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X-WR-CALDESC:Events for ESX
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BEGIN:VEVENT
DTSTART;TZID=Asia/Dubai:20260602T093500
DTEND;TZID=Asia/Dubai:20260602T105000
DTSTAMP:20260427T203049
CREATED:20260106T211024Z
LAST-MODIFIED:20260409T152756Z
UID:10000124-1780392900-1780397400@esxweb.com
SUMMARY:Building High-Performing Sales Teams: Recruit\, Train\, and Lead
DESCRIPTION:SALES & MARKETINGBuilding High-Performing Sales Teams: Recruit\, Train\, and LeadBehind every successful sales organization is a leader who knows how to recruit the right talent\, train them effectively\, and coach them to perform at their best. This session dives into the nuts and bolts of sales leadership in the security industry — covering everything from finding and hiring top sales reps\, to building repeatable processes that actually stick and effective roleplay exercises. Learn practical frameworks for developing your team\, maximizing productivity\, and creating a culture of accountability and growth. Whether you’re leading a small team or scaling a large sales force\, you’ll walk away with actionable strategies to strengthen your leadership and drive measurable results.     \nThe ESA team is excited to see you at this event. Building High-Performing Sales Teams: Recruit\, Train\, and Lead \nIn this session\, you’ll learn: How to identify and hire top sales talent in the security industry. Training frameworks that stick and translate to real field performance. Coaching techniques that maximize productivity and accountability. Strategies for maximizing productivity and accountability. Scalable leadership practices for teams of any size. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Heather WalkowiakSales Training Manager at Alarm Detection Systems \n					\n					\n					\n						\n							\n								\n							\n						\n					Michael CopeVP of Sales at Guardian Alarm \n					\n					\n					\n						\n							\n								\n							\n						\n					Lee FletcherSVP Field Operations & Commercial Sales at CPI Security SystemModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					Jason LutzDirector of Brand Ambassador Program & Industry Affairs Leader at Resideo \n					\n					\n					\n						\n							\n								\n							\n						\n					Jason LutzDirector of Brand Ambassador Program & Industry Affairs Leader at Resideo \nESX EDUCATION TRACKSales & MarketingFrom mastering digital marketing and local SEO to building referral programs and delivering compelling sales presentations\, you’ll gain practical tools and proven strategies tailored specifically for security/fire integrators and dealers. Learn how to empower your sales teams\, leverage data-driven marketing\, and create seamless customer journeys that drive both new business and recurring monthly revenue (RMR).  \nThis Track is sponsored by:
URL:https://esxweb.com/event/building-high-performing-sales-teams-recruit-train-and-lead/
CATEGORIES:Education Sessions
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DTSTART;TZID=Asia/Dubai:20260602T093500
DTEND;TZID=Asia/Dubai:20260602T105000
DTSTAMP:20260427T203049
CREATED:20260107T231031Z
LAST-MODIFIED:20260409T151422Z
UID:10000130-1780392900-1780397400@esxweb.com
SUMMARY:Mastering Your True Labor Cost
DESCRIPTION:FIELD OPERATIONSMastering Your True Labor Cost Every technician deployment carries a cost—and it’s more than just wages and fuel. From benefits and overhead to time utilization and opportunity costs\, the true expense of sending a technician into the field is often underestimated.In this session\, you’ll learn the methodology to calculate labor rates accurately\, understand the impact on margins\, and apply markups that safeguard profitability. Gain practical tools to evaluate service efficiency\, price jobs with confidence\, and make smarter operational decisions that balance customer satisfaction with financial performance. Walk away with a clear understanding of what each technician visit really costs your business—and how to turn that knowledge into stronger margins. Mastering Your True Labor Cost \nThe ESA team is excited to see you at this event. Mastering Your True Labor Cost  \nIn this session\, you’ll learn to: Identify cost components that impact field service profitability. Set pricing structures that protect your bottom line. Make data-driven decisions about service deployment and efficiency. Convert cost insights into improved financial performance. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Matthew CarlsonController at Doyle Security Systems \n					\n					\n					\n						\n							\n								\n							\n						\n					John NemerofskyChief Operating Officer of SAGE Integration \n					\n					\n					\n						\n							\n								\n							\n						\n					Rob PedregonDirector of Operations & General Manager at iWiredModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					Johnathan GeorgeCEO of Vangeo Technology Group (iWired/HomeRun Electronics) \nESX EDUCATION TRACKField OperationsLearn how to streamline scheduling\, optimize dispatching\, and manage inventory and fleets to maximize technician productivity and profitability. Gain insights into best practices for job costing\, quality control\, and workforce development. Discover how to leverage technology and data to gain real-time visibility into field activities\, enabling smarter decisions and proactive problem-solving. Mastering Your True Labor Cost \nThis Track is sponsored by:
URL:https://esxweb.com/event/mastering-your-true-labor-cost/
CATEGORIES:Education Sessions
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DTSTART;TZID=Asia/Dubai:20260602T093500
DTEND;TZID=Asia/Dubai:20260602T105000
DTSTAMP:20260427T203049
CREATED:20260108T201538Z
LAST-MODIFIED:20260416T183518Z
UID:10000136-1780392900-1780397400@esxweb.com
SUMMARY:Expanding RMR: Profitable Services You’re Overlooking
DESCRIPTION:MANAGEMENTExpanding RMR: Profitable Services You’re OverlookingAre you leaving money on the table by offering recurring services at no cost? This session highlights often-overlooked opportunities to increase RMR\, such as enhanced monitoring\, proactive maintenance\, premium support\, and data analytics. Learn how to evaluate and package these high-value services\, and walk away with proven strategies for packaging\, positioning\, and delivering that maximize profitability while meeting the evolving expectations of your customers. \nThe ESA team is excited to see you at this event. Expanding RMR: Profitable Services You’re Overlooking \nIn this session\, you’ll learn to: Turn undervalued or “free” services into recurring revenue streams. Package and position premium service tiers that drive loyalty and long-term value. Use data and analytics to differentiate your services and strengthen customer relationships. Apply proven pricing methodologies and delivery strategies to maximize profitability and customer satisfaction. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Melissa BrinkmanCEO of Custom Alarm \n					\n					\n					\n						\n							\n								\n							\n						\n					John LoudPresident of LOUD Security \n					\n					\n					\n						\n							\n								\n							\n						\n					Jeremy BatesSVP of Pye-Barker Fire & SafetyModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					Scott ElkinsCEO of Zeus Fire and Security \nESX EDUCATION TRACKManagementLearn how to navigate the complexities of managing hybrid teams and remote teams while maintaining culture and productivity. Gain insights on crisis leadership and when to step up decisively “beyond security” to protect both your business and customers. Get practical guidance on raising rates without losing customers and discover proven strategies to break the cycle of margin erosion.  \nSponsor This ESX Education Track! Showcase Your Product or Service with Engaged Security Pros! LEARN MORE
URL:https://esxweb.com/event/expanding-rmr-profitable-services-youre-overlooking/
CATEGORIES:Education Sessions
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BEGIN:VEVENT
DTSTART;TZID=Asia/Dubai:20260602T093500
DTEND;TZID=Asia/Dubai:20260602T105000
DTSTAMP:20260427T203049
CREATED:20260108T213154Z
LAST-MODIFIED:20260409T153411Z
UID:10000142-1780392900-1780397400@esxweb.com
SUMMARY:Beyond Security: Unlocking the Value of Video Intelligence
DESCRIPTION:MONITORINGBeyond Security: Unlocking the Value of Video IntelligenceToday’s video systems do more than watch — they analyze\, interpret\, and inform. With AI-driven video intelligence\, integrators can deliver not only security but also actionable insights that create RMR opportunities. This session explores how modern video platforms unlock data that enhances operations\, drives ROI\, and opens new revenue streams. Learn how to position and package video intelligence as both a security solution and an operational tool. From retail to education\, office buildings\, to warehouses and more\, discover where security meets strategy.  \nThe ESA team is excited to see you at this event. Beyond Security: Unlocking the Value of Video Intelligence \nIn this session\, you’ll learn to: Position video intelligence as both a security asset and an operational tool that drives ROI. Identify new revenue opportunities. Implement a plan for increasing RMR through AI-driven video analytics. Deliver tailored solutions across diverse sectors including commercial\, education\, and industrial facilities. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					David CharneySVP Video Command at Everon \n					\n					\n					\n						\n							\n								\n							\n						\n					Joseph UsiePresident of Guardian Alarm Systems \n					\n					\n					\n						\n							\n								\n							\n						\n					Tony WilsonPresident of CMSModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					Tammy CozbyVice President of Monitoring Operations of Everon LLC \nESX EDUCATION TRACKMonitoringMonitoring is the heartbeat of electronic security and life safety systems—and a powerful driver of recurring revenue and customer loyalty. This track is designed for integrators who want to maximize profitability\, drive innovation\, and deliver greater customer value from their monitoring services\, whether in-house or through a third-party provider.  \nThis Track is sponsored by:
URL:https://esxweb.com/event/beyond-security-unlocking-the-value-of-video-intelligence/
CATEGORIES:Education Sessions
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DTSTART;TZID=Asia/Dubai:20260602T093500
DTEND;TZID=Asia/Dubai:20260602T105000
DTSTAMP:20260427T203049
CREATED:20260115T185514Z
LAST-MODIFIED:20260409T194059Z
UID:10000145-1780392900-1780397400@esxweb.com
SUMMARY:Stacking Value: Building Good\, Better\, Best Subscription Packages that Boost RMR and Retention
DESCRIPTION:EXECUTIVE LEADERSHIPStacking Value: Building Good\, Better\, Best Subscription Packages that Boost RMR and RetentionThis advanced session will explore beyond traditional RMR (recurring monthly revenue) offerings to workshop “Good\, Better\, Best” subscription packages that not only drive higher RMR but also increase customer satisfaction and retention.  \nYou’ll learn how to bundle services — that you may already be offering free — into tiered offerings that appeal to different buyer personas. We’ll cover package naming\, upsell tactics\, and how to present your offerings in a way that builds trust and long-term loyalty.  \nWhether you’re starting from scratch or looking to revamp your existing packages\, this session will give you actionable tools to turn one-time customers into long-term subscribers—and elevate your bottom line.   \nThe ESA team is excited to see you at this event. \nIn this session\, you’ll learn to: Package design principles for bundling services into compelling tiers. Naming strategies and upsell tactics that resonate with different buyer personas. Presentation techniques that build trust and drive long-term retention. Tools and Resources: Service inventory worksheets. Good\, better\, best templates for subscription levels. REGISTER FOR AN EXECUTIVE PASS TO ACCESS THIS WORKSHOPAn ESX Executive Pass is required to gain access to this and all best-practice sharing sessions. \nPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Sean FoleyChief Revenue Officer at Interface \n					\n					\n					\n						\n							\n								\n							\n						\n					Sean ForrestPresident of Alarm Detection Systems\, Inc. \n					\n					\n					\n						\n							\n								\n							\n						\n					Taylor SearsChief Operating Officer at Silent Guard \nESX EDUCATION TRACKExecutive LeadershipExplore advanced leadership topics such as navigating industry disruption\, fostering innovation\, and building resilient business models that adapt to changing market demands. Gain insights into financial stewardship\, mergers and acquisitions\, and optimizing organizational structure for growth. Learn how to cultivate a strong culture that attracts top talent and earns customer loyalty in an increasingly competitive landscape. \nSponsor this Event!Become a Sponsor for ESX Today! \n					\n					\n					\n						\n							\n								\n							\n						\n					The Executive Experience is Sponsored By:
URL:https://esxweb.com/event/stacking-value-building-good-better-best-subscription-packages-that-boost-rmr-and-retention/
CATEGORIES:Education Sessions
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BEGIN:VEVENT
DTSTART;TZID=Asia/Dubai:20260602T110000
DTEND;TZID=Asia/Dubai:20260602T121500
DTSTAMP:20260427T203049
CREATED:20260106T225725Z
LAST-MODIFIED:20260409T152608Z
UID:10000125-1780398000-1780402500@esxweb.com
SUMMARY:The Power of Being Proactive: Engage\, Educate and Upsell as a Trusted Advisor
DESCRIPTION:SALES & MARKETINGThe Power of Being Proactive: Engage\, Educate and Upsell as a Trusted AdvisorAttendees will leave with a roadmap for shifting their sales teams toward proactive communication\, stronger customer relationships\, and meaningful revenue and RMR growth. This session explores how to position your company and your team as trusted advisors\, not just service providers. Learn how to anticipate customer needs before they arise\, turn every service interaction into an opportunity to add value\, and use education—not pressure—to drive upselling. Checking in with key customers is an art. Attendees will leave with a roadmap for shifting their sales teams toward proactive communication\, stronger customer relationships\, and meaningful revenue and RMR growth. \nThe ESA team is excited to see you at this event. The Power of Being Proactive: Engage\, Educate and Upsell as a Trusted Advisor \nIn this session\, you’ll learn: How to shift your team from selling to meet their own goals to proactive advising. Key triggers and touchpoints that signal upsell opportunities. How to structure customer check-ins that uncover hidden needs. Methods to educate customers on new solutions without feeling pushy. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Josh DicePresident – Security Alarm \n					\n					\n					\n						\n							\n								\n							\n						\n					Brandon FreedmanManaging Partner – Wayne Alarm Systems \n					\n					\n					\n						\n							\n								\n							\n						\n					John KostelacOperations Manager – Northwestern Ohio Security Systems\, Inc.Moderator \n					\n					\n					\n						\n							\n								\n							\n						\n					Dean BelisleDirector of Key Accounts – DMP \nESX EDUCATION TRACKSales & Marketing\nFrom mastering digital marketing and local SEO to building referral programs and delivering compelling sales presentations\, you’ll gain practical tools and proven strategies tailored specifically for security/fire integrators and dealers. Learn how to empower your sales teams\, leverage data-driven marketing\, and create seamless customer journeys that drive both new business and recurring monthly revenue (RMR).  \n\nThis Track is sponsored by:
URL:https://esxweb.com/event/power-of-being-proactive-engage-educate-and-upsell-as-a-trusted-advisor/
CATEGORIES:Education Sessions
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DTSTART;TZID=Asia/Dubai:20260602T110000
DTEND;TZID=Asia/Dubai:20260602T121500
DTSTAMP:20260427T203049
CREATED:20260107T232124Z
LAST-MODIFIED:20260409T151950Z
UID:10000131-1780398000-1780402500@esxweb.com
SUMMARY:Coaching Technicians to Sell: Turning Customer Interactions into Sales Wins
DESCRIPTION:FIELD OPERATIONSCoaching Technicians to Sell: Turning Customer Interactions into Sales WinsTechnicians are natural problem-solvers with unique access to customers at critical moments. With the right coaching\, they can also become powerful drivers of revenue and loyalty. This session shows managers how to train technicians to identify upsell opportunities\, confidently present add-on solutions\, and turn every customer interaction into a growth opportunity. We’ll also explore simple ways to encourage Google reviews and design incentive programs that motivate without distracting. Walk away with practical tools to empower your field team to not only fix problems but also fuel sales and strengthen customer loyalty.  \nThe ESA team is excited to see you at this event. OP.2 Coaching Technicians to Sell: Turning Customer Interactions into Sales Wins \nIn this session\, you’ll learn to: Train technicians to recognize and present upsell opportunities during service calls. Build confidence in your team to recommend solutions that benefit customers. How to implement effective marketing strategies to promote video monitoring Design incentive programs that drive results without creating distractions. Leverage customer interactions to boost reviews and strengthen long-term loyalty. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								\n							\n						\n					Jon PerryPresident at Sting Alarm \n					\n					\n					\n						\n							\n								\n							\n						\n					David DeCampOwner of All Security Co\, LLC \n					\n					\n					\n						\n							\n								\n							\n						\n					Merridth PelletierCommercial Learning and Development Leader at PavionModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					April ChastainVP Internal Operations & Merger Implementation at Owen Security Solutions \nESX EDUCATION TRACKField OperationsLearn how to streamline scheduling\, optimize dispatching\, and manage inventory and fleets to maximize technician productivity and profitability. Gain insights into best practices for job costing\, quality control\, and workforce development. Discover how to leverage technology and data to gain real-time visibility into field activities\, enabling smarter decisions and proactive problem-solving.  \nThis Track is sponsored by:
URL:https://esxweb.com/event/coaching-technicians-to-sell-turning-customer-interactions-into-sales-wins/
CATEGORIES:Education Sessions
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BEGIN:VEVENT
DTSTART;TZID=Asia/Dubai:20260602T110000
DTEND;TZID=Asia/Dubai:20260602T121500
DTSTAMP:20260427T203049
CREATED:20260108T202110Z
LAST-MODIFIED:20260410T184546Z
UID:10000137-1780398000-1780402500@esxweb.com
SUMMARY:Raising Rates…JUST DO IT!
DESCRIPTION:MANAGEMENTRaising Rates…JUST DO IT! Too many companies avoid raising rates out of fear—but the longer you wait\, the more your margins erode. Rate increases aren’t just about survival; they’re about reinforcing the value of your services\, whether in labor or RMR.This session walks you through the practical steps of implementing rate adjustments: when and how to raise them\, how to communicate changes to customers\, and how to manage the tough calls when they come in. Using simple math examples and even a live mock call\, you’ll see how regular increases can strengthen your business without losing credibility. Walk away with the confidence and tools to raise rates the right way—and make it part of your company culture.  \nThe ESA team is excited to see you at this event. Raising Rates…JUST DO IT!  \nIn this session\, you’ll learn to: Execute a rate increase process that protect margins and reinforce your value. Communicate pricing changes effectively to customers and manage pushback. Use simple math and real-world examples to show the impact of regular adjustments. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n					\n					\n					\n						\n							\n								ESX-Speakers-Rob Bado\n							\n						\n					Rob BadoVice President of Sales and Marketing at Post Alarm Systems \n					\n					\n					\n						\n							\n								\n							\n						\n					Will FleenorPresident at Fleenor Security \n					\n					\n					\n						\n							\n								\n							\n						\n					Scott DezellDirector of Finance at Washington AlarmModerator \n					\n					\n					\n						\n							\n								\n							\n						\n					Spencer RogersSenior Vice President of Barnes Associates \nESX EDUCATION TRACKManagementLearn how to navigate the complexities of managing hybrid teams and remote teams while maintaining culture and productivity. Gain insights on crisis leadership and when to step up decisively “beyond security” to protect both your business and customers. Get practical guidance on raising rates without losing customers and discover proven strategies to break the cycle of margin erosion.  \nSponsor This ESX Education Track! Showcase Your Product or Service with Engaged Security Pros! LEARN MORE
URL:https://esxweb.com/event/raising-ratesjust-do-it/
CATEGORIES:Education Sessions
ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management_Badge.png
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BEGIN:VEVENT
DTSTART;TZID=Asia/Dubai:20260602T110000
DTEND;TZID=Asia/Dubai:20260602T121500
DTSTAMP:20260427T203050
CREATED:20260115T190217Z
LAST-MODIFIED:20260409T193600Z
UID:10000146-1780398000-1780402500@esxweb.com
SUMMARY:An AI Implementation Playbook for Security Leaders
DESCRIPTION:EXECUTIVE LEADERSHIPAn AI Implementation Playbook for Security Leaders This hands-on strategy session will guide leaders in creating a powerful partnership between their talent and AI tools. We will use interactive frameworks to identify high-impact AI opportunities across core business functions—including HR\, finance\, operations\, sales\, and marketing — with a focus on streamlining processes\, enhancing talent retention\, and driving competitive advantage.  \nThe ESA team is excited to see you at this event. \nIn this session\, executives will walk away with: A framework for pinpointing and prioritizing high-value AI projects. A firm understanding for the tactical business use cases for AI. Tools and Resources: A checklist for evaluating AI tools to ensure measurable ROI. A strategic roadmap for launching their first successful pilot project. An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE PASS TO ACCESS THIS WORKSHOPPresentersJeff SchattenDo You Want to Be a Presenter?Apply Today \nESX EDUCATION TRACKExecutive LeadershipExplore advanced leadership topics such as navigating industry disruption\, fostering innovation\, and building resilient business models that adapt to changing market demands. Gain insights into financial stewardship\, mergers and acquisitions\, and optimizing organizational structure for growth. Learn how to cultivate a strong culture that attracts top talent and earns customer loyalty in an increasingly competitive landscape. \nSponsor this Event!Become a Sponsor for ESX Today! \n					\n					\n					\n						\n							\n								\n							\n						\n					The Executive Experience is Sponsored By:
URL:https://esxweb.com/event/an-ai-implementation-playbook-for-security-leaders/
CATEGORIES:Education Sessions
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