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IT Nation Connect

IT conference by ConnectWise

Oct. 30 - Nov. 1, 2019 – Orlando, FL

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2019 Virtual Pass Sessions

Not able to make it to Orlando for IT Nation Connect this year? Don’t worry; we’re delivering some of the best content directly to you! The 2019 Virtual Pass allows you to experience all the best presentations from mainstage, 21 breakout sessions, plus the ability to ask questions virtually—all for $99. Watch it live from Orlando, or on demand on your schedule. Get your Virtual Pass now!
stage with torch talk signage

Torch Talk – The Trailblazers

Join us for this can't-miss panel featuring pioneers who helped shape the IT industry. Hear from Laurie Benson, Gerald Blackie, Arnie Bellini, and more.

Daniel H. Pink

Daniel H. Pink is the author of several provocative, bestselling books about business, work, and behavior, including When: The Scientific Secrets of Perfect Timing, To Sell is Human, and Drive.

ConnectWise Keynote

Hear from ConnectWise leadership, including ConnectWise CEO Jason Magee, as they take the stage to share insights into where the industry is going and how ConnectWise can help you navigate those changes.

Featured Sessions

[SCALABILITY AND GROWTH]
How to (Simply) Measure Service Profitability

Part 5 of this year’s 6-part Growth Mini-Palooza from Service Leadership shifts from driving growth to ensuring you get top profitability from it! The Golden Rule is: “Fix the Profitability Model, Then Grow,” so join CEO Paul Dippell to learn this incisive and easy-to-implement method for measuring service profitability, and enable your service team to track and be accountable for their profit performance.

[TALENT DEVELOPMENT AND LEADERSHIP]
IT Talent Development: Farm Your Own Leaders

Seasoned industry veterans Rashaad Bajwa and Peter Kardel will join Amy Kardel in a panel to talk about how to incorporate growth plans into your business. They will share how to take the first steps toward a plan by developing a framework around training and certifications to farm your own team. We will also discuss how apprenticeships can be used in tech. Plans include CompTIA and industry certifications based around majors that each tech can select with the help of managers. The plans are also differentiators for recruiting new team members and marketing to the community. We will provide participants with a template for developing a career development plan for their team and an assessment tool for their individual techs.

[SECURITY]
A Practical Guide to Expanding Your MSP Offering with Cybersecurity

Frankly, it’s just how to deliver good IT by today's standard. It can be simple. It feels like everyone is lost on how to bring it to their customers, or how to use it to get new customers. Come listen to the first-hand journey of an MSP that has made the move to selling security solutions and services to MSP clients.

We will discuss how to identify the solutions, how to do risk assessment, how to put your clients on action plans, and how monetize all these new services and solutions that the customer never knew they needed before and now desperately need.

All Virtual Pass Sessions

Round 1 - Thursday, October 31, 10:30am – 11:30am

[TALENT DEVELOPMENT AND LEADERSHIP]
IT Talent Development: Farm Your Own Leaders

Seasoned industry veterans Rashaad Bajwa and Peter Kardel will join Amy Kardel in a panel to talk about how to incorporate growth plans into your business. They will share how to take the first steps toward a plan by developing a framework around training and certifications to farm your own team. We will also discuss how apprenticeships can be used in tech. Plans include CompTIA and industry certifications based around majors that each tech can select with the help of managers. The plans are also differentiators for recruiting new team members and marketing to the community. We will provide participants with a template for developing a career development plan for their team and an assessment tool for their individual techs.

[SALES AND MARKETING]
MSP Pricing and Packaging 3.0: Strategies to Dramatically Increase Recurring Revenue

Gary Pica is back with a completely new twist on his most popular topic. Our industry is changing rapidly so don’t miss this updated session that offers proven methods for pricing and packaging your IT service offerings. The service offering is at the center of every MSP’s success. Many MSPs are negatively impacting sales and profitability and they don’t even know it! If your recurring revenue is not increasing every month, you need to hear what Gary has to say.

During this session you will learn:

  • Pricing made simple: Gary will share a pricing calculator that will simplify your MSP service offering pricing.
  • Packaging your offering: Your support offering impacts sales, service delivery and profit margins. Learn guidelines that will ensure a winning service offering.
  • Learn the answers to your burning questions: What should I include? How many offerings should I have? How should I present the offering? How do I know what to charge?

[SCALABILITY AND GROWTH]
Break it Before You Make It — Growing Your Company From 3 to 1000+ Employees

Many early-stage and established technology companies, have been, and are growing their teams fast. Fast growth creates complexity much earlier in their evolution than previously experienced in the industry. This complexity leads to an inflection point where organizational design and role alignment issues become significant roadblocks or immovable walls to further growth. If unchecked, at best, growth slows, stress increases and talent leaves. At worst, catastrophic business failure occurs. Tim Brewer will present critical lessons from companies including Dropbox, Disney, Anittel, and others on how to master the art of scale, and how to discover the optimal organizational alignment for your company that will empower your business to move towards its mission at the fastest pace possible.

Round 3 – Thursday, October 31, 2:50pm – 3:50pm

[SECURITY]
A Practical Guide to Expanding Your MSP Offering with Cybersecurity

Frankly, it’s just how to deliver good IT by today's standard. It can be simple. It feels like everyone is lost on how to bring it to their customers, or how to use it to get new customers. Come listen to the first-hand journey of an MSP that has made the move to selling security solutions and services to MSP clients.

We will discuss how to identify the solutions, how to do risk assessment, how to put your clients on action plans, and how monetize all these new services and solutions that the customer never knew they needed before and now desperately need.

[SERVICE DELIVERY AND CUSTOMER SUCCESS]
The 5 Principles of IT Customer Service Success

Do your technical staff members struggle with empathy for end users and other customers? Could they improve their listening skills? Transform hearts and minds of your staff with these five simple principles. Bring humanity into the world of technology and empower your team to deliver amazing customer service to both internal and external customers.

[SCALABILITY AND GROWTH]
Operational Journey

ConnectWise has spent the last year evangelizing the Entrepreneurial Journey – Muscle and Feel, Managing to What Good Looks Like, Building Teams and Strategy, and Leading Toward Legacy. In this session, Rex Frank will talk through how Sea-Level’s 10 Operational Categories (Configure your PSA, Life of a Ticket, Measure your KPIs, Service Team HR, Leverage Your Tools, Get Your Accounting in Order, Client Facing Systems, Get Ready to Grow, Marketing and Sales) need to mature and change as your company matures through each of the Entrepreneurial Journey stages.

Round 4 – Thursday, October 31, 4:15pm – 5:15pm

[SALES AND MARKETING]
Closing Every Managed Service Deal

In managed services, it’s not a simple one-and-done deal. We can’t ask a couple generic questions, shoot a quote over email, and deliver relief from all IT woes immediately. Instead, selling the contract correctly involves five key steps. You can’t skip any, and you have to go in order if you’re going to achieve an 80% close ratio.

We’ll discuss our proven sales process, including

  • Five closes in every managed service deal
  • How to build credibility without spending time on the golf course
  • Taking a deal from the marketing message to the check
  • Turning the conversation your way when someone is pressing you for a price
  • The issue with 90% of sales people

[SCALABILITY AND GROWTH]
Beyond MSP: The Next Evolution

TruMethods President Gary Pica is a pioneer in the MSP industry and has helped hundreds of IT providers become top performing MSPs. Gary believes that it is once again time to evolve the MSP business model. The technology needs of small and medium-size businesses (SMBs) have changed. Hybrid environments, security risks, compliance requirements, and the proliferation of cloud applications have complicated technology decisions. The current MSP model is not designed to support the SMBs changing requirements. During this session Gary Pica will outline a framework to meet the needs of today’s SMB market. Here is what you will learn:

  • A framework to evolve your MSP business model to meet the changing needs of your customers
  • How to command a higher seat price by building a more valuable service offering
  • How to increase recurring revenue sales by developing a unique value proposition
  • How to increase profit margin while growing revenue

The addressable market for MSPs is rapidly expanding but you need to evolve your business model to capture your share of the growth. Don’t miss this chance to get a look at the future of our industry.

[SCALABILITY AND GROWTH]
How to (Simply) Measure Service Profitability

Part 5 of this year’s 6-part Growth Mini-Palooza from Service Leadership shifts from driving growth to ensuring you get top profitability from it! The Golden Rule is: “Fix the Profitability Model, Then Grow,” so join CEO Paul Dippell to learn this incisive and easy-to-implement method for measuring service profitability, and enable your service team to track and be accountable for their profit performance.

Round 5 – Friday, November 1, 10:30am – 11:30am

[M&A]
M&A Industry Insights: What's happening, what's coming, and how you should prepare

M&A is a micro activity influenced by macro forces—conducted behind a curtain of uncertainty. Join three industry leaders for a transparent behind-the-curtain look at the M&A scene. Attend and engage with what’s happening in M&A across the IT industry. Understand where the high-volume, high-valued M&A of today is headed tomorrow, what patters and trends matter, and how you should prepare for success.

[SECURITY]
Security: A Win/Win Approach to Security and Profitability

Part 3 of this year’s 6-part Growth Mini-Palooza from Service Leadership continues with this focus on your security offerings: What should you offer, and how to package, price, pitch and deliver your security offering for the best win/win outcome. Join CEO Paul Dippell for this practical workshop and come away with the key steps needed to bring a competitive, differentiated and scalable service offering to market.

[TALENT DEVELOPMENT AND LEADERSHIP]
Culture Eats Strategy for Dinner

After last year's rave reviews of Trevor's "Culture Eats Strategy for Breakfast" standing room only presentation, he returns with a refreshed presentation and new takeaways. Good or bad, your company has a culture. Did you arrive at your culture intentionally, or did it just happen? For the team at Amnet, up until 2012, it just happened. We grew on our reputation of quality and service, but within the organization, things were no longer working well and it wasn't fun anymore. I wanted to quit my own company. The last straw was when our dysfunctional culture resulted in dropped balls that cost us one of our largest, and one of my favorite, clients. We deserved to lose their business and I was just sick about it. Fast forward 7 years, Amnet was recently named a “Best Workplace” and one of the “Best Companies to Work For” in Colorado. I’ll be sharing Amnet’s journey and methodology that made this turnaround possible. You will leave with not only ideas, but resources to immediately begin improving your team’s culture.

Round 6 – Friday, November 1, 1:30pm – 2:30pm

[SERVICE DELIVERY AND CUSTOMER SUCCESS]
Avoid MSP Extinction - Be Easy to Love

The secret weapon in managed services in 2020 is taking back the controls of product management from vendors and designing services and experiences that your customers will love. Having studied the methods used by some of the most valuable Software companies in the world, Tim has been translating this to the building blocks for MSP Product Management and observes “From what I can see there is only 1 product manager per every 100 MSPs, and I predict that this will become the most needed and sought after role in service providers over the next 5 years.” Be among the first in the industry to understand the position the best MSPs are investing in to stand out from the market.

[TALENT DEVELOPMENT AND LEADERSHIP]
Building Sales Compensation for the Team & for Individual Roles

Congratulations, your team is growing! Compensating your sales team effectively will drive the right behaviors, and is critical to the profitability of your organization. In this session we will cover the following topics to help with sales compensation:

  • Defining different roles associated with building a sales team
  • Review individual compensation associated with defined roles
  • Model revenue & costs based on sales team compensation

After this session you will have a better understanding of key roles & respective compensation associated with building a sales team. Attendees of this session will receive a sales team compensation forecasting tool, sample role expectations and associated compensation models.

[SCALABILITY AND GROWTH]
CompTIA 2019 State of the IT Channel

The IT channel has a lot going on as it looks toward the future. New players are dotting the competitive landscape, emerging technologies are looming large, atypical partnerships are blooming, and industry consolidation is shaking up go-to-market strategies. All this with the backdrop of a broader tech industry that is maturing and moving into a new phase of its existence. How well is the channel positioned for change? In this session, CompTIA research analyst Carolyn April will share findings from the organization’s 8th State of the Channel study, highlighting attitudes about channel relevance, adoption rates of emerging technologies, partnership habits, and much more.

Round 7 – Friday, November 1, 2:50pm – 3:50pm

[SALES AND MARKETING]
Modern Day Prospecting

Over the last 10-15 years, successfully prospecting for new accounts has become almost impossible. In a recurring customer and relationship-based industry like IT, salespeople have simply shifted their activity and attention to their current customers. In this session, we'll discuss the changing environment, and teach the audience a specific plan that MSP salespeople can use to successfully prospect and open the doors of new accounts.

Learning Objectives

  • Examine the modern-day approach to successful prospecting
  • Understand the new goals of prospecting
  • Implement the five avenues of successful modern-day cold calling

[M&A]
Breakthrough Investments for the IT Nation: Forward Thinking with Thoma Bravo, ConnectWise & You

Join Mike Hoffman, Principal at Thoma Bravo, and Jason Magee, CEO of ConnectWise, as we provide a brief overview about Thoma Bravo and ConnectWise’s shared vision, how TB is accelerating that vision’s forward direction, and how there are endless opportunities for the IT Nation as a result. Afterward, the floor is yours in an open townhall Q&A session where we look forward to facing and addressing whatever is on your mind.

[SCALABILITY AND GROWTH]
Why 70% of MSPs Want Out

Last year at IT Nation Connect, the statistic was casually dropped that “70% of MSPs want out”. Join Jay McBain from Forrester Research as he unpacks this number and provides insight on what it means for the future of managed services industry. The changing nature of the buyer, the increase in subscription-based services and the impact of marketplaces are just a few of the things making life more difficult for partner businesses — enough to make more and more of them consider throwing in the towel. However, the news is actually positive – find out ways to disrupt your own business in order to not only stay afloat, but also thrive.

Round 8 – Friday, November 1, 4:15pm – 5:15pm

[SALES AND MARKETING]
Using LinkedIn to Drive Leads

Chris Wiser does a detailed walkthrough in this implementation workshop on LinkedIn. You will leave this session with a complete marketing campaign, plans/process, and deliverables to CRUSH YOUR LEAD GEN using LinkedIn.

[TALENT DEVELOPMENT AND LEADERSHIP]
The Power of Diversity

Workplace diversity is not just an inclusion fad or buzzword - it has tangible and direct benefits. Companies who have greater workplace diversity outperform their competitors and achieve higher profits! Traditional, unconscious biases have led to skewed hiring practices over the years, which in turn have led to a skewed workforce that is not gender or ethnically diverse. Technology can step in and help change the status of diversity in the workplace and help businesses achieve more. Ensuring diversity in the workplace is no longer merely a compliance issue; it is a necessity to represent a largely diverse customer base from the perspective of values as well as profitability. Times are changing quickly; don't be left behind.

[TALENT DEVELOPMENT AND LEADERSHIP]
Utilizing the Great Game of Business to Drive Engagement

Trying to understand how to get all the employees of your business to become engaged and to think like an owner? Working for a company that you wish you had a better understanding of where all of your hard work and the profits are going? Do you even have a clue as to what critical numbers you and your team are striving for?

Come learn how the Great Game of Business turns your company into an event. Information such as, what are the rules of the game, what is the big critical number we are all striving to hit, and what is the score are all important pieces to playing the Game of Business. Through this “game”, people will become more engaged, more informed, and can make better and faster decisions.

[TALENT DEVELOPMENT AND LEADERSHIP]
Utilizing the Great Game of Busines to Drive Engagaement

Trying to understand how to get all the employees of your business to become engaged and to think like an owner? Working for a company that you wish you had a better understanding of where all of your hard work and the profits are going? Do you even have a clue as to what critical numbers you and your team are striving for? Come learn how the Great Game of Business turns your company into an event. Information such as, what are the rules of the game, what is the big critical number we are all striving to hit, and what is the score are all important pieces to playing the Game of Business. Through this “game”, people will become more engaged, more informed, and can make better and faster decisions.

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