Building My Business Webinar Series
Designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve the bottom line.
Length: One hour
Cost: Free to BTA members
The following webinar has been scheduled:
December 2024
Elevating Your Prospecting Research Strategies With Kate Kingston
4 p.m. Eastern, Thursday, Dec. 12
Kate Kingston, founder & president, Kingston Training Group
Unlock the secrets to smarter prospecting with industry expert Kate Kingston in a transformative session designed to elevate your prospecting research strategies. For more than 25 years, she has been educating sales executives on effectively targeting the right prospects and reaching the key decision-makers in more than 60 industries. This interactive webinar is tailored for office technology sales professionals who are eager to refine their skills, increase net-new opportunities and enhance offerings for current customers.
In this webinar, Kingston will dive deep into the art of prospecting, with insights into the essentials of effective outreach in the 21st century. Learn how to identify the right-sized prospects, connect with the appropriate C-level decision-makers, and craft messages that resonate with executives in roles from IT to finance, operations, compliance and beyond.
What You’ll Learn:
- Crafting Targeted Outreach for C-Level Executives: Discover the nuances of communicating with top-level executives, creating compelling messages that speak directly to their departmental goals and challenges.
- Building a Structured Prospecting Plan: Develop a step-by-step prospecting process that drives consistent progress and measurable outcomes.
- Mastering Digital Tools for Engagement: Learn the power of social media and video as essential tools for prospecting, with strategies to leverage LinkedIn and video messaging to capture attention and secure more meetings.
Who Should Attend: This session is ideal for sales professionals in the office technology industry looking to enhance their approach to prospecting and strengthen their sales pipelines with mid-sized and large dealership prospects.
What to Bring: Bring five prospective companies for real-time research and strategy-building during the interactive portion of the webinar.
Don't miss this opportunity to refine your prospecting strategies and gain actionable insights from one of the industry’s foremost experts. Prepare to walk away with a road map to more effective, accountable prospecting that drives real results in today’s dynamic business landscape.
Secure your spot and get ready to transform your approach to prospecting!
For the last 20 years, Kingston has been exclusively educating office technology sales executives on every type of prospect across 60-plus industries and how they proprietarily use technology. She is a recognized authority on lead generation, recruiting new hires from a prospecting skill-base perspective and new business development. Sales-driven, Kingston is an energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.
January 2025
CMMC is Here! What Does It Mean for MSPs?
4 p.m. Eastern, Thursday, Jan. 9
Mark Jennings, founder, OTX Partners
The Cybersecurity Maturity Model Certification (CMMC) program final rule is in the books. After more than five years in development, we now know exactly what is required of contractors in the defense industrial base (DIB) in order to secure contracts with the U.S. Department of Defense. More importantly for MSPs, we now know how IT managed services fit into the program. For the first time, MSPs are directly connected to their clients' compliance requirements regarding the services they provide. Stipulations within the rule specifically state that the services and assets of external service providers, which include MSPs, are within the scope the contractor's CMMC Assessment. Failure of an MSP to provide adequate documentation and evidence of compliance with the requirements will cause the contractor to fail its CMMC Assessment, a costly mistake. This can put millions, if not billions, of dollars at risk for the contractor. Contractors in the DIB will be more selective of the MSPs they hire, ensuring they can provide evidence of compliance. In some cases, contractors will require full CMMC Level 2 certification of their MSPs.
What You Will Learn:
- Details of the CMMC program and what it entails
- The underlying set of controls that must be in place to meet the certification requirements
- What it means to be compliant
- How MSPs fit into the assessment process
- Unique challenges that office technology/MSP organizations face
- Strategies to limit the scope of CMMC requirements within your MSP
- What to expect from clients doing business within the DIB
- The implementation timing and the four-phase rollout plan
Who Should Attend: This webinar covers a combination of business level concerns, as well as the technical requirements of providing services to DIB clients. Owners and senior executive team members will learn about the potential loss of business due to an inability to comply, as well as estimated costs to meet the requirements. Service leaders and chief information security officers (CISO) will learn what is required regarding people, process and technology to be prepared to assist clients with their assessments.
CMMC affects a broad range of industries, not just manufacturing. Take this opportunity to understand the business that might be at risk and learn ways to protect it.
Testimonials From Fellow Dealers:
"Being a member of the OTX Roundtable for the past three years has been an invaluable asset as we navigate the complexities of CIS and CMMC compliance. The collaboration with like-minded MSPs keeps us focused and accountable, ensuring compliance remains a top priority. Mark Jennings' leadership and thorough research provide us with up-to-date insights and guidance, saving us countless hours and helping us stay ahead in the ever-evolving compliance landscape." — Jeff Loeb, president, Vitis Technologies, a Prosource company, Blue Ash, Ohio
"If you want to improve your team's knowledge of security and regulatory compliance, I highly recommend the OTX Partners peer group hosted by Mark Jennings. Mark takes an active interest in the success of his peer group members and readily seeks to help them achieve their goals. Mark's knowledge of security best practices and the ever-evolving compliance landscape is invaluable to anyone interested in moving their business forward in these areas. My team has significantly improved our security posture and is having much more meaningful client-facing conversations with our clients regarding security and compliance. When it comes to security and compliance, I can say without hesitation that Mark Jennings and his OTX Partners peer group are difference makers." — Justin Huffaker, vice president of strategic technology, Datamax, Little Rock, Arkansas
Jennings was a partner in an office technology dealership/MSP in northern New England for more than 30 years. During that time, he held roles such as field engineer, director of service, vCIO director and vice president of sales. Jennings ended his tenure in the MSP industry as the managing director of the Washington, D.C., territory for a national MSP. He started OTX Partners in 2021 to help MSPs manage risk and achieve compliance with a cybersecurity framework. In 2022, Jennings started OTX Roundtable, a peer-based best practices group where MSPs support each other in achieving their goals.
Members: Click on the registration link above to register via Zoom. You will need your BTA username and password to access the registration page. After registering with Zoom, you will receive an email containing information about joining the webinar.
Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.
Interested in sponsoring a Building My Business webinar?
Email Valerie Briseno at valerie@bta.org for more information.