Gaylord National Resort and Convention Center
We would like to thank all of you who took the time out of your business to join us in Washington DC; we understand that your time is precious and really appreciate you taking time out of your business to engage with us and the wider MAX Community.
MSPs came together to share, learn and provoke thought, working as one to drive business growth and in turn success.
Make sure you keep space in your diary for next year’s event… details to follow shortly!
Ian Trump, CD, CEH, CNDA, CPM, BA is an ITIL certified IT professional with 20 years of experience in IT security and information technology. From 1989 to 1992, Ian served with the Canadian Forces (CF), Military Intelligence Branch; in 2002, he joined the CF Military Police Reserves and retired as a Public Affairs Officer in 2013. Ian previously managed IT projects at the Canadian Museum of Human Rights and is currently Chief Technology Officer (CTO) for Octopi Managed Services Inc. & Octopi Research Lab (UK) Ltd.
As a CTO for a Managed Service Provider (MSP) in Canada and a cyber threat research lab in the UK, Ian has deep experience with the threats facing small, medium and enterprise businesses. His research and experience has made him a sought-after cyber security consultant specializing in developing cyber threat intelligence programs for small, medium and enterprise organizations.
As part of LogicNow’s Data Team in Cambridge, MA, USA, Dana leads the LogicCards initiative. This involves leveraging predictive analytics and machine learning across billions of data points to deliver real-time, value driving insights to our partner community.
Dana’s various experience bridges data mining, statistics, and computer science. Before LogicNow she was involved with extracting insights about neuroscience and cognition at the Dept. of Brain and Cognitive Sciences at MIT, studying the spread of sentiment through networks using social media data, and most recently investigating the analytical prediction of illness using sensor data at Boston Children’s Hospital. She is now excited to head up the team behind LogicCards, which aims to analytically predict the health of machines, networks, and organizations, identify points of weakness, highlight suspicious states and behaviors, and leverage the collective intelligence of the MSP community to improve the success of each of its constituents. She has contributed to multiple peer-reviewed publications and has presented at academic conferences about topics spanning network analysis, data visualization, and statistics.
A managed services veteran and highly sought after thought leader in the channel community, Dave Sobel is responsible for fostering the growth and success of SolarWinds MSP growing community of MSP partners. With responsibility for community globally, he helps promote collaboration, education and innovation to ensure that partners have access to the right business, technology and market resources and are utilizing the Platform to achieve positive growth, enhance their offerings and become best-in-class solution providers. Dave leads a successful team of community managers and field marketing managers representing SolarWinds MSP's global MSP partner base.
Regarded as a leading expert on cloud computing, mobility and virtualization, Dave is regularly a featured speaker at industry events including the Microsoft Worldwide Partner Conference, IT Nation, SITS London and as a CompTIA trainer at multiple events. Dave authored the book Virtualization: Defined, is a contributing writer for the SolarWinds MSP blog and is also a regular contributor to such key channel publishers as CRN, Channel Insider, Channelnomics and MSPmentor. He was named a CRN Channel Chief to Channel Pro’s 2015 20/20 Visionaries and has been an MSPmentor 250 member for multiple years. In 2016, Dave was recognized for the seventh consecutive year as one of the top virtualization experts globally as a Microsoft MVP for Virtualization. Dave has served on the executive council for Managed Services and as founding Chair for the Mobility Community for CompTIA, and currently serves on the Vendor Advisory Council. Dave holds a bachelor's degree in Computer Science from the College of William and Mary and is a former member and facilitator for Heartland Technology Groups. With a strong passion for collaborating with clients and peers on utilizing technology to advance organizations, Dave is a dynamic voice within the IT community
Eric’s IT experience began in 1985 at the age of 15 when he was making money setting up home computers for friends and neighbors. He went on to receive a degree in computer engineering from the University of Central Florida. Within a year of graduating he started his first break/fix IT company supporting the SMB marketplace in Orlando, Florida.
In 2004 he became COO for one of his largest clients, a fashion jewelry manufacturer and in 2006 became CIO of a group of specialty furniture manufacturing companies.
After five years of management experience, he decided to start his second IT company focusing on a managed services model. Providing different levels of service to a variety of micro-SMB customers allowed his company to provide standardized services across a variety of market verticals without having to be specialized in any single vertical.
In 2013 Eric sold his IT company to long-time business associate and went to work for SolarWinds MSP as a Sales Engineer. Combining his years of experience with the MSP Remote Monitoring and Management product and business ownership he now works to help other MSP’s achieve their goals through using the SolarWinds MSP product suite.
John is our Product Director for MAX ServiceDesk and is responsible for the direction, design and development of the product. John joined LogicNow in May 2013 after the company’s acquisition of the ServiceDesk product, which he founded.
He has worked in the software industry for over 15 years, in roles across both SME and international corporations, including lead roles in both development and architecture. John has a particular interest in web technologies, user experience, cloud and mobile solutions.
I have spent a lifetime in business and helping businesses succeed, including my own. Having been responsible for new business development, channel sales, electronic records, and determining which industry-leading companies to partner with, I am ready to take my life's experience and help companies from a consultant's viewpoint. Have you protected your business from potential hackers and other types of breaches? Probably not if you are like the majority who believe it will happen to someone else. The irony is that you can do so much just by training your employees and placing basic written policies in the employee manuals. I can help.
After building IT Sales organizations for 25 years, I now work with owners and managers to help them grow their businesses more effectively. I teach innovative practices to hire great people, win new business, and improve profits.
I have a variety of delivery vehicles for business education:
One to Many: Speaking on Sales and Business Topics at Industry Conferences
One to Few: Facilitating Peer Groups for Business Leaders and hosting Educational Webinars
One to One: Business Coaching on Sales Growth, Sales Recruiting, and Sales Management
And for something completely different, I send out a fun-filled, action-packed monthly e-mail newsletter with a humorous take on sales and management.
Karl W. Palachuk, is a technology consultant, author, speaker, trainer, and coach. He is the author of fifteen books. He has built several successful businesses, including two managed services companies. His books include Managed Services in a Month and The Network Documentation Workbook. Karl is a frequent trainer and speaker in the SMB Community. His popular blog can be found at SmallBizThoughts.com. He has more than twenty years experience as an I.T. professional and serves on advisory panels for several hardware and software companies. His Wikipedia page is at http://en.wikipedia.org/wiki/Karl_Palachuk.
Randal Wark is a public speaker and founder of IT Revolution, a firm that helps VARs hack their business to increase profits. Having survived in the IT world for 20 years, Randal’s instincts have given him the tools to help others adapt and evolve with the changing market. His latest obsession was the inspiration for the creation of VAR Mastermind groups, which offers peer mentoring, combined with industry leading coaching sessions.
Jason Brunt is an IT Veteran – in the field for 20 years and a consultant for 10 years. He started e3 Technical Solutions 5 years ago to fill a void in the industry left by substandard customer service. e3 operates under 4 core values: honesty, integrity, excellence and top level customer service. Jason resides in the greater Philadelphia, PA area with his wife of 17 years and their 3 children.
As a Sales Engineer, Ernest is responsible for helping the MSP Community best leverage MAX Remote Management (formerly GFI MAX) and all that it offers.
Serving as a Technology Consultant in the Outer Banks of North Carolina prior to LogicNow (formerly GFI Software), Ernest obtained much experience in managing Networks within the SMB Market space. While in this role, he proved to be a fundamental asset in the development and maintaining of a Managed Service Care offering.
In 2009, Ernest joined LogicNow, here he progressed through the ranks of Technical Support where he served as a Technical Support Team Lead and Supervisor. When the opportunity arose to share his Consultant skillset, he knew it was his calling.
Ernest holds a Bachelor of Science Degree in Computer Science from East Carolina University, with concentrations in Both Systems Development and Management Information Systems & Accounting.
Ryan Morris, Principal Consultant for Morris Management Partners, has more than 20 years experience in marketing, sales, and management in the technology / telecom industry – specifically focused on building successful multi-tier channel solutions and profitable solution provider businesses.
As an instructor, analyst, and consultant, Ryan has developed, launched, and helped to implement successful go-to-market strategies for dozens industry-leading vendors, distributors and their channel partners, including (IBM, HP, Oracle, Cisco, Juniper, Siemens, Lenovo, Symantec, Red Hat, and many more.
From that platform of experience, Ryan has launched his new venture (Morris Management Partners) to work directly with technology channel companies to apply best practices, drive growth, and achieve new levels of performance and profit. Morris Management Partners services include management consulting, sales development, and end-customer marketing / public speaking.
Ryan has been recognized with numerous industry awards and named “Most Outstanding Speaker” at more than 6-dozen conferences and events. His live sessions are renowned for their dynamic pace, energetic and entertaining style, and massive amounts of actionable ideas.
Ryan is a nationally recognized sales trainer and business management speaker. His services are in high demand by Fortune 500 firms and savvy startups alike. Over the years Ryan has delivered a message of consultative selling, dynamic differentiation, and visionary business leadership to thousands of sales, marketing, and corporate business leaders.
Chas has been involved in strategic planning for many years now. Having founded and divested a nationally published Contracting business, Chas is now involved in assisting multiple technology firms on topics ranging from strategic management to marketing to project management. Chas is also an adjunct faculty member for Liberty University’s School of Business, where he teaches the capstone courses for both the undergraduate and the MBA programs. The primary focus of this talk would be to always be ready to do a 180 on your business plan and/or direction of your business. The most successful businesses today are able to see several steps down the road in anticipation of where the market will be trending in the future.
As founder and CEO of Choice Technologies, Steve Rutkovitz’s role is to set the vision for the company by bringing together a team with experience across several different specialties, and foster a culture that stresses the importance of research. We then develop the services and products that deliver the highest level of quality for our clients’ needs.
Specialties: Information Technology | Security and Compliance Management | Managed Services | IT Consulting | Cloud | Mobile | Network Security and Risk Assessment Scans | Security as a Service | Software Selection | IT Road Mapping | Networking Planning and Analysis | Network Infrastructure | Disaster Recovery Planning | Data Protection | Network Policy Management | SIEM (security information and event management)
After nine years of non IT related sales, Jeff went back to school and earned his Associates Degree in Applied Science Computer Network Systems in March 2010 and then went on to earn a Bachelor of Science Information Systems Security in March 2012.
While working on his Bachelors at ITT Technical Institute, LogicNow (formerly GFI Software) took a chance on him and hired him in April 2011 as a Technical Sales Associate. He worked hard and proved to be invaluable to the team so much that a Sales Executive position was created and he was promoted in February of 2012. This was one of the quickest promotions ever given by the company.
Due to success of the brand and their commitment to the IT channel, following the acquisition of IASO, now known as MAX Backup, Jeff was promoted to Sales Executive for the new product. He was involved with the launch of MAX Backup and now assists in the development and growth so much that he was asked to move over to be the US Sales Engineer for MAX Backup. His hard work, dedication, and ability to think outside of the box is proving to help create a true win/win situation between MAX and the channel.
Paul is CEO of Service Leadership, Inc. a leading Solution Provider and IT vendor consultancy and publisher of the Service Leadership Index®, the foremost industry benchmark. Prior, at USBX Advisory Services, Paul established its IT M&A practice, leading its founding transaction. At All Covered, Inc., a large SMB IT services provider, he led M&A and Integration, executing and integrating 18 transactions. He then founded a successful mid‐market IT services firm with two private equity raises. At Xerox, Paul was Vice President of Managed Services, serving F500 customers worldwide, and regional Vice President for one‐quarter of the division’s field operations. Prior, at CompuCom, he was National Vice President of IT Operations Consulting for this $2BB IT Solution Provider.
Terry Hedden is the founder and CEO of Cloud Guru and Marketopia. Cloud Guru helps IT Resellers, Vendors and Distributors increase sales of cloud solutions. Marketopia is a leading provider of outsourced demand generation and sales empowerment solutions for MSPs and works with vendors to increase channel sales. Terry also works with many industry leaders, including Apple, IBM, Tech Data, Ingram Micro, AVG, Synnex and many more. He also is an accomplished industry speaker averaging over 60 speeches per year to over 24,000 MSP and VAR attendees.
Prior to starting Marketopia and Cloud Guru, Terry was the founder and CEO of Infinity Technology Solutions, one of the largest and most successful MSPs in the world. Infinity provided a complete managed IT and cloud offering to thousands of firms throughout Florida and Georgia. Infinity provided a complete technology offering for hundreds of businesses, including hardware and software solutions, outsourcing, Managed IT Services, Cloud Solutions, VoIP Telephony, website and software development services. Infinity received numerous awards, including recognition as a Best Place to Work in Florida, four time winner of Inc. Magazine’s Inc. 500/5000, a five time winner of the 50 Fastest Growing Firms in Tampa, 3 time winner of Best Computer Support organization in Tampa Bay, Orlando Chamber’s Most Outstanding Small Business and Greater Tampa Chamber’s Business of the Year. Terry sold Infinity in 2012 to a Strategic buyer and left to dedicate his time and energy to Cloud Guru and Marketopia.
Prior to starting Infinity, Terry had progressive leadership roles with AT&T, EDS, Infor, Lectra and Ernst & Young’s Management consulting practice. He has an Bachelor’s degree in Management Information Systems and an MBA from the University of Florida.
ART GROSS is the CEO and co-founder of Entegration, Inc., an MSP founded in 2000 with a strong focus on healthcare clients. Leveraging the information security concepts and unique delivery attributes of the highly successful HIPAA Secure Now! Service introduced in 2011, Art has developed the innovative Breach Secure Now!, a comprehensive set of security services which MSPs can offer to clients across all industries. Prior to founding Entegration, Art worked at the pharmaceutical giant Merck, leading business system development projects and managing emerging technology architecture. Art earned his degree in Computer Science from Penn State University, and received his MBA from Fairleigh Dickinson University.
Susan Bradley is an enterprise security MVP and has been patching since before the Code Red/Nimda days. She writes Brian Livingston’s Windows Secrets, and was one of the authors of Windows Server 2008 Security Resource kit, and Small Business Server 2008 Unleashed. In real life she’s the IT wrangler at her firm, Tamiyasu, Smith, Horn and Braun, where she manages a fleet of Windows Servers, an Exchange Server, desktops, a few Macs, several Windows mobile and iPhones and tries to keep patches up to date on all of them. In addition, she provides forensic computer investigations for the litigation consulting arm of the firm. She blogs at http://www.sbsdiva.com/ on the topics of small business server, tech topics and whatever she stumbled over that day.
Net Sciences, Inc. is a an integrator and MSP in Albuquerque, New Mexico, a city about half the size of Adelaide. Net Sciences is a five-person firm in our 20th year. Focusing on architecture, design, engineering and professional services clients varying in size from two to nearly 100 users. Joshua’s pursuits include mountaineering, rallying, martial arts, and writing and working as an event and travel photographer. He hold a Philosophy degree, speaks many languages, travel extensively and raising Siberian Huskies with his wife Heidi.
Josh has been in the IT Solution Provider arena for the last 15 years. First as an owner, then as a management consultant with Taylor Business Group for 8 years, and now as founder of Bering McKinley. Josh’s track record of developing management solutions for 100’s of MSP’s, VAR’s, and integrators around the world has afforded him the opportunity to see companies of all sizes enjoy phenomenal growth in profitability and in top line revenue.
Additionally Josh is a maniac for strong financial accounting practices being followed at business of all sizes. Josh believes, as Peter Drucker did, “if you can’t measure it, you can’t manage it.” Josh has a deep respect for anyone who has the nerve to start their own business but also believes that only gets you so far. Sooner or later you have to take accountability for your business and perform at extraordinary levels to enjoy the lifestyle you deserve.
In his free time, Josh enjoys boxing, kayaking, and the occasional overland expedition to remote areas such as the Arctic Ocean and the tea estates of Kerala, India. Josh credits his MBA from Canisius in Buffalo, NY and his undergraduate degree in education for providing the foundation to his consulting style. Many of his philosophies and thoughts on the IT industry can be found on his blog, http://www.jo-sh.com. Bering McKinley’s website can be found at www.beringmckinley.com.
A seasoned, self-motivated leader with a proven track record, Jim Lippie has a unique perspective on the channel. As the former President of IndependenceIT (iIT), one of the fastest growing cloud desktop companies in the World, Jim Lippie was responsible for helping the managed services (MSP) community identify opportunities to grow recurring revenue and add value to end-users. Lippie joined iIT and built a foundation for success, growing the partner base over 250% and increasing revenue nearly 300% over 18 months. Over the years, Lippie has developed his “Channel Eclipse” philosophy and has become a strong and outspoken advocate for the channel. His passion to help sustain the channel is what led Lippie to form Clarity Channel Advisors. He is now dedicating his experience to helping all of the companies in the channel ecosystem.
Formerly, Lippie was the President and CEO of Thrive Networks, a Staples Company. He was responsible for guiding the company’s overall business operations and strategy with a vision of becoming the premier provider of outsourced IT support for emerging and mid-market companies. In 2006, Lippie spearheaded the company’s successful acquisition by Staples. Under his leadership, Thrive tripled its revenue and doubled its employee base over a six year period. During his tenure, Thrive was consistently ranked as one of the most progressive managed service providers in the world according to MSPMentor.
Lippie has also been named as one of the world’s most influential people in the managed services industry three times (MSP Mentor). He has been quoted in hundreds of publications over the last several years and is a frequent speaker at industry conferences. Before being named President and CEO in 2005, he served as Thrive Networks’ director of business development.
Prior to joining Thrive Networks, Lippie was a partner at Client First Associates, a management and organizational development-consulting firm. He is the author of “Five Management Principles in One CREAD: A Management Guide to Live By”
A native of Massachusetts, Lippie received his bachelor’s degree in public relations and his master’s degree in urban affairs from Boston University.
Amy opened Harbor Computer Services as a firm specializing in small business technical support services in 2000 and was honored as Microsoft Partner of the Year in 2010. She started Third Tier in 2008 to assist other IT firms with technical challenges. She has been honored as a Microsoft MVP for the last 11 years in various categories and has received other recognitions from SMBTN, SMBNation, MSPMentor, ChannelPro, Best of Michigan. Amy started into small business IT after realizing that they were not being taken seriously and were suffering with networks that we either over built or under built. She puts a strong emphasis on the Service part of being an MSP and believes in high touch, high service. Amy has always enjoyed the business side of IT as much as the technical and spends her time sailing, travelling and doing IT community work.
Pierre-Michel “Mike” Kronenberg has two decades of experience in IT, security and business development. Prior to joining LogicNow, Mike served as CTO at Webroot, Symantec-PC Tools, and Kroll/Ontrack. He has also been the founder of several successful start-ups.
Carolyn April joined CompTIA in April 2010 as director of industry analysis after serving as editor for Ziff Davis Enterprise, a leading digital media company specializing in the technology market, and its Channel Insider title, a news and information Web site focused on news and resources for IT resellers and system integrators.
Prior to her tenure at Ziff Davis, April was a principal analyst for Institute for the Partner Education & Development (IPED), an industry leader in IT channel consulting, research and education analysis that is a division of Everything Channel. She was responsible for a wide range of research projects for IT vendors, distributors and other clients.
April also served as executive editor of VARBusiness, an award-winning IT channel print and online publication focused on the IT channel and distribution industry; and of Redmond Magazine, which covers Microsoft technologies and the Microsoft user ecosystem. She also worked in editorial positions for InfoWorld, a business-to-business focused publication, and for daily and weekly newspapers in Massachusetts.
April is a graduate of the Medill School of Journalism at Northwestern University in Evanston, IL, where she earned bachelors and master’s degrees in journalism.
Rayanne Buchianico owns and operates ABC Solutions, LLC in Clearwater, Florida. ABC Solutions is an accounting, tax, and business systems consultant serving SMB IT companies throughout the United States. You can also find her in the Tech Your Books Department of Third Tier and teaching QuickBooks classes for Great Little Seminar.
Her commitment to her profession takes her out of the office, too. She founded the Tampa Bay IT Pro Group in 2004, which she leads to this day, and she served as treasurer of the Global IT Community Association for both the North American and Global boards of directors.
Rayanne’s work in helping IT professionals and MSPs improve profitability through accounting systems, financial reporting, and PSA integration has been widely recognized for its effectiveness:
2012 Jim Locke Memorial Community Award by SMBNation and SMB Technology Network (SMBTN)
2011, 2012, and 2013 SMB 150 list by SMBTN and SMB PC magazine.
Taped by Bigger Brains in 2013 to create a QuickBooks 2013, QuickBooks Online, and QuickBooks 2014 online courses
Jason Nelson is the CEO of Allixo, a fast growing MSP in the Pacific NW which provides a home-grown and highly successful managed services program to a wide array of organizations.
Jason has a strong entrepreneurial spirit alongside deep technical know-how which has enabled him to develop both the services and go to market strategy for successful new ventures, including a Cloud Services division offering internet and application hosting. He has consulted for banks, hospitals and government entities and is a sought after network engineer, having traveled around the US to design, build and administer complex and high performance networks for Intel.
As a consultant Jason is keenly aware of business manager concerns and pain points, which has resulted in Allixo’s 70% closure rate with first-meeting prospects and 96% agreement renewal rate. Jason is obsessed with constantly improving the client experience and has built a company culture where being ‘paranoid’ about client expectations is expected and normal.
Jason enjoys helping others in the MSP industry and is an active participant in online peer groups where he shares his knowledge and experience. He is expected to speak at multiple conferences this year.
Ryan Goodman, President. Ryan has been in the payments processing industry and IT channel for over 10 years, as both the part owner of a previous MSP, and now as an owner of the marquee Saas solution, ConnectBooster. Ryan gets how hard it is to collect payments, and most importantly did something about it, through the creation of a software tool that truly does it all, with the goal of helping MSP’s automatically get paid on time, every time.
As Sales Manager for RapidFire Tools, Matthew Koenig establishes relationships with MSPs and assists in developing the best package of Network Detective products along with helping build the best strategy of how to best use Network Detective in their practices to build their business and retain existing clients. He has over 15 years in IT Sales, with expertise in solutions sales & development, which gives him the ability to lead MSPs in increasing their sales and profitability.
A 25 year industry veteran, Todd Haugland has served as a client, consultant, administrator and now vendor for IT in the SMB market space. Todd currently serves as Lead Sales Engineer for LogicNow. Immediately prior to coming to GFI MAX (now LogicNow), he worked with a local Gold Partner providing solutions to small businesses. This unique perspective has allowed him to be an effective trainer, communicator, and advocate for anyone trying to make the most of their IT budget.
Manuel is the coach who will take you to the gym not just send you there. He believes that small business is the backbone of the world and the service industry in particular is the heart! He has nearly 30 years of business, management and training experience in the computer and electronics industries including owning and managing successful IT and MSP companies.
He holds an Associate’s degree in Electrical Engineering and a Bachelor’s degree in Automated Manufacturing. He is an expert of process, systems, and their efficiency who is driven toward continuous improvement in all aspects of business. Manuel is the co-author of the Network Migration Workbook, an expansive 600 page document covering the complete processes and checklists required to migrate your network with zero downtime. His current book in the works is “Getting to the Next Level: A Blueprint For Taking Your Managed Service Business To The Top”.
Manuel is also the original innovator of Business Agile Strategy Execution, the most powerful methods for managing your business roadmap and strategy, and executing on it.
Jessie Devine is the Community Coordinator for QuoteWerks and joined the team in 2014. As the Community Coordinator for QuoteWerks she is responsible for engaging partners, marketing, business development as well as event planning and management. She has also revived the QuoteWerks training program and continues to lead, direct, and manage all aspects of the quarterly trainings. Additionally, Jessie attends several industry events every year and has quickly become a respected and knowledgeable industry channel leader.
Previous to QuoteWerks, Jessie has managed several trade associations and was a Business Development Specialist for a local company based in Orlando, FL. She received her B.S. from Florida State University studying Event Management.
With over 20 years’ experience in sales and marketing, Chip joined GFI MAX (Now LogicNow) in 2005 as a Channel Account Manager. Today, he manages the company’s fastest growing sales division –MAXfocus. Along the way Chip has learned the challenges facing IT experts who support the SMB market space. Prior to GFI (now LogicNow), Chip started his career as District Sales Manager for USAToday newspapers but soon caught the technology bug. He’s held marketing and sales roles for start-up consulting practices (LogicSpan) as well as publicly traded software companies (DSET). Chip is also a graduate of the College of Wooster in OH.
In addition to our general sessions, you can select from a range of both business and technical sessions,
allowing you to tailor your own event schedule as you see fit.
DAY 1: SEPTEMBER 9th 2015
Please come along and collect your namebadge and registration pack between these times. Registration closes at 1pm sharp, where possible please ensure you arrive by this time.
Dave Sobel, Director of Partner Community, LogicNow. Opening and welcome to the event by Dave Sobel, Director of Community – MAXfocus
Dr. Alistair Forbes, General Manager, LogicNow and Dave Sobel, LogicNow
Ryan Morris, Morris Management Partners, Inc.
Keynote : Updating Your Managed Services Business to Extend Your Value & Improve Profit Performance
The IT industry has always been fast paced … with new solutions launching virtually every day. Add to that the complexity of changing business models and increased competition, and it’s harder than ever to manage a profitable business in the IT channel. How will you improve today’s operations to cut costs and improve profits? Which new solutions will you add to your portfolio? And how will you manage the constant process of change to keep your business relevant to your customers? In this fast-paced session, participants will learn how to manage continuous change and build a business strategy that capitalizes on today’s opportunities – and also lasts through multiple market phases.
Jeff Hardee and Eric Harless
This session will cover everything you need to know about our fully integrated Managed Online Back Up Solution. This is our virtual disaster recovery offering that is fully “committed” to your RM Dashboard. *We will show you how to back up *remotely restore *create VM’s “Once you’re in with the MOB, you’re never going to want to leave…”
The goal is to ensure our Partners maximize the functionality that the dashboard provides. In many cases, Partners have not used all the features – or even know they exist. The track will include three exams, each one more difficult than the last. Partners are first tested on their base knowledge of the platform. They are later tested on knowledge of core features and how to use them. And finally, understanding of the dashboard’s extended functionality (e.g., mobile device management, app control, scripting) is tested. Your tech’s will walk away with a better understanding of MAX RM and a certificate to prove it!
Jason Nelson, Allixo
Open House: An In-Depth Tour of a Growing and Profitable MSP With Happy Client
Sometimes it can help to see it all put together: a practical and grounded tour through all elements of our MSP business, with Q&A. Allixo is a 6 year old MSP with 1.5 million in revenue, 11 full time employees, and 20% year over year annual growth. Learn from our mistakes, find some inspiration, and gain clarity as you navigate through your own journey into success. This is a big picture session focused on sharing practical information for those who attend.
Terry Hedden, Marketopia
We’ll cover the essentials of marketing, the preparation involved in creating a strategy that fits your budget, needs and targets and explain the difference between sales and marketing and how they interact. Then we’ll provide examples and explain how to create customized marketing, PR and referral program strategies by leveraging Marketopia’s best practices and templates to create an actionable plan for your business.
- Components of a Marketing Plan
- Importance of Repetition and the Impact of Multi-Touch Campaigns
- Keys to Success in Marketing
- Marketing Plan Deep Dive
- Create a Marketing Plan Unique to Your Business Goals
- An Easier Approach to Marketing
Carolyn April, CompTIA
Understanding the mindset of the customer is a crucial ingredient in any successful managed services practice. What do they consider “managed services” and what kinds of questions to they ask when vetting providers? What do they look for in a service level agreement? Trends in Managed Services captures critical end-user information about managed services usage patterns, preferences and general attitudes towards managed services to help guide you toward maximum growth and profitability.
We aim for ease of use while remaining comprehensive. With that said there is always going to be a Customer that has specific UNiQUe needs. In order to remove complexity we have available the Scripting and Automated Tasks solutions sets. These enable YOU to simply “plug in”a script available for Automated Processes. Join Ernest in this deep dive session that has been a standing-room only session 2 years in row!
Implementation & (re)configuration/removal of features from the dashboard. In-depth feature analysis & Best Recommendations Use Cases. The sessions should be considered a continuation of one another. All time available will be used as time allows.
Amy Babinchak, Owner – Third Tier
For many IT firms the owner of the company is a technical person and started the business doing the technical work themselves. But when you’re doing the technical work, graduating into management is difficult and growing into the CEO and Business Owners roles is impossible! In this session Amy will give you her first person account of how she went about making this transition and will provide some tips and pitfalls to avoid.
Chas Hendricksen, Benchmark Systems
Always be ready to do a “180” on your business plan and/or direction of your business. The most successful businesses today are able to see several steps down the road in anticipation of where the market will be trending in the future. Your presenter, Chas Hendricksen has been involved in strategic planning for many years now. Having founded and divested a nationally published Contracting business, Chas is now involved in assisting multiple technology firms on topics ranging from strategic management to marketing to project management.
Manuel Palachuk – Manuel Palachuk International
Taking Your Business To Version 3.0 and Beyond – Business Strategy Meet Agile Execution
Become a consistent leader in your industry by driving your business strategy and roadmap toward success using the power of agile. When it comes to execution on the strategy you’ve laid out for your business or any aspect of your business, the old methods are sorely lacking in many ways. Much like the waterfall method of project management brought about the advent of agile project management, it’s time for a paradigm shift for business strategy execution, and it just so happens that “agile” is the new keyword here too. Find out what your competitors may already know about leveraging agile methods to drive success.
Business owners and managers will agree that having a roadmap and strategy for success is both significant and highly important. But if these are not anything more than a group of ideas in the owner’s head or scribbling on a napkin, you’re not likely to be going anywhere very fast. Business Agile Strategy Execution provides exactly what is called for: Business Strategy fused to Agile Execution. Learn to drive success, not wait for it!
This session will start with the ROI of business strategy, then clarify and expand upon the most important elements of any company’s business roadmap and strategy. After the setup, the primary focus of the discussion will be on the actual methods of driving your business strategy for each aspect of your organization. Manuel will highlight the tools you should be using for evaluating, bench-marking, goal setting, and driving your success. He will use practical examples to demonstrate how to drive the success of your business in every value aspect, especially service delivery.
DAY 2: SEPTEMBER 10th 2015
Dave Sobel, Director of Partner Community, LogicNow
Paul Dippell, Service Leadership Inc.
Why and How MSPs with Top Growth and Profit Focus on Quality and Trust Above All
Many MSPs have lower growth and profitability than they’d like. Some falsely conclude that Managed Services is becoming “commoditized” and lower their prices to spur growth. Yet, according to the industry’s leading financial benchmark, the Service Leadership Index®, the profitability and growth of the top quartile of MSPs has stayed the same each year since 2009. Top quartile MSPs continue to grow at about 2x the pace of the median, and to have about 3x the profit. They leverage the desire for service quality and trust in their sales cycle, then deliver it under contract. This wins the most profitable, growth-oriented accounts and references. Join Paul Dippell, CEO of Service Leadership, Inc. for this actionable and compelling look into how service quality and trust drives success, and how those MSPs at higher Operational Maturity Levels© build them into their businesses.
Mike Kronenberg, MAXfocus Chief Technology Officer
A selection of secret track round table discussions hosted by Paul Dippell and Ryan Morris.
Ian Trump, LogicNow
Ian Trump, Security Lead for LogicNow takes a look at the current state and future state of the MAXfocus platform when it comes to Cyber Threats. The MAXfocus platform easily provides a “quick win” suite of solid security services; Patch Management, Managed AV, Web Protection, Email Protection, Mobile Device Management and Backup – 6 Layers of protection. But, wait there is more. Taking a look at the event log monitoring, SNMP monitoring and future development of Network Discovery and LogicCards, finding “bad things” suddenly becomes a great deal easier. Would you believe with a handful of scripts and a few free tools the MAXfocus platform can turn into a Host Intrusion Detection System, a Network Intrusion Detection System and provide continuous monitoring of the organizational security posture? Ian will show you just how far you can go with the MAXfocus platform when it comes to security.
Key Take aways
- MAXfocus provides 6 layers of effective defence against cyber attacks.
- MAXfocus is not just about prevention; it can help detect Zero Day and APT style attacks.
- Continuous Monitoring of an Organizations Security Posture can be deployed using MAXfocus.
Best Recommendations: advanced management of RM including system & user security. The sessions should be considered a continuation of one another. All time available will be used as time allows.
Rayanne Buchianico, Third Tier
Many MSPs use QuickBooks to enter their transactions, reconcile and send the accountant’s copy to their tax preparer at the end of the year. There is so much more to your accounting system. Learn to use the information in QuickBooks to:
- Make Management Decisions
- Plan Your Exit Strategy
- Manage Cash Flow
- Detect Fraud in your Company
- Can you afford to hire a new tech, purchase equipment, or should you take on a loan?
This is not a bookkeeping session, it is a management session. Learn to use the tools you already have to run your business more efficiently and profitably.
Jim Hunton, Onsite Technical Services LLC
Once you add a client how do you retain them long term. How can you use some simple tools built into MAXfocus to assist in keeping the client engaged. What things you should be watching for and what you should do to when you have a competitor trying to pry their way into one of your clients.
Learn From Your Peers: Pricing Out Your Managed Service Offering
Are you wondering how to price your services? Do you want to maximize your ROI? What pricing model should you use in order to be successful? MSP’s all over the world are asking these questions, so this year our Panel is all about Pricing! Moderated by Nadia Karatsoreos, Community Manager at Logicnow and introducing your Panelists Jason Etheridge from Logic Speak, Steve Rutkovitz from Choice Technologies, Richard Delaney from Delaney Computer Services, Inc, Chad Kempt from Fast Computers, Willy Mangual from Nerds “R” Us.
Eric Anthony and John Bennett
Join Eric Anthony, [lead of sales for ServiceDesk] and John Bennett, ServiceDesk Product Director, to hear how ServiceDesk can help your business track and improve your service delivery, learn about our latest updates and the plans for the roadmap of the product.
Todd Haugland, LogicNow
Extend it: Automation/Remediation Logic Files from the dashboard. In-depth analysis & Best Recommendations Use Cases. The sessions should be considered a continuation of one another. All time available will be used as time allows.
Susan Bradley, Third Tier
Learn how to quickly recover from and prevent the latest threat on the web – ransomware. From CryptoLocker, to CryptoWall, it’s estimated that its cost its victims over $30 million dollars. Learn how to better protect and prevent your clients from becoming its next victim.
Karl Palachuk, Technology Consultant – Small Biz Thoughts
The Ultimate Branding for a Successful Manage Service Business
SOPs – Standard Operating Procedures – are much more than simple “how-to” documents. Join best-selling author Karl Palachuk for a look at policies, processes, and procedures that help define your business and separate you from the competition. Karl’s presentations are always informative and entertaining.
Michael Schmidtmann, Peer Group and Facilitator – Trans4mers
MSP owners who do the selling for their company can enjoy a great lifestyle. Unfortunately, their company will never sell for high value / multiples unless they can build a sustainable sales engine. This sales engine needs a sales team to supplement and eventually replace the owner’s sales. How do you create a sustainable sales engine that drives high growth, high profits, and high resale value? There have never been more ways.
In this session, you will gain insights into these issues:
- What to do first: Inside or Outside Sales?
- Where to Invest: Marketing or Sales?
- “Buy” talent or “Build” it?
There have never been more viable ways to build a business. Which model fits you and your business the best? The long term success and profitability will hinge on your ability to make these choices and attract the right types of talent to your organization.
This session is led by Mike Schmidtmann, who founded and ran a successful $30M business selling IT products and services. He now works with Solution Providers across the country to grow their sales and improve profits.
Matthew Koenig, National Sales Manager – RapidFire Tools
Leveraging Network Assessments to Close More Managed Services Business
This session will reveal the top ways that successful IT service professionals and MSPs use IT assessments throughout the client lifecycle — from compelling lead generation “call-to-action” and helping to close new business, through expanding your existing client relationships.
There will also be a brief introduction to Network Detective, the affordable tool used by thousands of IT service pros that makes comprehensive IT assessments fast and easy.
Art Gross, CEO – Entegration, Inc.
Small to midsize businesses (SMBs) are worried about security and data breaches. MSP need to move past basic security such as firewalls and anti-virus and add advanced security services to their MSP portfolio. The breakout session will take a look at common causes of data breaches and why SMBs are targeted the most. We will discuss how Breach Secure Now’s white labeled security service can help MSPs add advanced security services and help their clients prevent, respond to and survive a data breach.
Ryan Goodman, President – ConnectBooster
Become an IT Invoicing Champ, Instead of an IT Invoicing Chump
As the owner of an IT business, you can probably relate to IT clients paying late, (or not at all) slow-payers, and the pitfalls of your typical accounts receivables process. In our session, we will give you free and helpful tips on how to grow your MSP, eliminate the headaches associated with the usual method of reconciling transactions, receiving paper bills, and ultimately help your MSP become more efficient with your most important task: getting paid on time, every time.
Jessie Devine, Community Coordinator – QuoteWerks
Close More Deals and Become More Profitable by Automating Your Sales Process
Efficient, easy, accurate, reliable. These are not the conventional terms used to describe a sales process. Usually, the sales process is seen as a time consuming and daunting task. It includes multiple steps and several people involved to take a client from prospecting, to quoting, to closing the sale. Without proper practices and tools in place, your sales process can lack the efficiencies, reliability, and uniformity of a streamlined approach and result in missed opportunities.
In this session you will learn how you can use a systematic approach, with industry tools, to simplify and automate your sales process and turn it into an efficient, reliable and profitable sales environment.
Jeff Hardee and Eric Harless
MAXBackup… Our Hybrid Vehicle That Protects Land and Cloud
Jeff Hardee and Eric Harless will teach you everything you need to know about MAXBackup- our disaster recovery solution with no competitor- there is literally no other vendor that can do everything we do!
We will cover:
- how to have high RTO (recovery time objective)
- what’s your DRP (disaster recovery plan)
- got security on your mind? We’ll cover that too.
“It’s not bragging if you can back it up”
Todd Haugland, LogicNow
Extending it more: Special Case Deployments. Advanced features/monitoring tools and & Best Recommendations Use Cases. The sessions should be considered a continuation of one another. All time available will be used as time allows.
Randal Wark – IT Revolution
What’s in Your Business Vision for the next 3 or 5 years? We hardly know what will happen months from now in the IT industry, so why have a vision for the next three to five years? Learn how a proper business vision can make your company successful. Get some insights into building a great business vision. Find out the importance of working ON your business rather than IN your business.
Jason Nelson, Allixo
Do you find yourself offering 24×7 support without a sustainable way to deliver it after hours? Suffering alert fatigue? Join this session for a deep dive into our solution, how it works with MAXfocus, how to share the load with your technical staff without them hating it, and more. This is a major operational impact session you don’t want to miss.
Terry Hedden for CompTIA
To build an effective managed services business, you must first understand what your target customers and their employees need to meet their objectives. When your portfolio offers what businesses truly want, or your services can be tailored to meet their specific needs, sales will be more plentiful. Successful MSPs provide the types of unique support their customers really need and the cost-effective nature of managed and cloud services creates a win-win for all involved
DAY 3: SEPTEMBER 11th 2015
Dave Sobel, Director of Partner Community, LogicNow
Day 3 Introduction and Event Highlights
These quick fire 10 minute presentations will cover a wide range of topics by a number of different speakers – TBA shortly
Todd Haugland, LogicNow
Extending it more: Special Case Deployments. Advanced features/monitoring tools and & Best Recommendations Use Cases. FINAL ASSESSMENT. The sessions should be considered a continuation of one another. All time available will be used as time allows.
Amy Babinchak, Owner – Third Tier
If you aren’t currently rolling our Rights Management to your clients that’s probably because it used to be very complicated to rollout and manage. With the increasing need for compliance by nearly all businesses, thanks for PCIDSS and other regulations, nearly everyone has a reason to protect what they are sending via email. With Office 365 and Right Management Anywhere technologies those days are thankfully behind us. Amy will show you what it is, why to use it, how to talk to your clients about it and how to roll it out and manage it.
Ron Bush, Ron Bush Consulting, Inc.
Writing your own Information Security Policy – Best Practices for Staying Safe in a Scary World!
Attendees will learn how to protect their clients and their company’s data through best practices. Also, one hour of consulting and one RFID wallet by Identity Stronghold will be awarded to during the presentation. You must be present to win.
Manuel Palachuk – Manuel Palachak International
The Tao of Agile Service Deliver – Today’s Dynamic Service Delivery Methods
With the dynamic changes happening in the IT industry and its service delivery mechanism, you had better keep up or move aside. Step up and tap into the most productive and dynamic service delivery methods in use today by leveraging Agile and shedding the old “stack and run” methods dictated by the PSAs. These methods are not PSA or service system dependent and are in fact more intuitive than what is considered the norm by the big PSAs.
Agile Service Delivery methods release your service department from the constraints of conventional service delivery. They allow your entire team to function with a level of autonomy far superior to those still preached by the industry and PSA solution providers. They can be used to significant advantage regardless of the service ticket system in place or the team size, with greater ROI for you and your clients.
Manuel will start with the definition of Agile as applied to service delivery, then he will cover the current “lacking” standard practices, and finish with Agile Service Delivery methods for success. The main topics of this presentation include: Your company ROI, Service Delivery Strategy, Processes and Procedures, Communications Protocol, Team Dynamics, and Client Value. Once your service delivery gets Agile, you will never want to go back.
All attendees will have the opportunity to vote for a session they didn’t attend but wish they had
Dave Sobel and Dr. Alistair Forbes, LogicNow
“Gained a new perspective on business goals got lots of questions answered - will see business growth because of it for sure”