December 6th - 7th 2022 | Bakersfield, CA

Haven’t Registered Yet?

07:00 AM - 08:00 AM

Registration, Breakfast and Facility Tours

Registration, Breakfast and Facility Tours

Grab your badge, your swag bag and a breakfast sandwich. Then tour our 20,000 sq. ft. facility with one of our team members. 

08:00 AM - 09:00 AM

Setting Expecations for your MSP in 2023

Setting Expecations for your MSP in 2023

There are many changes happening. This academy is to prepare you for those changes in 2023. Let’s get your expectations set for new horizons.  

Nick Points

09:00 AM - 09:50 AM

Sales Planning and Preparation for 2023

Sales Planning and Preparation for 2023

All too often we set the goals of increasing recurring revenue, driving profitability, acquiring new clients, but fall short quarter after quarter – year after year. At the end of the day – best intentions don’t get the job done. Guess what? “Hope” doesn’t cash checks. Achieving Sales success, and predictable increases in monthly recurring revenue, doesn’t happen by accident. In this session you’ll not only learn the recipe for developing a realistic sales plan, but the key steps to take that will help make your revenue goals a reality!

Nick Points

09:50 AM - 10:00 AM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

Head to the vendor showcase room, fill up on coffee and have a chat with one of our vendors. Don’t forget your passport prize stamp.

10:00 AM - 11:00 AM

Why Salespeople Don't Close Managed Services - and the 5 Pre-Requisites of Selling.

Why Salespeople Don't Close Managed Services - and the 5 Pre-Requisites of Selling.

Have you had enough of your salespeople giving you excuses rather than signing Managed Service Agreements? Do you have revenue goals for 2023 but aren’t sure you will reach them? 

Learn how to close the day you present at rates 40% – 60% higher than your competitors by learning the common mistakes that lead to countless objections, lost opportunities, and long sales cycles.

Josh Gossett

11:00 AM - 11:30 AM

Keynotes

Keynotes

Keynote One: Do you have a cybersecurity awareness training plan? 

Keynote Two: The Fear of Sales: Demystified 

Keynote Three: How to LOSE the PAIN of managing your own backups  

Keynote Four: Uncharacteristically Different Cloud solutions designed by an MSP for MSP’s 

11:30 AM - 12:00 PM

Drinks and Networking

Drinks and Networking

Head to the vendor lobby for some adult beverages and peer networking. Bonus: Raffle giveaway. Don’t worry. Your name is already in the hat.  

12:00 PM - 01:00 PM

MSP Networking Lunch (Raffle)

Lunch (Raffle)

01:00 PM - 01:50 PM

The First Appointment: How to make the most of it.

The First Appointment: How to make the most of it.

In the MSP sales process, closing the first appointment is a crucial step in setting expectations for the remainder of the sales journey. If this crucial step was a weakness for you in 2022, we’ll show you how to turn things around in 2023. Come learn how to perfect your technique to land that Discovery.

Nick Points

01:50 PM - 02:00 PM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

02:00 PM - 02:30 PM

Become a cloud guru for your MSP.

Become a cloud guru for your MSP.

Learn how to bring enterprise cloud solutions to your clients while increasing your efficiency and MRR. 

Timothy Yaussi

02:30 PM - 03:20 PM

This will MAKE or BREAK your Sales Presentation…

This will MAKE or BREAK your Sales Presentation…

For MSP Sales, business discovery questions are the most important part of your sales process. You need to know what prospect needs before you can present the best solutions!

We’ll highlight the best MSP Sales processes for 2023: these highlights aren’t just “technical” specifications, they include everything from culture fit issues down into minute details on workflow processes and departmental procedures.

Walk away from this session knowing:

-Who to talk to during Discovery!
-What pain points to look for!
-How to create urgency!

Nick Points

03:20 PM - 03:30PM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

03:30 PM - 04:00 PM

H.U.M.A.N.S "The One Where We Put Them First in Your Security Stack"

H.U.M.A.N.S "The One Where We Put Them First in Your Security Stack"

When it comes to cybercriminals …they don’t know we know they know we know…. that’s why Breach Secure Now and Cybersecurity training are NOT on a break! Ask yourself, could you BE any more secure? If so, join us for The One Where We Connect and put HUMANS first in your security stack and where we share some ideas on how to engage your end-users in their own security posture between FRIENDS.

Matt Vient

04:00 PM - 04:10 PM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

04:10 PM - 06:00 PM

Present for Show. Close for Dough

Present for Show. Close for Dough

The company story and the pain points are clear to you. You’ve got your chance now! Whether you win or lose a deal depends on the quality of your presentation. Structure your Presentation for maximum impact!

This session teaches you not only how to prepare a winning presentation, but also how to mitigate the risk of common Sales objections. This will ensure that your team walks away with more checks in hand!

Nick Points

06:00 PM - 06:15 PM

Closing Remarks

Closing Remarks

MAIN TRAINING ROOM

Nick Points

06:15 PM - 10:00 PM

Dinner, Drinks and Casino Night with CorKat

Dinner, Drinks and Casino Night with CorKat

Vendor Lobby

07:00 AM - 08:00 AM

Registration, Breakfast and Facility Tours

Registration, Breakfast and Facility Tours

Grab your badge, your swag bag and a breakfast sandwich. Then tour our 20,000 sq. ft. facility with one of our team members. 

09:50 AM - 10:00 AM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

Head to the vendor showcase room, fill up on coffee and have a chat with one of our vendors. Don’t forget your passport prize stamp.

10:00 AM - 11:00 AM

Top 5 Operational Challenges Facing MSPs

Top 5 Operational Challenges Facing MSPs

In partnering with hundreds of MSPs we get the opportunity to see first hand not just the challenges we have to overcome in our own MSP but what MSPs like you are facing and some of the solutions that we have found.

Dan Martin

11:00 AM - 12:00 PM

Head to Main Training Room for Keynotes

Head to Main Training Room for Keynotes

12:00 PM - 01:00 PM

MSP Networking Lunch

01:00 PM - 01:50 PM

How I Marketed as a Startup vs Now a M-Million $$ MSP

How I Marketed as a Startup vs Now a M-Million $$ MSP

A lot of small and medium-sized MSPs will tell you that marketing can be extremely frustrating, particularly when you’re just starting out and don’t have the budget to hire an agency or agency partner. But how do you know where to focus your efforts? How do you measure the impact of your marketing efforts? How do you know if what you’re doing is making a positive difference? You need to make sure that your marketing and sales strategies align and work together to achieve the highest possible results.

Josh Gossett

01:50 PM - 02:00 PM

Grab a Snack and Head to the Next Session

Grab a Snack and Head to the Next Session

02:00 PM - 02:30 PM

Why D&H Distributing and Modern Solutions?

Why D&H Distributing and Modern Solutions?

Are you looking to add new Managed Services to your portfolio or are you transitioning to an Everything-as-a-Service sales model?.  The D&H Modern Solutions Business Unit helps our partners to develop practices and create solutions in transformative technology categories.   In this session we will review how D&H’s team can help simplify the complexity, increase profitability, and optimize your customer’s experience.

Rick Paul

02:30 PM - 03:20 PM

Performance Compensation Plans that work!

Performance Compensation Plans that work!

An in depth view of how to craft a performance compensation plan for your techs that actually work. We will talk about the pitfalls and things to watch out for that turn a motivating tool into a demotivational exercise.

Dan Martin