BEGIN:VCALENDAR VERSION:2.0 PRODID:-//ESX - ECPv6.16.5.1//NONSGML v1.0//EN CALSCALE:GREGORIAN METHOD:PUBLISH 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:20240101T000000 END:STANDARD END:VTIMEZONE BEGIN:VTIMEZONE TZID:America/New_York BEGIN:DAYLIGHT TZOFFSETFROM:-0500 TZOFFSETTO:-0400 TZNAME:EDT DTSTART:20240310T070000 END:DAYLIGHT BEGIN:STANDARD TZOFFSETFROM:-0400 TZOFFSETTO:-0500 TZNAME:EST DTSTART:20241103T060000 END:STANDARD BEGIN:DAYLIGHT TZOFFSETFROM:-0500 TZOFFSETTO:-0400 TZNAME:EDT DTSTART:20250309T070000 END:DAYLIGHT BEGIN:STANDARD TZOFFSETFROM:-0400 TZOFFSETTO:-0500 TZNAME:EST DTSTART:20251102T060000 END:STANDARD BEGIN:DAYLIGHT TZOFFSETFROM:-0500 TZOFFSETTO:-0400 TZNAME:EDT DTSTART:20260308T070000 END:DAYLIGHT BEGIN:STANDARD TZOFFSETFROM:-0400 TZOFFSETTO:-0500 TZNAME:EST DTSTART:20261101T060000 END:STANDARD END:VTIMEZONE BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260526T211735Z CREATED:20260106T225725Z LAST-MODIFIED:20260526T211735Z 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. \n \n \n \n \n \n \n \n \n Michael LordanCEO – Wayne Alarm Systems \n \n \n \n \n \n \n \n \n John Heath Jr.Founder & CEO – Alpha Technologies & Alarm 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 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:20260409T194059Z 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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_Workshop.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20260602T093500 DTEND;TZID=Asia/Dubai:20260602T105000 DTSTAMP:20260409T153411Z 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 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:20260531T222153Z CREATED:20260108T201538Z LAST-MODIFIED:20260531T222153Z 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 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:20260512T171053Z CREATED:20260107T231031Z LAST-MODIFIED:20260512T171053Z 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 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:20260513T182832Z CREATED:20260106T211024Z LAST-MODIFIED:20260513T182832Z 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 AlarmModerator \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 ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2026/01/Edu_SalesMarketing.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=America/New_York:20250617T110000 DTEND;TZID=America/New_York:20250617T121500 DTSTAMP:20260407T165132Z CREATED:20241213T200936Z LAST-MODIFIED:20260407T165132Z UID:10000018-1750158000-1750162500@esxweb.com SUMMARY:From Tension to Teamwork: Managing Conflict Between Operations and Sales DESCRIPTION:OPERATIONSFrom Tension to Teamwork: Managing Conflict Between Operations and SalesThe relationship between sales and operations can be challenging\, with sales focused on closing deals and operations centered on efficiency and resource management.This session will explore strategies to manage the sales-to-operations handoff\, addressing common conflicts such as misaligned goals and communication breakdowns. Participants will gain practical techniques for fostering collaboration\, improving communication\, and aligning team objectives. Effectively managing these conflicts will enhance teamwork\, streamline processes\, and drive better results. \nThe ESA team is excited to see you at this session in 2025. \nIn this session\, you’ll learn: How to identify sources of conflict between sales and operations\, including misaligned goals and differing priorities. Strategies to improve communication\, reduce misunderstandings\, and foster collaboration between teams. Techniques and tools for aligning sales and operations goals to enhance the overall customer experience. 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 2025 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSESX EDUCATION TRACKOperations\n\nESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies. \nDiscover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation\, service methodologies\, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees\, supply chain lags\, truck rolls\, job safety\, training\, and more. \n\n\nPresenters: \n \n \n \n \n \n \n \n \n Joel BarfieldSr. Account ManagerSAGE Integration \n \n \n \n \n \n \n \n \n Melissa BrinkmanCEOCustom Alarm \n \n \n \n \n \n \n \n \n Cameron MunroVP of SalesDoor \n \n \n \n \n \n \n \n \n Audrey Pierson (Moderator)Sales & Leadership ConsultantAudrey Pierson ConsultingSponsored by: URL:https://esxweb.com/event/from-tension-to-teamwork-managing-conflict-between-operations-and-sales/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2024/12/Operations.png END:VEVENT BEGIN:VEVENT DTSTART;TZID=Asia/Dubai:20250606T084500 DTEND;TZID=Asia/Dubai:20250606T100000 DTSTAMP:20260107T234739Z CREATED:20241111T211745Z LAST-MODIFIED:20260107T234739Z UID:10000001-1749199500-1749204000@esxweb.com SUMMARY:Mastering the Art of Selling Video Monitoring Solutions (Template) DESCRIPTION:MANAGEMENTVisionary Insights: How and Why Video Monitoring Can Supercharge Your RMRIn today’s security-conscious world\, video monitoring is no longer a luxury but a necessity for residential and commercial end users.Uncover innovative strategies and applications to leverage video monitoring for significant RMR growth. From surveillance enhancements to customized solutions\, learn how this technology can serve as a catalyst for diversification and revenue acceleration. \nThe ESA team is excited to see you at this event. \nIn this session\, you’ll learn: The top applications that resonate with users How AI and analytics shape video monitoring How to implement effective marketing strategies to promote video monitoring The best practices in aligning video services seamlessly with customer expectations Unlocking Profitability through Video Monitoring Services 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:Dave MathewsVice President at ResideoDave MathewsVice President at ResideoDo You Want to Be a Presenter?Apply TodayESX 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. \nThis Track is sponsored by:Sponsor This ESX Education Track! Showcase Your Product or Service with Engaged Security Pros! LEARN MORE URL:https://esxweb.com/event/edu-template/ CATEGORIES:Education Sessions ATTACH;FMTTYPE=image/png:https://esxweb.com/wp-content/uploads/2024/11/new2024_Management.png END:VEVENT END:VCALENDAR