BEGIN:VCALENDAR VERSION:2.0 PRODID:-//ESX - ECPv6.15.20//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:20260602T110000 DTEND;TZID=Asia/Dubai:20260602T121500 DTSTAMP:20260430T141858 CREATED:20260106T225725Z LAST-MODIFIED:20260409T152608Z UID:10000125-1780398000-1780402500@esxweb.com SUMMARY:The Power of Being Proactive: Engage\, Educate and Upsell as a Trusted Advisor DESCRIPTION:SALES & MARKETINGThe Power of Being Proactive: Engage\, Educate and Upsell as a Trusted AdvisorAttendees will leave with a roadmap for shifting their sales teams toward proactive communication\, stronger customer relationships\, and meaningful revenue and RMR growth. This session explores how to position your company and your team as trusted advisors\, not just service providers. Learn how to anticipate customer needs before they arise\, turn every service interaction into an opportunity to add value\, and use education—not pressure—to drive upselling. Checking in with key customers is an art. Attendees will leave with a roadmap for shifting their sales teams toward proactive communication\, stronger customer relationships\, and meaningful revenue and RMR growth. \nThe ESA team is excited to see you at this event. The Power of Being Proactive: Engage\, Educate and Upsell as a Trusted Advisor \nIn this session\, you’ll learn: How to shift your team from selling to meet their own goals to proactive advising. Key triggers and touchpoints that signal upsell opportunities. How to structure customer check-ins that uncover hidden needs. Methods to educate customers on new solutions without feeling pushy. An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions. \nREGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.See all CEU credits available for attending ESX 2026 education sessions. MORE \nTHIS COURSE IS ELIGIBLE FOR CEU CREDITSPresenters \n \n \n \n \n \n \n \n \n Josh DicePresident – Security Alarm \n \n \n \n \n \n \n \n \n Brandon FreedmanManaging Partner – Wayne Alarm Systems \n \n \n \n \n \n \n \n \n John KostelacOperations Manager – Northwestern Ohio Security Systems\, Inc.Moderator \n \n \n \n \n \n \n \n \n Dean BelisleDirector of Key Accounts – DMP \nESX EDUCATION TRACKSales & Marketing\nFrom mastering digital marketing and local SEO to building referral programs and delivering compelling sales presentations\, you’ll gain practical tools and proven strategies tailored specifically for security/fire integrators and dealers. Learn how to empower your sales teams\, leverage data-driven marketing\, and create seamless customer journeys that drive both new business and recurring monthly revenue (RMR).  \n\nThis Track is sponsored by: URL:https://esxweb.com/event/power-of-being-proactive-engage-educate-and-upsell-as-a-trusted-advisor/ CATEGORIES:Education Sessions 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:20260430T141858 CREATED:20260106T231137Z LAST-MODIFIED:20260428T164522Z 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 GreensiteModerator \n \n \n \n \n \n ESX-Speakers-Audrey-Pierson\n \n \n Audrey PiersonSenior Account Executive at WeSuite \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/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:20260603T151500 DTEND;TZID=Asia/Dubai:20260603T163000 DTSTAMP:20260430T141858 CREATED:20260106T232231Z LAST-MODIFIED:20260423T031215Z 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 Alarms \n \n \n \n \n \n \n \n \n Don MorrowFounder & CEO – HighlandTechModerator \n \n \n \n \n \n \n \n \n Chris PetersonFounder & President of Vector Firm \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/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:20260604T084500 DTEND;TZID=Asia/Dubai:20260604T100000 DTSTAMP:20260430T141858 CREATED:20260106T233234Z LAST-MODIFIED:20260409T152913Z 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 Systems \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/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:20260604T101500 DTEND;TZID=Asia/Dubai:20260604T113000 DTSTAMP:20260430T141858 CREATED:20260106T233952Z LAST-MODIFIED:20260409T152416Z 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 Marketing \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/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 END:VCALENDAR