Day 1

Continental Breakfast for Pre-Meetings

Continental Breakfast for Pre-Meetings

Duration: 1 hr9/28 7:30am
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A Day in the Life of a Technician

A Day in the Life of a Technician

Duration: 1 hr 30 min9/28 8:30am
In the ITSupport portal, technicians can find a wealth of information on the health and status of their desktops and servers. The common questions that result from this information are “what does that mean” and more importantly “what can I do to fix it?” In this session, you will learn about common causes of warnings and alerts in the ITSupport portal and investigate basic actions that be used to re-mediate these issues. As part of this training, you will look at the ITSupport portal dashboard, Quick Access page, and the Patching and Security dashboards.
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The Communicator

The Communicator

Duration: 1 hr 30 min9/29 8:30am
The communicator provides you with a powerful tool to interact with your clients. It can be used to provide valuable information, perform basic maintenance or troubleshooting tasks, or to allow your clients to chat with Continuum's White-Labeled Help Desk. In this session, you will learn how to utilize Communicator messaging, embed scripts, and allow users to open commonly used programs all from the Communicator menu. At the end of the session, you will have a custom communicator ready to assign and deploy to resources in the ITSupport portal.
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Best Practices for Endpoint Protection

Best Practices for Endpoint Protection

Duration: 1 hr 30 min9/28 10:30am
In a world filled with viruses and security threats, making sure your desktops and servers are protected and secure is critical. In this training session you will explore how to configure patching with Continuum to ensure your resources are always up-to-date. You will also take a look at best practices for managing Continuum's Security suite to protect your desktops and servers.
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Continuity247™: Start to Finish

Continuity247™: Start to Finish

Duration: 1 hr 30 min9/28 10:30am
Small and medium sized businesses today understand the importance of backup and disaster recovery (BDR) and business continuity. Data is more important than ever before, and keeping your clients’ businesses up and running 24x7 is critical. Continuity247™ is our fully-managed backup and disaster recovery platform. It combines a local, onsite appliance with offsite cloud storage to provide you with a comprehensive backup solution. In Continuity247™: Start to Finish, you will learn how to choose the right size appliance for your clients, walk through pre-deployment requirements and review the process of installing a Server Backup Manager at a site. You will learn how to begin protecting machines and managing bandwidth and cloud storage with Continuity247 version 2.0. To finish the session, you will explore different disaster recovery options and learn how to quickly restore service to your clients.
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Get to Know HTG

Get to Know HTG

Duration: 4 hrs9/28 8:30am

In this session Arlin Sorensen, Founder and CEO of HTG Peer Groups, and Dennis O’Connell, Business Development Manager, will walk you through the value that investing time in regular peer interaction can have for your business. The discovery session will be a combination of information and hands on participation in some of the key elements that HTG uses in their peer to peer framework. You’ll learn:

  • What the impact of a peer group can be in your business and life
  • The nuts and bolts of how HTG peer groups operate, and what it takes to participate
  • Hands on interaction to experience the power of peers around a half dozen different exercises that will get your peer juices flowing
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Navigate 2016 Speaker Arlin Sorensen

Arlin Sorensen

CEO & Founder, Heartland Companies, HTG Peer Groups

MSP Mergers and Acquisitions - 3 Vital Topics

MSP Mergers and Acquisitions - 3 Vital Topics

Duration: 4 hrs9/28 8:30am

Three vital topics presented by Mitch Morgan & Chris Ryne of Growth Achievement Partners (GAP), an MSP consultancy firm; and, Mike Dudek, Esq., CPA & Rich Wisniewski, CPA of Zygoquest, a boutique M&A firm.

This is a “must-attend” workshop for serious owners and management teams seeking to create value. Attendee takeaways include invaluable M&A, financial/operational practices, benchmarks and valuation insight. GAP and Zygoquest are actively engaged in MSP M&A and authored over 500 M&A transactions during careers including many technology services deals.

MSP business model is maturing. Valuations vary dramatically. Highly fragmented industry with substantial growth/profit opportunities, with consolidation continuing. MSP skills must extend far beyond technical capability. To enhance performance and create value, MSP owners must manage better by employing professional financial/operational management techniques measured against Critical Success Factors/Benchmarks.

From the session you will learn about:

  • Mergers & Acquisitions
  • Critical financial/operational analysis and benchmarks
  • MSP Valuation parameters

GAP, Zygoquest, and Continuum co-authored Z-GAP Managed Services Business Model 2.0 to make it available to Continuum Partners.

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Navigate 2016 Speaker Mitch Morgan

Mitch Morgan

Founding Partner, Growth Achievement Partners

Navigate 2016 Speaker Chris Ryne

Chris Ryne

Founding Partner, Growth Achievement Partners

Navigate 2016 Speaker Mike Dudek

Mike Dudek

Owner, Zygoquest Group

Meet Your Regional Team at Lunch

Meet Your Regional Team at Lunch

Duration: 1 hr9/28 12:30pm
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Keynote
Opening Remarks - Mark Connolly

Opening Remarks - Mark Connolly

Keynote KeynoteDuration: 30 min9/28 2:00pm
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Keynote
Take Flight by Michael George

Take Flight by Michael George

Keynote KeynoteDuration: 1 hr9/28 2:30

Continuum Partners are extraordinary. And, have a number of great stories. Listen to Michael George, CEO of Continuum, tell some of those stories as he walks through the Tenets of IT, the Skills Gap, and Security, all with an eye towards the Power of the Partnership.

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Navigate 2016 Keynote Speaker Michael George

Michael George

CEO, Continuum Managed Services

Break

Break

Duration: 30 min9/28 3:30pm
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Keynote
Product Roadmap

Product Roadmap

Keynote KeynoteDuration: 45 min9/28 4:00pm
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Partner Awards Presentation

Partner Awards Presentation

Duration: 30 min9/28 4:45pm
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Welcome Reception/Partner Showcase

Welcome Reception/Partner Showcase

Duration: 2 hrs9/28 5:00pm
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Day 2

Registration

Registration

Duration: 1 hr 30 min9/29 7:00am
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Help Desk Advisory Group Meeting

Help Desk Advisory Group Meeting

Duration: 1 hr9/29 7:00am
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Breakfast Table Topics

Breakfast Table Topics

Duration: 1 hr9/29 8:00am
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Day 2 Recap | Continuum Announcements | Veterans Presentation

Day 2 Recap | Continuum Announcements | Veterans Presentation

Duration: 30 min9/29 9:15am
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Keynote
Success and Overcoming Adversity by Bill Walton

Success and Overcoming Adversity by Bill Walton

Keynote KeynoteDuration: 1 hr9/29 9:45am
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Navigate 2016 Keynote Speaker Bill Walton

Bill Walton

Legendary NBA Basketball Player

Coffee Break

Coffee Break

Duration: 15 min9/29 10:45am
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Business
Pricing and Packaging Best Practices

Pricing and Packaging Best Practices

Business BusinessDuration: 45 minutes9/29 11:00am

Your pricing strategy is the very center of your business. Everything you do from your sales and marketing to your product and customer support works to either drive someone to a purchasing decision or to justify the price you’re charging.

Unfortunately, you probably guessed or argued amongst your team and just put something out there that didn’t have a lot of data to back it up. This means you’re missing out on substantial revenue and growth.

In this session, Patrick Campbell of Price Intelligently will walk through a framework for getting your pricing strategy focused on pricing based on value to maximize your revenue. Specifically you’ll learn:

  • What mistakes you’re likely making and how to exploit these opportunities
  • The importance of value based pricing over cost plus or competitive based pricing
  • How to talk to your customers to gather crucial pricing data
  • The importance of a pricing process to make sure you’re maximizing revenue
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Navigate 2016 Speaker Patrick Campbell

Patrick Campbell

Founder & CEO, Price Intelligently

Sales & Marketing
Expert Panel: Selling Solutions vs. Selling Products: Tips and Tricks From MSPs

Expert Panel: Selling Solutions vs. Selling Products: Tips and Tricks From MSPs

Sales & Marketing Sales & MarketingDuration: 45 minutes9/29 11:00am

Why are some MSPs more successful than others? Perhaps it’s because they understand the value of selling solutions, not products, to their customers. In this session you’ll hear from MSPs who have had serious success consulting with their customers and selling a full suite of services instead of one quick fix. In this session, moderated by Amy Katz, CEO of After Nines Inc. and ChannelE2E, you’ll learn how to:

  • “Discover” your customers’ end-to-end needs
  • Package initial solutions
  • Evolve solutions as point products come and go
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Amy Katz

CEO, After Nines, Inc.

Navigate 2016 Speaker Dan Wilson

Dan Wilson

President/CEO, Waypoint Solutions Group

Navigate 2016 Speaker Tommy Vaughan

Tommy Vaughan

President, Central Technology Solutions

Navigate 2016 Speaker Joerg Laves

Joerg Laves

Owner/Managing Consultant, IT Secure

Partners Success
Tips for Getting the Most out of Your Relationship with the Continuum NOC

Tips for Getting the Most out of Your Relationship with the Continuum NOC

Partners Success Partner SuccessDuration: 45 minutes9/29 11:00am

In this session, Brent Whitfield of DCG Technical Solutions, Devi Mazumdar of CMIT Solutions of San Antonio NE, and Dan McDonnold of ProSource Technologies will share best practices and advice for getting the most out of your relationship with Continuum’s NOC. Joined by Continuum’s Senior Director of Product Marketing, Mary Crogan, this session will cover:

  • Tips for aligning your technicians so they are working with the NOC and not against it
  • Advice for building relationships with NOC technicians
  • Ways to leverage the NOC and expand your scope of service, and much more.
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Navigate 2016 Speaker Mary Crogan

Mary Crogan

Senior Director, Product Marketing, Continuum Managed Services

Navigate 2016 Speaker Brent Whitfield

Brent Whitfield

CEO, DCG Technical Solutions, Inc.

Navigate 2016 Speaker Devi Mazumdar

Devi Mazumdar

President, CMIT Solutions of San Antonio NE

Navigate 2016 Speaker Daniel McDonnold

Daniel McDonnold

VP Technical Services, Prosource Technology Solution

Product Success
Security Landscape for MSPs

Security Landscape for MSPs

Product Success Product SuccessDuration: 45 minutes9/29 11:00am
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Navigate 2016 Speaker Nicolas Dard

Nicolas Dard

Sr. Product Manager, Continuum Managed Services

Navigate 2016 Speaker Joy Beland

Joy Beland

President, Pink Hat Technology Management

Connection
Three Ways to Double Your Revenue and Reduce Your Service Ticket Volume in 2017

Three Ways to Double Your Revenue and Reduce Your Service Ticket Volume in 2017

Connection ConnectionDuration: 45 minutes9/29 11:00am

Why is it that some Continuum MSPs increase profitably every year by double digits while others struggle to breakeven? How are these MSPs increasing customer satisfaction scores and getting their existing customers to purchase additional services from them? What technologies are these MSPs utilizing to continue to grab business from other MSPs?

In this session we will review the latest industry data on SMB IT trends and discuss 3 best practices to help you better manage your “MSP” services offering effectively to SMB customers. In addition, we will explore proven strategies to reduce your service ticket volume with your existing customer base in order to gain more services sales opportunity.

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Navigate 2016 Speaker Eric Townsend

Eric Townsend

Director of SMB and MSP Marketing, Intel

Lunch/Partner Showcase

Lunch/Partner Showcase

Duration: 1 hr 30 min9/29 11:45am
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Business
Energizing Your Technical Staff with the Continuum Platform

Energizing Your Technical Staff with the Continuum Platform

Business BusinessDuration: 45 minutes9/29 1:15pm

In this session, Tonya Barnett, Technical Success Manager and Jeff Barnett, Assistant Director of Partner Services for Continuum, will share tips on how to get technician buy-in and how this will greatly benefit your business and reduce losing highly skills technicians.

  • How to get your tech’s and the NOC on the same page
  • Common Myths when working with Continuum
  • Top things for your technicians to know
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Navigate 2016 Speaker Tonya Barnett

Tonya Barnett

Technical Success Manager, Continuum Managed Services

Navigate 2016 Speaker Jeff Barnett

Jeff Barnett

Assistant Director of Partner Services, Continuum Managed Services

Navigate 2016 Speaker Dan Norman

Dan Norman

Director of Managed Services, integraONE

Sales & Marketing
Keep Friends Close, Keep Competitors Closer: How to Use Competitive Intelligence to Get Ahead in Sales & Marketing

Keep Friends Close, Keep Competitors Closer: How to Use Competitive Intelligence to Get Ahead in Sales & Marketing

Sales & Marketing Sales & MarketingDuration: 45 minutes9/29 1:15pm

In this session, Jonah Lopin, Founder & CEO of Crayon, will cover actionable strategies for using competitive intelligence to gain an “unfair” advantage in sales and marketing. How are modern sales and marketing organizations using competitive intelligence to win more customers and grow faster? Jonah will cover:

  • Sources of competitive intelligence that are “hidden in plain site”
  • How to use competitive intelligence in sales enablement, product marketing and content marketing
  • Best practices for launching a competitive intelligence program in your organization
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Navigate 2016 Speaker Jonah Lopin

Jonah Lopin

CEO & Co-Founder, Crayon

Partners Success
Best Practices for Working with the Help Desk

Best Practices for Working with the Help Desk

Partners Success Partner SuccessDuration: 45 minutes9/29 1:15pm

In this session, Danny Kennedy, President of JDK Professional Services, and David Eichkorn, Manager of IT Services at GFConsulting Group, a division of Gordon Flesch Company, will share proven methods on how they leverage Continuum’s Help Desk to scale their managed service business. Joined by Continuum Sr. Technical Success Manager Dom DiGennaro, this session includes:

  • How to make your Help Desk documentation great
  • Key practices when on-boarding new Help Desk customers
  • Useful tips for interacting with the Help Desk team
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Navigate 2016 Speaker Dominick DiGennaro

Dominick DiGennaro

Senior Technical Success Manager, Continuum Managed Services

Navigate 2016 Speaker Danny Kennedy

Danny Kennedy

Founder, JDK Professional Services, Inc.

Navigate 2016 Speaker David Eichkorn

David Eichkorn

Managed IT Solutions Manager, GFConsulting Group

Product Success
How to Expand Your Offering Using Network Monitoring

How to Expand Your Offering Using Network Monitoring

Product Success Product SuccessDuration: 45 minutes9/29 1:15pm

In this session, Sean Butler, Sr. Product Manager for Continuum, will share how the network is increasing in importance across SMB’s and how a network monitoring solution can play a critical role in the sales process and drive operational efficiency after the deal has been closed. This session includes:

  • Effective methods for leveraging network monitoring in the sales cycle
  • Tips on how a network monitoring solution can make troubleshooting issues easier
  • Examples of how MSP’s are incorporating network monitoring in their offerings today
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Navigate 2016 Speaker Sean Butler

Sean Butler

Sr. Product Manager, Continuum Managed Services

Navigate 2016 Speaker Jake Bloedow

Jake Bloedow

Service Manager, Thriveon Company

Navigate 2016 Speaker Alex Hoff

Alex Hoff

VP Product and Sales, Auvik Networks

Connection
The Hidden Enemy: Malvertising and Ransomware

The Hidden Enemy: Malvertising and Ransomware

Connection ConnectionDuration: 45 minutes9/29 1:15pm

Malvertising is becoming more sophisticated and prevalent—and is the vehicle of choice for injecting ransomware. 

As these attacks increase, you need to be able to recognize the patterns and disarm the threat within seconds before your company data is held hostage.

Better understand of the impact of malvertising and ransomware. Learn some of the biggest misconceptions, and see how these attacks are delivered and why your company may be at risk—without you even knowing it.

What you'll learn:

  • The growth in malvertising and malvertising-based ransomware.
  • A better understanding of the tactics and techniques cybercriminals use to deliver and cover up their malvertising campaigns.
  • Tools and solutions to help detect, eliminate, and protect your business.
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Coffee Break/Partner Showcase

Coffee Break/Partner Showcase

Duration: 15 min9/29 2:00pm
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Business
Expert Panel: Creating a Culture Where People Want to Work

Expert Panel: Creating a Culture Where People Want to Work

Business BusinessDuration: 45 minutes9/29 2:15pm

Business owners often spend a lot of time and money on strategic planning, improving operational efficiency, and increasing financial results. Culture often takes a back seat to these areas, but is in fact something that determines success in every other outcome. Join this panel for a discussion about creating a culture where people want to come to work. Hear ideas to use in building your own workplace into one that people can’t wait to become part of. 

In this session you will:

  • Learn how to create a ‘best place to work’ type culture
  • Understand how to measure employee engagement and get feedback
  • Leave with some landmines to avoid in managing culture
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Navigate 2016 Speaker Arlin Sorensen

Arlin Sorensen

CEO & Founder, Heartland Companies, HTG Peer Groups

Navigate 2016 Speaker Tim Weber

Tim Weber

Director, Infrastructure Services, ADNET

Navigate 2016 Speaker Stephan Jenner

Stephan Jenner

Principal Consultant, Telus Partners

Navigate 2016 Speaker Ally Hollins-Kirk

Ally Hollins-Kirk

CEO, Onestop IT Solutions

Sales & Marketing
Getting Your Name Out There Without Breaking the Bank

Getting Your Name Out There Without Breaking the Bank

Sales & Marketing Sales & MarketingDuration: 45 minutes9/29 2:15pm

Public relations, done properly, can be among the most cost-effective means of generating demand for your services. Tracy Wemett, founder and president of BroadPR, outlines how to develop creative, targeted PR campaigns to educate, inform, build credibility and generate new business. You’ll learn the ins and outs of getting the most from media relations, social media communications, speaking opportunities, awards and event participation. You’ll leave with an immediate action plan on how to start getting your name out there. Along with a special media guest (attend to find out!), this session will provide:

  • Knowledge of affordable PR services available (and their costs)
  • An action plan and budget for your own PR goals
  • Opportunity to pitch your story to a REAL journalist
  • Feedback on your pitch
  • Proven social media tips and tricks to reach the media
  • Extra time at the Grow Your Business Hub for PR consulting for all attendees
  • A FREE PR assessment for all attendees ($1,500 value)
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Navigate 2016 Speaker Tracy Wemett

Tracy Wemett

President, BroadPR

Partners Success
Dealing with the Reality of Ransomware

Dealing with the Reality of Ransomware

Partners Success Partner SuccessDuration: 45 minutes9/29 2:15pm

In this session, Matthew Hahn, VP of Network Services for SWK Technologies, Inc and Tim Lesonde, President of NSK, Inc, will discuss the impact of Ransomware within the SMB space and how their respective firms have helped clients protect against it. Joined by Continuum Sr. Partner Development Manager Paul O'Donnell, this session includes:

  • Protection measures to help mitigate the risk of a Ransomware attack
  • How to use the threat of Ransomware as a revenue generating opportunity
  • Real world examples of Ransomware attacks and how our panel and their respective organizations overcame them
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Navigate 2016 Speaker Paul O'Donnell

Paul O'Donnell

Sr. Partner Development Manager, Continuum Managed Services

Navigate 2016 Speaker Matthew Hahn

Matthew Hahn

Vice President of Technology, SWK Technologies

Navigate 2016 Speaker Tim Lasonde

Tim Lasonde

President, NSK Inc.

Product Success
Patching Best Practices

Patching Best Practices

Product Success Product SuccessDuration: 45 minutes9/29 2:15pm
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Navigate 2016 Speaker Nicolas Dard

Nicolas Dard

Sr. Product Manager, Continuum Managed Services

Navigate 20216 Speaker Michael Goldstein

Michael Goldstein

President & CEO, LAN Infotech LLC

Navigate 2016 Speaker Paul Balkwell

Paul Balkwell

European Sales Director, Continuum Managed Services

Connection
The Next BIG THING in IT Security Services

The Next BIG THING in IT Security Services

Connection ConnectionDuration: 45 minutes9/29 2:15pm

This session is for serious MSPs who want to "up their game" with a new class of cyber-security tool. Win Pham, RapidFire Tools VP of Software Development, will discuss the need to go beyond A/V, Firewalls, and patching to also protect your clients from internal threats. Learn how to detect anomalous user behaviors, unexpected network changes, and other internal threats that you aren’t monitoring or tracking today. Win will describe a new and inexpensive tool that:

  • Performs a daily deep-dive network scan and sends you a daily email alert with any detected internal threats
  • Uses “machine learning” and “SMART-TAGS” to “fine-tune” the system to adapt to each client’s unique environment
  • Will set you apart from other MSPs through your delivery of a more comprehensive Enhanced Security Service
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Navigate 2016 Speaker Win Pham

Win Pham

VP of Software Development, RapidFire Tools

Coffee Break

Coffee Break

Duration: 15 min9/39 3:00pm
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Business
How to Market and Sell BDR

How to Market and Sell BDR

Business BusinessDuration: 45 minutes9/29 3:15pm

In this session, and Bill Ooms, President of Business System Solutions, will share best practices, tips and proven methods on how MSP’s can sale Business Continuity and Disaster Recovery.  Bill will share his experience how he took his BDR and MSP business from 650k to over 1.3M over the course of 36 Months.  Bill be joined by Raymond Vrabel, Sr. Director of Strategic Partners at Continuum who has worked with thousands of partners over the past 11 years as they prepared their BDR Sales and Marketing Strategy.

  • Profiling the right BDR opportunities
  • Selling the value of DR vs. Traditional Backup
  • How to sell against “File-Based onsite and Cloud Backup”
  • How to position your MSP company as the “go to” IT Company for Business Continuity and DR in your area
  • Easy tips that helped Bill and Business System Solution add $45k+ in new monthly recurring revenue last year
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Navigate 2016 Speaker Ray Vrabel

Ray Vrabel

Senior Director, Strategic Partners, Continuum Managed Services

Navigate 2016 Speaker Bill Ooms

Bill Ooms

President/Owner, Business System Solutions

Sales & Marketing
How to Retain Accounts and Increase Sales Through Account Alignment

How to Retain Accounts and Increase Sales Through Account Alignment

Sales & Marketing Sales & MarketingDuration: 45 minutes9/29 3:15pm
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Navigate 2016 Speaker Ed McLaughlin

Ed McLaughlin

Former President, Sharp Imaging

Partners Success
Leveraging Elite Server Care and Tech Advantage to Maximize Profits and Efficiency

Leveraging Elite Server Care and Tech Advantage to Maximize Profits and Efficiency

Partners Success Partner SuccessDuration: 45 minutes9/29 3:15pm

When leveraged correctly, Continuum's back end Network Operations Center (NOC) allows MSPs to concentrate on scaling their business as well as ensuring their Managed Services contracts are more profitable. In this session, learn how to properly understand our NOC scope of services and how to take advantage of Continuum's resources for more efficient service delivery.

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Navigate 2016 Speaker Matt Waters

Matt Waters

Director of NA Sales, Continuum Managed Services

Navigate 2016 Speaker Paul Rouse

Paul Rouse

President, Rouse Consulting Group, Inc.

Navigate 2016 Speaker Ethan Tancredi

Ethan Tancredi

President, MySherpa

Product Success
Continuity247™ Best Practices

Continuity247™ Best Practices

Product Success Product SuccessDuration: 45 minutes9/29 3:15pm
This session will cover how to get the most out of a Continuity247 deployment. Following Continuity247 best practices will ensure a trouble-free installation and reduce the potential for problems down the road. In this session you will learn:
  • How to properly size appliances & recommended hardware configurations
  • How to configure policies to fit your customers’ needs
  • How to setup Continuity247 to enable the NOC to fully manage your backups
speaker
Navigate 2016 Speaker Zeshan Raja

Zeshan Raja

Assistant Director, Partner Success, Continuum Managed Services

Connection
The Economics of Cybercrime

The Economics of Cybercrime

Connection ConnectionDuration: 45 minutes9/29 3:15pm

You have probably heard that malware is growing at an exponential rate, but have you ever wondered why? If customers ask, are you ready to to explain why there seem to be so many more threats or why there is a higher need for network security?

This educational session will walk through the business side of cybercrime. You will learn specifics of the cybercriminal business models and will walk out better prepared to educate customers on the root cause of the growing threatscape.

speaker
Navigate 2016 Speaker Dima Kumets

Dima Kumets

Senior Product Manager, OpenDNS

Break

Break

Duration: 15 min9/29 4:00pm
speaker
Keynote
The Cybersecurity Opportunity - Helping Our Partners Protect Their Customers’ Most Sensitive Data by Mike Buratowski

The Cybersecurity Opportunity - Helping Our Partners Protect Their Customers’ Most Sensitive Data by Mike Buratowski

Keynote KeynoteDuration: 1 hr9/29 4:15pm
speaker
Navigate 2016 Keynote Speaker Mike Buratowski

Mike Buratowski

Senior Vice President, Cybersecurity Services, Fidelis Cybersecurity

Cocktail Reception/Partner Showcase

Cocktail Reception/Partner Showcase

Duration: 1 hr9/29 5:00pm
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Transportation to Evening Event

Transportation to Evening Event

Duration: 45 min9/29 6:15pm
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Evening Event at Jillian's

Evening Event at Jillian's

Duration: 3 hrs9/29 7:00pm
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Day 3

Help Desk Advisory Group Meeting

Help Desk Advisory Group Meeting

Duration: 1 hr9/30 7:00am
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Breakfast/Partner Showcase

Breakfast/Partner Showcase

Duration: 1 hr9/30 8:30am
speaker
Business
Utilizing the Updated Business Model to Improve Performance

Utilizing the Updated Business Model to Improve Performance

Business BusinessDuration: 45 minutes9/30 9:30am

Continuum, Growth Achievement Partners (GAP), and Zygoquest have introduced the Managed Services Business Model 2.0. This update is a rewrite of the model written by Continuum and GAP in 2014. As the business continues to evolve, the model provides new guideposts for success. Mitch Morgan and Chris Ryne, principals of GAP, will lead the discussion, and participants will be able to:

  • Measure your business performance against the Critical Success Factors
  • Gain an understanding of the new metrics around operational performance, contract profitability, and scale
  • Build a plan to improve business performance
speaker
Navigate 2016 Speaker Mitch Morgan

Mitch Morgan

Founding Partner, Growth Achievement Partners

Navigate 2016 Speaker Chris Ryne

Chris Ryne

Founding Partner, Growth Achievement Partners

Sales & Marketing
Inbound Marketing 101

Inbound Marketing 101

Sales & Marketing Sales & MarketingDuration: 45 minutes9/30 9:30am

MSPs’ success today depends on being found by new customers. Jeanne Hopkins provides oodles of inbound marketing examples backed with data that proves that creating useful content is an easier and far better way to generate leads than PPC and other paid media. Jeanne helps attendees to determine their value proposition and think about what makes their best clients the best – all in an effort to help MSPs get more high quality leads.

speaker
Navigate 2016 Speaker Jeanne Hopkins

Jeanne Hopkins

SVP & CMO, Continuum Managed Services

Navigate 2016 Speaker Mary McCoy

Mary McCoy

Content Marketing Manager, Continuum Managed Services

Partners Success
Managing Work with Your PSA

Managing Work with Your PSA

Partners Success Partner SuccessDuration: 45 minutes9/30 9:30am

In this session John Machacek of ZLAN Partners and TBD will show and discuss how they maximize their teams' efficiency with their PSA systems. They will showcase their go-to reports, workflows, and tips to get the most of the system. Joined by Continuum’s Assistant Director of Partner Success, David Boulos, this session will cover:

  • Insight into their use of Autotask and ConnectWise to efficiently manage work.
  • Discussion of lessons learned along with tips and best practice for working your PSA
speaker
Navigate 2016 Speaker David Boulos

David Boulos

Assistant Director, Partner Success, Continuum Managed Services

Navigate 2016 Speakers John Machacek

John Machacek

Director of Operations, ZLan Partners

Navigate 2016 Speaker Daniel McDonnold

Daniel McDonnold

VP Technical Services, Prosource Technology Solution

Product Success
Effective Ways to Use Scripting

Effective Ways to Use Scripting

Product Success Product SuccessDuration: 45 minutes9/30 9:30am

This session is focused on best practices for using Continuum’s scripting to increase your efficiency and your client’s satisfaction. We will dive into common scenarios such as onboarding new clients, adding new users, and leveraging the Continuum Communicator. Adrianna Gugel, RMM Product Manager, will be joined by two MSPs who will share how they utilize Continuum’s scripting today. This session includes: 

  • Three easy steps to get you started with scripting
  • Common scenarios for using scripting
  • Tips and tricks to help you get the most out of Continuum’s scripting
speaker
Navigate 2016 Speaker Adrianna Gugel

Adrianna Gugel

Product Manager, Continuum Managed Services

Navigate 2016 Speaker Raffi Jamgotchian

Raffi Jamgotchian

President & CTO, Triada Networks

Connection
How to Ensure an 85% MSP Close Rate

How to Ensure an 85% MSP Close Rate

Connection ConnectionDuration: 45 minutes9/30 9:30am

Ok, you set an appointment now what? What happens on your first appointment will determine 100% of the time whether or not you’re going to get the MSP sale. It is a direct result of asking the right series of questions. During this interactive webinar you will learn how to ask specific questions to ensure deployment of RapidFire, gain “buy in” to progress to the next step of the process, create doubt in your prospect’s mind of the services they’re currently receiving, and to position you as the prospect’s future MSP partner. Taught by Dale Stein, Co-Founder of Technology Assurance Group (TAG), an organization of leading managed server providers www.tagnational.com and Partner at Voice Smart Networks, Southern California’s leading MSP.

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Navigate 2016 Speaker Dale Stein

Dale Stein

Managing Partner, Technology Assurance Group (TAG)

Coffee Break

Coffee Break

Duration: 15 min9/30 10:15am
speaker
Business
Mobile Security for the Way People Work

Mobile Security for the Way People Work

Business BusinessDuration: 45 minutes9/30 10:30am

Enable Apps and Content with Mobile Device Management

Organizations are rapidly adopting mobile solutions as a means to boost employee productivity and customer engagement. In turn, mobile security is top of mind, as attackers are sophisticated and organized more than ever before.  MSPs have the opportunity to address theses challenges with Mobile Device Management (MDM).  Join our session to learn MSP best practices for building a mobility practice powered by Continuum MDM and explore several real-world MDM use cases presented by Continuum MSPs and mobility experts from IBM.  

speaker
Navigate 2016 Speaker Brian Christini

Brian Christini

Channel Programs and Operations MaaS360

Navigate 2016 Speaker Nicolas Dard

Nicolas Dard

Sr. Product Manager, Continuum Managed Services

Sales & Marketing
How to Sell the Continuum Help Desk

How to Sell the Continuum Help Desk

Sales & Marketing Sales & MarketingDuration: 45 minutes9/30 10:30am

In this session, Jacque Rowden, Continuum Help Desk Senior Director, and Matt Hubbell, Continuum Regional Sales Manager, will share strategies on how to sell Continuum Help Desk to your clients – new and existing, willing and resistant. Joined by Partner Development Managers Corey Nulton and Paul O’Donnell, this session includes:

  • Scenarios depicting sales opportunities
  • Review of some common objections and strategies for overcoming reluctance to adopt Help Desk
  • Sales enablement materials available on the Partner Support Portal
speaker
Navigate 2016 Speaker Jacque Rowden

Jacque Rowden

Senior Director of the Help Desk, Continuum Managed Services

Navigate 2016 Speaker Paul O'Donnell

Paul O'Donnell

Sr. Partner Development Manager, Continuum Managed Services

Navigate 2016 Speaker Corey Nulton

Corey Nulton

Senior Partner Development Manager, Continuum Managed Services

Partners Success
Client Engagement Best Practices

Client Engagement Best Practices

Partners Success Partner SuccessDuration: 45 minutes9/30 10:30am

In this session we’ll discuss exciting ways to proactively manage and stay engaged with your clients. Attendees will learn how to engage clients, strategies for open communication, best practices around QBR’s, delivering Executive reports effectively, and customer success and satisfaction tips. Partners will leave knowing best practices for engaging clients and where they should start.

In this session, you'll learn:

  • How to Engage Clients
  • Strategies for Account Management to Improve Customer Satisfaction
  • Customer Success Tips
speaker
Navigate 2016 Speaker Ray Vrabel

Ray Vrabel

Senior Director, Strategic Partners, Continuum Managed Services

Navigate 2016 Speaker Joy Beland

Joy Beland

President, Pink Hat Technology Management

Navigate 2016 Speaker Darryl d'Aquin

Darryl d'Aquin

President, CommTech

Product Success
Choosing the Best Storage Configuration for Your Continuity247™ Appliance

Choosing the Best Storage Configuration for Your Continuity247™ Appliance

Product Success Product SuccessDuration: 45 minutes9/30 10:30am
speaker
Navigate 2016 Speaker Randy Bowie

Randy Bowie

VP, Backup Products & Engineering, Continuum Managed Services

Connection
Sponsor Lighting Round

Sponsor Lighting Round

Connection ConnectionDuration: 45 minutes9/30 10:30am
Our Sponsor Lightning Round will feature the following sponsors: CentreStack, Intel, IBM, RapidFire Tools, BrightGauge, TigerPaw, Malwarebytes, Intronis, MSP SEO Factory and Connectwise.
speaker
Coffee Break

Coffee Break

Duration: 15 min9/30 11:15am
speaker
Keynote
The Revenue Challenge by Paul Chisholm

The Revenue Challenge by Paul Chisholm

Keynote KeynoteDuration: 1 hr9/30 11:30am

In this session Paul Chisholm, the former CEO of mindSHIFT Technologies, will share his thoughts on tactics for MSPs to both maintain existing revenue and seek out new opportunities for growth. Paul lead mindSHIFT to become ranked as the #1 MSP for several years and grew the company to over $100M in revenue.

In the session he will explain the following:

  • How to manage and protect the base

  • How to break down obstacles to obtain new business

  • How to invest in revenue generating opportunities

speaker
Navigate 2016 Keynote Speaker Paul Chisholm

Paul Chisholm

Former CEO, mindSHIFT

Closing Remarks

Closing Remarks

Duration: 30 min9/30 12:30pm
speaker
"Grab and Go" Box Lunch & Networking

"Grab and Go" Box Lunch & Networking

Duration: 1 hr9/30 1:00pm
speaker
Pricing Workshop

Pricing Workshop

Duration: 3 hrs9/30 2:00pm

Your pricing strategy is the very center of your business. Everything you do from your sales and marketing to your product and customer support works to either drive someone to a purchasing decision or to justify the price you’re charging.

Unfortunately, you probably guessed or argued amongst your team and just put something out there that didn’t have a lot of data to back it up. This means you’re missing out on substantial revenue and growth.

To help you turn this around, Patrick Campbell of Price Intelligently, is running a workshop on how you can get your pricing right to maximize revenue. His team has built the pricing strategy for companies like Atlassian, Autodesk, New Relic, and hundreds more. 

Specifically, he’ll be working through the pricing framework that he’s used and taught to his customers to create millions of dollars in growth utilizing what’s known as value based pricing. This means you’ll not only get your pricing all ship shape in the short term, but you’ll also understand how you implement a repeatable framework to keep your pricing in check as your business evolves. 

Specifically you will learn: 

  • What mistakes you’re making with your pricing and how to exploit these opportunities
  • How to quantify your buyer personas
  • How to setup a testing framework to collect the right price elasticity and feature data from your customers to guide your pricing strategy
  • How to utilize your buyer personas and customer data for an optimal pricing strategy
  • How to implement a value based pricing process into your business
  • How to compound your SaaS revenue growth through a value metric
speaker
Navigate 2016 Speaker Patrick Campbell

Patrick Campbell

Founder & CEO, Price Intelligently