BEGIN:VCALENDAR VERSION:2.0 PRODID:-//ESX - ECPv6.15.18//NONSGML v1.0//EN CALSCALE:GREGORIAN METHOD:PUBLISH X-WR-CALNAME:ESX X-ORIGINAL-URL:https://esxweb.com X-WR-CALDESC:Events for ESX REFRESH-INTERVAL;VALUE=DURATION:PT1H X-Robots-Tag:noindex X-PUBLISHED-TTL:PT1H BEGIN:VTIMEZONE TZID:Asia/Dubai BEGIN:STANDARD TZOFFSETFROM:+0400 TZOFFSETTO:+0400 TZNAME:+04 DTSTART:20250101T000000 END:STANDARD END:VTIMEZONE BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260407T134207 CREATED:20260106T211024Z LAST-MODIFIED:20260402T131025Z 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 SystemsModerator \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 ResideoESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260407T134207 CREATED:20260107T231031Z LAST-MODIFIED:20260402T132522Z 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)ESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Field-Operation.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260407T134207 CREATED:20260108T201538Z LAST-MODIFIED:20260402T040153Z 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 BatesVice President of Pye-Barker Fire & SafetyModerator \n \n \n \n \n \n \n \n \n Scott ElkinsCEO of Zeus Fire and SecurityESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management_Badge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260407T134207 CREATED:20260108T213154Z LAST-MODIFIED:20260402T034739Z 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 LLCESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Monitoring_Badge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260407T134207 CREATED:20260115T185514Z LAST-MODIFIED:20260402T225440Z 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 GuardESX 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! URL:https://esxweb.com/event/stacking-value-building-good-better-best-subscription-packages-that-boost-rmr-and-retention/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260407T134207 CREATED:20260106T225725Z LAST-MODIFIED:20260402T131322Z 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 – DMPESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260407T134207 CREATED:20260107T232124Z LAST-MODIFIED:20260402T045124Z 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\, LLCModerator \n \n \n \n \n \n \n \n \n April ChastainVP Internal Operations & Merger Implementation at Owen Security SolutionsESX 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Field-Operation.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260407T134207 CREATED:20260108T202110Z LAST-MODIFIED:20260402T133810Z 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 SecurityModerator \n \n \n \n \n \n \n \n \n Spencer RogersSenior Vice President of Barnes AssociatesESX 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 END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260407T134207 CREATED:20260115T190217Z LAST-MODIFIED:20260402T224319Z 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 TodayESX 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! URL:https://esxweb.com/event/an-ai-implementation-playbook-for-security-leaders/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T090000 DTEND;TZID=Asia/Dubai:20260603T101500 DTSTAMP:20260407T134207 CREATED:20260106T231137Z LAST-MODIFIED:20260402T131619Z UID:10000126-1780477200-1780481700@esxweb.com SUMMARY:Referral Engine: Training Your Sales and Marketing Teams to Drive Warmer Leads DESCRIPTION:SALES & MARKETINGReferral Engine: Training Your Sales and Marketing Teams to Drive Warmer LeadsReferrals are the highest-converting\, lowest-cost leads you’ll ever get—yet too many companies leave them to chance. In this session\, learn how to train your sales and marketing teams to confidently ask for referrals without sounding pushy or awkward. We’ll explore how to build a referral culture across your company\, design customer experiences worth talking about\, and create simple processes and messaging that generate steady streams of high-quality leads. You’ll leave with practical tools to help your team build lasting referral habits—and deliver measurable sales results.  \nThe ESA team is excited to see you at this session in 2026. \nIn this session\, you’ll learn: Techniques that make asking for referrals natural and comfortable. How to identify top referral sources and optimal timing. Strategies to create experiences that generate organic word-of-mouth. A systematic process for consistent\, predictable referral flow. 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 Michael AlfanoPresident & CEO at Greensite \n \n \n \n \n \n \n \n \n David DeCampOwner of All Security Co\, LLCModerator \n \n \n \n \n \n ESX-Speakers-Audrey-Pierson\n \n \n Audrey PiersonSenior Account Executive at WeSuiteESX 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/referral-engine-training-your-sales-and-marketing-teams-to-drive-warmer-leads/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T090000 DTEND;TZID=Asia/Dubai:20260603T101500 DTSTAMP:20260407T134207 CREATED:20260107T235432Z LAST-MODIFIED:20260402T132821Z UID:10000132-1780477200-1780481700@esxweb.com SUMMARY:Code Red: Navigating the Latest Fire System Regulations DESCRIPTION:FIELD OPERATIONS Code Red: Navigating the Latest Fire System Regulations You’ve mastered standard installations and built a solid client base. Now new fire codes are reshaping how we install and service systems – creating both challenges and opportunities for prepared integrators. This session breaks down the latest NFPA changes and emerging compliance requirements that directly impact your business. Learn how regulatory changes create new recurring revenue (RMR) through enhanced maintenance requirements and compliance services. We’ll cover new standards\, complex code interpretations\, and how to position yourself in the business of life safety. Discover how to turn regulatory complexity into competitive advantage\, commanding premium rates for expertise others lack. Walk away with strategies for building a profitable compliance-focused service division.  \nThe ESA team is excited to see you at this event. Code Red: Navigating the Latest Fire System Regulations \nIn this session\, you’ll learn to: Navigate recent NFPA changes and new compliance requirements. Convert regulatory demands into recurring revenue opportunities. Command premium rates by positioning yourself as the compliance expert. Build a profitable service division focused on life safety standards. 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-Mark Popkowski\n \n \n Mark PopkowskiPresident & CEO of Modern System Concepts \n \n \n \n \n \n \n \n \n Gregory R BreyerVice President of Design and Compliance at Zeus Fire & SecurityModerator \n \n \n \n \n \n \n \n \n Peter GoldringPresident of Goldring ProtectionESX 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/code-red-navigating-the-latest-fire-system-regulations/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Field-Operation_2Badges.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T090000 DTEND;TZID=Asia/Dubai:20260603T101500 DTSTAMP:20260407T134207 CREATED:20260108T203400Z LAST-MODIFIED:20260402T044225Z UID:10000138-1780477200-1780481700@esxweb.com SUMMARY:Keep Your People\, Keep Your Customers DESCRIPTION:MANAGEMENTKeep Your People\, Keep Your CustomersCustomer retention fuels revenue—but without retaining top talent\, customer service and growth suffer. In today’s competitive labor market\, employees have choices\, and companies that don’t prioritize retention risk losing their best people to competitors. This session explores why talent retention is just as critical as customer retention and how to build a culture that keeps employees engaged\, motivated\, and loyal. Learn practical strategies for recognition\, career development\, compensation\, and communication that strengthen your team while protecting customer relationships. \nThe ESA team is excited to see you at this event. Keep Your People\, Keep Your Customers \nIn this session\, you’ll learn to: Connect employee retention to customer satisfaction and business growth. Build a culture that keeps top performers engaged\, motivated\, and loyal. Apply proven strategies for recognition\, development\, and communication to strengthen your team. 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 Kirk MacDowellPresident of MacGuard Security Advisors Inc. \n \n \n \n \n \n \n \n \n Joshua DavisVice President of Security Central\, Inc. \n \n \n \n \n \n \n \n \n John SmithOperations Manager at Fleenor Security \n \n \n \n \n \n \n \n \n Marvin SmithPresident of Orlando Emergency SignalESX EDUCATION TRACKManagementLearn to implement and manage key performance indicators that help to streamline processes and improve top and bottom line results. Find ways to build a strong culture that helps you drive transformational leadership and change throughout the organization. Examine emerging trends and leading-edge technologies that will excite your customers’ changing demands and open new markets to evolve your business. \nSponsor This ESX Education Track! Showcase Your Product or Service with Engaged Security Pros! LEARN MORE URL:https://esxweb.com/event/keep-your-people-keep-your-customers/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T090000 DTEND;TZID=Asia/Dubai:20260603T101500 DTSTAMP:20260407T134207 CREATED:20260108T214529Z LAST-MODIFIED:20260402T134644Z UID:10000143-1780477200-1780481700@esxweb.com SUMMARY:Maximizing Monitoring: From Cost Center to Profit Partner DESCRIPTION:MONITORINGMaximizing Monitoring: From Cost Center to Profit Partner Monitoring centers aren’t just about alarm processing —they can serve as strategic partners in boosting recurring monthly revenue (RMR) and strengthening customer relationships. With the right approach\, monitoring services move from a back-end operation to a front-line driver of profitability and differentiation. In this session\, industry experts will share strategies to uncover new revenue streams and deliver next level customer care. \nThe ESA team is excited to see you at this event. \nIn this session\, you’ll learn to: Shift monitoring operations from back-end alarm processing to proactive customer engagement. Identify and implement new revenue streams beyond traditional monitoring services. Build stronger client relationships through next-level service delivery and strategic partnerships. 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 BrandonVice President of Sales at Becklar\, LLC \n \n \n \n \n \n \n \n \n Aaron SalmaDirector of Partner Services at Affiliated MonitoringModerator \n \n \n \n \n \n \n \n \n Melanie HensonCEO of Stewart Electronics\, INCESX 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/maximizing-monitoring-from-cost-center-to-profit-partner/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Monitoring_Badge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T090000 DTEND;TZID=Asia/Dubai:20260603T101500 DTSTAMP:20260407T134207 CREATED:20260115T191011Z LAST-MODIFIED:20260403T181351Z UID:10000147-1780477200-1780481700@esxweb.com SUMMARY:Take Control: Transform Your Security Business with 5 Essential Metrics DESCRIPTION:EXECUTIVE LEADERSHIPTake Control: Transform Your Security Business with 5 Essential MetricsStop flying blind with your business finances! Most security companies are sitting on valuable data but don’t know which numbers drive growth and profitability. Without ongoing monitoring and manager accountability\, even the best companies miss early warning signs and improvement opportunities. \nIn this hands-on workshop\, you’ll discover the 5 critical metrics that separate thriving security businesses from those struggling to scale. Perfect for security company owners and managers ready to move beyond “gut feel” decision-making\, you’ll leave with ready-to-use tracking templates and a clear implementation plan that ensures continuous improvement through regular monitoring and team accountability. \nThe ESA team is excited to see you at this event. \nIn this session\, you will learn to: Navigate the 5 non-negotiable metrics that predict success or failure in the security industry. How to interpret and act on performance trends to make data-driven decisions that improve profitability and team efficiency. A framework for engaging managers and technicians in metric accountability to foster a results-oriented culture. Tools and Resources: 30-Day Action Plans for reporting\, and accountability. 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 WORKSHOPPresenters \n \n \n \n \n \n \n \n \n Amy BeckerChief Operating Officer at LOUD Security Systems \n \n \n \n \n \n \n \n \n Kelly BondPartner at Bridgepoint Advisors\, LLC \n \n \n \n \n \n \n \n \n Johnathan GeorgeCEO of Vangeo Technology Group (iWired/HomeRun Electronics)ESX 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! URL:https://esxweb.com/event/take-control-transform-your-security-business-with-5-essential-metrics/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T151500 DTEND;TZID=Asia/Dubai:20260603T163000 DTSTAMP:20260407T134207 CREATED:20260106T232231Z LAST-MODIFIED:20260402T131934Z UID:10000127-1780499700-1780504200@esxweb.com SUMMARY:AI as Your Sales Sidekick: How and When to Use It for Maximum Impact DESCRIPTION:SALES & MARKETINGAI as Your Sales Sidekick: How and When to Use It for Maximum ImpactArtificial Intelligence (AI) isn’t here to replace salespeople—it’s here to help them excel. In this session\, you’ll learn how to harness AI as a powerful assistant throughout the sales cycle from prospecting to closing. We’ll cover when to lean on AI for research\, personalization\, and forecasting—and when to step in with the human connection that builds trust and closes deals. \nThe ESA team is excited to see you at this event. \nIn this session\, you’ll learn: AI tools and techniques that save time on research\, lead qualification\, and follow-up. How to leverage AI for smarter forecasting and pipeline management. The critical moments where human touch outperforms automation—and how to balance both for maximum results. 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 John ArmstrongVice President – Outside Sales at AMAROK \n \n \n \n \n \n \n \n \n Kathy SizemoreCEO – A-Bell AlarmsModerator \n \n \n \n \n \n \n \n \n Chris PetersonFounder & President of Vector FirmESX 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/ai-as-your-sales-sidekick-how-and-when-to-use-it-for-maximum-impact/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T151500 DTEND;TZID=Asia/Dubai:20260603T163000 DTSTAMP:20260407T134207 CREATED:20260108T000314Z LAST-MODIFIED:20260402T045811Z UID:10000133-1780499700-1780504200@esxweb.com SUMMARY:From Completion to Continuous Improvement: The Power of Post-Job Assessments DESCRIPTION:FIELD OPERATIONSFrom Completion to Continuous Improvement: The Power of Post-Job AssessmentsCompleting a project isn’t the finish line—it’s the launchpad for continuous improvement. Conducting post-job assessments\, especially projects that deviate significantly — typically 10% or more — from expectations\, is essential to evaluating both financial and operational performance.In this session\, we’ll review practical tools and methods to analyze project outcomes\, uncover root causes of variances\, and capture customer feedback that strengthens future work. Industry experts will share proven strategies for documenting lessons learned\, identifying installation upsells and RMR opportunities\, and streamlining closeout processes. Walk away with practical templates and best practices to reduce callbacks\, boost profitability\, and transform every completed project into a catalyst for stronger client relationships and long-term success.  \nThe ESA team is excited to see you at this event. From Completion to Continuous Improvement: The Power of Post-Job Assessments \nIn this session\, you’ll learn to: Evaluate project variances to identify financial and operational improvements. Capture customer feedback and lessons learned that strengthen future performance. Uncover upselling and recurring revenue opportunities during project closeout. Reduce callbacks and boost profitability using proven assessment templates and best practices. 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 Cindy PonderRegional Director at Pye-Barker Fire & Safety \n \n \n \n \n \n \n \n \n Jeremy DaumenVP of Branch Operationsat Doyle SecurityModerator \n \n \n \n \n \n \n \n \n April ChastainVP Internal Operations & Merger Implementation at Owen Security SolutionsESX 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/from-completion-to-continuous-improvement-the-power-of-post-job-assessments/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_FieldOperation_Badge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T151500 DTEND;TZID=Asia/Dubai:20260603T163000 DTSTAMP:20260407T134207 CREATED:20260108T210520Z LAST-MODIFIED:20260402T044456Z UID:10000139-1780499700-1780504200@esxweb.com SUMMARY:In the Line of Fire: Smart Strategies for Diversification DESCRIPTION:MANAGEMENTIn the Line of Fire: Smart Strategies for DiversificationOpportunities to diversify—whether in fire alarms\, fire extinguishers\, or other emerging markets—can be enticing. But moving into a new line of business too early\, or without the right foundation\, risks stretching resources thin and weakening your core operations.This session shows you how to evaluate the right timing\, talent\, and investment needed before adding fire services to your portfolio. Learn how to gauge whether your team is prepared to deliver without compromising performance in your current offerings. Walk away with a clear framework for making disciplined\, informed decisions about when and how to expand into fire. \nThe ESA team is excited to see you at this event. In the Line of Fire: Smart Strategies for Diversification \nIn this session\, you’ll learn to: Evaluate when and how to expand into fire or other complementary markets. Assess your team’s readiness\, resources\, and capabilities before diversifying. Determine the right timing\, talent\, and investment needed for successful expansion. Apply a disciplined framework to grow strategically without weakening your core business. 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 Peter GoldringPresident of Goldring Protection \n \n \n \n \n \n \n \n \n Gregory R. BreyerVice President of Design and Compliance at Zeus Fire & Security \n \n \n \n \n \n \n \n \n Daniel MorrinSupervisor at NECCO Security Co. Inc.ESX 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/in-the-line-of-fire-smart-strategies-for-diversification/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management_FireBadge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260603T151500 DTEND;TZID=Asia/Dubai:20260603T164500 DTSTAMP:20260407T134207 CREATED:20260115T193133Z LAST-MODIFIED:20260402T200115Z UID:10000148-1780499700-1780505100@esxweb.com SUMMARY:Growth Intelligence: Benchmarking Performance and Value Creation DESCRIPTION:EXECUTIVE LEADERSHIPGrowth Intelligence: Benchmarking Performance and Value CreationFinancial data tells a story—if you know how to interpret it. This advanced session offers a deep dive into how standardized financial benchmarking can be used to measure value creation in recurring monthly revenue (RMR) business models. Led by an industry financial expert who develops benchmarking programs and supports M&A activity across the security sector\, this session reveals why RMR pricing models require different metrics than traditional one-time installations or “margin jobs”—and how to properly track and interpret those metrics to understand the long-term value of customer relationships.  \nMost companies focus narrowly on cash\, net income\, or EBITDA. But in the RMR world\, that’s not where the analysis should stop if you’re trying to quantify true value creation. This session explores the fundamental metrics needed to measure core business activities in an RMR model\, how these metrics work together to impact value creation\, and how to orient your financial reporting to calculate them accurately. The session also tackles a critical question: what is the relationship between RMR valuation and EBITDA valuation—is it RMR versus EBITDA\, RMR AND EBITDA\, or RMR OR EBITDA?   \nThe ESA team is excited to see you at this event. \nIn this session\, you will learn: Why RMR pricing models are more complicated than one-time installations and require different measurement approaches. The basic metrics needed to understand value creation in an RMR business model. How these metrics work together to impact long-term value creation. How to orient your financial reporting systems to calculate RMR metrics accurately. Fundamentals of tracking RMR and interpreting the results. Tools and Resources: Customizable RMR Benchmarking Dashboard. 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 WORKSHOPPresenters \n \n \n \n \n \n \n \n \n Spencer RogersPartner at Barnes AssociatesESX 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! URL:https://esxweb.com/event/growth-intelligence-benchmarking-performance-and-value-creation/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T080000 DTEND;TZID=Asia/Dubai:20260604T100000 DTSTAMP:20260407T134207 CREATED:20260115T192744Z LAST-MODIFIED:20260403T182218Z UID:10000149-1780560000-1780567200@esxweb.com SUMMARY:Executive Breakfast Roundtable - Fail Forward: Leaders Share the Lessons That Built Them DESCRIPTION:EXECUTIVE LEADERSHIPBreakfast Roundtable – Fail Forward: Leaders Share the Lessons That Built ThemBehind every success story are failures that shaped the journey. Great leaders aren’t afraid to be transparent about the mistakes they’ve made—and the lessons learned along the way. In this candid session\, industry leaders share personal stories of challenges\, setbacks\, and failures that ultimately made them stronger. You’ll discover how vulnerability builds trust\, strengthens teams\, and inspires growth. Walk away with the reassurance that failure isn’t the end—it’s a catalyst for becoming a better leader. \nThe ESA team is excited to see you at this event. \nIn this session\, you’ll learn to: Personal failure stories and the breakthroughs they enabled. How vulnerability strengthens trust and team performance. Why transparency about failure is essential for leadership growth. Tools and Resources: Service inventory worksheets. Good\, better\, best templates for subscription levels. 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 WORKSHOPPresenters \n \n \n \n \n \n \n \n \n Jack DoylePresident & CEO of Doyle Security Systems Inc. \n \n \n \n \n \n \n \n \n Scott ElkinsCEO of Zeus Fire and SecurityESX 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! URL:https://esxweb.com/event/breakfast-roundtable-fail-forward-leaders-share-the-lessons-that-built-them/ CATEGORIES:Education Sessions,Food & Beverage ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T084500 DTEND;TZID=Asia/Dubai:20260604T100000 DTSTAMP:20260407T134207 CREATED:20260106T233234Z LAST-MODIFIED:20260402T043159Z UID:10000128-1780562700-1780567200@esxweb.com SUMMARY:Sealing the Deal on Service: How to Sell Service and Maintenance Agreements DESCRIPTION:SALES & MARKETINGSealing the Deal on Service: How to Sell Service and Maintenance AgreementsAttendees will leave with practical sales approaches\, scripts\, and insights to increase agreement adoption and strengthen customer relationships. This session explores proven strategies for positioning and presenting service agreements that resonate with today’s buyers\, including insights on pricing methodology. Learn how to educate clients on the true value of ongoing support\, overcome common objections\, and build contracts that drive predictable recurring revenue for your business.  \nThe ESA team is excited to see you at this event. Sealing the Deal on Service: How to Sell Service and Maintenance Agreements \nIn this session\, you’ll learn: How to shift the conversation from cost to value. Pricing methodologies that maximize profitability while remaining competitive. The most common objections to service agreements—and how to address them confidently. Ways to structure tiered offerings that appeal to different customer segments. 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 Chris AtwoodAssistant Sales Manager – Wayne Alarm Systems \n \n \n \n \n \n \n \n \n Matthew HanleyExecutive Vice President – Business Integration at Pye Barker \n \n \n \n \n \n \n \n \n Jack JohnsonChief Revenue Officer at Minuteman Security TechnologiesModerator \n \n \n \n \n \n \n \n \n Lynnie GuzmanDirector of Sales & Marketing at Holmes Security SystemsESX 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/sealing-the-deal-on-service-how-to-sell-service-and-maintenance-agreements/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing_Badge.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T084500 DTEND;TZID=Asia/Dubai:20260604T100000 DTSTAMP:20260407T134207 CREATED:20260108T000926Z LAST-MODIFIED:20260402T133114Z UID:10000134-1780562700-1780567200@esxweb.com SUMMARY:Smarter Ops: Using Technology to Run Leaner\, Faster\, and More Profitably DESCRIPTION:FIELD OPERATIONSSmarter Ops: Using Technology to Run Leaner\, Faster\, and More ProfitablyThe right technology stack can help security and life safety integrators streamline processes\, reduce errors\, and gain real-time visibility across the business. But with so many platforms and tools available\, where do you start—and how do you avoid the chaos of tech overload? This session breaks down how to evaluate\, implement\, and integrate field service management software that fits your business. We’ll explore how to automate key workflows such as dispatching\, work orders\, inventory management\, and invoicing\, while ensuring your systems work together. Whether you’re just starting your digital transformation journey or looking to tighten up your tech stack\, you’ll leave with a clear roadmap to run smarter\, leaner operations—with fewer headaches and stronger results. \nThe ESA team is excited to see you at this event. Smarter Ops: Using Technology to Run Leaner\, Faster\, and More Profitably \nIn this session\, you’ll learn to: Evaluate and implement field service management software that fits your operation. Automate dispatching\, work orders\, inventory\, and invoicing to reduce errors. Integrate systems effectively to avoid tech overload and workflow friction. Build a clear roadmap for digital transformation that delivers measurable results. 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 Ben PurcellDirector of Operations & Sales at Silent Guard \n \n \n \n \n \n \n \n \n Sean GithensVice President and Chief Operating Officer at Redwire \n \n \n \n \n \n \n \n \n Max ThomasPresident of Gallaher Fire\, Security & Communications – (Gallaher & Associates\, Inc. A Zeus Company)ESX 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/smarter-ops-using-technology-to-run-leaner-faster-and-more-profitably/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Field-Operation.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T084500 DTEND;TZID=Asia/Dubai:20260604T100000 DTSTAMP:20260407T134207 CREATED:20260108T211022Z LAST-MODIFIED:20260402T134054Z UID:10000140-1780562700-1780567200@esxweb.com SUMMARY:Why Margins Slip—and How to Stop the Attrition Spiral DESCRIPTION:MANAGEMENTWhy Margins Slip—and How to Stop the Attrition SpiralShrinking margins and rising attrition are two of the toughest challenges facing security companies today. Margins erode when pricing\, labor utilization\, and overhead aren’t carefully managed—and when profitability slips\, it limits reinvestment and growth. Attrition\, meanwhile\, is fueled by economic pressures\, disengaged employees and customer-driven factors — risks that rise when margins are tight.This session addresses both sides of the equation: why margins are harder to maintain in today’s market\, how to identify and stop margin leaks\, and how to manage retention by keeping employees engaged and customers loyal. Walk away with tools to strengthen profitability and strategies to reduce attrition—so your business stays healthy on both fronts.  \nThe ESA team is excited to see you at this event. Why Margins Slip—and How to Stop the Attrition Spiral \nIn this session\, you’ll learn to: Identify the leading causes of margin erosion and pinpoint where profits are leaking. Strengthen pricing\, labor utilization\, and overhead management to protect profitability. Address the connection between tight margins\, employee disengagement\, and customer attrition. Implement strategies that boost retention and sustain long-term business health. 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 Julie BeaverCEO of Security Systems of America (SSA) \n \n \n \n \n \n \n \n \n Mike ProudfitCEO of Titan Alarm & FireModerator \n \n \n \n \n \n \n \n \n Spencer RogersPartner at Barnes AssociatesESX 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/why-margins-slip-and-how-to-stop-the-attrition-spiral/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T101500 DTEND;TZID=Asia/Dubai:20260604T113000 DTSTAMP:20260407T134207 CREATED:20260106T233952Z LAST-MODIFIED:20260402T132322Z UID:10000129-1780568100-1780572600@esxweb.com SUMMARY:Leveling the Playing Field: Competing Online with National Brands DESCRIPTION:SALES & MARKETINGLeveling the Playing Field: Competing Online with National BrandsNational security brands dominate with massive ad budgets—but that doesn’t mean they win at the local level. In fact\, regional integrators and dealers have a unique edge when they learn how to leverage Local SEO and Google Business Profiles effectively\, including how Generative Engine Optimization (GEO) is evolving the search landscape. National security brands dominate with massive ad budgets—but that doesn’t mean they win at the local level. In fact\, regional integrators and dealers have a unique edge when they learn how to leverage sales and marketing effectively. This session will teach you how to compete—and win—online in your market\, even if you don’t have a corporate-sized marketing budget. Learn how to optimize your digital presence so that when local prospects search for security\, surveillance\, or life safety services\, your business appears first and stands out as credible. We’ll cover proven strategies for improving your presence\, managing your personal and business profile\, collecting impactful reviews\, and building an online reputation that outperforms the national players in your service area. \nThe ESA team is excited to see you at this event. Leveling the Playing Field: Competing Online with National Brands \nIn this session\, you’ll learn: How to outrank national brands in local search on a smaller budget. A review strategy that builds trust and credibility fast. How to leverage local expertise as your competitive edge online. How AI-powered search and GEO are changing the game. 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 Brian PageDirector of Data Center Solutions at Minuteman Security and Life Safety \n \n \n \n \n \n \n \n \n Marvin SmithPresident of Orlando Emergency Signal \n \n \n \n \n \n \n \n \n Kathy SizemoreCEO of A-Bell AlarmsModerator \n \n \n \n \n \n \n \n \n Janet FennerPresident of Defined MarketingESX 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/leveling-the-playing-field-competing-online-with-national-brands/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T101500 DTEND;TZID=Asia/Dubai:20260604T113000 DTSTAMP:20260407T134207 CREATED:20260108T002222Z LAST-MODIFIED:20260402T133632Z UID:10000135-1780568100-1780572600@esxweb.com SUMMARY:Profit in Focus: Real-Time Gross Margin Reporting DESCRIPTION:FIELD OPERATIONS Profit in Focus: Real-Time Gross Margin ReportingIf you can’t measure it\, you can’t improve it. Weekly gross margin reports provide visibility into technician performance and profitability\, yet many integrators in the security and life safety industry struggle to establish a consistent system for tracking and applying the data.In this session\, you’ll learn how to design meaningful gross margin reports\, integrate them into your weekly operations\, and use scorecards to keep your team accountable and aligned. Hear how integrators are transforming their businesses by making gross margin reporting a core driver of their growth and profitability strategy. \nThe ESA team is excited to see you at this event. Profit in Focus: Real-Time Gross Margin Reporting  \nIn this session\, you’ll learn: Design meaningful gross margin reports that reveal technician performance and profitability. Integrate weekly tracking systems into operations for consistent visibility. Use scorecards to drive accountability and align your team with financial goals. Transform reporting data into actionable strategies that fuel growth. 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 Amy BeckerChief Operating Officer at LOUD Security Systems \n \n \n \n \n \n \n \n \n Dena DomeyChief Financial Officer at Alarm New England \n \n \n \n \n \n \n \n \n John NemerofskyChief Operating Officer of SAGE IntegrationESX 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/profit-in-focus-real-time-gross-margin-reporting/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Field-Operation.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T101500 DTEND;TZID=Asia/Dubai:20260604T113000 DTSTAMP:20260407T134207 CREATED:20260108T211852Z LAST-MODIFIED:20260402T134220Z UID:10000141-1780568100-1780572600@esxweb.com SUMMARY:The New Workplace: Aligning Remote\, Office\, and Field Teams DESCRIPTION:MANAGEMENTThe New Workplace: Aligning Remote\, Office\, and Field TeamsRemote and hybrid work models have reshaped how security companies manage their workforce—but they also bring hidden costs\, compliance risks\, and cultural trade-offs. From deciding when (and how often) employees should be in the office to navigating insurance and tax implications for technicians who take company vehicles home\, leaders face complex choices. This session examines the operational\, financial\, and people-related factors of hybrid and remote work\, offering practical guidance to balance flexibility with accountability. Walk away with insights on structuring a workforce model that supports your employees\, safeguards your business\, and drives long-term efficiency.  \nThe ESA team is excited to see you at this event. The New Workplace: Aligning Remote\, Office\, and Field Teams \nIn this session\, you’ll learn to: Balance flexibility\, accountability\, and culture across remote\, office\, and field teams. Navigate compliance\, insurance\, and tax considerations in hybrid work models. Evaluate the financial and operational impacts of remote and on-site policies. Design a workforce structure that supports employees and drives long-term efficiency. 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 April ChastainVP Internal Operations & Merger Implementation at Owen Security Solutions \n \n \n \n \n \n ESX-Speakers-Rob Bado\n \n \n Rob BadoVice President of Sales and Marketing at Post Alarm SystemsModerator \n \n \n \n \n \n \n \n \n Kirk MacDowellPresident of MacGuard Security Advisors Inc.ESX 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/the-new-workplace-aligning-remote-office-and-field-teams/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Management.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260604T101500 DTEND;TZID=Asia/Dubai:20260604T113000 DTSTAMP:20260407T134207 CREATED:20260108T215042Z LAST-MODIFIED:20260402T134905Z UID:10000144-1780568100-1780572600@esxweb.com SUMMARY:From Alarm to Action: The Future of Emergency Response DESCRIPTION:MONITORINGFrom Alarm to Action: The Future of Emergency ResponseThe alarm industry is at a crossroads as emergency response demands greater speed\, accuracy\, and validation. Standards such as AVS-01 and protocols like ASAP to PSAP are reshaping how monitoring centers engage with public safety\, creating both challenges and opportunities.As the industry adapts\, monitoring can shift from a back-end necessity into a trusted\, front-line driver of safety\, compliance\, and confidence for all stakeholders. This session explores what’s changing\, why it matters\, and how to stay ahead. \nThe ESA team is excited to see you at this event. From Alarm to Action: The Future of Emergency Response \nIn this session\, you’ll learn to: Navigate emerging standards like AVS-01 and ASAP to PSAP for compliance and competitive advantage. Position monitoring as a front-line safety resource that builds trust with first responders and customers. Adapt your strategy to evolving emergency response demands and capitalize on industry shifts. 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 John ChiaramontePresident of Consulting Services at Mission Critical Partners \n \n \n \n \n \n \n \n \n Bob FinneyDirector of Collier County Sheriff’s Office \n \n \n \n \n \n \n \n \n Mike PicciolaVice President Monitoring and Customer Care at ADTModerator \n \n \n \n \n \n \n \n \n Anthony IannoneDirector at Affiliated MonitoringESX 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/from-alarm-to-action-the-future-of-emergency-response/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Monitoring.png END:VEVENT END:VCALENDAR