Detailed Agenda

30 September

01 October

02 October

30 September

01 October

02 October

Speakers

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Ann Westerheim

Founder & President
Ekaru
Ann Westerheim is the Founder and President of Ekaru. Ekaru is an MSP in the Boston area and has worked with hundreds of small businesses to support their servers, desktops, security, and network infrastructure. Ann is an engineering graduate of MIT with over twenty years high tech experience in research, advanced development , product development, and usage and impact of technology.

01 October

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Anthony Conti

Product Manager
Continuum
Anthony is a Product Manager for Continuum Command. In this role, his goal is to perpetually deliver value to Continuum partners by way of new features and enhancements. He was previously a Technical Success Manager for Partners in the Northeastern US and Eastern Canada, providing technical and educational support for Partners and ensuring the successful adoption the Continuum platform. Anthony has additional experience as a Project Manager, Data Analyst, Consultant, and Educator.

01 October

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Bob Kocis

Chief Revenue Officer
Continuum
Bob Kocis is Continuum's Chief Revenue Officer, and is responsible for Continuum's strategic go-to-market, global expansion and partner success efforts.

Bob brings more than 20 years of experience in global sales leadership and business management to Continuum, and before joining the company he served as Vice President of Worldwide Sales and Customer Excellence at ANSY.

Bob also held a number of sales leadership positions over a 16-year period at PTC, Inc., a U.S.-based software company specializing in 3D design software, product lifecycle management and service management solutions. He previously served as Senior Divisional Vice President of Asia Pacific Sales and Distribution, where he oversaw PTC's operations across Asia. Prior to that, Bob was responsible for creating and leading PTC's SMB Channel Advantage Program.

Bob holds a bachelor's degree in marine engineering systems from the United States Merchant Marine Academy. He is also a graduate of the General Dynamics Nuclear Engineering School. 

01 October

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Bradley Gross

Founding Partner
Law Office of Bradley Gross, P.A.
Bradley Gross is the founding partner of the Law Office of Bradley Gross, P.A. His law firm focuses on transactions involving managed service providers, VARs, technology solution resellers, cloud solution providers, IT professionals and technology companies worldwide, and represents more MSPs than all other law firms in the United States.

Brad is a worldwide legal authority in the area of cloud computing transactions and has been named on nine occasions to the list of Super lawyers in the area of IT & Technology Law. He is a highly sought-after and frequent speaker at industry events throughout North America, Canada, and the European Union. A former Chair and managing partner of the Intellectual Property Law Department of one of the largest law firms in the State of Florida, Brad sits on the Board of Directors of several technology companies, and acts as general counsel for dozens of technology solution providers throughout the United States. Brad has served as a Technology Law subject matter expert for Governor Bush and was a former Technology Law correspondent for NBC television.

02 October

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Brian Bakkila

NetSmart Manager
Applied Imaging
Brian Bakkila ran his own Managed Service company for 18 years prior to joining Applied Imaging to found the NetSmart Plus brand in March of 2014. The acquisition of his company was the first of five acquisitions that Applied Imaging has made in the IT Services space over the last 5 years. During his tenure at Applied Imaging: NetSmart Plus as a division has grown to cover the entire lower peninsula of Michigan out of 3 of Applied’s regional offices. Matching the geographic growth, NetSmart Plus’s top line revenue has grown 500% with contract revenue growing 3700%.

01 October

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Brian Coffey

Supervisor of MSP Platform Channel Sales and dedicated Account Manager for Continuum Managed Services
Webroot, Inc.
Brian Coffey is Supervisor of MSP Platform Channel Sales and dedicated Account Manager for Continuum Managed Services at Webroot, Inc. a Carbonite company.

He has been in the technology industry for over 21 years and focused on security for the past 15 years. Over this time he has performed multiple roles including systems engineer, product manager and is currently a channel account manager with Webroot. These roles have provided diverse perspectives on threats and the impact they can have on a business. Brian has a great understanding of how technology, policy and education can be leveraged to reduce security risk.

02 October

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Brian Downey

Vice President of Product Management for Security Solutions
Continuum
As Vice President of Product Management at Continuum, Brian is responsible for the overall security solution strategy and direction. He has spent the past 15 years in various product and business strategy roles at several of the world’s most successful technology companies, most recently driving the creation and introduction of BMC Software’s new security product line. Brian is passionate about developing and delivering solutions that allow small- and medium-sized businesses to effectively secure their environments. Brian has a Doctorate in Business Administration from Temple University, M.B.A. from Babson College, and a computer science degree from University of Massachusetts Amherst. Brian lives just outside Boston with his wife and three kids between the ages of five and nine.

01 October

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Brooke Candelore

Integration Team Lead
BrightGauge
Brooke Candelore is Team Lead for Integrations at BrightGauge Software. After graduating with her Masters in Computer Engineering from the University of Pennsylvania, Brooke gained experience in web application development and artificial intelligence while working for BAE Systems. She joined the BrightGauge team two years ago and now leads a team of developers to connect new datasources such as Liongard Roar and Solarwinds N-Central as well as supply valuable reports and dashboards to our customers.

01 October

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Cameron Habib

Product Marketing Manager
Continuum
Cam is a Product Marketing Manager at Continuum, focused on our RMM solution, Continuum Command. With previous stints in sales, marketing and product, he brings a unique perspective to the team. Cam is committed to building and maintaining positive partner relationships, understanding the challenges and opportunities they face and making sure their voice is always heard.

02 October

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Chris Ryne

Partner
Growth Achievement Partners
Chris Ryne is a Business Coach, M&A Consultant, and Certified Exit Planning Advisor (CEPA) for MSPs. Since co-founding Growth Achievement Partners in 2010, he has produced a successful track record of helping MSPs improve strategy, sales, and operations, participated in 15 MSP acquisitions, and has recently earned his CEPA certification and launched a program to help MSP owners maximize their wealth at exit.

01 October

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Christina Balmert

Strategic Partner Manager
Continuum
A valued and trusted advisor in the MSP and security space with over 10 years of experience. Software and service sales pro, among other sales accolades. Proven expertise in an insightful and consultative approach that aides in partners achieving their business goals.

02 October

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Daniel Eliot

Director of Education & Strategic Initiatives
National Cyber Security Alliance (NCSA)
Daniel Eliot is director of education & strategic initiatives at the National Cyber Security Alliance (NCSA). NCSA is a leading neutral nonprofit public-private partnership devoted to strengthening America’s cybersecurity through awareness and education. Daniel runs CyberSecure My Business™, which is a national program designed to help businesses of all sizes learn to be safer and more secure online. He brings together the federal government, state and local governments, academia, and the private sector to discuss cutting-edge issues and create and implement high-quality, large-scale education and awareness efforts. Daniel is an accomplished speaker and champion when it comes to cybersecurity, and regularly speaks at events across the country and collaborates on regional and national cybersecurity initiatives.

Prior to his tenure at NCSA, he worked both within and in an advisory capacity to small businesses. Most recently, Daniel worked at the University of Delaware in their Office of Economic Innovation and Partnerships—specifically within the Delaware Small Business Development Center (SBDC) as the manager of technology business development. While there, he developed specialty programs to help small business start and scale. One such effort was Delaware’s small business cybersecurity program. This state-wide program is designed to help Delaware’s small businesses identify threats; develop cybersecurity readiness plans and processes; detect breaches; and respond to and recover from successful cyberattacks. Because of his efforts, the Delaware SBDC became one of the national leaders in small business cybersecurity education and outreach. In 2018, Daniel received a letter of
commendation from Governor John Carney’s Cyber Security Advisory Council for his efforts addressing cybersecurity awareness and education across Delaware.

Outside of cybersecurity, Daniel has taught at Temple University in their Center for Social Policy and Community Development and managed a portfolio of technology-based projects for the National Center for College Costs, a technology start-up out of DePauw University.

Daniel holds a B.S. and M.S. from Indiana University, Bloomington

02 October

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David LeClair

Senior Director of Product Management
Continuum
Dave LeClair is Sr. Director of Product Management for Recover at Continuum. He has over 25 years of experience developing and marketing servers, devices, software and services in the computing and communications industries with roles in strategy, product management, marketing and engineering. Previously, Dave held senior executive roles at Unitrends, Stratus, Avaya, NEC, and Internet Appliance Network.

01 October

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Desraie Thomas

Channel Development Manager
Datto
Desraie Thomas is the Channel Development Manager on the Business Development team at Datto. She has a background in sales within several different industries and has had the opportunity to work around the world always excelling in each position. Over the past few years within the MSP Channel, she has assisted partners and customers in building their businesses by adopting best practices and resources that are proven to accelerate success and deliver an exceptional experience to the businesses they serve. While working within the Channel, Desraie developed key relationships with Partners, Prospects and Vendors which led to her to the excellent role on Datto's Business Development Team.

01 October

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Drew Sanford

Director of Sales Engineering
Continuum
Drew Sanford is a leader that lives each day to grow the adoption of quality security practices in the MSP/MSSP community. Drew has over 25 years of experience in delivering information security services into global organizations. As Director of Sales Engineering and formerly the Director of SOC Operations for Continuum, Drew facilitates partners in onboarding and delivering solutions to their customers. Drew was co-founder of CARVIR, LLC., a security vendor that served hundreds MSPs from all over North America, EMEA and APAC. Before founding CARVIR, Drew owned a Nashville, TN based MSP focused on the Manufacturing, Distribution and Medical verticals. Drew has served as CIO of numerous organizations during his career and has co-written two books. In his personal life, Drew enjoys serving as a board member on numerous area non-profits focused on the arts and serving the underserved within the community.

30 September

02 October

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Eric Brown

Senior Technical Account Manager
Continuum
Eric Brown is a Technical Account Manager and is responsible for supporting our strategic Office Technology partners in their adoption and success with the Continuum platform. Prior to Continuum, Eric spent 11 years at a company working in their technology department, holding roles as a help desk technician, systems administrator, and closed out his time there as a Network Administrator.

02 October

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Eric Torres

Channel Development Manager
Datto, Inc.
Eric Torres joined Datto, Inc. as Channel Development Manager in March of 2015. Prior to joining, he ran the Datto sales, operations, and business practices for a successful 65 person managed service provider out of Milwaukee, WI. There, he was a member of the Datto Advisory Board and had given peer to peer presentations at several industry events, sharing his knowledge and expertise on business continuity. Recently named to CRN Magazine’s “100 People You Don’t Know, But Should” list, Eric brings his passion for business continuity and the managed service provider community to this role, and focuses on supporting the Datto Partner Community in growing their business.

02 October

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Fielder Hiss

Vice President of Product
Continuum
Fielder Hiss is Continuum's Vice President of Product, and oversees the strategy, vision and execution behind Continuum's IT management platform and related services. With more than 15 years of experience as an entrepreneurial executive - and significant focus in product strategy and management, product marketing, strategic planning and sales - Fielder is able to effectively translate market opportunities and customer needs into successful business strategies.

Prior to joining Continuum, Fielder was responsible for marketing, product strategy and product management for the energy software company EnerNOC. He held a similar position at Dassault Systems
SolidWorks Corporation, where he drove the expansion of the company's product line into a series of integrated solutions that helped business large and small enhance the speed of their product development process.

Fielder is a graduate of the University of New Hampshire, with a Bachelor of Science in Mechanical Engineering.

01 October

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George Anderson

Product Marketing Director
Webroot, Inc.
George Anderson is Product Marketing Director at Webroot, Inc., a Carbonite company. George has spent the past 18 years in the IT Security industry. Initially in Business Development, Strategic Alliances and Marketing roles for Computacenter, Europe’s leading systems integrator. He then led the Global Product Marketing team for Clearswift and for the past 9 years has been with Webroot in Product Marketing where he is responsible for their Business division, covering Endpoint Protection, DNS Protection and Security Awareness Training.

01 October

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Jacqui Murphy

Chief Marketing Officer
Auvik Networks
As chief marketing officer at Auvik Networks, Jacqui Murphy leads a high-performing marketing team that’s spreading the word about efficient and profitable network management. Prior to Auvik, Jacqui was a venture capitalist focused on technology companies, and served as manager of marketing operations for the video networking division of Cisco, among other roles. In 2017 and 2018, Jacqui was named to the CRN Women of the Channel list for her accomplishments, expertise, and ongoing dedication to the IT channel.

02 October

02 October

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Jay Ryerse

Chief Technology Officer, Security Products
Continuum
Jay Ryerse, CISSP is CTO, Security Products at Continuum Managed Services. He brings more than 24+ years of experience providing Information Technology and security solutions to businesses of all sizes. He’s the previous owner of a successful Atlanta-based and was the CEO of CARVIR, the cybersecurity company acquired by Continuum in 2018. He’s the author of “Technology 101 For Business Owners”, was named to “The World’s TOP MSP Executives, Entrepreneurs & Experts” in 2014 by MSPmentor.net, and was the “2015 Better Your Best” winner from Technology Marketing Toolkit.Today he works closely with IT service providers and MSPs to provide insight and best practices for securing business networks.

30 September

01 October

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John Schweizer

VP, Office Technology Channel
Continuum
John Schweizer is a sales orientated yet operationally sound top executive with three decades of experience in the Office Technology and Managed Services disciplines. As Continuum's Vice President of Office Technology Channel, John leads a team focused on helping companies expand their business in the office technology space.

01 October

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Jonathan McCormick

Chief Operating Officer and Chief Revenue Officer
Intermedia
Jonathan McCormick manages all aspects of operations, client services, and sales for Intermedia. McCormick pulls from his 20+ years of experience to provide 24x7 managed services support to customers and partners. With Intermedia since 2007, McCormick has played an integral role in bringing a number of industry firsts to market for the company including securing Intermedia’s Assisted Technical Support certification from J.D. Power and Associates and TSIA – a first for the cloud software industry.

As Intermedia’s CRO, McCormick oversees all aspects of Intermedia’s direct and partner sales, including inbound sales, field sales, sales enablement and engineering, distribution and strategic communities, sales operations, and business and partner development. In 2019, he was named as one of CRN’s “Most Influential Channel Chiefs.”

Prior to Intermedia, McCormick managed all global operations and customer service as an SVP of Operations at SAVVIS, the global provider of managed hosting, network, and collocation facilities. While there, McCormick was one of the key individuals responsible for building SAVVIS’ Managed Hosting business, taking it from conception in 2001 to the leading position in Gartner’s Magic Quadrant.

McCormick is frequently sought after as a thought leader in the business communications space to add commentary on industry trends and events. McCormick’s leadership viewpoints have been published in such outlets as Network World, eWeek and SC Magazine, to name a few. McCormick holds a double major in Psychology and Economics from Trinity College in Hartford, CT.

01 October

02 October

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Josh Weiss

President & CIO
LA Technologies
As an outsourcing and automation expert (in addition to music event producer & dj!) , I know how to align partners with their MSP toolstack and optimize their operations for success. Simply put, I’m in the business of helping others improve their business. I do more than just help increase efficiency - I show clients how to enhance the quality of their daily interactions with their partners and tools.

My partnership with Continuum’s Help Desk spans more than 5 years of working daily with their techs and leadership. During this time I’ve learned about and overcome some major obstacles to implementing and benefitting from the service. And I now teach, coach and implement operations improvement programs allowing MSP’s to gain maximum value from their partnerships.

My training includes long-term MSP Operations Coaching from Sea Level Operations in addition to 10 years of constantly improving my company’s own internal process and partner collaboration. I’m fanatical about tracking and testing tools in the MSP community, ingesting blog articles like crazy, early-access beta testing new solutions and maintaining relationships with product management leaders. My passion is helping innovative business leaders get more done in less time!

01 October

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Joy Beland

Senior Director, Cybersecurity Business Development
Continuum
From 1997 to 2018, Joy Beland owned and managed her own Managed Services Provider (MSP) practice, LA IT Girl, Inc in the greater Los Angeles area.

In 2014, Joy’s focus shifted to cybersecurity after one of her clients was hit with Ransomware on his home computer. Joy obtained her Security + and CSX Fundamentals certifications, trained with the FBI on Ethical Hacking via InfraGard, and struck up a relationship with the LA District Attorney’s office and Secret Services Cybercrimes Division to bring the message of cyber prevention to the Small Business community at large.

By 2016, through Joy’s intense focus on cybersecurity, Pink Hat Technology Management was born. This division of LA IT Girl, Inc. offered affordable and robust security solutions that focused on the education of her clients. In this new role, Joy has gained national attention for her thought leadership in Security Awareness Training, security solution bundles and understandable and engaging messaging around security.

In 2018, Joy celebrated 21 years as a MSP. Her ability to market and sell cyber security helped her to increase topline revenue by 30% in 2018, paving the pathway to a successful acquisition of assets by Sharp USA on January 1st, 2019.

Joy had served for several years on the Partner Advisory Council of Continuum. Her personal knowledge of the commitment Continuum has to the MSP partner community and their increased dedication to cybersecurity led to her excitement in joining the Continuum team.

Her goal is to help partners to develop and grow their cyber practice by communicating security in a way that is engaging and comprehensive, so that all of Continuum’s partner clients are protected in this new era of cyber warfare.

30 September

01 October

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Juan Fernandez

VP of Managed IT Services & Navigate 2018 Shark Tank Winner
ImageNet Consulting
Juan has been invested in improving business outcomes via technology his whole career. He has been working in and developing the IT industry for over 26 years. With a technology, security and compliance vision for small business, Government, Education, healthcare and financial industries. Juan is one of select few to write the CompTIA A+, Network +, Security + Tests. Juan also sits on the CompTIA Subject Matter Expert Technical Advisory board. His entire career has been dedicated to improving service delivery through embracing effective and efficient use of technology. He has created effective business models for delivering IT based services such as DaaS, SaaS, DRaaS, HaaS, XaaS and promoting online development opportunities to increase individual self-service capabilities and leading strategic initiatives to effectively transform technology to be simple, flexible, adaptable and responsive to the customer needs.

He is the winner of the 2018 Continuum MSP Shark Tank for best security and services presentation in which set the stage for an all-inclusive Security and Device as a service model that set the framework for channel and MSP's models. Juan has focused his entire career on educating customers and companies on his Making IT Simple approach.

Juan sits on the CompTIA Channel advisory board, Konica Minolta Global IT Services Council, Unitrends Partner Advisory board, HP DaaS Advisory Committee for Device as a Service, WatchGuard advisory board, and has worked with many other channel companies to develop the future of technology and XaaS models.

Juan was recognized at HP's Global partner event as HP DaaS innovator of the year as well as received the HP Partner of the year awards for 2018.

01 October

02 October

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Justin Krentz

Senior Account Manager
Vertical Solutions
Justin Krentz is a Senior Account Manager with Vertical Solutions whose main responsibilities include sales management, sales operations and new business development. His experience spans 12 years of selling managed services and comprehensive technology solutions to small and mid-sized businesses, with a primary focus in the healthcare sector.
Justin earned a degree in Marketing from Ohio University in 2007 and then went on to gain his Master’s in Business Administration with a focus in Healthcare Management from Duquesne University in 2013. He currently resides in Pittsburgh, Pennsylvania with his wife, Nicole, and son, Sergio.

01 October

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Kristian Munoz

Customer Support Team Lead
BrightGauge
Kristian Munoz is the Customer Support Team Lead at BrightGauge Software and has been with the company just over 4 years. Prior to joining BrightGauge, Kristian worked directly in the MSP setting as an IT Support Specialist, serving a wide customer base ranging from K-12 schools to corporate accounts. While in that role, he was able to immerse himself in the technological world, but more importantly gain hands-on experience in the customer service aspect of his career, which he loves! Now in his current role, his goal is not only to ensure that all users’ questions/issues are answered/resolved but also to go that extra mile and guide them towards methods/ideas that may help them accomplish things more efficiently. Also dubbed the “BrightGauge Sensei”, he takes passion in helping others learn and adopt the BrightGauge application to the fullest!

01 October

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Kyle Hanslovan

Founder and CEO
Huntress Labs
Kyle Hanslovan comes to Huntress Labs from the U.S. Intelligence Community where he supported defensive and offensive cyber operations for the past decade. He previously co-founded the defense consulting firm StrategicIO and actively participates in the ethical hacking community as a Black Hat conference trainer, STEM mentor, and Def Con CTF champion. Additionally, he serves in the Maryland Air National Guard as a Cyber Warfare Operator. With his strong background in technical leadership, software development, and malware analysis, At this stage in his life, Kyle is hell bent on making hackers earn every inch of their access within the networks he protects.

01 October

02 October

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Matt Lee

Chief Technology Officer
Iconic IT
Passionate. Innovation Evangelist. Full Stack Magician. On a personal mission to make people smile and to be awesome.
Matt provides overall leadership and strategic direction for information technology environments throughout Iconic IT and on behalf of its numerous customers and partners. A technology veteran with expertise in virtualization, platform as a service (PaaS), cloud security, and technology transformations, Mr. Lee has been tasked with developing the Iconic IT roadmap and leading Iconic IT’s technology initiatives while working closely with customers and partners.
Mr. Lee creates mutually valuable partnerships by participating actively on major partners’ advisory boards as well as service delivery councils. He was the recipient of the Wichita Business Journal’s 2016 CIO award. Mr. Lee has been a featured presenter for industry events such as Continuums Navigate, Green Clouds Partner Summit, and the Watchguard Partner Summit. Under Matt’s technological direction Choose Networks was ranked in the top 50% in the prestigious ChannelPro 2019 501 list.
To unwind, Matt enjoys flying down the streets of Wichita perched atop two wheels, decked out in neon biking gear.

Iconic IT was formed in 2019 by four leading IT Managed Service Providers that collaborated for over four years in an industry peer group, Connectwise Evolve. Capstone IT in Rochester, New York, Choose Networks in Wichita, Kansas, Live Consulting in Denver, Colorado, and Networking Results in Dallas, TX, are each leading IT Managed Service Providers in their respective markets.  The combined entity is racing forward to become an industry-leading MSP with a national reach with Mr. Lee leading the way in technology innovation.

02 October

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Michael George

Chief Executive Officer and Board Member
Continuum
Michael George has more than 25 years of experience creating, building and leading world-class technology companies. He has served as CEO since Continuum was formed in 2011, and ensures the company provides its thousands of MSP partners with the platform and tools they need to thrive in today's $241 billion managed IT services market.

Michael has previously served as CEO at OATSystems, Bowstreet and Interlynx, and has held executive leadership positions at TALX Corporation and DEKA Corporation. 

He is also the founder and a member of the Board of Directors for Continuum Veterans Foundation, a nonprofit organization which provides financial support to local and national charities that focus on helping veterans find jobs in IT. Michael is frequent keynote speaker at industry events including ITEX, CMIT, Technology Assurance Group (TAG), Business Technology Association (BTA) and Navigate by Continuum, among others.

Michael is a graduate of Suffolk University where he served as a Trustee for 10 years and completed MIT's Birthing of Giants MBA Program.

01 October

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Michael Vincent

Principal Product Manager of Continuum Fortify
Continuum
Michael has over 15 years in the managed security services space. At Continuum he is responsible for the Fortify line of products. Prior to joining Continuum he has held positions as both a security practitioner, involved in incident response and SOC Management, as well as a software/services vendor, where held several development, architect and product management roles. Michael is deeply passionate about bringing security solutions to market.

01 October

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Mike Clemmons

President
Bytecafe Consulting, Inc.
Mike Clemmons is the CEO and founder of ByteCafe Consulting, Inc. - a 20 year old Indianapolis based managed services provider. He is an expert in marketing and selling Continuum based security products to help secure his clients. ByteCafe Consulting has been a Continuum partner for over 12 years.

01 October

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Nick Teschke

Senior Technical Account Manager
Continuum
A Help Desk team veteran, Nick Teschke acts as a trusted advisor to our Partners by helping them configure, optimize and leverage the Continuum platform to drive better outcomes for their clients. Nick holds a Bachelor’s degree in Network Security from Penn State and is a Certified Ethical Hacker.

01 October

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O'Ryan Johnson

Senior Editor
The Channel Company
O’Ryan Johnson is an editor with CRN covering MSPs, VARs, and other solution providers who make up the channel. Before joining CRN in 2018, he covered covering breaking news, politics, and crime—occasionally, all at once—for newspapers in and around Boston. While a reporter at the Boston Herald, he appeared multiple times on public radio stations WGBH, WBUR as well as national news outlets, CNN, and FoxNews, to discuss stories he first reported.

02 October

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Paula Griffin

Product Marketing Manager
Continuum
As a Product Marketing Manager at Continuum, Paula is responsible for the positioning and go-to-market strategy for our Recover solution. Results-driven and accomplished marketing professional with over 10 years’ experience in developing and executing marketing and communication strategies with the unique ability to understand technical details of each product and service and translate them into accessible content for partners and clients. Paula is passionate about innovation, technology and communication. And her free time, she’s either traveling or preparing for her next adventure.

01 October

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Peter Melby

CEO
Greystone Technologies
Peter Melby is CEO of Greystone Technology, a globally recognized service provider in information technology, consulting, digital transformation, and software development. Despite being a highly technical organization, Greystone's growth is catalyzed by innovation in people, accountability, and the true definition of a successful culture.
Greystone has been included on the Inc. 5000 list of Fastest Growing Companies six times and is a perennial award winner in categories of Top Workplaces, Innovation, and growth. Peter is a member of Denver's 40 Under 40 class and has been named one of Colorado's Top 25 CEOs.

01 October

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Praveen Menon

Senior Service Delivery Manager – NOC
Continuum
I have been with Continuum for the last 12 years and have interacted with numerous Partners over these years thereby helping me in shaping up quite a few processes according to needs of our Partner. Presently, I lead the Voice of Partner function & manage Strategic Partner Accounts in NOC

01 October

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Raymond Vrabel

Senior Director of Office Equipment Business Development
Continuum
Ray leads the efforts to expand Continuum’s partner base, extending across various selling teams including channel development, office equipment, telecommunications, Europe and business development. He was previously Director of Continuum’s Technical Account Management team which supports 4,000 partners worldwide. Ray has more than 15 years of experience in the IT industry, specializing in managed IT services, disaster recovery and cloud solutions.

01 October

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Russ Colwell

Senior Sales Engineer
Continuum
Russ Colwell is a Senior Sales Engineer for Continuum, focusing on Partner acquisition and enablement and assisting Partners in qualifying and onboarding all aspects of the Continuum platform. Russ has held various training and mentorship roles throughout his career, and excels in working as an extension of our Partners’ teams—understanding their pain points and providing solutions to them based on their internal workflows and needs.

02 October

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Stephan Tallent, CISSP

Sr. Director, Managed Security Service Providers
Fortinet
Stephan Tallent brings over 17 years of managed services and information security experience to Fortinet, having spent the last 13 years building managed security service practices within several different types of service provider businesses.

Prior to Fortinet, Stephan supported product development, technical design and sales support operations at telecommunications providers Logix and Masergy. He also held sales and marketing leadership roles at ANX and Iomega (EMC), and was co-founder and chief architect of managed security services at a successful value-add reseller turned MSSP.

Stephan has excelled in telecommunications, technology integration and government cyber-security communities by capitalizing on a flexible blend of technical and business development skills and an ability to balance strategic and tactical initiatives to profitably build shareholder value.

Leveraging this experience and wielding best in breed security technology, Stephan focuses on developing best-practice based MSSP programs that encompass architecture, product development, training, go-to-market strategies and sales operations.

Stephan founded Fortinet’s Veterans program and actively promotes veterans transition into the cyber security industry. He has presented at numerous security conferences and has written various industry articles and whitepapers. He is a Certified Information System Security Professional(CISSP).

01 October

02 October

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Stephen Koury

Director of Strategic Alliances & Emerging Partners
Continuum
As the Director of Strategic Alliances and Emerging Partners, Stephen is responsible for the management and revenue of our fastest growing Strategic Relationships and Partners throughout all of North America. He has extensive experience in exceeding quota, driving new growth in emerging businesses, both domestic and global. With the primary goal to exceed organizational targets; the teams achieve this through a focus on aligning technical resources with opportunities, with well-defined internal processes.

01 October

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Tasos Tsolakis

Senior Vice President of Global Service Delivery
Continuum
Tasos Tsolakis is Continuum's Senior Vice President of Global Security Delivery, and is responsible for delivering world-class service to Continuum's MSP partners through the company's NOC, SOC and Help Desk operations.

Prior to joining Continuum, he was Iron Mountain's Executive Vice President, Global Services and Chief Information Officer, where he led the company's transformation initiatives. At Iron Mountain, Tasos was focused on strengthening the company's technology and services by working strategically with teams across the globe to manage risk and create a consistent standard of superior service to external and internal customers.

Tasos has also served as CIO at Affiliated Computer Services (now Conduent), as Home Depot's Vice President of Direct to Consumer Solutions and IT shared services, and has held leadership positions at GE Information Services and AT&T.

Tasos holds an MBA in finance and entrepreneurship from the University of Pennsylvania, Wharton Business School; a Ph.D and M.S. in electrical engineering from Virginia Polytechnic Institute and State University; a bachelor's degree in electrical engineering from Wilkes University. 

01 October

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Terry Ledger

President & CEO
Network Coverage
Terry Ledger is recognized throughout the IT industry for developing one of the most efficient, resolution driven IT companies. Founded in 1996, Network Coverage focuses on the commercial construction industry providing over 400 years of IT experience supporting construction software and the hardware necessary to help it perform optimally.

01 October

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Tim Weber

Director of Security Services
ADNET Technologies, LLC
Tim Weber, Director of Security Services, has been with ADNET since 1994. Over twenty years of technical experience in the field and leadership roles in Service Delivery give him an acute level of insight into clients’ networks and risks to their businesses. In 2018, Tim assumed his current position, responsible for leading ADNET’s dedicated Security practice.

Tim works with clients to align their overall IT vision and goals with establishing secure environments. Tim and his team work to provide strategic guidance, implement security and disaster recovery best practices, and assess risk in order to make recommendations for improved physical and cyber security. Tim is passionate about increasing security awareness at an organizational level, and establishing IT security governance models. He continues to expand his knowledge and skills, earning industry recognition as a leading security expert as well as certifications such as the CISSP (Certified Information Systems Security Professional).

Tim is a frequent speaker at ADNET and other industry events and strives to help his audience think differently about their IT and security challenges. Tim serves his community as Deputy Chief at his local Fire Department and is focused on training and mentoring department members. A veteran blogger, TV, radio and podcast guest, Tim frequently draws parallels between his work as a
firefighter and an IT security expert.

01 October

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Todd Wolpert

Senior Sales Engineer
Continuum
A Senior Sales Engineer with more than a decade of experience working at the company and within the managed services industry, Todd empowers IT Service and Managed Services Providers to overcome growth challenges and scale profitably. Guiding their successful adoption of Continuum's IT management platform, Todd acts as an extension of partners' sales teams, providing dedicated account management support and helping MSPs properly leverage Continuum's complete technology suite and unique service delivery model.

Prior to Continuum, Todd received his Information Systems degree from Robert Morris College and was a Dev Tools support specialist at ComponentOne in Pittsburgh, PA.

01 October

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Tom McDonald

CEO
NSI
CEO Tom McDonald oversees NSI's daily activities, most especially customer relationships. Some would say he is a SMB Technology Leader, Cloud Computing Consultant, Small Business IT CEO and a Managed IT Service Provider located in Naugatuck, CT – the heart of the valley! He would say he likes to have fun, talk to clients, make money, solve problems, pick smarter people to help, find opportunity and try not to screw it up!

02 October

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Webroot

Titanium
Webroot, a Carbonite company, harnesses the cloud and artificial intelligence to protect businesses and individuals against cyber threats. We provide endpoint protection, network protection, and security awareness training solutions purpose built for managed service providers and small businesses. Webroot BrightCloud® Threat Intelligence Services are used by market leading companies like Cisco, F5 Networks, Citrix, Aruba, Palo Alto Networks, A10 Networks, and more. Leveraging the power of machine learning to protect millions of businesses and individuals, Webroot secures the connected world. Webroot operates globally across North America, Europe, Australia and Asia. Discover Smarter Cybersecurity® solutions at webroot.com.
WW MSP Next-Gen ADR_us.pdf Download Link
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Auvik

Platinum
Auvik is network management for managed service providers (MSPs). We help you manage network infrastructure like you manage endpoints and servers today, giving you instant insight into client networks, and automating complex and time-consuming network tasks. With Auvik, you can make managed network services an efficient and profitable part of your MSP business.
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Datto

Platinum
As the world’s leading provider of IT solutions delivered by Managed Service Providers (MSPs), Datto believes there is no limit to what small and medium businesses can achieve with the right technology. Datto offers business continuity and disaster recovery, networking, business management, and file backup and sync solutions, and has created a one-of-a-kind ecosystem of partners that provide Datto solutions to half a million businesses across more than 130 countries. Since its founding in 2007, Datto has earned hundreds of awards for its rapid growth, product excellence, superior technical support, and for fostering an outstanding workplace. With global headquarters in Norwalk, Connecticut, Datto has international offices in the United Kingdom, Netherlands, Denmark, Germany, Canada, Australia, China, and Singapore. Learn more at datto.com.
2019 Product Brochure_US_10MB.pdf Download Link
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Fortinet

Platinum
Fortinet (NASDAQ: FTNT), is a global leader in broad, automated and integrated cybersecurity solutions and secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security features without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks #1 in the most security appliances shipped worldwide and more than 340,000 customers trust Fortinet to protect their businesses. Learn more at http://www.fortinet.com.
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Huntress Labs

Platinum
Huntress Labs is a leading provider of advanced threat detection and actionable cybersecurity intelligence for Managed Service Providers (MSPs) and small-to-medium sized businesses (SMBs). Historically, the SMB market has been largely underserved by the cybersecurity
industry as enterprise-level tools are too complex to meet these organizations’ unique needs or are cost-prohibitive. Huntress has pioneered an effective and cost friendly method to protect at a layer that is often overlooked — footholds that are indicative
of malicious activity on customer endpoints. By providing expert analysis and actionable insights based on investigation into those activities, Huntress enables corporate IT teams to quickly resolve issues. With Huntress, MSPs can reduce cybersecurity response
labor, retain and grow their client base, and differentiate themselves from the competition.
Huntress PDF_Threat Report Example.pdf Download Link
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Intermedia

Platinum
Intermedia is a leading UCaaS, CCaaS, and cloud email/productivity applications provider hyper-focused on delivering easy-to-use and secure communication and collaboration solutions to businesses and the partners that serve them. More than 125,000 business customers and 6,600 active partners rely on Intermedia’s tightly integrated suite of cloud applications that are managed through one intuitive point of control, and are backed by 99.999% uptime SLAs and J.D. Power-certified 24/7 technical support. Solutions include the all-in-one cloud communications and collaboration platform - Intermedia UniteTM, Intermedia Contact Center, web and video conferencing, file sharing & backup, business email, security, archiving, and more.

Intermedia’s 360° approach to partner success makes it easy for channel partners to sell, set up, manage, and support the cloud while achieving strong margins, earning up to 5x more revenue, owning their customer relationships, and building value in their businesses through private label, co-branded, and branded partner programs.
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BrightGauge

Gold
BrightGauge, a Continuum company, was started in 2011 to fill a missing need in the small-to-medium IT Services industry: a better way to manage data and provide the value of work to clients. BrightGauge Software allows you to display all of your important business metrics in one place through the use of gauges, dashboards, and client reports. Used by more than 1,800 companies worldwide, BrightGauge integrates with popular business solutions on the market, like ConnectWise, Continuum, Webroot, QuickBooks, Datto, IT Glue, Zendesk, Harvest, Smileback, and so many more. Learn more at brightgauge.com.
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Barracuda

Silver
As the MSP-dedicated business unit of Barracuda Networks, Barracuda MSP enables IT managed service providers to offer multi-layered security and data protection services to their customers through our award-winning products and purpose-built MSP management platforms. Barracuda MSP’s partners-first approach focuses on providing enablement resources, channel expertise, and robust, scalable MSP solutions designed around the way managed service providers create solutions and do business.
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ChannelForce

Silver
Sales growth is arguably the most important metric to determine the health of any for profit business.

Most MSPs have some sort of sales machine, but managing sales performance is a huge challenge requiring multiple disparate tools, huge focus and planning, and many hours. Automation of the process is generally missing and as a result MSP growth suffers.

Welcome to ChannelForce, a comprehensive and integrated “Managed Sales Performance” solution. ChannelForce organizes, measures, manages sales activities with the goal of creating a predictable sales process that drives growth. MSPs finally can see the results of sales activity, figure out what works and what doesn’t, and optimize around success.

Most MSPs focus all their management effort on delivering customer value; ChannelForce gives MSPs the opportunity to intentionally grow their business. Come see us and learn more about how we can improve the other most important business metric; your bottom line.
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Netsurion

Silver
Netsurion powers secure and agile networks for highly distributed and small-to-medium enterprises and the IT providers that serve them. In such environments, the convergence of threat protection and network management are driving the need for greater interoperability between the NOC (network operations center) and the SOC (security operations center) as well as solutions that fuse technology and service to achieve optimal results.
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RapidFire Tools

Silver
RapidFire Tools, Inc creates innovative business-building technology tools for Managed Service Providers (MSPs). More than 8,000 technology service professionals worldwide use products from RapidFire Tools to close more business, offer more services, keep more customers, and make more money. The company’s offerings include Network Detective®, a complete suite of IT assessment, documentation and reporting tools; Audit Guru, compliance process automation for GDPR; and Cyber Hawk, a cybersecurity appliance that enables an MSP to offer insider cyber threat detection and alerting.

Our flagship product, Network Detective, is the #1 non-intrusive IT assessment tool. With it, MSPs can quickly and easily capture a vast amount of network assets, users, configurations, and vulnerabilities without installing any software, probes, or agents. Our proprietary algorithm analyzes the data to generate dozens of professionally designed, completely brandable reports in minutes. Network Detective includes four IT assessment modules and two IT compliance modules, each sold separately or in bundles with low-cost annual subscriptions. The subscriptions allow an unlimited number of scans, on an unrestricted number of networks.

RapidFire Tools also offers Cyber Hawk, the first IT security tool designed to detect insider cybersecurity threats and generate daily alerts of suspicious network changes. Cyber Hawk empowers an MSP to create custom, brandable, and unique cybersecurity services at an affordable rate.

Rounding out the RapidFire Tools’ offerings is the Audit Guru line, specializing in specific compliance regulations.Like a Compliance Officer in a box, Audit Guru’s highly specialized software ensures a business is properly documenting and keeping up-to-date with the technology policies required by their industry or government regulations. The first version of Audit Guru is Audit Guru for GDPR, designed for the EU General Data Protection Regulation (GDPR) governing all computer networks in Europe. The Audit Guru products are only available through authorized RapidFire Tools resellers and MSPs.

To learn more, visit www.rapidfiretools.com or call 678-323-1300.
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SentinelOne

Silver
SentinelOne, headquartered in Mountain View, California, is a provider of next-generation endpoint security, serving more than 2000 customers globally, including 3 of the Fortune 10. Leveraging a single autonomous agent architecture and cloud analytics platform – the SentinelOne
solution enables customers to defend against the most advanced cyber threats, including malware, ransomware, and non-malware attacks. Deployed via the cloud, on premise or as a multi-tenant managed service, customers use SentinelOne to protect their servers,
VDI, cloud and endpoint systems (including cross platform coverage for Windows, Windows legacy, macOS, and Linux), hunt threats, and replace legacy antivirus.
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SKOUT Cybersecurity

Silver
SKOUT CYBERSECURITY is a cloud-native, streaming data analytics platform built to deliver effective and affordable cybersecurity products for SMBs, delivered by MSPs. SKOUT enables organizations to provide cybersecurity without new personnel by augmenting human capabilities with Artificial Intelligence (“AI”) and machine learning. Flexible integrations make cybersecurity accessible to every business.
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Tech Data

Silver
Tech Data connects the world with the power of technology. Our end-to-end portfolio of products, services and solutions, highly specialized skills and expertise in next-generation technologies enable channel partners to bring to market the products and solutions the world needs to connect, grow and advance. Tech Data is ranked No. 88 on the Fortune 500® and has been named one of Fortune’s “World’s Most Admired Companies” for ten straight years. 
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Technology Assurance Group

Bronze
Founded in 1998, Technology Assurance Group is an organization of leading managed technology services providers (MTSPs) in the United States and Canada representing $350 million in products and services. TAG Members integrate all technology solutions including IT, cloud-based technologies, cybersecurity, telecommunications, AV, video surveillance, access control and managed print. Members benefit from best business and management practices, advanced sales training programs and processes, in-depth financial analysis and industry benchmarking, professionally led peer group interaction, marketing and lead generation programs, and strategic partnerships with technology manufacturers.
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Liongard

Bronze
Liongard Roar automates system documentation, on-boarding and discovery for managed service providers, which provides unified visibility across all customer environments. Liongard Roar retrieves configuration state data across cloud services, network, and on-premises systems providing automation all along the customer journey. This enables discovery and documentation of users, devices, policies, licenses, expiration dates and more. Through this automation, an MSP can track critical changes and key metrics allowing the MSP to preempt issues, reduce time to resolution while surfacing sales and service opportunities.
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Parassure

Bronze
Parassure provides a channel-only, subscription service for your customers that comes with a $250,000 cyber insurance policy + breach response services + 3rd party/vendor breach monitoring.

* Breach response services (24/7 breach response hotline, forensics, and more)
* Dark Web Monitoring, 3rd Party Vendor monitoring
* $250K Cyber Insurance (no paperwork, instant coverage)

* Breach response and insurance for: Ransomware, Malware, Social Engineering, GDPR, PCI, Data Breach, and other coverages

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Pulsar360

Bronze
With origins dating back to 2001, Pulsar360 Corporation is one of the oldest VoIP/digital phone service companies in the United States and Canada. Since then, the company has evolved into a full-service communications provider, offering comprehensive voice, data, and cloud-based solutions.

As a formerly employee-owned company, recently acquired by SherWeb, Inc., everyone at Pulsar360 Corporation has a vested interest in customer satisfaction and the success of the company. Pulsar360 Corporation has the lowest attrition rate in the industry and has received numerous awards and recognition, having been recognized as one of the 30 Fabulous Companies of the Year 2018; Number 20 of the 150 Fastest Growing Companies in the telecom sector; Product of the Year Award in 2017, 2018 & 2019; one of the top 10 Unified Communications Solutions providers in the U.S; and the Hosted VoIP Award of Excellence in 2016 & 2017.
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Splashtop

Bronze
Based in Silicon Valley, Splashtop delivers best value and best-in-class remote computer access and collaboration solutions to more than 20 million users. Splashtop remote desktop services enable people to access their apps and data from any device, anywhere. Splashtop remote support services enable IT and MSPs to support computers, mobile, industrial equipment, and IoT. Splashtop on-demand support solutions enable support and help desk teams to remotely support computers, iOS and Android devices.
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Wells Fargo

Bronze
Wells Fargo Equipment Finance provides comprehensive financing solutions for the Technology and Managed Service based business. We have invested in technology and resources to assist resellers, manufacturers, and dealers in delivering for their customers. Our dedicated team will take the time to gain a deep understanding of your vision, offer personalized insights, and innovative opportunities that support your goals. We are focused on finding ways to contribute to the care of your customers, and we are proud to play a role in your growth and success. Call us today.

Contact Rob Parker, SVP
952-270-8893
Robert.A.Parker@wellsfargo.com
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ConnectWise

Gold
We are an ecosystem-driven company dedicated to helping technology solution providers (TSPs) thrive. We connect TSPs to solutions and services that drive amazing user experiences. ConnectWise applications are purpose-driven, seamlessly synched solutions designed to help you do more with less, so you can provide exceptional service. Connecting you to the best tools from across the industry that integrate seamlessly with our platform, the ConnectWise ecosystem gives you access to over 160 top-notch solutions. With our educational resources and support, you’ll have everything you need to grow your business, from in-depth product information to consulting opportunities.
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#nav19 Team

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Continuum

Nav19 NA Overview.pdf Download Link
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Why Sponsor?

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Conference Floor Plan

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Partner Awards

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Navigate 2019 Pittsburgh FAQ

Nav19 PIT FAQ.pdf Download Link
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#nav19 Contest Details & Rules

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Registration

07:00 AM 07:00 PM 17th Floor

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Continuum Cybersecurity Certification

08:00 AM 05:30 PM Monongahela & Allegheny

The Continuum Certify pre-day event will provide attendees with a focused, full day of cybersecurity training covering industry standards, best practices and products—with tracks tailored specifically for engineering and sales roles.

Participants will receive:
  • Foundational cybersecurity education
  • Bolstered confidence around cybersecurity and the Continuum Fortify solution set
  • Enablement to win new cybersecurity business and deals
  • Certificate of completion from Continuum Certify

The Continuum Certify pre-day event includes:

Morning session: This foundational session focuses on standard industry-level cybersecurity training that’s vendor-agnostic, designed specifically for MSPs and SMBs, and provides the basis for the afternoon sessions.

Afternoon Sessions:
  • Engineers track: This track will focus on the technical side of cybersecurity. This track provides a structured path from the foundation session to applications in today's MSP and SMB landscape (including Continuum). There will be technical deep-dives and problem solving with the end goal in mind. The track concludes with a proctored exam.
  • Sales track: This track focuses on the communication and management side of cybersecurity, providing a structured path from the foundation session to bolster selling confidence and tying together the solutions with the challenges. This track also covers problem solving and objection handling that surfaces during the sales process. The track concludes with a proctored exam.

Agenda: Download here

**Laptops are required at the end to take an online exam.

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Welcome Reception

06:00 PM 07:30 PM Grand Ballroom

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Registration

07:30 AM 07:00 PM 17th Floor

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Breakfast & Partner Showcase

07:30 AM 08:30 AM Grand Ballroom

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Opening Remarks

08:30 AM 08:45 AM Urban

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What’s Next? Transformational Cybersecurity Dynamics and the Disruption of Managed Services

08:45 AM 10:00 AM Urban

What do Dr. William Deming, the Choluteca bridge, Peter Norvig and Kaizen manufacturing principles have in common? In a word: disruption.

As the modern SMB environment becomes increasingly complex, MSPs must prepare to operate at the cutting edge of automation, cyber intelligence and predictive analytics to effectively support and protect their customers.

In this keynote presentation, Continuum CEO Michael George will be joined by VP of Product Fielder Hiss and SVP of Global Service Delivery Tasos Tsolakis to explore these dynamics and discuss how Continuum Partners are empowered to take on what’s next.

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Cybersecurity – From Complacent to Critical

10:00 AM 10:30 AM Urban

The IT security landscape for SMBs has turned from a situation where clients tended to be complacent about cybersecurity to it being a critical, high-demand service offering. What’s driven this seismic shift in client attitudes? What do MSPs need to approach this new paradigm? This presentation aims to help MSPs evaluate their options in this new landscape.

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Closing Remarks

10:30 AM 10:45 AM Urban

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Break & Partner Showcase

10:45 AM 11:00 AM Grand Ballroom

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Round 1: Breakout Sessions

11:00 AM 11:45 AM

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Technical Track

Continuum Recover: A Solution for Every Client

11:00 AM 11:45 AM Conference Room A - CL Floor

This session will provide a technical overview of the Continuum Recover solution suite and explore how each product supports different types of clients. You’ll also learn more about Continuum Recover for SaaS and how it can protect your customers that are using Office365.

You'll Learn: 
  • How we're different, the technical benefits of the Continuum Recover solutions
  • How the Continuum Recover solutions fit different types of clients
  • Why Continuum Recover for SaaS is important

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Peer-to-Peer Track

First Things First: Lessons in Building an Elite MSP

11:00 AM 11:45 AM Frick

Only 2% of MSPs reach “elite” status. Elite MSPs are agile, innovative, efficient and able to drive the market instead of responding to it—and they grow faster with exponential advantage. Common MSPs will continue to struggle to adapt to changes in the market, much less drive where it should go. MSPs become elite in many different ways, but success starts with three foundational elements (and skipping these will cost you money, time, sanity, and achievement).

In this session, Peter Melby, CEO of Greystone Technology, will outline the three foundational elements for Elite MSPs in this engaging workshop. Attendees will hear about Peter’s journey to build a $10M+ MSP and how Greystone has pushed through common pitfalls and setbacks along the way.

You’ll learn:
  • The three pillars each organization needs to establish at the core
  • How to keep up with and lead technology changes
  • How to use Continuum as your platform for growth

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Go-to-Market Track

Product Cross-sell Strategies for Existing Clients and Prospecting

11:00 AM 11:45 AM Allegheny

This session will offer guidance and best practices to help you effectively cross-sell and bundle your offerings to increase per-client MRR. Discover how to capitalize on SMB buying cycles, and how to best connect complementary and related products into existing customer or new prospect sales conversions.

You’ll Learn:
  • Product cross-sell tactics across internal and partner portfolios
  • Market insight into how SMBs are consuming multiple products
  • Recommendations to successfully integrate new products into your existing portfolio

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Cybersecurity Track

Continuum Fortify: Security with the End Goal in Mind

11:00 AM 11:45 AM Monongahela

This session will explore the evolution of Continuum Fortify, and will introduce new changes, features and enhancements to simplify adoption and empower you to build a profitable cybersecurity business.

You’ll Learn:
  • How and why we are evolving Continuum Fortify to align with Partner feedback and changing market dynamics
  • How to leverage Continuum Fortify to grow your cybersecurity business faster
  • How to effectively price, package and resell to your customers

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Lunch & Partner Showcase

11:45 AM 01:00 PM Grand Ballroom

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Round 2: Breakout Sessions

01:00 PM 01:45 PM

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Technical Track

BrightGauge: KPIs and Metrics that All MSPs Should Track

01:00 PM 01:45 PM Conference Room A - CL Floor

Learn how some of our most successful Partners are using BrightGauge to track important metrics and KPIs to drive better outcomes in their businesses. This session will provide a demo of BrightGauge and a technical training showcasing how to build reports and dashboards within the product.

You'll Learn: 
  • How a reporting engine like BrightGauge helps demonstrate value
  • What types of data you can use for reporting
  • How to build a report and dashboard in BrightGauge

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Peer-to-Peer Track

Make the Most Out of Your Backup and Disaster Recovery Services

01:00 PM 01:45 PM Frick

This session will provide best practices to maximize your BDR capabilities. Learn how to identify the best retention strategy, how to make the backup more efficient for each client and maximize your BDR profit.

You’ll learn:
  • The appropriate sizing for proper retention
  • How to identify appropriate deployment by case
  • Maximizing profit with BDR service

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Go-to-Market Track

Successfully Selling Security

01:00 PM 01:45 PM Allegheny

Many MSPs struggle to sell cybersecurity services. In this session, we will highlight MSPs that have successfully crossed the sell-through chasm and are reaping the benefits of a comprehensive security portfolio. We’ll also discuss the GTM strategies that have enabled them to scale their businesses.

You’ll Learn:
  • Practical guidance on evolving marketing materials around security
  • Best practices for pricing and packaging your offering
  • How to confidently ask for—and deliver—the risk conversation with your clients

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Cybersecurity Track

Securing your Customers Digital Transformation – Service Strategies for Next-generation MSPs

01:00 PM 01:45 PM Monongahela

Your customers are looking to be more agile and responsive to their own customers’ experience - struggling to assimilate and decipher large amounts of data, moving workloads to the cloud and implementing SD-WAN to expand their market share and be a more data-driven business. In other words, digital transformation. And the biggest inhibitor (and your biggest opportunity) in their efforts to transform their business is security. Learn how you can enhance your value and drive service profitability while securing digital transformation.

Speakers

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Break & Partner Showcase

01:45 PM 02:00 PM Grand Ballroom

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Round 3: Breakout Sessions

02:00 PM 02:45 PM

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Technical Track

What's New in the ITSupport Portal?

02:00 PM 02:45 PM Conference Room A - CL Floor

This session will explore new features and functionality that have been added to the ITSupport Portal throughout the past year, and demonstrate how Partners can more efficiently manage groups of devices, automate new workloads and keep clients up-to-date.

You'll Learn: 
  • How to increase efficiency when supporting your clients
  • How to automate your work using Tasks and Sequences.
  • About new features, such as enhanced third party patching

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Peer-to-Peer Track

Maximize Your Continuum Assist Help Desk Partnership

02:00 PM 02:45 PM Frick

Don't you wish your team just "got" how to work with your partners at the Help Desk? Learn the four-part framework that LA Technologies uses for truly maximizing your partnership with the Help Desk. President and CIO Josh Weiss will cover the cultural shifts and adjustments needed to team structure needed, its unique approach to account management for truly staying on top of tickets, the customized documentation structure and dynamic checklists they use to get complex tasks right every time, and the language used during sales and ongoing client relationships to allow a boutique firm like ours to be honest about the fact that we outsource.

You’ll learn:
  • How utilization of Continuum Assist Help Desk supports your end clients
  • The four-part process to best engage with and leverage Continuum Assist Help Desk services to optimize your investments with the service
  • Sales positioning and messaging recommendations to secure new clients

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Go-to-Market Track

The MSP of Tomorrow

02:00 PM 02:45 PM Allegheny

The channel is poised to grow 72% on average over the next 4 years. That's going to be done through great support, sales, marketing and vendor relationships. In this session, we will dive into where MSPs can find undiscovered business and ways to ensure you are maximizing your profits and growing your business.

You'll Learn:
  • Behavior trends with MSPs
  • Highlight untapped sales opportunities
  • A look into the future of the channel

Speakers

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Cybersecurity Track

Learn the Best Practices MSPs are Implementing Around Cybersecurity and How They Apply to Your Clients

02:00 PM 02:45 PM Monongahela

In this session, we’ll cover the SANS 20 Critical Security Controls (CSCs) and how they affect your MSP business and your clients. We’ll cover tips for a more secure onboarding process, the most common CSCs that we see MSPs deploying, and how to have the conversation with your clients about the latest cybersecurity recommendations.

You’ll Learn:
  • About the CIS 20 Cyber Security Controls
  • What MSPs are deploying as it relates to the 20 CSCs
  • A cyber centric onboarding process (with sample checklist)
  • Tactics to introduce these controls with your clients

Speakers

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Break & Partner Showcase

02:45 PM 03:00 PM Grand Ballroom

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Round 4: Breakout Sessions

03:00 PM 03:45 PM

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Cybersecurity Track

How Security Can Grow Your Business

03:00 PM 03:45 PM Monongahela

You have a full preventive security stack. You’ve performed security awareness training and your team practices good security hygiene. Are you immune to an attack? The answer is no. We’ll show you why.
In this interactive session, Kyle Hanslovan, former NSA Cyberware operator and CEO of Huntress, will perform live hacking demonstrations to showcase how hackers go on the attack. Attendees will learn about the anatomy of an attack, common missteps that MSPs make, and proven ways to not only protect your clients but grow your business.

You’ll walk away from this session with:
  • A deeper understanding of how hackers work
  • Tools to use to teach security to your prospects and customers
  • Actionable steps to grow your MSP business

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Technical Track

Optimizing Your Service Delivery with Continuum Assist

03:00 PM 03:45 PM Conference Room A - CL Floor

This session will provide best practice recommendations on how to enhance your service delivery using Continuum Assist services including NOC, SOC, Help Desk and more. Learn how to best to leverage these service teams to get the most out of your Continuum experts.

You'll Learn:
  • Overview of key capabilities across the Continuum Assist solution set, including NOC, SOC, Help Desk.
  • How best to engage with Continuum service teams, from initial onboarding through ongoing service delivery.
  • How to leverage Continuum Assist to maximize the value of your in-house, premium technicians.

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Go-to-Market Track

Experience a Money-making UCaaS Solution You’ll Want to Sell

03:00 PM 03:45 PM Allegheny

According to McKinsey & Co., the VoIP and cloud UCaaS market is expected to reach $43 billion in the next two years. And that’s the direction your customers are heading. Are you capitalizing on this booming market opportunity? With this trend, there is a huge opportunity for MSPs to increase revenue with this service, offering SMBs a complete communication solution by leveraging the right offering, yet maintaining ownership of customer relationships and billing. Join Intermedia’s team of experts to learn more about the VoIP and the UCaaS market. During this session you’ll also learn what solutions are the best match for you and your customer’s different needs and how you can integrate them to your offering, maximizing profit.

Key Takeaways
  1. The VoIP and UCaaS market and what the opportunities for MSPs are
  2. Best practices to incorporate these services to your offering
  3. How you can make 50% margins or more

Speakers

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Break & Partner Showcase

03:45 PM 04:00 PM Grand Ballroom

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Round 5: Breakout Sessions

04:00 PM 04:45 PM

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Cybersecurity Track

Demonstrating Value to Your Clients with Managed Detection and Response

04:00 PM 04:45 PM Monongahela

In this session we will explore the latest functionality and best practices around Managed Detection and Response (MDR), while discussing how to best engage with the Continuum SOC and demonstrate the value of your cybersecurity offering to clients.

You’ll Learn:
  • New workflows and screens
  • New environments and systems that will be supported
  • How to deliver and communicate value back to your clients

Speakers

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Go-to-Market Track

How to Differentiate Yourself in a Competitive MSP Landscape

04:00 PM 04:45 PM Allegheny

In this very competitive market, what can you do to make your MSP stand out? During this session you’ll learn a few best practices on how to differentiate your business from the competition, how to expand your services to new verticals, the most effective pricing strategy and how to involve your customers to help them understand the value of your services.

You'll Learn: 
  • A few tips on how to market your MSP
  • How to add new services to your offering and ensure you’re pricing effectively
  • Best practices on keeping your customers engaged

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Technical Track

M&A Reality For Both Buyers and Sellers

04:00 PM 04:45 PM Conference Room A - CL Floor

You hear about the bigger deals and what the bigger guys are doing, but what’s really happening within the $1M-$5M MSP acquisition market? Interact with an industry M&A and Exit Planning Advisor, and two MSPs who sold and integrated their companies and are now buying and integrating others, to learn about buyer and seller perspectives and best practices during this Q&A panel session, moderated by John Schweizer, Vice President, Office Technology Channel at Continuum.

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Evening Reception Sponsored by Webroot, Inc.

05:00 PM 07:00 PM Grand Ballroom

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Registration

07:30 AM 02:30 PM 17th Floor

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Breakfast & Partner Showcase

07:30 AM 08:30 AM Grand Ballroom

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Opening Remarks

08:30 AM 08:45 AM Urban

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Keynote Address: Small Business. Big Target

08:45 AM 09:30 AM Urban

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Ecosystem Panel

09:30 AM 10:15 AM Urban

Moderator: O'Ryan Johnson, Senior Editor at The Channel Company

Panelists:
  • Kyle Hanslovan, Founder and CEO at Huntress Labs
  • Eric Torres, Channel Development Manager at Datto, Inc.
  • Jonathan McCormick, COO and CRO at Intermedia
  • Jacqui Murphy, Chief Marketing Officer at Auvik Networks
  • Stephan Tallent, CISSP, Sr. Director, Managed Security Service Providers at Fortinet
  • Bob Kocis, CRO at Continuum

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Closing Remarks

10:15 AM 10:20 AM Urban

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Break & Partner Showcase

10:20 AM 10:45 AM Grand Ballroom

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Round 6: Breakout Sessions

10:45 AM 11:30 AM

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Technical Track

Back to Basics: Tips & Tricks for Continuum Command

10:45 AM 11:30 AM Conference Room A - CL Floor

This session is perfect for both those new to the Continuum Platform and partners that have used it for years. We will review best practices to get the most out of Continuum Command and the NOC, learning about patching, scripting, portal configurations and more.

You'll Learn: 
  • How to ensure your NOC Access Levels are optimized to get the most out of the NOC
  • How to have a consistent patch policy to make sure your clients are updated
  • The most common reports and the value they provide

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Peer-to-Peer Track

Four Go-to-Market Strategies Every MSP Must Master

10:45 AM 11:30 AM Frick

Competition is coming faster than ever, and often from unexpected sources. Businesses must look for alternative methods to gain a competitive advantage to avoid obsolescence. However, there is opportunity in every crisis. In this session, Juan will discuss:

  • XaaS: What is it and why do I want it?
  • The Diet Plan: How are you explaining your offering?
  • The Cake: Are the layers of your offering good enough?
  • The Pitch: Simple, effective methods to deliver business outcomes

You’ll Learn:
  • The four-layer approach
  • How to view your product portfolio in light of SMB and end-client needs
  • How to deliver better business outcomes

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Go-to-Market Track

You Can’t Protect What You Can’t See: Network Security Through Visibility

10:45 AM 11:30 AM Allegheny

What your team doesn’t know about the network can hurt you and your clients. A threat no one saw coming could compromise your client’s network or bring down that vital gateway to the cloud and everything your client needs to function.

Network visibility is your first line of defense. To keep your clients reliably and securely connected, your techs need to know and understand their networks. That means knowing what devices are on the network and how they’re configured, what changes are being made, and what the network’s being used for and by whom—in real time.

You'll Learn:
  • Why network trends like BYOD (bring your own device), IoT, and shadow IT are making your clients vulnerable to attack
  • How to be confident you have eyes on your client’s entire network, with nothing hidden, lost, or forgotten
  • How to use visibility into network performance and traffic flows to identify network security blind spots
  • How comprehensive network visibility can help differentiate your MSP offering

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Cybersecurity Track

Tales from the SOC (and What You Can Learn from Them)

10:45 AM 11:30 AM Monongahela

The Continuum SOC detects and responds to cyberattacks every single day, working in partnership with MSPs to ensure end clients stay safe and protected. Curated from actual investigations, this session will present an overview and analysis of real-world cyberattacks and explore what MSPs should learn from them.

You’ll Learn:
  • Key findings in the attacks
  • Practical guidance to aid in remediation
  • Lessons learned to carry forward

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Lunch & Partner Showcase

11:30 AM 12:45 PM Grand Ballroom

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Round 7: Breakout Sessions

12:45 PM 01:30 PM

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Technical Track

Best Practices for Onboarding Clients: Setting New Users Up for Success

12:45 PM 01:30 PM Conference Room A - CL Floor

Discover tactical tips to help you mature your client onboarding process and experience. This session will feature real-world insights and recommendations from our Partners to support both general client onboarding in addition to Continuum-specific configurations and best practices.

You'll Learn: 
  • A consistent and repeatable on-boarding process
  • Client communication, documentation, and expectation settings
  • How to leverage Continuum tools to improve efficiency

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Peer-to-Peer Track

When Disaster Strikes: Avoiding Liability From Security Breaches

12:45 PM 01:30 PM Frick

Almost 70% of U.S. businesses have experienced a cyberattack. Fifty-eight percent have experienced a data breach—and your company could be next. If you’re attacked, the odds are good that you’ll fold amid a swarm of regulatory investigations and litigation fees. (In fact, 60% of small businesses close within six months following a cyberattack.) Don’t be a victim. In this highly interactive session, Technology Law expert Bradley Gross will reveal crucial strategies, products and procedures that your MSP can implement immediately to mitigate the cybersecurity business risk that MSPs face and that will virtually eliminate the legal liabilities associated with data breaches and cyberattacks.

You'll Learn: 
  1. Where your legal liability is in the event of a breach
  2. The “must have” provisions in your agreements and statements of work that will eliminate your company’s legal liability
  3. The internal procedures, such as incident response plans, that your company must implement to ensure proper and timely response to a security incident
  4. Where security services such as MDR fits in the delivery of your security practice
  5. How to respond to respond to consumer, government, and law enforcement inquiries after an attack

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Go-to-Market Track

How to Set Your MSP Up as an Acquisition Engine

12:45 PM 01:30 PM Allegheny

It’s often easier to sell more within your existing customer install base—but how do you make sure you are keeping your revenue pipeline continually filled over time? This session will explore the importance of driving new client acquisition, how to balance resources to serve both existing and new business, and why an ongoing acquisition strategy protects your business.

You’ll Learn:
  • How to support new acquisition with your retention/upsell strategy
  • The importance of keeping a healthy pipeline of new customer revenue
  • When and how to cut ties with low-value clients

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Cybersecurity Track

Why ADR is the New Endpoint Security

12:45 PM 01:30 PM Monongahela

With the exponential growth of attacks on MSPs, MSSPs and businesses, the level of cybersecurity needed to fully protect any organization is leaving most exposed.

Join this breakout session to learn about the options MSPs have to effectively respond to this cyber threat landscape.

You'll Learn:
  • The threat landscape and the complex environment we’re all facing
  • Best routes MSPs can take to stand a fighting chance to effectively protect clients and their businesses
  • Best practices for MSPs and how to implement within their customer base

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Break & Partner Showcase

01:30 PM 01:45 PM Grand Ballroom

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Veterans Recognition Ceremony, Closing Remarks and Partner Awards

01:45 PM 02:30 PM Urban

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Optional Activity: Cranberry Office Open House (SOC & Continuum AssistTM Help Desk Tour)

03:30 PM 07:30 PM

Visit Continuum’s local office in Cranberry, PA for an Open House. During the Open House, you will tour the Security Operations Center (SOC) and Help Desk, visit with the teams and enjoy drinks and appetizers.

Agenda
  • 3:30 pm: Bus departs the Omni William Penn
  • 4:15 pm: Arrive in Cranberry
  • 4:30 pm: Tour begins and Open House Reception
  • 6:30 pm: Bus departs Cranberry for Omni William Penn