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Business Success Workshop: Planning for the Future

This pre-con is centered solely around the business that matters to you most – your own!

It's designed to help partners – on both the telco and IT side of the channel – take their business to the next level. Register today for an All-Access Pass to attend this session on March 9, 1-5 p.m.

Why Attend?

For partners on both the telco and IT sides of the channel, just knowing tech isn't going to cut it anymore. In today's channel landscape, you need to be as knowledgeable about business as you are about speeds, feeds and software. That doesn't just go for your customers' business — it starts with your own organization. In this year's Business Success Workshop, we're bringing in a slew of experts to teach you critical skills such as how to correctly calculate your valuation, perform a gap analysis and successfully negotiate an M&A deal. 

Join us for an in-depth workshop where you won't just hear people giving you advice. You'll work through an action plan with people who have walked this walk, and you’ll go home knowing exactly what your next steps are

Workshop Agenda


1-1:15 p.m.

Lessons from the Field: Learning What Not to Do

1:15-1:35 p.m.

Moderator: Kris Blackmon
Panelists: Juan Fernandez, Dave Dyson, Seth Collins

Brief introductions to workshop topics and leaders

1:35-1:45 p.m.

Breakout Sessions

We have three sessions taking place during each round focusing how to correctly calculate your valuation, perform a gap analysis and successfully negotiate an M&A deal. Attendees can mix and match the order they want to attend the sessions during these times:

Round 1: 1:45-2:25 p.m.

Round 2: 2:30-3:10 p.m.

Round 3: 3:15-4:05 p.m.

Workshop Four - The Hard Truth: Valuation

4:10-4:50 p.m.


4:50-5 p.m.

About the Breakout Sessions

1. The Accidental Entrepreneur: Creating a Business Plan

Session will teach attendees to:

  • Define the company they want to be
  • Define wealth & size targets
  • Define desired outcomes and timelines

Workshop leaders:
Arlin Sorensen
Juan Fernandez

*This session takes place during each of the three rounds

2. From a Business to a Company: Growing & Scaling

Session will teach attendees to:

  • Build a management team you can delegate to
  • Build a clear and concise organization
  • Define processes and procedures
  • Take your time in growth mode

Workshop leaders:
Richard Murray
Dave Dyson

*This session takes place during each of the three rounds

3. Financial Shakeups: M&A

Session will teach attendees:

  • When to sell
  • How to identify an acquisition target
  • Structure of the deal
  • Integration dos and don’ts
  • Having your “ship clean” re: bookkeeping standards

Workshop leaders:
Ryan Walsh
John Murphy

*This session takes place during each of the three rounds

4. The Hard Truth: Valuation

Session will teach attendees:

  • Valuation metrics & how they vary from company to company
  • What the market really thinks you’re worth

Workshop leader:
Seth Collins

*This session takes place 4:10-4:50 p.m.

What’s Included in Your All-Access Pass?

  • 300+ Sponsors and Exhibitors
  • All concurrent conference sessions on March 10 & 11
  • Business Success Workshop Pre-con on March 9
  • Networking Events
  • Channel Partners Theater sessions
  • Welcome Reception
  • Keynote Breakfasts + Luncheons
  • VIP Lounge
  • Complimentary Drinks at Pub Crawl
  • Provider Breakout & VIP Sessions
  • BCM One Technology Lounge
  • MSP Pavilion
  • Continental Breakfast on March 12

PLUS, if you attend the Business Success Workshop, you will gain access to a free one-hour consultation with expert Will Harris

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