Federal Account-Team Pitch Track¶

Comparative positioning note. This document is written from the perspective of Microsoft Azure, Cloud Scale Analytics, and CSA Loom. Any description of third-party or competing products, services, pricing, or capabilities is derived from publicly available documentation and sources believed accurate at the time of writing, and is provided for general comparison only. We do not claim expertise in, or authority over, any non-Microsoft product or service; the respective vendor's official documentation is the authoritative source for their offerings, which may change over time. Nothing here is intended to disparage any vendor — where a competing product has genuine advantages, we aim to note them honestly. Verify all third-party details against the vendor's current official documentation before making decisions.

Tailored variant of the pitch deck for Microsoft federal account teams (account exec + technical specialist).

What differs from the standard pitch¶

The standard pitch is audience-agnostic. The federal variant emphasizes: - FedRAMP High inheritance - ITAR considerations - CMMC L2 / L3 readiness - CNSSI 1253 control mapping at IL5 - HIPAA BAA scope in Gov - StateRAMP applicability for state customers - Federal procurement timeline + Azure consumption commit options

Federal-specific slides (replace standard slides 6, 14, 15, 19)¶

Replacement slide 6 — Federal deployment paths¶

Path	Federal fit
`azd up` CLI	Most federal platform teams have CLI workflows + custom CI/CD
Deploy-to-Azure button	Federal architects evaluating in customer-controlled subs
Marketplace Managed App	Deferred to backlog — federal customers prefer customer-managed deploy anyway
Microsoft federal CSU engagement	Recommended for IL5 v1.1 promotion + 5-day workshop

Replacement slide 14 — Federal customer value¶

Audit-boundary alignment — per-boundary .bicepparam matches FedRAMP High / IL4 / IL5 cleanly
No publisher persistent access — customer-managed deploy default; no Microsoft access to federal subs post-install
Sovereignty controls — all controls in customer's tenant; HSM keys customer-managed at IL5
Forward to Fabric Gov — when Fabric GAs, OneLake shortcut + 1:1 artifact port; zero rewrite
Free in v1 — no procurement friction; no pricing model lock-in

Replacement slide 15 — Federal cost framing¶

CSA Loom IP free in v1
Customer pays only for Azure consumption underneath (~$3-5K/mo Commercial baseline; +10-25% in Gov-H)
Eligible for MACC (Microsoft Azure Consumption Commit) where applicable
No annual Loom subscription; no per-user licensing; no per-data- volume fees

Replacement slide 19 — Federal Q&A (top 5 likely questions)¶

"How does this work with our ATO?"¶

Per-boundary documentation in docs/fiab/compliance/ is structured for audit teams. NIST 800-53 r5 control mapping, CMMC L2 / L3 extension, HIPAA BAA scope, ITAR considerations — all per-boundary.

Customer's SSP (System Security Plan) can incorporate Loom components by reference. We provide: - Per-component compliance attestation - Per-boundary .bicepparam showing what's deployed where - Sentinel rules that satisfy NIST 800-53 SI-7 / AU-6 controls

"What about IL6 / Top Secret?"¶

Out of scope. CSA Loom is not authorized in Azure Government Secret. Customers with IL6 / TS requirements should engage their sponsor for separate ATO; potentially deploy a sister Loom-Secret project (not on the v1/v1.1/v2 roadmap).

"How does Defender for Cloud AI Threat Protection work in Gov?"¶

It doesn't — Defender AI TP is Commercial-only. Loom ships a manual SOC pipeline (Microsoft Sentinel + Content Safety log wiring + self- hosted Presidio for PII) that gives equivalent visibility. See Defender AI workaround.

"Can we use Loom in our existing GCC-High tenant?"¶

Yes. gcc-high.bicepparam deploys against your existing Azure Government subscription, using your existing M365 GCC-High tenant identity. Multi-sub mode supports your existing per-agency subscription pattern.

"What about CMMC L2 / L3 attestation?"¶

Loom contributes to multiple CMMC practice families (AC, AU, CM, IA, IR, MA, MP, RA, SC, SI). Customer is responsible for full L2 / L3 attestation including workforce + personnel security practices. See CMMC 2.0 L2 extension.

Federal-specific use cases to reference¶

Use case	Audience
Federal Data Mesh	Multi-agency federal departments
Multi-Agency Onboarding	Federal CIO / shared services
Direct-Lake Replacement	Customers migrating from competing BI / analytics tools or Power BI Report Server
Sovereign AI Agents	Federal AI workloads under sovereignty constraints
Hybrid Fabric Commercial + Loom Gov	Federal customers with both Commercial + Gov estates

Pre-engagement homework (account team)¶

Before the federal account meeting: 1. Verify customer's current Azure Gov boundary (GCC / GCC-H / IL5) 2. Confirm Fabric availability in their boundary (currently Forecasted everywhere in Gov) 3. Inventory existing Synapse / ADF / Databricks / Power BI footprint 4. Identify primary compliance constraint (FedRAMP H / IL4 / IL5 / ITAR / CMMC L2/L3 / HIPAA / IRS 1075) 5. Pre-load slides + demo environment

Engagement timeline (federal sales cycle)¶

Phase	Timeline	Action
Discovery	Weeks 1-2	30-min pitch + qualifying questions
Architecture	Weeks 3-4	60-min deep-dive + live demo
POV	Weeks 5-8	`azd up` to customer staging sub; walk tutorials
Production planning	Weeks 9-12	5-day Cloud CoE workshop; architecture review
Production deploy	Month 4	Customer-led deploy; CSU support
Operations	Ongoing	Quarterly check-ins; Fabric Gov GA tracking

Federal stakeholders to engage¶

Role	Why
Federal CIO	Strategic alignment with Fabric direction + sovereignty
Federal CDO	Data mesh / governance + analytics modernization
ATO authorizing official	Compliance posture per boundary
Mission owner / domain lead	Per-domain Workspace planning
Federal procurement	Free in v1 + Azure consumption commit
Microsoft federal CSU	Workshop delivery + IL5 v1.1 promotion

Pitch deck — base deck this variant extends
Seller playbook — qualifying + objection handling
Battlecard vs Fabric
Compliance: Compliance index