Academy Sessions

Page is regularly updated; sessions subject to change.

Cybersecurity Pre-Day Sessions, December 3

by: Jennifer Bleam

You probably have your antivirus, firewall, backup and disaster recovery offerings locked down. However, today’s cybersecurity environment calls for a lot more intensive product suite. We’ll go through everything you need to include from employee training to dark web monitoring. We’ll also cover how you should price the offering, including the margins you can expect.

by: Emalee Sugano

How do you generate leads and get people curious to learn more about your cybersecurity offering? Together, we’ll walk through the details of one of our most successful cybersecurity campaigns. We’ll show you how to position yourself as a security expert, as well as stand out from competitors that are trying to sell the same thing.

by: Nick Points and Jennifer Bleam

You’re accustomed to selling managed services, but how do you add cybersecurity to your sales process for existing customers, as well as prospects? How do you convince your current customer that they need this service that is above and beyond their existing all you can eat agreement? What Discovery questions do you need to ask to uncover painpoints? We’ll deliver the scripts to make this all very easy.

by: Dan Martin

Who is responsible for delivering your cybersecurity offering? Are you safer bringing on a third party or handling things in house? How do you bring your team up to speed to meet service expectations? This new offering wil require new expertise. Make sure your team is ready to deploy effectively.

CharTec Academy Sessions for December 4-6, 2019

Sales Sessions

by: Alex Rogers

Join everyone in the Main Training Room for the very first Academy session and discover what to expect for the next three days of intensive MSP training.

by: Nick Points

Identify the key elements that will help you build or perfect a more profitable agreement, and discover how your offering can enhance your competitive edge.

by: Nick Points

The number one thing our Members struggle with is pricing. Per user? Per endpoint? Server pricing? Desktop pricing? Vendor management? Gross margin? Unlock the keys to successful pricing during this session.

by: Nick Points

Before you set foot in a prospect’s office, there are a few things you need to have lined up. Are you using killer filler words to complete your sentences? Are you armed with global questions to carry on the conversation? Do you have simple diagnostic questions lined up that will cause the prospect to open up?

by: Nick Points

Closing the first appointment requires a whole lot more than you might think. Let us show you how to perfect your technique to get your foot in the door for that Discovery.

by: Nick Points

The Discovery is one of the most important elements of the Sales Process. Let us teach you how to dive a little deeper, and you’ll be one step closer to winning every presentation.

by: Nick Points

Understand how to effectively pitch your presentation and overcome common sales objections in the process.

by: Nick Points

Not all salespeople are created equal. How can you weed out the wannabes from the super stars? There are many things you need to do to find out if they’re serious candidates and can bring in the revenue you want. Once you’ve got them, see what it takes to not only keep them, but inspire them.

by: Nick Points, Rex Frank, and Dan Martin

After sales closes a deal, there is an inevitable transition into service mode. Is this where things start to fall apart for your company? Did sales overpromise and your services team is dreading delivery? Did your salesperson forget to communicate true needs with service and the team is flying blind? These two departments should work in tandem. We’ll show you how.

by: Jennifer Bleam

Cybersecurity is a tremendous opportunity for MSPs. But there is an enemy you must conquer before successfully selling cybersecurity solutions. This session will reveal the adversary, and give you 3 simple steps to overcome this beast once and for all. You’ll also learn the simple, next step to take AFTER you crush this enemy.

Operations Sessions

by: Rex Frank, Dan Martin, Kelsey Zeiders

When you first start your business you accept tickets any way they come in – cell phone, web submission, email, carrier pigeon. You can give your customers a lot of love this way, but it’s not scalable. When is it time to add a dispatcher to the mix? Who should that person be? Can it be a joint role? A longtime ARRC Service Coordinator will provide the tricks of the trade.

by: Rex Frank & Dan Martin

How well do your techs track their time? Is it an act of God to get them to enter their time on tickets? Are you in a state where you can pay based on time entry, or are you stuck feeling like real-time time entry is a pipe dream because it’s unenforceable. Knowing how your technicians spend their time is key to their compensation, your efficiency, and your profitability. We’ve cracked the code on time entry and will be revealing our secrets to you.

by: Jason Rivas

The DISC is not just your humdrum, run of the mill personality test. Many people come to us saying they’ve taken something like the DISC before, but rarely have they really taken the behavioral assessment that tells of your characteristic behaviors both on and off the job, as well as what motivates you to get the job done. We use the DISC in our organization through the hiring process, communications with fellow employees, all the way to compensation plans, and disciplinary tactics. We’ll show you how to make DISC part of your operational strategy too.

by: Drew Thomas, BDR Team

Backups are a permission to play when it comes to being an MSP. How do you move BDR from being a humdrum necessity to one of the most profitable parts of your agreement? With the right technology, pricing, and presentation. We’ll show you how we do it.

by: Rex Frank

Over the course of three days at Academy, you’ll be diving into all sorts of topic areas. knowing where you’re struggling the most will guide you into the right sessions and toward the right people. Rex Frank of Sea Level Operations will be walking you through a simple scoring exercise which will help you see where you are as an MSP and define where you need to go.

by: Drew Thomas & Mark Grundy

AWS, Google and Microsoft may work for some when it comes to cloud computing and storage, but we found that they’re not necessarily our best friends. We’ll walk you through ARRC Technology’s decision process when it came to a cloud solution provider and why that might be the best path for you, as well.

by: Rex Frank and Dan Martin

You probably hear the words KPI and metrics thrown around all the time, and you’re probably wondering, “What exactly should I be measuring, and what are those metrics telling me?” Discover how to bring your data to life so that you can see the real story behind your service team.

by: Drew Thomas & Sophos

Join our expert solution engineer as he walks you through the latest MSSP trend, and why you should be involved. He’ll explain the journey to MSSP and how the partnership between CharTec and Sophos can help you and your MSP make more monthly recurring revenue, faster. Because who doesn’t want to boost profitability?

By: Rex Frank and Dan Martin

What are the pitfalls/struggles you’ll encounter scaling your business from 1-5 and then up from there? What should the organization look like? What roles should be added first?

By: Rex Frank and Dan Martin

You’ve gotten your technicians to track their time (or you’ve attended the session to get them on the right track), you’re wrapping your mind around clear service management principles and KPIs, so now it’s time to answer the biggest question of them all, how exactly should you compensate a technician to keep them performing and growing within your organization.

by: Jason Rivas

Many of the leaders we speak with on a day to day basis are struggling with the same thing. BURNOUT! What causes this? Feeling like they need to be involved in absolutely everything. Sometimes they truly need to be, and sometimes they need to take a back seat and let their employees go to work. We’ll teach you the fine art of finding your lane, getting in it and staying there.

by: Rex Frank and Dan Martin

You’ve written your overall compensation structure, you’ve gotten your KPIs down pat, but how do you make sure your technicians stay motivated? We will give specific comp plan details and mini games that most appeal to your techs.

by: Drew Thomas

The BDR has been part of the CharTec solution stack for years, but it certainly hasn’t remained the same. Recently, we’ve been making some changes to make our solutions better to fit your needs. We’ll be covering those changes in quick-fire style so you’re up to speed.

Marketing Sessions

by: Emalee Sugano

Websites, social media, emails, SEO, SEM. There is so much ground when it comes to digital marketing. Let’s cover the basics and get you headed down the right path.

by: Emalee Sugano

How do I get more leads? The ever-present question for MSPs, particularly those that have relied on referrals to grow their business. We’ll go over strategies for getting more leads in your pipeline, but also give you a healthy dose of reality. How long does it take for these leads to warm up? Can you really just shoot out a bunch of emails and expect people to come flocking? How should sales be involved?

by: Emalee Sugano

Buying a list is one thing. Making sure your social media is on point is another. Sending out relevant emails and leaving compelling voicemails is also important. All are key to marketing, but let’s face it, you have to get out from behind your computer screen to really drum up business in your local market. We’ll cover strategies for local networking, making the most of your 60 seconds to speak, knowing a true lead from someone just being polite, and how to appropriately follow-up without acting like a total stalker.

Vendor Sessions We Couldn’t Do Without

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