Microsoft in Healthcare

hey guys and welcome to the show I have three guests today kind of unusual usually only one and they're gonna talk to us about Microsoft technology in the healthcare industry we're gonna focus on surface and some security stuff but this is gonna be a lot of fun so sit back relax and enjoy the show [Music] [Laughter] [Music] hey guys and welcome to the show today we're gonna talk about Microsoft in the healthcare industry kind of neat I've never had this many guests and I'm kind of excited about it I've got Ben Smith Tony Sims and Matt Goggin with me hi guys hey Lex hey Lex hey Lex are you guys ready for this cuz this is gonna be fun [Laughter] all right well what I thought we would do is just have a general conversation about you know Microsoft and what we're doing in that space I know we have some topics that that we want to cover a surface proactive approach to security device security cyber security and endpoint protection I don't really care which one of those we talked about first who wants to start hey this is Tony I'll uh I'll go ahead and start and kind of try to level set us on on kind of what we're seeing in the cyber security space and kind of how Microsoft's addressing it okay awesome all right so you know if you've worked in the cyber security for a while you're probably going to be you know familiar with these concepts but if you're not familiar with the changes that have occurred and say the last I don't know five or six years it's pretty different than it was say ten years ago 15 years ago in cyber security when the first thing I always bring out is cyberspace is a battlefield and where that comes from is we are now dealing with not only just hackers and script kitties and somebody trying to make money but we're also dealing with nation-state attackers and a lot of these folks are coordinating their efforts across both their political realm as well as the cybersecurity realm as you've seen in the US over the the last say four years as we've been discussing things in the election and this impacts healthcare as well so if we look back at the wanna cry attack that occurred a few years ago that was essentially a nation-state type of attack that impacted the the United Kingdom's health system pretty pree in a pretty devastating manner so this is definitely a battlefield that we're all working on and some people know it and some people don't we know that cybersecurity skills are in short supply there's just not enough of cybersecurity professionals out there as you can tell by the video I've been doing this for a few years and been around for a few years and it reminds me of the days in the late 90s mid to late 90s when we didn't have enough information technology professionals to go around and now what we've got is this issue with cybersecurity professionals and it's it's across every country and in every region and every industry and healthcare tends to be a little bit underfunded in a lot of cases and so they definitely don't always have the the personality to meet the requirements and then we know that anything can be hacked it's if you keep up in this space it's really interesting it's kind of fun to read it's kind of like a little mix of James Bond and and I T at the same time but if you look at that through a healthcare lens that could be an infusion pump that could be attacked it could be a pacemaker that could be attacked it could be some other medical instrument or it could just be taken the hospital offline so so really it's not just about windows it's not just about pcs it's about really anything that's connected so you have to think about security when you're buying a new connected device whether you're a healthcare person or a consumer yeah you know it's it's interesting that you mentioned that because I would say that you know most people don't think about it right but when you think about a hospital and all the IOT style devices that are there it's almost like you know it's on par with a factory right with all the robots and stuff to build cars and all sorts of stuff you've got a ton of devices in a hospital that that are connected and that because of the fact that they are connected are vulnerable to any type of attack really right yeah the hospital is IOT before IOT was cool they you know all these devices have been connected for for really decades and pulling telemetry data which is great because that's what allows us to have this awesome healthcare the problem is a lot of these devices are legacy some of them are running really old operating systems and it's pretty easy to knock them over from a technical perspective and really cause some some negative impact yeah but they're safe they've got a firewall right that's right yeah I joke about that a little bit but you know the sad part is is that there are a lot of people that think that way right right and and we're starting to see people come around to this concept that you know if you've got a flat network in a hospital and now you let somebody just plug into your network you potentially have opened up an opportunity for something bad to happen yeah you know as we just kind of continue to build on this concept you know bad actors are always coming up with creative ways to attack organizations and they tend to do to pass one lowest hanging fruit easiest cheapest way to do it and then the sophisticated attacks and healthcare unfortunately we tend to see the more commodity somebody didn't patch something so I'm gonna going to attack through that method but but they are very creative in in these attacks and well one thing gets fixed they will always look for something else and then as we talked about with the devices out there you know it's a broad surface there's hospitals well and we think hospitals when we think healthcare but honestly it's hospitals it's healthcare and health insurance companies which we call payers which tend to be a lot like a financial services company and then you got pharmaceutical people and that's the one that should say life sciences that's the people that that are different in the health qsr healthcare space because they actually have folks that travel to other countries they have facilities in other countries and some of those countries are not exactly friendly from a cyber security standpoint and so it makes it difficult to how do you secure that digital estate when the perimeter is no longer in your four walls but it's anywhere that that pharmaceutical rep or that salesperson or that representative goes in the world yeah yeah that's interesting and you know one of the things that you mentioned is that those devices aren't necessarily running the latest and greatest software or / firmware how do we protect devices like that yeah yeah as we you know as we get into you know further into this there's multiple layers of protection that we provide so when we think about it from a from a Microsoft perspective you know what we look at is are there ways that we can leverage the telemetry within the platform can we leverage the intelligence that we gather from protecting our environment and protecting all the different things like office 365 Xbox all these different organizations out there and how can we leverage that information to better protect you know everybody that consumes our software and uses our software which is a large footprint a lot of these numbers are kind of out of date they're actually a lot lower than they are today they just released some new statistics a couple of days ago I won't go through all these but just see that there's a lot of telemetry data that comes into Microsoft and we use that telemetry data not debt just to detect threats but also to build intelligence that we can then use to share with other organizations that are using Microsoft technology to better protect them so an example would be if I see a piece of malware in Asia and its detected in office 365 that could then be protect that detection could be protecting a surface device running in a hospital in Kentucky let's say so this built-in intelligence becomes really important as we look at at protecting and then when we think about protecting you know devices and we're going to spend a lot of time on devices here in a minute myself and Ben will talk about it but when we think about Microsoft is a threat protection platform we really focus on on five things but I tend to drill into three things and and those five things are identities endpoints user data apps and infrastructure but what I tend to focus on is identities endpoints and data because in the end that's what we're really talking about the other stuff is kind of on the peripheral but when I started thinking about the way attacks occur they're usually going to hit an endpoint because if I compromised your endpoint guess what I can get to those infusion bumps and they're in a lot of cases looking for user data because that's where the money's to be had right that's where we find patient files that we can then monetize and then identity tends to still be the number one threat vector that we see so when they fish you they're trying to get your credentials because if they get your credentials they can then get into the network so this is the way we frame that protection inside of Microsoft and so what we're trying to do is build this infrastructure that's easier to protect by leveraging intelligence and by leveraging automation and then as we continue to to look at these threats we want to make sure that at the same time we build user centric focus around the security so we want to be low impact to the user but provide the security team was something that they can count on to protect their their organization because if what happens is if you don't make it user friendly users try to get around security because they can't do their job so they're gonna try to go around security and now they're working in conjunction with the attacker even though they don't mean to be and just to kind of tie off on this concept and to be really specific now because you asked a very specific question how do we you know protect this and this is really our threat protection stack and what it looks like it starts at a very low level with our technologies down at the bottom like defender advanced threat protection and cloud app security and some of those tools but it builds up into our latest release which was the azure Sentinel product which is a security incident and event management system or information and event management system now the thing I don't have on this screen I guess I should have sense of this conversation we're having today is a surface device and so as we think about a surface device and we think about securing it from a Microsoft perspective a surface device lights up all the security features within this Microsoft threat protection platform so it's not that our other OEMs are not doing great things with their platforms but I know that if I go by a surface device I know that every switch for security that I can switch is available on that device and I know that the hardware will support it and I know that it'll be supported by the ecosystem so that was kind of a whirlwind through through Microsoft security but hopefully that that help level said it yeah Tony that was awesome thanks for that you mentioned the surface device so I know Ben wants to talk about that so Ben you're up bud oh great and thanks to me that great handoff so actually Tony and I work together quite a bit so it worked out great so talking about the surface device just a lot of people think about a surface device it's just another computer right it's just like any other computer out there any other end point a lot of times we use general terms like endpoints but I'll say a surface device is really unique it's not just another endpoint and a lot of times when we talk about Microsoft 365 we've referenced it as the last mile right so you can have you can make an investment in Microsoft 365 for more collaboration stacked or a security stack but if you're not realizing any of that on the device itself it's it's really kind of a wasted investment so can we bring that functionality and those capabilities all the way down to the end-user and do you think about surfaces it's not really designed to focus on the device itself it's cool it looks great it's definitely a sharp looking device it performs really really well but the whole idea behind surface devices is we want to use an endpoint or the this last mile to actually make the technology or the actual hardware disappear from the end user and that they can get directly into their work quickly get it accomplished efficiently and that you don't have to do any sort of major issues you just it just works all the time and as far as security goes you know like Tony was mentioning kind of the model that we have security at Microsoft is at the center of all of our architecture and our engineering across all of our solutions whether it's a cloud service or whether it's a piece of software that you might run on-premise or it's even our hardware devices and specifically with regards to surface devices you know we look at you know and we make recommendations as well to our OEMs that we want to highly secure Windows 10 device and we have a model that goes along with that it's it's at basically a cybersecurity reference architecture for hardware it can be applied to endpoint devices like computers IOT sensors that we talked about kind of anything that's connected and within surface devices specifically we look at this as a tiered security model and we always talk about defense-in-depth and what does that mean I've been doing security for a long time as well as hardware and we talk about like the different rings and that perceptual you know if we can build multiple walls and mole motes that it makes it harder to get to the core or the castle that we're trying to protect and from a surface design perspective we you know we want to look at protecting the hardware itself the firmware and the software and we use that in a combined model to make sure that the devices is protected as it can be the other thing I'll say about that is it's not static if you look at a lot of the OEM devices that are out there today or even you know other night non-microsoft devices the device when you buy it is pretty much as it's going to be throughout its entire lifecycle it's not going to necessarily become more secure it might become less secure over time as exploits her or found and discovered and implemented but the thing about surfaces it's the only device in market that actually performs and is more secure at the end of its lifecycle than it is at the beginning what I mean by that is we are constantly working with the windows group to release updates from the hardware respond decide if we're talking about firmware or the drivers or how we interact with windows being able to turn on features like Windows hello and things like that and just improving that is that when you see that like let's take a surface pro 4 device if when it came off the line it performed at a certain point but at the end of its life cycle it actually performed better than it did day one and it's in surface is the only device in market that you can say that about so going kind of back to that tiered model and with the other things we look at it from you know layering of independent defensive sub components and that really gets some of the idea of you know you could have an attack and it may be intercepted or may be detected but you need to have a different layer and you need to have those those systems you know we used to think about you know as long as I have antivirus I'm good and that's good enough right cuz I'm gonna have threats I'm gonna do something I'm gonna you know get a virus or something but attacks are much more complex and it can be down now to the level of social engineering right so how do we protect users from themselves and you know all kinds of the safeguards that we put in and that gets into those multiple independent defensive sub components that we have from the hardware all the way to the operating system and then again like I said mitigating constantly changing a threat landscape which it is constantly changing and in healthcare specifically one of the things that we see targeted quite a bit is you know people don't think about a lot of times but we do take electronic payments so we face the same challenges that you might have around paws readers or point-of-sale readers and point of sale devices because we're storing credit card information or financial information for payment like Toni referenced we work with a lot of payers or healthcare insurance companies which actually have credit information on file on top of that obviously we had pH I or PII you know protected health information which we definitely don't want out there as well and hospitals are liable for that information so there's definitely a security focus but as Tony mentioned a lot of times we work with chief information security officers that basically promoted up through the organization that may have some training but aren't formally focused on maybe that that own you know security is it's only or their only area they may be a vice president of IT have eighty percent of their job doing something else in 20 percent on security with the staff of one person in two contractors and that doesn't change over from year to year regardless of what happens with them the landscape so from a Microsoft perspective what we're doing is weren't trying to protect our customers even in areas to fit gap or fill gaps where they can't provide those resources today and that's through software services and hardware and some of the things that Tony talked about and he can he's probably going to talk about a little bit more and I can get into a little bit later is how we take to all the services that we bring to bear from Microsoft and how we implement it in the way surface devices are actually used by our end customers and so I'm gonna I'm gonna kind of stop there and see lexa gee if you had any questions or anything you wanted to ask about what I've got yeah so they're you know as you were talking about that there was one thing that came to mind that that I think most people don't think about that you mentioned right and that is that you know you walk into I'm just from a consumer standpoint you walk into a Best Buy and there's 50 laptops there and they all run Windows and you probably aren't thinking about which one of those devices is more secure because you know initially in the consumer mindset hey they run window I'll get Windows Update you know out they'll run Windows Defender they'll all be equally secure but really the truth of the matter is that they aren't because we own the hardware and we can update the firmware on those devices and push security related fixes and and when you when you mention firmware a lot of people may not realize it but you know we've got TPM chips we've got all sorts of stuff that are hardware based on those devices that are important to keep it updated and and and so so you're right it can be an incredibly secure device especially when we're managing it end to end and you make a couple really good points you brought out there is so if you think about it even from a consumer perspective when you get a device and it's updating via Windows Update you know most people think you're just updating windows components or maybe you know Microsoft software components are coming via Windows Update but for surface devices we're actually patching firmware or updating firmware and drivers right through Windows Update so if you were let's say a consumer and you went bought a device the first thing it does when it comes out of the box or we call it the ubi or out of the box experience the first thing it's gonna do before it actually gives control the device after you first power it up over to the end-user it's gonna go out and check for updates that's buy-down right so as soon as you get a hold the device it's secure and the other thing that I think Microsoft was really smart about in the investment in security and not tying it to some like financial gain where a lot of companies do is we're really trying to protect the entire ecosystem right and we're trying to do what's best for everybody the consumer the commercial industry the different industries that we cover and one of the things about surface devices whether if you buy a consumer device that comes with Windows 10 home on it versus a commercial device that comes with Windows 10 Pro on it all of our devices ship encrypted right you were talking about TPM 2.0 and that we have already in the device but what we do is we use BitLocker and we already have the devices encrypted as they ship so a lot of times you know in end users are gonna say well I leave that's IT or especially the in scenarios where and I and I'll bring em Tony can talk to this as well as one of the the trickiest scenarios we have is our BYOD scenarios so where you've got consumer devices where people are bringing their own devices into a fairly secure environment like a hell care organization and it's connecting to corporate resources and it's not necessarily controlled by policy if you're using like classic Active Directory or System Center Configuration Manager because you may not be deploying those things to those personally owned devices but through like Azure Active Directory you know and and joining to your company through Azure Active Directory and then managing it with in tune and designating that device as a BYOD device we can still deliver all the layers of protection we're talking about without impacting it being a an own device by an individual versus an organization yeah and and one more thing to mention you mentioned in tune you know we can push policies via in tune and security isn't just about having the latest updates and firewall you know settings etc right a lot of that is is dependent on what we allow customers to do with those devices especially in a managed device environment so that's a great point no and absolutely into Tony another point that Tony made he still some of my thunder usually is that as we release updates for in tune or for azure ad around policies with different versions of Windows 10 before we even release those we make sure that all those features and functions will work on a surface device not just the current ones but ones that are maybe have been in market for a while so again you know we don't release anything that we ourselves can't consume and if you go back to the whole idea and the vision behind surface devices is really of you know what we wanted to have like a guiding light for our OEM partners and and just in general and say you know what is possible from an endpoint you know how can you how can it be so valuable as a component of the overall delivery of an experience and user experience with security and collaboration all the other things that you want to try to get done because people don't use devices for the sake of using a device right they're trying to get something done they're trying to run an application they're trying to get their job done or they're trying to do something in their personal life and if you make it so much about the device that the focus becomes the device that gets in the way of them doing what they need to do and that goes back the whole idea of surface devices are trying to be as transparent as they possibly can well being as performant as they can be in protecting the end-user in the organization for that matter yeah yeah great points hey Ben thanks for that that was really interesting all happy to do it let's hope he final yeah so I do have one question so we've talked about the environment right Tony did a great job describing the environment that you guys deal with especially in health care but I think the debt that description really applies to a lot of different environments and and Ben you know you talked about defense-in-depth you talked about the devices and managing the devices and making sure that you know you bought devices that were incredibly secure or that we could help you manage the security on but how does a customer tie that all together and if a customer needs services you know workshops training etc I think we have an agency that deals with that don't we yeah I think we do Lex and I'll take an opportunity to jump in there so thanks Tony and Ben for doing a fantastic job so I'll do my best to screw it up so I just definitely wanted to talk about you know you're talking about you know modern devices the modern you know environment that we face and Microsoft for those that aren't aware just recently modernized their support experience and so you know the premier is as some customers know what I call it Enterprise Service support right so you know that has undergone a radical change legacy premier as we know it debuted in the early 90s that is being retired and its replacement and only and essentially a name only because it's a completely new experience is what we're calling now Microsoft unified support and just to take a step back to just kind of cover some of the big differences between the two is initially we got a lot of customer feedback around our legacy support model number one it didn't really align with their budget cycles the cost projections was very difficult and again there wasn't a lot of services that enabled them like you were saying Lex to actually operationalize all these investments and as much as we would like everybody to put all their eggs in the Microsoft basket they either you know they have other technologies and things that they're working on and so this new model is called unified support and again it's really to help customers digitally transform right as far as digital services we want to make every business a digital business right and specifically in healthcare that's very important for the the keishon care experience and so just wanted to kind of dig into that just a little bit to share some of the changes that we've made around it and some of the benefits that Enterprise Service customers have by partnering with Microsoft to enable some of these amazing scenarios and again the more things become digital more they come online the more things are pushed to the edge the more security is going to be even more important than it ever was right and so again these things aren't new to IT so number one pressure right IT is traditionally a cost center right so cost justification return on investment is really critical right again how do the the teams and the customers themselves extract maximum value from the tools and services that they purchased right and then again how do they continually have an eye into the future to see what's coming down the pike to make sure that they're absorbing it appropriately and so those are just some of the key benefits and things that we target within the unified support model right and so again one of the the four pillars that we really highlight with customers is is as needed support so in the historical model we we did a lot of bean-counting right there was a lot of administrative overhead watching the meter to make sure because again if you went over that cost projection and sometimes that could be 12 to 18 months in advance you were gonna write a check right historically there could be situations where the Microsoft support agreement only applied to a certain subset of the entire IT staff right and so one of the big changes is we now have organizational wide coverage right so when you step into the unified support model you now have your entire organization covered for every piece of Microsoft technology in the stack that you own so that's a big boom obviously another thing is outcome-focused right so obviously you have all this stuff what do you want to do with it this agreement is really geared toward not just you know returning you back to a normal state but again continually adding and increasing the pace in which you roll out changes in features to your customers right a lot of folks now these days have a mobile device right they have their own personal devices they see the speed of change in which those things happen they want to see that and their enterprise workspace and when there's that lag that's where you get what we call shadow IT right and again you know obviously connection through digital experiences is of the utmost focus for pretty much every company especially in the healthcare space so I definitely wanted to touch on some of that and some of the things that you know Tony and Ben brought up so you know they initially talked about the wanna cry so I'm a Technical Account Manager I've got some enterprise customers and even though we did a really good job around posting some information on how to you know apply antidotes and remediations for some of these security threats that we face even with all that information out there some customers just had a comfort level with talking with somebody directly from Microsoft right so from a security position not a lot of people know that Microsoft is a huge player and the security space the amount of stuff that we do and isn't reported on is significant and so when customers partner with us from an NRI and enterprise security perspective they're tapping into that vast knowledge of resources right we have cyber security incident response on essentially on retainer for customers when these situations arise so they can come directly to our technical experts that deal with this stuff on a day to day basis and make sure that their environment as secure as possible and so we saw a lot of activity with our customer base around events like want to cry Pecha things like that just because the information is out there and Microsoft puts a lot of information out there sometimes customers especially in a security situation only want to know what they need to know so we definitely partner and assist customers through there so responding to real world events enterprise services Microsoft services whether it be you know unified support or consulting services and brothers work well together to prevent customers from being impacted from security events or unfortunate events that they are compromised to help them recover as quickly as possible another thing that you know Ben had talked about is you know from a low-hanging fruit perspective the the unified support model is set up phenomenally to really address these and so historically in the legacy premiere environment the assessment in which we do two things right we review your current state your health right and your risks or future state right those were individual line items and transactions that customers had to forecast on account for from a budgeting standpoint right and the new model we provide all of our customers all of access to all of our assessment technologies as part of their basic Rema right so customers can at a minimum continually get operational insight on their environment across the entire portfolio stack one of the exciting things around that assessment assessment piece is now we've started to branch out from on-premise to our cloud technologies so customers that have Microsoft 365 can get operational insight around their o 365 deployment their sharepoint online and teams and Skype to make sure that just because it's a cloud technology that they're not exposed so that's been something that's been huge another piece and again as somebody that's a formal technical guy that in a long lifetime ago technical readiness is always something that I'm laser focused in on right at the end of the day the technology can be as great as we make it but if we don't enable the staff to understand what that technology is so they can best deploy it in their environment to their standards then it doesn't really matter right and so one of the amazing things that's available and the unified support model is we've now opened up our entire portfolio our entire catalog of workshops that can be employed driven customer driven which is over 2,500 or about 2,500 line items that is included to the entire organization as well so as customers look to adopt some of these tech knowledge ease from office 365 perspective from an azure perspective from a dynamics perspective they can not only understand and partner with enterprise services to deploy that technology but in Vance they could upgrade the technical readiness of the staff that's going to be supporting and maintaining that technology not only at deployment but in the future so that's a huge huge change from the model that on the legacy premier to moving forward and then again we talked about the customers right so not every customer is a Cigna or an Aetna or of these huge scale companies that have five six a hundred you know ten thousand people that are in support right some companies are very small very cloud focused and their staff is completely compressed right and as we talked about before they might be wearing multiple hats and so there need to be secured is just as important as these larger companies but they don't always have the resources on staff to make some of this happen and so we definitely have resources available as part of some of our agreements within unified support to really enable that and we call those what we call them as the the support technology advisor and what that does is that partners with a customer to help deploy a specific workload to the cloud and so an example of that could be as a customer is moving you know they finally invested in Microsoft 365 they're looking to deploy a critical workload and move something like exchange so mail is a commodity of these days looking to move that technology into the cloud but they're just not sure how to go from knowledgebase articles and technical documentation to really lighting that scenario up right and so these resources that are available now allow them to partner directly with Microsoft technical experts to help guide and plan that journey based on the customers security requirements to those cloud technologies and so just wanted to take a break there actually before I do that and one other thing that you know Ben with the surface device kind of blending into the hardware or into the background I should say when customers do partner and decide to deploy surface devices they have the benefit of leveraging that Enterprise Services Agreement so not only can they get support around their enterprise software but the same number they call the same benefits that they get extended from their software investment then covers their hardware investment as well from one person right so one one Support Agency supporting both their hardware and software with security being of the utmost importance yeah that's really cool we I'm in pub SEC so I really haven't had a lot of experience with unified support but it sounds like it's great thanks for that Lex and I just wanted to dig a little bit deeper around the support technology advisor because I'm a huge fan of this and not only am I a huge fan of this we're seeing explosive growth with our customer base and the workloads and the focus is continue to expand specifically around security so there's going to be some real exciting things that align with some of our announcements in terms of Azure security security center and things of that nature but identity and security is an area where we're seeing a significant demand for this resource so I definitely wanted to just kind of jump in and at a high level kind of talk about this so as you can see on the slide assess define and attain an outcome is really the focus of the support technology advisor and what do we mean by that so I'm just gonna go over the workloads available to a customer and so as you can see right here messaging is obviously one but you'll see EMS so customers that understand the the value behind multi-factor authentication right so information protection or just deploying the enterprise mobility suite right customers see the value they might already be licensed for the value but they just don't have those resources on hand to really extract that value this is where the support technology advisor really comes in and shines it's very laser focus so they might have additional enterprise services resources they have partners engaged they might have our consulting services involved in this but really this resource comes in and just laser focus on enabling a specific outcome for the customer and kind of a controlled environment and so again I personally had this with customers I refer to myself as a team zealot so that's been where our focus was and that was been a significant success with our customer but we are getting significant feedback around the security itself and so the engagement itself is really kind of broken down but one of the beautiful things of it is is there's actually some digital collateral that we produce in conjunction with the customer and so it really kind of comes in a phased approach so the first phase is we really kind of conduct a knowledge transfer for the customer right so we really kind of dig in and provided a two maybe three hundred level understanding the fabric of the technology that we are laser focused in on and so from our instance that I'm thinking of we talked about teams right so we understood under the covers the o365 groups we talked about the security elements right because it's built on that security platform that is office 365 and then we talked about outcomes right here here's what this could look like in your environment the next thing we did is we met and talked with the customer to get to know their specific environment tell us about your security challenges tell us about your security posture tell us how you run your business right this isn't Microsoft coming in and saying you will do this and you should do this it's hey customer tell us how we can come to you to better understand your environment right we partner with them we review that documentation and then again from there we partner with them to create a digital job aid or some collateral so at the end of the engagement the customer is able to deploy the technology on their terms based on their security position right and so that really kind of changes the conversation around hey Microsoft is gonna make us change the way we run our business to Microsoft is going to come in and partner with us strategically to enable this workload this outcome based on our specific environment based on our specifications through conversations right it's not just a lot of we're gonna talk to you through a slide deck it's a lot of dynamic conversations between the customer stakeholders and Microsoft to really enable that outcome something I'm very passionate about and again as I mentioned before security is an area where we're seeing explosive demand and growth in this offering yeah absolutely that was awesome thanks Matt that's that's killer dude yeah glad to talk about it yeah okay so guys listen thank you so much for being guests on the show today all you did incredibly fascinating presentations wow that what a great show I need to do multiple guests more often listen thanks again thank you for for doing this for us and guys without further ado that sure tastes a premier thanks Lex

Channel: Taste of Premier

Views: 194

Rating: 5 out of 5

Keywords: Microsoft, Premier Services, Healthcare, Surface

Id: kVP2LRdTGmc

Length: 39min 29sec (2369 seconds)

Published: Mon Jun 03 2019