Play · MSPs and resellers
Sell governance with the deal
The proof of valueis the prospect'sown report.
Register the opportunity and quote it from the partner portal, then run discovery in the prospect's estate. The Shadow AI report and the first evidence pack are theirs to keep, and the reason they sign.
30 minutes. No commitment.
SOC 2 Type II attested · ISO/IEC 27001:2022 certified · HIPAA with a BAA · aligned to the EU AI Act and NIST AI RMF
- This play uses
- 01Discover
- 05Prove
Who
A reseller with a security practice whose customers are asking about AI risk, and a line card with nothing on it that answers them.
What happened
A customer's board asked for an AI usage policy and proof it is followed. The account team had nothing to put in front of them.
What's at stake
Losing the AI conversation, and the renewal with it, to whoever shows up with a real inventory first.
- 01Discover
Register it and quote it before you touch the estate.
Register the deal in the partner portal so the opportunity is yours, and build the quote from the same place. Reseller access to the prospect's tenant means you run the assessment yourself rather than asking them to. The partner program is the signup; everything after that is the motion.
deal registration · quoting in the partner portal · reseller access to the tenant
- 02Discover
Run discovery in their estate.
The endpoint agent and the browser extension go out through the prospect's MDM for the devices. If they run agents in Copilot, Bedrock, Vertex or Agentforce, the discovery connectors inventory those too. The registry fills with the AI tools and agents it finds, an owner on each, and its governance coverage, so the agents with no policy at all show up as dark.
Endpoints via the prospect's MDM · Copilot, Bedrock, Vertex, Agentforce connectors · coverage: enforced / governed / observed / dark
agent discovery · overview
- 03Prove
Hand over the evidence. Close on it.
The Shadow AI report and the executive view go to the buyer as their own findings: the tools in use, the personal accounts, the agents nobody registered. The compliance pack shows which controls they could evidence once policy is on and which are gaps today. The proposal is the distance between the two.
Shadow AI report · executive insights · compliance pack with gaps shown as gaps
insights · executive
- deal.register · Larkspur Logisticspartner portal · acme-reseller · registered to acme-resellerallow
- quote.create · 320 devices · Endpointspartner portal · acme-reseller · quoted from the registered dealallow
- ChatGPT · personal account · sessionendpoints · larkspur · ops-14-win · assessment · nothing blockedallow
- agent found · route-optimizerdiscovery · larkspur · bedrock · coverage: dark · no policy · in proposalallow
Illustrative entries in the shape the product writes them.
Products in this play
You do. The deal is registered to you in the partner portal and quoted from there. The customer's tenant is theirs; your reseller access is how you run the assessment and, if you choose, the service after it.
Run this play this week.
Free for your first agents and devices, live in about thirty seconds. Or walk through it with someone who has run it before.
30 minutes. No commitment.
SOC 2 Type II attested · ISO/IEC 27001:2022 certified · HIPAA with a BAA · aligned to the EU AI Act and NIST AI RMF