partner information and opportunities. Also our collegue Hans van Der Meer is engaging with many partners at Yammer Microsoft 365. It is also really cool to see what our virtual team of Ilse Parra, Julie van Loef, Tony Krijnen, Jeroen Jansen #SecurityLifeHacks and Ruben Koeze are doing with our Partners! Tip: Follow on LinkedIn!

Explore the new Partner Community??https://lnkd.in/e9aZ8sDE

Explore the Netherlands Partner Community ??https://lnkd.in/emtxNMFu

It's great to see partners with expertise connecting and collaborating. I keep an eye out for Bilal el Haddouchi who is building a community with practical and innovative Microsoft security tech blogs. It is cool to see how security is growing in jobs and the opportunities that brings.

Now, let's discuss the key performance indicators and capabilities you look for in partners. What are your most prioritized tracking mechanisms to evaluate a partner?

Philip: In Microsoft we primarily measure our partners based on associated revenue KPI’s. We measure this by registering CPOR and PAL claims in the Microsoft 365 or Microsoft Azure tenant of the customer. This way we can determine the actual Usage/consumption of the Microsoft security Solutions by the customer and associate that usage to a partner. Think about it, better security is better partner performance.

Moreover, we look at Specializations on top of the Security Solution Designation, we value execution on the Microsoft Incentive programs (workshop execution) and we aim for an active co-sell collaboration with our partners.?

Daphne: Thank you, I frequently share the?Partner associations playbook with partners to set these customer associations up.?

Can you share an example of a partner who is quite new in the security landscape and other partners who are doing exceptionally well?

Philip: Nedscaper is a young company that has grown to 50+ employees in three years. They focus on the Microsoft security technology stack and show their expertise through advanced specializations, supporting customers on a high level of expertise. Other examples are Fox-IT and Northwave, who are historically security service providers with a strong threat intelligence position and Incident Response practice. They have embraced Microsoft technologies and are successful in accelerating their growth. I believe their position in the market was already strong without Microsoft, but together we are even stronger and growing further.

Daphne: Thank you for sharing your insights with me and our partners!

I would like to extend my heartfelt thanks to Philip for taking the time to share these insights. His perspectives have indeed painted a vibrant picture of Microsoft's commitment to its partners and their collective contribution to a safer digital future. To all our readers, remember to stay informed, keep learning, and, as always, stay secure!