Solution Partner SME Submissions - Role Based Groups
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Use the filters below to find sessions that match your interests. Please reach out to Elizabeth Lisk if you are interested in a virtual engagement.
Results as of July 13, 2026
| Company | Speaker | Session | Takeaways | Topics | Target Role | Presentation Time | Comments |
|---|---|---|---|---|---|---|---|
| ScalePad | Christy Strickland | eSAT - The Seat on the Bus Does Matter Summary: Placing the right people in the right roles drives organizational success. We will explore how to identify and retain key employees, understanding their strengths, motivations, and satisfaction levels to enhance team performance, reduce turnover, and foster a more engaged workforce. Attendees will learn how eSAT helps leaders identify alignment issues early, make data-driven decisions about role placement, and build a culture where every employee is positioned to thrive. | Key Takeaways: Design a simple eSAT program you can implement tomorrow Identify strengths and weaknesses within your organization Reduce turnover and identify when there may be a threat of losing a rockstar Create a training program across the company Discuss data and metrics to identify your next hire and promotion | HR & Talent Retention; | Operations Leaders;Service Leaders; | 60 minutes | |
| Cisco | Aaron Torres | Title: Building a Security Service Framework for AI Security Abstract: As AI transforms the digital landscape, securing AI workloads has become a critical challenge. Join us for an interactive breakout session where we will explore how to build a comprehensive security service model and framework centered around AI Defense, a specialized AI security toolset designed to protect AI applications throughout their lifecycle. You will: - Gain insights into understanding the evolving market of AI workloads - Discover shadow AI usage - Address the unique security risks posed by AI, including adversarial attacks, data leakage, and model vulnerabilities This session will cover how to develop consultative security services that help organizations validate AI models, enforce runtime guardrails, and manage AI access policies to ensure safe, private, and compliant AI adoption. You will walk away with actionable strategies for building consultative security services, enabling your organization to innovate with AI while proactively managing emerging risks. Don’t miss this opportunity to explore integrated visibility, detection, and management – so your team can unleash the full potential of AI, securely. | You will walk away with actionable strategies for building consultative security services, enabling your organization to innovate with AI while proactively managing emerging risks. Don’t miss this opportunity to explore integrated visibility, detection, and management – so your team can unleash the full potential of AI, securely. | AI, Automation; | Security Leaders; | 45 minutes | N/A |
| CSP Edge | Matthew Bristow | Session Title: Turning Microsoft Incentives into a Profit Strategy Session Description: Most MSPs treat Microsoft incentives, Solution Partner scores, and CPOR governance as administrative tasks rather than strategic levers. This session shows Sales, Finance, and Service leaders how MCI incentives, accelerators, skilling pathways, and customer associations directly impact profitability and cash flow. We break down how to align sales activity, service delivery, and finance oversight to increase eligible revenue, protect rebates, and systematically improve Solution Partner performance. | - Clear understanding of how Microsoft incentives affect gross margin and cash flow - How sales behaviour impacts eligibility and accelerator funding - How service delivery impacts Solution Partner scores and deployment points - How finance teams can identify ineligible revenue early - A practical cross-functional framework to improve Microsoft incentive performance | Finance & Tax;Sales & Marketing;Service Delivery & Operations;Microsoft Partner Program & Incentive Strategy;Training & Certifications; | Finance Leaders;Sales Leaders;Operations Leaders;Service Leaders; | 45 minutes | My focus is helping MSP leadership teams treat Microsoft incentives and Solution Partner performance as a structured profit strategy rather than a reactive compliance task. I tailor sessions by role, highlighting what each function directly controls and how cross-functional alignment increases measurable earnings impact. I am comfortable delivering this session virtually or in-person and adapting content to the maturity level of the peer group. |
| Dijital Team | Diana Drury | When ‘Above and Beyond’ Risks a Negative: Gold Plating ‘Go above and beyond’ and ‘keep the customer happy at all costs’ became the rallying cry with the increased focus on ‘Customer Service Excellence’. What happens when ‘at all costs’ starts to really cost? When the ‘reticent to say no to a client’, starts to eat at your margins? Whether it’s a client, a team member or a particular ‘type of work’ this session will help you identify culprits (or potential culprits) and solve a problem before you need to fix an outcome. With a focus not just on what’s written down but the language we use – how we communicate expectations (internally and externally) matters in how our team will deliver. An examination of the ‘end result’ and the pathways that lead there, this workshop will provide direction to uncovering the hidden risk of gold plating in your business. | How to identify hidden costs in ‘above and beyond service’ How to solve for the risk before you need to fix the damage How to avoid ambiguity in communicating expectations | Customer Management & Retention;Service Delivery & Operations; | Operations Leaders;Service Leaders; | 60 minutes | email: diana.drury@dijital team.com |
| Live Oak Bank | Nick Padlo | Increasing My Enterprise Value- Financing Solutions for Growth | Bank cash flow analysis, lending process, how to fund M&A via financing, education on financing products available to MSPs | Finance & Tax;M&A, Valuations & PE; | Finance Leaders;Operations Leaders; | 45 minutes | N/A |
| Mizo | Mathieu Touags | The ROI Conversation: Quantifying AI Value Before the Client Asks Clients buy AI on a number, not a narrative. A repeatable model for building the ROI case — baseline cost of the problem, projected savings/uplift, payback period — using the client's own data so the figure is theirs, not yours. | A fill-in-the-blanks ROI worksheet you can run live in a discovery call, plus how to handle the "but is it real?" | Service Delivery & Operations;Product Consulting & Support;Sales & Marketing; | Service Leaders;Operations Leaders;Sales Leaders; | 30 minutes | |
| Mizo | Mathieu Touags | Building the Operational Backbone for Guaranteed Outcomes You can't guarantee what your operation can't reliably deliver. The service delivery architecture behind the outcome model: agentic workflows across the ticket lifecycle, QA as a control system, and the human-in-the-loop design that keeps the guarantee honest at scale. | A reference architecture for the operations that sit underneath an outcome guarantee, and the capabilities you need in place before you sell one. | AI, Automation;Service Delivery & Operations;Product Consulting & Support; | Operations Leaders;Service Leaders; | 45 minutes | |
| Mizo | Mathieu Touags | What Operators Get Wrong About AI in the Service Desk A myth-busting session from someone who's run an MSP and built the tooling. The over-hyped promises, the under-appreciated wins, and the unglamorous prep work that determines success. | A clear-eyed view of AI's real capabilities and limits in MSP operations, so you can plan with realistic expectations. | AI, Automation;Customer Management & Retention;Service Delivery & Operations; | Operations Leaders;Service Leaders; | 30 minutes | |
| Mizo | Mathieu Touga | The Automation Maturity Curve: Where Is Your Service Desk Really? Most MSPs think they're "automated" because they have a few scripts and a chatbot. A maturity model from reactive ticketing to autonomous resolution, with honest markers for each stage. | A self-assessment to locate your service desk on the curve and a prioritized path to the next level. | AI, Automation;Service Delivery & Operations; | Service Leaders;Operations Leaders; | 30 minutes | |
| Mizo | Mathieu Tougas | Stop Hiring Dispatchers, Start Training AI Walkthrough of a MSP journey in delegating Triage, Dispatch and Coordination roles to AI agents so that their techs can focus on higher value work | - The shift from managing human labor to transitioning to human + digital labor - How to best collaborate with AI Agents at scale and in critical roles - Step-by-step approach to transitioning dispatch to higher-value work | AI, Automation;Service Delivery & Operations; | Operations Leaders;Service Leaders; | 30 minutes | |
| Mizo | Mathieu Tougas | Land and Expand: Pricing the First AI Deal to Win the Next Five The first AI engagement isn't where you maximize price — it's where you prove value and earn expansion rights. How to price an entry deal that's easy to say yes to, then engineer the expansion path into the contract from day one. | A land-and-expand playbook with pricing guardrails so your "easy yes" doesn't become a margin trap. | AI, Automation;Customer Management & Retention;Sales & Marketing;Service Delivery & Operations; | Sales Leaders;Service Leaders;Operations Leaders; | 45 minutes | |
| Mizo | Mathieu Tougas | Trust, but Verify: QA in an AI-Driven Service Desk When agents — human or AI — close tickets at scale, quality assurance becomes the bottleneck. How to QA AI-handled tickets, catch silent failures, and protect CSAT as volume grows. | A practical QA model for AI-assisted resolutions: what to sample, what to flag, and how to keep clients confident. Topic: ☑ AI, Automation | AI, Automation;Cybersecurity;Service Delivery & Operations; | Service Leaders;Operations Leaders; | 30 minutes | |
| Mizo | Mathieu Tougas | Project vs. Recurring: Pricing AI as MRR, Not a One-Off AI lands easily as a project but the margin lives in recurring revenue. How to structure deals so the implementation funds itself while the real value — and your valuation multiple — comes from the managed-service tail. | A model for converting one-time AI projects into durable MRR, and the contract mechanics (commitment terms, ramp pricing) that make | AI, Automation;Product Consulting & Support;Sales & Marketing; | Sales Leaders;Operations Leaders;Service Leaders; | 45 minutes | |
| Mizo | Mathieu Tougas | The ROI Conversation: Quantifying AI Value Before the Client Asks Clients buy AI on a number, not a narrative. A repeatable model for building the ROI case — baseline cost of the problem, projected savings/uplift, payback period — using the client's own data so the figure is theirs, not yours. | A fill-in-the-blanks ROI worksheet you can run live in a discovery call, plus how to handle the "but is it real?" objection. | Sales & Marketing;Finance & Tax; | Finance Leaders;Operations Leaders;Sales Leaders; | 45 minutes | |
| MONJUR | Rob Scott | Evolve title Using AI For Intelligent Legal Protection - Legal advisement and contract compliance and security Using AI for Intelligent Legal Protection explores how artificial intelligence can identify contract risk, support compliance workflows, and streamline legal processes through intelligent automation. By analyzing legal documents, surfacing deviations, and highlighting regulatory risk areas, AI driven contract intelligence provides 24/7 AI support under attorney supervision. This approach delivers a more consistent and informed way to manage legal decision making in increasingly complex regulatory environments, without implying continuous human availability. | Legal Advisement | Legal;AI, Automation; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Compensation Architecture: Aligning Incentives with Margin & Growth Compensation structures can either strengthen EBITDA or quietly undermine it. This session explores how executive pay, sales incentives, and service bonus programs should align with margin targets, cash flow discipline, and enterprise value creation. | • How to align incentives with gross margin and EBITDA to avoid margin-eroding bonus structures • Protect cash flow in compensation design • Creating compensation plans that drive results without hurting culture • Balance owner pay with reinvestment strategy | Finance & Tax;HR & Talent Retention; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | EBITDA Improvement Lab: Identifying Hidden Profit Leaks Many MSPs operate below benchmark EBITDA without realizing where margin is eroding. This working session helps members identify common profit leaks in service delivery, overhead structure, pricing, and payroll alignment. | • The most common drivers of sub-benchmark EBITDA • Where margin typically erodes in growing MSPs • How to prioritize improvement efforts • A practical roadmap to improved profitability | Finance & Tax;Service Delivery & Operations; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Cash Flow Acceleration: Practical Strategies to Improve Liquidity Profit does not equal cash. This session provides practical strategies to improve working capital management, billing discipline, and liquidity without slowing growth. | • Identify cash flow leaks • Improve billing and AR discipline • Manage vendor terms strategically • Increase liquidity within 90 days | Finance & Tax; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Why Most MSP Scorecards Are Useless (And What to Track Instead) Most MSP leadership teams review a scorecard every week, but many of the metrics being tracked don’t actually drive better financial performance. In this interactive session, Brandi Bonds, a CFO with two decades of experience with MSP's, will break down the difference between activity metrics and financial drivers, and explain why many MSP scorecards fail to highlight the real issues impacting profitability. We will walk through the financial and operational metrics that actually predict MSP performance, and show how leadership teams can use them to detect margin leaks, improve service efficiency, and make better decisions about hiring, pricing, and growth. | The difference between operational activity metrics and true financial drivers. The 10 metrics that actually predict MSP profitability. How to identify early warning signs of margin erosion. How to structure a leadership scorecard that drives accountability. Practical examples of how high-performing MSPs use metrics in their weekly meetings. | Finance & Tax;Sales & Marketing;Service Delivery & Operations; | Operations Leaders;Finance Leaders;Sales Leaders;Service Leaders; | 45 minutes | This session is great for all leadership team members! |
| Next Level Now | Brandi Bonds | Capital Allocation Strategy: Deploying Profit for Maximum Return Generating profit is one discipline; deploying it wisely is another. This session explores how to evaluate reinvestment opportunities and allocate capital intentionally to maximize long-term enterprise value. | • Evaluate ROI on hires and tools • Model acquisition vs. organic growth • Understand cost of capital • Deploy profit strategically | Finance & Tax; | Finance Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Capacity, Utilization & Service Gross Margin: The Math Behind Scaling Most MSPs focus on revenue growth but few truly understand the relationship between utilization, effective billable rate, service capacity, and gross margin. This session breaks down the operational math that drives scalable service profitability. | • How utilization actually impacts gross margin • Calculating true effective billable rate • Understanding capacity before hiring • Identifying when margin problems are pricing vs. staffing issues • A framework for scaling service delivery profitably | Finance & Tax; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Finance for Operators: Giving Your EOS Leadership Team Ownership of the Numbers Most leadership teams review financials passively - nodding through a P&L they don’t fully understand. When sales, service, and operations leaders lack financial fluency, accountability weakens and margin erosion goes unnoticed. This session is a practical, no-jargon financial bootcamp designed specifically for non-finance leaders. It teaches how to read a P&L, understand Gross Profit vs. EBITDA, and connect departmental decisions directly to financial outcomes. The objective: move from financial reporting being “the CFO’s job” to financial ownership being a shared leadership responsibility. | • How to read a P&L with confidence • Clear understanding of Revenue, COGS, Gross Profit, and EBITDA • The difference between Service Gross Margin and Company EBITDA • How Sales, Service, and Operations each directly impact profitability • How to assign financial ownership across EOS roles • A simple structure for running financially accountable leadership meetings | Finance & Tax; | Sales Leaders;Operations Leaders;Security Leaders;Service Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | The 7 Levers That Drive MSP Profit, Cash & Value | A clear understanding of the 7 financial levers that directly drive MSP profit, cash flow and enterprise value and why growth must be engineered, not hoped for - presented by a fun and dynamic CFO who has worked with MSP's for over a decade. Insight into how pricing, utilization and gross margin can be adjusted in small increments to produce meaningful EBITDA improvement. Real-world examples showing how moving one lever at a time changes financial outcomes, demonstrated live so members can see the impact instantly. A practical roadmap and worksheet for choosing one improvement per quarter to steadily build financial maturity and operational stability. A valuable Excel template that helps MSP's measure, track and act on these levers with clarity and confidence. Renewed confidence in their numbers, understanding what truly moves profit, cash and how to focus their teams on the metrics that matter. | Finance & Tax;M&A, Valuations & PE; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Benchmark-Ready Financials: Aligning Your Chart of Accounts to Service Leadership Many MSPs misclassify revenue and expenses, leading to distorted benchmarking results. This session clarifies recurring service vs. recurring product, proper payroll alignment, and functional expense allocation to ensure accurate Service Leadership uploads and meaningful comparisons. | • Clear standards for recurring service vs. recurring product • Proper placement of account management (“farmer”) payroll • Correct allocation of benefits and payroll taxes by function • A framework to realign financials for accurate benchmarking | Finance & Tax; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Beyond the Budget: Building a Forecast-Driven MSP Most MSPs build an annual budget, review it occasionally, and then spend the year explaining variances. Traditional budgeting is static. Forecasting is dynamic and forward-looking. This session teaches MSP leaders how to implement a 12-month rolling forecast that integrates sales pipeline data, hiring plans, utilization trends, pricing assumptions, and cash projections to create real-time strategic visibility. Rather than managing from historical reports, you’ll learn how to use scenario modeling and operational drivers to anticipate risk, guide hiring decisions, protect margin, and accelerate growth, transforming finance from a rearview mirror exercise into a proactive leadership tool. | • The critical difference between static budgeting and rolling forecasting • How to build a 12-month rolling forecast using real operational drivers • Integrating sales pipeline, hiring plans, and utilization data into projections • Using scenario modeling (best case / expected / stress case) to guide decisions • Tools and data sources required for forward-looking visibility • How forecasting transforms leadership conversations from reactive to strategic • A practical framework to shift from historical reporting to predictive financial management | Finance & Tax; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now | Brandi Bonds | Payroll Allocation Done Right: Protecting Gross Margin Accuracy Payroll misclassification is one of the biggest reporting errors in MSP financials. This session focuses on aligning payroll, taxes, and benefits to Service, Sales, and G&A to produce clean gross margin and EBITDA reporting. | • How to allocate payroll by functional area • Why account management belongs in Service (not Sales) • The impact of benefits/taxes misallocation • How to audit and correct payroll reporting errors | Finance & Tax; | Finance Leaders;Operations Leaders; | 45 minutes | |
| Next Level Now, Inc. | Brandi Bonds | “Where the Next $1 Million in Your MSP Is Hiding?" Understanding the seven levers that create value. Most MSP leaders are working hard to grow - but many are leaving their next $1M on the table without realizing it. In “Where the Next $1 Million in Your MSP Is Hiding?” CFO Brandi Bonds breaks down the seven key financial and operational levers that consistently create enterprise value inside MSPs, without requiring more hours, more chaos, or blind guesswork. This session demystifies MSP finance by connecting strategy, sales, delivery, and leadership decisions directly to the numbers that matter most. | Attendees will leave with a clear understanding of the seven key levers that drive MSP profitability and enterprise value, and how each one directly impacts growth, cash flow, and valuation. This session demystifies MSP finance by connecting strategy, sales, delivery, and leadership decisions directly to the numbers that matter most. Using real-world MSP data, SLI benchmarks, and CFO-level insight, Brandi shows how small, intentional changes across pricing, utilization, service mix, and execution can unlock outsized gains in profit and valuation. Members will also receive an easy-to-use Excel workbook that allows them to plug in their own numbers and see firsthand how even modest improvements can dramatically impact their MSP’s value - turning insight into immediate, actionable clarity they can take back to their leadership teams. | Finance & Tax;M&A, Valuations & PE; | Finance Leaders;Operations Leaders;Sales Leaders; | 45 minutes | Brandi is a highly engaging, dynamic speaker with nearly two decades of experience in the MSP industry. She thrives in interactive sessions and welcomes live questions, real-world scenarios, and open discussion, making her presentations both practical and highly relevant to attendees. Her ability to adapt in real time based on audience challenges, maturity levels, and goals ensures that each session delivers immediate value. Brandi’s mix of deep industry knowledge, CFO-level perspective, and approachable delivery consistently resonates with MSP executives and peer groups alike. |
| ScalePad | Christy Strickland | It All Starts with Utilization Summary: Understanding and optimizing utilization is the foundation for organizational efficiency, productivity, and profitability. The presentation will show how utilization drives forecasting, staffing decisions, performance expectations, and overall operational health. Attendees will learn why getting utilization right is the first step toward smarter planning, stronger accountability, and sustainable growth. | Key Takeaways: -How to get real-time, on-time utilization into your daily operations -What a daily huddle does to improve and drive accountability, and how to implement it across your organization. -Why you can’t figure out profitability if you are not properly tracking time | Service Delivery & Operations; | Operations Leaders;Service Leaders; | 60 minutes | |
| ScalePad | Christy Strickland | Beyond the Contract: Building Unbreakable Client Relationships | Summary: A crash course in what actually keeps clients happy—spoiler: it’s not just weekly status reports. I’ll share lessons learned (sometimes the hard way) from managing clients, expectations, and the occasional minor crisis with a smile. Key Takeaways: What makes a GREAT Client relationship? Who has the most important position in your MSP? How do you track accountability to the process? How do you train and ASK for the Referral? How are you thinking outside the box? | Customer Management & Retention; | Operations Leaders;Service Leaders; | 60 minutes | |
| ScalePad | Christy Strickland | Aligning Company Culture to Core Values and KPIs Summary: This presentation explores how to intentionally align company culture with core values and key performance indicators (KPIs) to drive consistent, measurable success. It will highlight why culture must be more than words on a wall—showing how behaviors, decision-making, and accountability systems can be shaped to reflect the organization’s true values. Attendees will learn practical strategies for integrating KPIs that reinforce desired cultural norms, creating alignment across teams, improving engagement, and ensuring that performance metrics support—not contradict—the company’s mission and identity. | Key Takeaways: -Engage employees in living the core values and achieving KPIs by turning key behaviors into measurable, rewarding, and repeatable actions using gamification. -Transform core values into daily practice by weaving them into how you hire, lead, plan, measure success, communicate, and celebrate wins—making them the foundation of everything the organization does. | HR & Talent Retention; | Operations Leaders;Sales Leaders;Service Leaders; | 60 minutes | |
| Siege Cyber | Peter Stewart | Turning Pen Tests Into Sales: How MSPs Use Independent Findings To Win Security Budget This session shows MSP sales leaders how to use independent penetration testing as a powerful sales tool, not just a technical exercise. By walking through real-world examples, it demonstrates how third-party findings can turn “we’ll think about it” into approved budgets for firewalls, servers, MDR and other security services, while positioning the MSP as a trusted advisor rather than a pushy seller. | Our goal is to help MSP sales leaders turn penetration testing into a strategic sales enabler. By taking them behind the scenes of real-world pen test reports, we show how independent third-party findings can unlock stalled security projects, help clients justify budget for the controls they actually need, and strengthen long-term trust in their MSP. | Cybersecurity;Sales & Marketing; | Sales Leaders; | 30 minutes | |
| Siege Cyber | Peter Stewart | Strengthen Client Security Ahead of Penetration Testing Many MSPs help their clients stay secure day-to-day, but small oversights can still lead to red flags in a penetration test. This session shares real-world insights from penetration testing engagements, highlighting the common issues we uncover and the practical steps MSPs can take to fix them early. Learn how to align your clients’ environments with security best practices, reduce repeat findings, and deliver even greater value by ensuring they’re truly ready before the next test begins. | Members will leave with a clear idea of what typically appears in client penetration testing reports, what “good” looks like in simple business terms, and how they can set their customers up for a smoother pen-test experience. | Cybersecurity; | Security Leaders; | 30 minutes | Members will leave with a clear idea of what typically appears in client penetration testing reports, what “good” looks like in simple business terms, and how they can set their customers up for a smoother pen-test experience. |
| Strategy Overview | Alex Markov | vCIO Mastery Overview Learn about how to kickstart a vCIO process, mature to high OML levels, and create a consistent modern QBR/Technology Leadership process that has true impact on your client health, cybersecurity, evolution, standardization, and relationship. Get a live view of new features launched for Strategy Overview and how modern MSPs are leading digital transformation plans in the new world of AI. | How to create a consistent vCIO/QBR process that has real impact. | AI, Automation;Customer Management & Retention;Cybersecurity; | Operations Leaders;Sales Leaders;Security Leaders;Service Leaders; | 30 minutes | |
| Strety | Larry Garcia | Running EOS at Your MSP: Why It Works, What to Watch For, and Tips to Make It Stick | Members will take away practical, real-world guidance on how EOS can help MSPs improve alignment, accountability, leadership communication, and execution. Whether they are new to EOS or already using it, they’ll leave with tips, lessons learned, and actionable ideas to improve how EOS is adopted and run inside their company. | Service Delivery & Operations; | Operations Leaders;Finance Leaders; | 45 minutes | |
| SV Executive Search | DeLynn Mitchell, Marissa Withers | Leadership Trends Shaping the Next Generation of MSPs | As MSPs scale, leadership decisions increasingly determine success or stall. This session explores the leadership trends we’re seeing across high-performing MSPs, including how CEOs are evolving their executive teams, where leadership gaps most often emerge during growth and M&A, and what PE-backed and founder-led MSPs are prioritizing in senior talent today. Drawing from real-world executive search data and market insight, this session offers a candid look at what’s changing and how MSP leaders can prepare for what’s next. | HR & Talent Retention;M&A, Valuations & PE;Service Delivery & Operations;Executive Leadership & Organizational Scale; | Operations Leaders;Service Leaders;Other; | 45 minutes | This session is designed to be highly practical and candid, grounded in real MSP leadership scenarios rather than theory. While informed by executive search and PE market dynamics, the focus is on helping MSP leaders make better decisions about building and evolving leadership teams, regardless of growth stage or ownership structure. |
| TechGrid | Marc McNall | Quote to Cash | Modernizing your Sales Processes | Sales & Marketing; | Finance Leaders;Sales Leaders; | 30 minutes | |
| xop.ai | Matt Ruck | Using AI to uncover hidden client sales opportunities, generate more revenue, and reduce revenue leakage. | Your service desk already captures the most valuable intelligence about your clients — growth plans, infrastructure pain points, business changes — but it's rarely documented in engineer ticket notes, and even if they are, the tickets get closed (and opportunities missed). AI can read every ticket (and voice transcriptions of support calls) with a strategic lens your techs aren't trained for, passively surfacing signals like office expansions, mergers, or technology refreshes without adding any steps to their workflow. The result is that your operational data becomes client intelligence, automatically. This changes how you run your business. You know which clients have active opportunities. Your service desk evolves from a cost center into the best source of client insight in your organization. | AI, Automation;Customer Management & Retention;Sales & Marketing;Product Consulting & Support;Service Delivery & Operations; | Operations Leaders;Sales Leaders; | 45 minutes | |
| ZeroTek | Neil Arsenault | The Identity Blindspot: Why MFA Isn't an IAM Strategy and What Security Leaders Should Build Instead Most MSPs have deployed MFA for their clients and checked the "identity security" box. But MFA is a single control, it's not an identity and access management strategy. Security leaders are increasingly being asked to address lifecycle management, conditional access policies, SSO across dozens of SaaS applications, compliance audit trails, and rapid incident response when credentials are compromised. In this session, Neil Arsenault — a 3x Okta Certified Consultant and CEO of ZeroTek — walks security leaders through the full spectrum of what modern IAM actually looks like for MSPs serving SMBs. He'll cover the gap between what MFA solves and what a complete IAM approach addresses, the specific breach scenarios where MFA alone fails, how to build an identity security framework that scales across your entire client base, and how to have the internal conversation with your leadership team about investing in dedicated IAM tooling. This is a technical-strategic session designed for the people responsible for their MSP's security posture. | Members will leave with: (1) a clear understanding of why identity is emerging as a standalone managed service category and the market forces driving adoption, (2) a practical framework for evaluating the revenue potential and margin profile of adding dedicated IAM to their offerings, (3) real examples of how MSPs are positioning identity services to SMB clients, including how to handle the "but Microsoft already handles that" objection, and (4) key questions to ask themselves to determine if and when IAM should become part of their growth strategy. | Cybersecurity; | Security Leaders; | 45 minutes | Neil holds Okta Professional, Administrator, and Consultant certifications and is a member of Okta's Community SME Program. He has personally led or supported hundreds of hours of Okta deployments for MSPs and brings both the technical depth and the MSP operational context that security leaders need. This session is designed to be educational, focused on helping security leaders elevate their identity practice, not a product demonstration. Happy to adjust format or length based on the group's preferences. |