Session Key: Finance| HR| Marketing | Operations | Sales
DAY 2: Thursday, August 19th, 2021
Session Locations and Times
CharTec Main Training Room
ARRC Main Training Room
Conference Room 4: Round Tables
Front Lobby
7:30 AM – 7:50 AM
Day 2: Good Morning Continental Breakfast
8:00 AM – 9:20 AM
by: Rex Frank
If you ever decide to sell your business, and fast, you’ll realize you made your first mistake years ago. Ultimately, we are all going to exit, the question is whose terms will it be based on? Let’s discuss the seven steps to M&A Success that will set you and your MSP up for whatever your exit strategy may be.
9:20 AM – 10:20 AM
by: Nick Points
The business Discovery will make or break your presentation and dictates the odds of getting the deal signed the day you present. So many sales people just count the numbers of “machines”, ask some questions that aren’t relevant to the client and then wonder why they’re not closing deals… Don’t jump into the same holes as your competition. We’re going to show you how to uncover the actual needs that will help you drive the value of your solution come presentation day.
by: Sawyer Snowden (Project Manager of ARRC Technology)
We’ve all run into those times when your prospect wants to make a move in secret, or their current IT provider is holding them “hostage”, or our Network audit tools can’t get the job done, but you need to get a solution engineered… what do you do? Walk away from the opportunity? Pull a solution and price out of thin air and hope it’s good? Sometimes things happen and our sales process doesn’t go as smoothly as we’d like. At the end of the day we still have a job to do though and not getting what we need isn’t an option. Join us and we’ll show you how to “get creative” with your Technical Discoveries.
You got questions. We got answers.
10:30 AM – 11:20 AM
by: Nick Points
Do you have the confidence to close the day you present based on the facts you uncovered? Or do you just hope that if you throw enough against the wall during your presentation something will stick? What if we told you there is a Sales Tool that shows you WHY your client is going to say YES, or NO, before you even present – would you want to take a look? Tune in while we show you the techniques and tool that will increase your chances of closing business the day you present!
by: Nick Points
There’s no better feeling than signing a new client! But have you ever “wished” you priced it differently after the fact? Or felt like you left money on the table? Or worse yet, finding out that you can’t really support the client for the price you quoted and make money at the end of the day? Join us while we cover the three crucial steps to pricing your solution and walk away with the confidence to know you’re not going to leave money on the table and be profitable after the support dust settles!
by: Roger Lawrence
You’ve sold the deal and completed the project. Now that you won’t be on site every day, how do you keep your clients happy and engaged? You need to have an effective transition from your Projects team to your Service and Account Management team, and then continue to provide tangible value to the client throughout the agreement. Keep your clients happy and grow your sales pipeline at the same time! Drop in and we’ll show you how we do it.
11:30 AM – 12:00 PM
by: RapidFire Tools
In preparation for this keynote, RapidFire Tools conducted a survey of more than 1,000 MSPs to understand how and when they perform network vulnerability scanning. Remarkably, half of the MSPs surveyed don’t do vulnerability scanning at all. During this 10-minute keynote, RapidFire Tool Product Marketing Manager Mario Clark reveals the top 10 reasons why MSPs are not performing this critical IT security procedure, and debunks the myths that are stopping them.
The way in which users operate in the complex IT world today is paving the way for zero-trust. In order to protect against the evolving threat landscape, we must change both IT and user behavior. To adapt, organizations are operating within the framework that no user, network or device can be trusted by default until proven otherwise. Join ThreatLocker CEO, Danny Jenkins as he discusses the role Zero Trust will play in the future of cybersecurity.
12:00 PM – 1:20 PM
Head out to our Back Patio, where there will be a delicious lunch waiting for you. Do you like a bit of competition mixed with networking? We have some fun in store for you.
Whether you want to get a jump ongoing behind the scenes of our MSP or eat fast and then get our MSP Secrets, whatever suits your fancy, now is your chance!
1:30 PM – 2:20 PM
by: Brandi Reed
Join Brandi during this session as she illustrates for you how to execute your MSP Marketing plan using video content. From Newspapers to Radio, from Radio to Television, from Television to Smart Phones. Let’s face it, people are glued to their phone. Don’t let fear get the best of you when it comes to video. Leave this session feeling inspired and full of ideas to turn your video vision into a lead generation campaign.
by: Dan Martin
A deep dive into how we use Metrics, KPIs and Exceptions to assess and manage a master MSP.
BDR
2:30 PM – 3:00 PM
by: RapidFire Tools
The stakes for IT security continue to get higher. Cyber criminals are getting more sophisticated by the week, and now MSPs themselves are becoming targets in a new “IT Supply Chain” strategy being adopted by seriously-funded bad actors. Most vulnerability scanners on the market were original designed, packaged and priced for the Enterprise, putting them out of reach from many MSPs who can’t afford to absorb the cost and can’t convince their clients to pay. During this breakout session, RapidFire Tools Product Marketing Manager Mario Clark provides a high-level overview of the latest threats and challenges that MSPs are facing, and then turns the podium over to one of our product specialists for a real-time remote demo of the newest offering from RapidFire Tools: purpose-built, packaged and priced to allow any MSP to deliver network vulnerability scanning for every client.
Join ThreatLocker CEO, Danny Jenkins as he discusses the state of cybersecurity in 2021 and how to protect against ransomware with a zero trust architecture.
3:00 PM – 3:10 PM
Mid-Afternoon Sugar Break
3:10 PM – 4:10 PM
by: Alex Rogers
Whether you are in person or virtual – nailing your sales presentation is a must! Let’s walk through the steps to making each of your sales presentations a show stopper and how to keep your prospects on the edge of their seats instead of looking at their watches.
4:20 PM – 5:00 PM
by: Alex Rogers
Do you like long Sales Cycles? If you do, then you’re a liar. If you don’t, then it’s time to do something about it! Each Managed Services deal you present is worth upwards of $100,000 – don’t let “I want to think about it” or “wow, that’s way more than we are spending now” keep you from cashing in. Join us while we breakdown the common objections that delay your sales cycle and keep you for hitting your goals!
5:00 PM – 5:10 PM
Closing Remarks
5:10 PM – 6:30 PM
Happy Hour & Networking
6:30 PM – 8:30 PM
Head over to Club Charlie, grab a drink and some CorKat Dollars and enjoy a night of real Vegas style casino games.
Agenda is Subject to Change.*