Pivot to Profit Conference Schedule – Day 1

Tuesday, October 25, 2016

7:30am Registration Opens

9:00am

Opening General Session:

Are You Ready? Impacts of Disruptive Technology and Innovation

Sponsored by

Presented by David Buchholz

The Internet of Things (IoT) is permeating every corner of every business – but this session will focus on the “things” in our industry that play

into IoT. Innovation experts from Intel and Cisco share predictions for the future, and examine how the IoT will impact integrators and what

you do.

TRACK 1 TRACK 2

10:20am

Behind the Firewall: Risks Associated with Managed Systems at the

Enterprise Level

Sponsored by

Presented by Josh Aldridge & Bill Black Learn more about the expertise required of an enterprise-level

integrator. The Internet of Things (IoT) is driving the exponential attach of

devices of all types to the client’s network. IoT devices and sensors can

become an inviting point of entry into the client network, and often the

client does not have top of mind the proper management of those

devices. We’ll cover ways to position you as the subject matter expert that

ensures the network integrity by providing the client a plan to securely

manage the devices you introduced onto the network, and raising awareness

of your ability to fill a larger role for the client than they typically associated

with your business.

Next-Generation RMR Models

Presented by Chuck Wilson & Mike Fleetwood This session takes a close look at return-on-asset models, and

which technologies and customer types can provide integrators

with solid, reliable business growth. Using signage, scents, music,

visuals, interactive displays, and much more, learn how to turn

ordinary technology systems into full end-user experiences.

11:40am Lunch/Partner Programs/Toolkit Talks

2:20pm

Financing Aligned with your Changing Business Model

Presented by Paul Stemler

How do you position your business for explosive growth and pivot to

greater profitability? Both require the right working capital structure. This

session examines your capital options and shows how the innovation of

supply chain financing perfectly support the changing integrator business

model. With the financing designed for your business you can attack the

market with confidence. Learn how to make liquidity challenges a thing of

the past and turn vision and opportunity into reality.

Making Service Data Come Alive

Presented by Shane Swanson

Want to improve overall efficiency and get the most from your

team? Utilize the power of reporting available through business

automation software to customize and obtain live, up-to-date data.

You can’t manage what you can’t measure, so make your picture a

little clearer with the right dashboards and data.

3:40pm

How Much Risk Is Involved – Really?

Sponsored by

Presented by Cliff Neve

When you implement a services-based model, cybersecurity becomes

crucial to what you offer to clients. What credentials should you have to

prove that your solutions are secure? How much risk are you taking – and

how liable are you – when you remotely access a client’s network?

Best Practices in Building Successful Service Teams, Contracts

and Agreements

Presented by Shane Swanson The success of any systems integrator transitioning to become a

MSP is dependent upon its service team, and its ability to draft,

deliver and maintain standard labor agreements. This session will

provide information on how to build a successful service team by

ensuring the right staff is in place, the necessary processes are

implemented, and the proper documentation has been created. In

addition, the session will provide recommendations on how to best

configure agreements in business automation software to ensure

profitable margins.

5:00pm Reception

Pivot to Profit Conference Schedule – Day 2

Wednesday, October 26, 2016

7:30am Breakfast Networking Session

8:30am

Opening General Session: Pivot to Profit Leadership Essentials

Moderator: Chuck Wilson

Panelists: Simon Bexon, Paul Cronin, Kelly McCarthy

Sponsored by

When you shift from completing projects to delivering experiences, there are certain services you should plan to offer customers. We’ll cover the

five leading services that should be added to your integration business, and help you identify the right person within your organization to lead this

effort.

TRACK 1 TRACK 2

10:10am

Cyber Threats: How Secure Are We?

Sponsored by

Presented by Bill Black The hacker’s workshop: Learn how to avoid information security disasters

by taking on the perspective of a hacker.

Compensation Plans for RMR Sales Professionals

Presented by Paul Cronin Paying a salesperson who sells a service contract or a service

involving recurring revenue isn’t the same as paying someone who

sells a one-time project. When project-based salespeople begin to

sell RMR, they often fail. When – and how much – do you pay an

RMR salesperson? What if it’s a multi-year deal? Should you pay

based on profitability of the contracts? We’ll walk you through the

possibilities.

11:30am Lunch/Partner Programs/Toolkit Talks

2:10pm

Doing Business In The Cloud – And Making Money Doing So

Sponsored by

Presented by Kirk Nesbit & Mike Fleetwood This session will help determine how prepared you are to start offering

your clients Cloud-based, recurring revenue solutions. Many business

considerations will be discussed including: the benefits to an integrator’s

business, what the customers are looking for, the focus on “solution

selling”, and getting started considerations from staffing to tactical focus

on which solutions to lead with as inaugural go-to-market

solutions. Finally, a number of specific Cloud solutions will be illustrated.

Scaling Up without Lowering Profits

Sponsored by

Presented by Paul Boucherle

Find incremental growth opportunities for your services business by

developing, selling and managing your onsite service teams, as well

as managing a remote services business.

3:30pm

Closing General Session:You are an MSP – Don’t Look Back!

Presented by Rob Simopoulos & Paul Cronin

You’ve made the transition, and you’ve become a full-fledged MSP. Now it’s time to learn the ins and outs of MSP best-practices from ARRC

Technology’s COO, Shane Swanson.