Financial 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. 

Most 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?  

The ESA team is excited to see you at this event.

An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions.

Behind 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.

The ESA team is excited to see you at this event.

An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions.

Stop 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.

In 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.

The ESA team is excited to see you at this event.

An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions.

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. 

The ESA team is excited to see you at this event.

An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions.

This 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. 

You’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. 

Whether 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.  

The ESA team is excited to see you at this event.

An ESX Executive Pass is required to gain access to this and all best-practice sharing sessions.