Agenda

30 April

01 May

30 April

01 May

Speakers

Sponsors

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Jay Ryerse

CTO Security Products
Continuum
Jay Ryerse, CISSP, CTO, Security Products at Continuum Managed Services, has over 20 years of experience providing Information Technology and security solutions to businesses of all sizes. He works closely with MSPs to provide insight and best practices for securing business networks; especially regarding the latest in vulnerability scanning, security monitoring, and advanced endpoint security solutions. He has been named on multiple top MSP lists and earned notable industry awards and recognition among his peers.

01 May

01 May

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Michael George

CEO
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 the 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 a frequent keynote speaker at industry events including ITEX, CMIT, Technology Assurance Group (TAG), Business Technology Association (BTA) and Navigate by Continuum. Michael is a graduate of Suffolk University where he served as a Trustee for 10 years and completed MIT's Birthing of Giants Executive MBA Program.

30 April

01 May

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Bob Kocis

CRO
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.

30 April

30 April

01 May

01 May

01 May

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Joy Beland

Senior Director of Cybersecurity Business Development
Continuum
In April of 1997, Joy started LA IT Girl, a small business consulting practice focused largely on work flow process, accounting software and computer assistance. Her first IT client was Hebrew Union College (HUC), where she served as the Network Administrator for eight years (1997-2004). Joy single-handedly supported five servers and 105 computers in a 30-hour per week contract. As Joy added more technicians to her team at LA IT Girl, she focused on securing more small business clients, obtaining Microsoft Certifications, and aligning LA IT Girl with the industry’s most notable vendor partners, like Continuum. Her extensive experience in implementing business plans, setting and achieving project goals, and developing workflow processes while utilizing the most efficient technology has resulted in bringing far more to the table than just IT solutions. In 2014, Joy’s focus shifted to cyber security 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 to bring the message of cyber prevention to the Small Business community at large. By 2016, through Joy’s intense focus on cyber security, 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 2017, Joy celebrated 20 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. Her goal is to help partners develop and grow their business 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.

01 May

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Larry Garcia

Chief Revenue Officer
BrightGauge
Larry Garcia is the Chief Revenue Officer at BrightGauge. He oversees all teams within the company, with a focus on onboarding and aligning customer needs with BrightGauge's solution. He brings over 9 years of sales experience in software and finance.

01 May

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James Bergl

Director of Sales, APAC
Datto
James Bergl is Datto’s Director of Sales for APAC. Since he spearheaded the setup of Datto in Australia, James has drawn on his past experiences in working with IT service providers across EMEA and APAC to grow the company’s partner ecosystem and establish a regional go-to-market strategy. His positive nature has nurtured a fun, hard-working and winning team culture within Datto ANZ. James’ passion to pass his knowledge on to others and drive the industry forward has seen him elected as the Chair of CompTIA's Australia and New Zealand organisation in 2019 and win the Management Excellence ARN Industry Award in 2018.

30 April

30 April

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Steve Baxter

CEO
Transition Level Investments
In 1994, at the age of 23, Steve put his life savings of $11,000 on the line to launch his first start-up, the pioneering internet service provider SE Net, from the spare room of his Adelaide home. Servicing more than 35,000 customers, SE Net was eventually acquired by Ozemail/UUNet under the stewardship of its founding Director and now Prime Minister, Malcolm Turnbull. In 2001, Steve teamed with a schoolmate to launch his second start-up, PIPE Networks, a provider of wholesale telecoms infrastructure that was listed on the ASX in 2005. Eight years later they sold it to the TPG Group for $373 million. Steve spent a year working with Google in California in 2008, leading a project to deliver high-speed telecommunications systems across North America. Since 2010 he has become a major early stage investor in startups leading to the founding of Brisbane tech startup co-working space River City Labs, foundered and underwrote the Startup Catalyst and River Pitch programs; he has been on the listed boards of Vocus Telecoms, Indoor Skydive Australia Group and OtherLevels as well as being on the board of Commercialisation Australia. He has been heavily involved in the early days or founding of numerous industry groups and forums such as the South Australian Internet Association, South Australian Internet Exchange, Australian Domain Name Authority, AuDA, INTIAA, IIA, AusBone and AusNOG. He has been a Shark on Channel 10’s Shark Tank Australia for the past three seasons.

01 May

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Dan Williams

CEO
Powernet IT Solutions
Dan is the Melbourne based CEO of Powernet IT Solutions, a national IT service provider that was established in Melbourne in 1994. As the CEO, Dan is responsible for leading the vision, direction and strategy at Powernet. With 20 years IT industry experience Dan is leadership focused and possesses a strong entrepreneurial spirit. Having worked predominantly in IT service and customer service focused roles he is a part of a team leading over 90 people in providing professional and managed services to the small to mid-market in Australia and New Zealand. As a member of industry peer groups and serving in advisory roles, Dan is a regular contributor the IT community in Australia and abroad. Dan is also a Professional EOS Implementer who coaches businesses in the tech space to help them establish their own vision whilst building discipline and healthy leadership teams.

01 May

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Dudley Kneller

Technology Partner
Madgwicks Lawyers
Dudley Kneller is a Technology Partner at Madgwicks Lawyers with a speciality in cyber risk and strategic sourcing and supply projects. He has more than 20 years of experience practising across Australia, Europe and the UK, and has worked on projects based in a range of countries, including the Philippines, India and throughout South America. Dudley acts for a broad number of Australian and international clients including MSPs, telcos, app developers, robotics manufacturers and large and small technology vendors. Dudley is listed in Best Lawyers in Australia for Information Technology Law 2020 and is the only Australian lawyer appointed to Lexing, an international network of lawyers that specialise in digital and emerging technology law. Dudley is also listed as a recommended Technology, Media and Telecommunications Lawyer for Victoria in Doyle’s Guide from 2015 to 2018.

01 May

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Lewis Prosper

Sales Director, APAC
Auvik
As sales director for Australia and New Zealand at Auvik Networks, Lewis Prosper is responsible for leading operations out of the company’s Sydney, Australia office. He brings over 20 years of tech industry experience to his role, including technical support, systems engineering, and cloud sales. His technical acumen and diverse business experience serve Lewis well in his mission to help regional MSPs grow. In addition to his sales duties, Lewis is tasked with growing Auvik’s presence in ANZ and will help grow the network management software vendor’s Australian team.

01 May

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Corey Prince

Sr. Director, Product Marketing
Continuum
Corey Prince leads Continuum’s Product Marketing team to drive execution of go-to-market positioning, enablement, and support for all core solutions and services. He has 19 years of infrastructure and software product marketing experience including a deep background in SMB application development, cloud, partner sell-through, and the service provider opportunity landscape.

30 April

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Elliot Seeto

Senior Technical Account Manager
Continuum
Elliot has been in the Technology space for over 10 years. Having started out his career in a Support and Operational capacity, he quickly moved into Technical Sales focused roles. His ability to relate to his previous support experiences allow him a unique perspective to provide the right solutions and insight to his partners. As a Senior Technical Account Manager with Continuum in APAC, he is focused on helping partners grow their business while promoting Continuum’s brand throughout the region.

30 April

30 April

01 May

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Rob Auld

VP of Global Sales
Continuum
Rob Auld is the SVP of sales for Auvik Networks, where he spearheads the execution of Auvik’s global sales strategy. Prior to Auvik, Rob was VP of worldwide sales at mobility and IoT vendor SOTI, where he was responsible for generating significant new business, increasing the average deal size, and shrinking the team’s sales cycle. Before that, Rob held senior sales roles in the telecom, shipping, and managed services industries. His diverse sales experiences cemented Rob’s passion for helping companies expand into international markets, deliver on revenue targets, and enable customers to achieve their unique version of success.

30 April

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Brian Coffey

Supervisor, Channel Sales
Webroot
Brian Coffey has worked in the security industry for the past 12 years with Webroot. He has held multiple roles from Systems Engineer to Product Manager to his current role supporting strategic RMM partnerships. These roles have allowed Brian to build a unique understanding and perspective of the ever-evolving threat landscape and its impact on technology innovation

01 May

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James Manson

Sales Engineer APAC
Webroot
James has over six years’ experience in the cloud security industry. With a deep understanding of the threat landscape and as Senior Solutions Engineer, he is the key product specialist for Webroot in the APAC region.

30 April

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John Lane

Head of Sales & Marketing
Powernet IT Solutions
John has been in the IT industry for over 12 years. Having started out his career in a Support and Operational capacity, he quickly realised that his passion lay in helping clients leverage technology to achieve their desired results. As Head of Sales and Marketing with Powernet, he is focused on ensuring his team is working to understand their client’s business to achieve their desired results by harnessing technology to its full potential.

01 May

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Chris Troncone

Service Delivery Manager
The BMS Group

01 May

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Shaun Minogue

Director
The BMS Group

01 May

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Webroot

Titanium
Webroot was the first to harness the cloud and artificial intelligence to protect businesses and individuals against cyber threats. We provide the number one security solution for managed service providers and SMBs, who rely on Webroot for endpoint protection, network protection, and security awareness training. By partnering with Webroot, MSPs, resellers, and distributors benefit from greater profitability, lower operational costs, improved productivity, stronger client trust, and innovative resources for competitive advantage. With our streamlined management console and integration with leading RMM and PSA platforms, Webroot gives you smarter protection that is easy to deploy and manage, and uniquely addresses traditional challenges. Discover growth, enablement, and support at www.webroot.com/partners
Webroot_Continuum_Integration_Overview.pdf Download Link
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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.
Datto 2019 Product Brochure.pdf Download Link
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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.
BrightGauge.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.
Auvik Own the Network.pdf Download Link
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Bluechip Infotech

Bronze
Established in 2001, Bluechip Infotech focuses on delivering the latest IT products to a wide channel base, while maintaining a dedicated commitment to first class service. With Australian o‑ces in Sydney, Melbourne, Brisbane, Perth and Adelaide we are committed to our service through localised support. The key to Bluechip’s success is in our strategic implementation of the latest technology, broad access of IT channels and markets driven, highly motivated sales team. Thus, by guaranteeing full comprehensive understanding of products and target markets, we’re able to provide cost–effective solutions to our partners.
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Barracuda

Silver
At Barracuda we strive to make the world a safer place. We believe every business deserves access to cloud-enabled, enterprise-grade security solutions that are easy to buy, deploy, and use. We protect email, networks, data, and applications with innovative solutions that grow and adapt with our customers’ journey. More than 150,000 organizations worldwide trust Barracuda to protect them – in ways they may not even know they are at risk – so they can focus on taking their business to the next level.
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Wise-Sync

Exhibitor
Wise-Sync provides a streamlined and stress-free solution for integrating ConnectWise Manage or DattoAutotask PSA to Xero and QuickBooks Online. With Wise-Sync, long gone are the days of double entry, painful procurement and endless data errors because now, at just the click of a button - you can balance your books and revel in the greater financial visibility and improved cashflow that every MSP desires. Some call it “magic”, we call it Wise-Sync.
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Registration

12:00 PM 02:00 PM Conference Hall Foyer

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Partner Showcase & Grow Your Business Hub

12:00 PM 02:00 PM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Opening Remarks

02:00 PM 02:15 PM Conference Hall

Speakers

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Sink or Swim: Automation, Cyber Security and the New Era of Managed IT Services

02:15 PM 03:15 PM Conference Hall

The managed IT services market is rapidly evolving, and yesterday’s tactics, best practices and policies simply won’t be successful or survive when faced with emerging cyber threats and increasing competitive pressures. Successful MSPs must now become hyper-focused on protecting client environments, while being able to leverage automation, business intelligence and the right metrics to make smarter decisions about their businesses. Join Continuum CEO Michael George as he explores how these changing market dynamics will force MSPs to evolve and adapt in the coming year—and discover which criteria will separate the winners and losers in the IT services industry.

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Continuum Solution Roadmap

03:15 PM 03:45 PM Conference Hall

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Executive Ecosystem Panel

03:45 PM 04:15 PM Conference Hall

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Continuum 101: An Introduction for New and Future Partners

04:30 PM 05:15 PM M12

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Driving Security Innovation - Educate, Guide and Protect

04:30 PM 05:15 PM M13

How to combat emerging threats utilising Next Generation Threat Intelligence, a discussion around the dark web as well as other lesser known threats. A product roadmap for the way forward in cybersecurity protection.

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Creating New Revenue with Dedicated Tech

05:30 PM 06:15 PM M12

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Managed Networking with Datto

05:30 PM 06:15 PM M13

Join Datto’s Sales Director James Bergl for an educational session on why and how you can transition to provide managed networking services. Gartner has predicted that the number of connected devices worldwide will almost double from 11 billion in 2018, to 20 billion in 2020. As the reliance on being connected increases, are you positioned to proactively support your customers network continuity and uptime? We will be sharing case studies on how Datto partners across the globe are building incremental MRR by offering Managed Networking Services, as well as driving optimal outcomes for the MSP, the customer, and the end-users. Win-win-win! Ohh.. and we almost forgot to mention.. we will be raffling off an all expenses paid trip to DattoCon Paris 2019 for those who attend the breakout. See you there.

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Welcome Reception

06:15 PM 08:00 PM Partner Showcase

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Partner Showcase & Grow Your Business Hub

06:15 PM 08:00 PM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Registration & Breakfast

08:00 AM 08:50 AM Partner Showcase

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Partner Showcase & Grow Your Business Hub

08:00 AM 08:50 AM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Day 2 Opening Remarks

09:00 AM 09:15 AM Conference Hall

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Continuum Fortify

09:15 AM 10:15 AM Conference Hall

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Break & Grow Your Business Hub

10:15 AM 10:45 AM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Guest Speaker: Steve Baxter

10:45 AM 12:00 PM Conference Hall

Speakers

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Lunch

12:00 PM 01:00 PM Partner Showcase

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Partner Showcase & Grow Your Business Hub

12:00 PM 01:00 PM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Continuum Tech Advantage

01:00 PM 01:45 PM M12

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Security Go-to-Market Workshop

01:00 PM 01:45 PM M13

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Assessing New Prospects for Managed Network Services

01:45 PM 02:30 PM M12

The network is important to your clients—now more than ever. It’s their vital connection to the cloud and everything their businesses need to function. You can play a key role in keeping that connection humming with managed network services. Managed network services help you stand out from competitors, while also adding a lucrative new revenue stream to your business. But how do you know if a prospect is a good fit for managed network services? By performing an automated network assessment. In this 45-minute session, you’ll learn: ● Key messaging to effectively position and sell managed network services ● The best ways to package and price managed network services ● How network assessments help cement your value while scoping and quoting work accurately ● How the results of a network assessment can help you successfully pitch managed network services and win the right clients ● And more.

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Delivering Value with LIVE Security Awareness Training

01:45 PM 02:30 PM M13

Are you perceived as a security expert by your staff? Your clients? Your prospects? Do you want to demonstrate the effectiveness of a proven cyber strategy? Do you want to educate others so you don’t feel like you’re selling Cyber security? Joy Beland is going to walk through the development and use of Security Awareness Training as a vehicle to drive your cyber practice and expertise. This powerful session will explore the tactics and resources that will cultivate your ability to pivot from the training to the natural sell-through of your security platform.

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8 Questions That Will Help You Get What You Want From Your MSP

02:30 PM 03:15 PM M12

Failure to plan is planning to fail. Sure, but planning is hard and time consuming. What if I told you that it wasn’t really that hard or time consuming? Answering these 8 questions will help you get what you want from your MSP. Starting with the end in mind we will take you through the process, giving real life examples of how it works and why it works. Its never too late to start planning and there are some key elements that will set you up for success, come along and find out what they are, how you can gain traction and start to get a grip on your business.

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Security Service Agreements

02:30 PM 03:15 PM M13

The move from being a managed service provider to offering managed security services is a critical step. Getting the contract terms right as well as managing an array of challenging issues which often arise with a new service offering should be a key priority. This session explores these important issues and provides some useful tips and tricks for MSSPs embarking on this road for the first time as well as those seasoned providers keen to improve their service offering: · Managed security service agreements - key contracting challenges for providers o Minimising liability for MSSP services. Strike the right balance o Bringing on new services/product to deal with cyber security. What are the additional risks involved? o Risk exposure when managing out of warranty equipment/product o Managing incidents e.g. data breach events, notification to the privacy commissioner o New privacy and breach notification laws o SLA management. Do we offer service credits? How do we reduce our SLA exposure? o Customer reporting and governance o Termination and renewal o Managing price scope creep for additional services o Working effectively with partners. Passing on warranty terms and minimum contract obligations. What are the options? o Managing payment obligations, including non payment/default

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The KPI Driven MSP

03:15 PM 04:00 PM M12

In the KPI Driven MSP, we'll cover the importance of KPIs and introduce an easy-to-follow system for setting and analyzing KPIs. When it comes to data tracking, there may be friction involved, but BrightGauge aims to take the stress out of data management by putting all your KPIs in one place. The presentation will include a live demo of BrightGauge and show you how a stronger focus on KPIs drives better business decisions.

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Sales Leadership Panel

03:15 PM 04:00 PM M13

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Break

04:00 PM 04:30 PM Partner Showcase

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Partner Showcase & Grow Your Business Hub

04:00 PM 04:30 PM Partner Showcase

The Grow Your Business Hub is a one-stop shop where Navigate attendees can receive hands-on marketing support and consultations directly from members of Continuum’s marketing team. At the Hub, our MSP partners gain actionable insights, feedback and white-label collateral for print and digital use to help them generate leads, fill their sales pipeline and win new business. The Hub offers consultations and appointments spanning a variety of topics including website reviews and search engine optimization, email marketing, social media, content creation and more.
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Future Proofing Your Customers in 2019

04:30 PM 05:00 PM Conference Hall

In 2018 millions of businesses all around the world were impacted by data breaches where personal information was stolen. Discover the biggest threats that Webroot identified in 2018, and see which tactics are rising among cybercriminals. We will discuss threat predictions for 2019 and most importantly tips on how to circumvent those threats, keeping you and your customers safe.

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Beernote: Awards & Closing Remarks

05:00 PM 05:45 PM Conference Hall

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