About Session
Breakout #1
How to Bridge the Gap When Wisdom Walks Out the Door
Moderator: Bill Chamberlain, Verrrex
Panelists: Mark Adelhelm, Candela Controls; Shedan Maghzi, Avidex; Pat Richter, Basepoint Building Automations
In our industry, succession planning is no longer a distant concern. It’s a pressing challenge, and its importance is front and center now, as many integrators face the reality of leadership gaps when seasoned executives step back. This session tackles what really happens when decades of experience walk out the door, using real examples of companies that have navigated the loss of several key leaders at once. Learn how to define and empower the next tier of leadership, clarify the role and authority of second-in-command positions, and avoid the pitfalls of over-involvement or unclear succession paths. Explore proven strategies to identify and develop future executives, balance legacy with fresh thinking, and build a more resilient organization ready for whatever comes next.
Breakout #2
Proof, Not Promises: Integrators Are Making AI Pay Off
Moderator: Frankie Russo, The Growth Co.
Panelists: Sunil Botadra, AV Design Labs; Jeff Brum, Mechdyne; Brad Dempsey, Solutions360; Jon Kiley, Red Thread
Looking for real answers on AI? This session pulls back the curtain on how integrators are using AI to tackle everyday business challenges and drive meaningful results. Hear firsthand about when, why, and where companies choose to use AI; what obstacles they face; and the measurable impact they achieved, from streamlining compliance and sales enablement to boosting productivity and unlocking new revenue. We’ll also share practical insights on developing company policies for AI and ensuring information security so you can confidently chart your own AI journey.
Breakout #3
The Bottom Line First: Financial Habits for Turbulent Times
Moderator: Joel Harris, Solutions360
Panelists: Laura Watson, CCS Presentation Systems.; Dan Schmidtendorff, Communication Company; Chris Wasp, Ronco
Learn how to sharpen your company’s edge when the market gets tough. This session breaks down the keys to financial strength for integrators, focusing on the metrics, habits, and contract tactics that separate stable businesses from those that struggle when uncertainty hits. Get real advice on what to track, how to benchmark, and which contract details can save you from procurement pitfalls. We’ll also walk through the essential NSCA tools that help you dodge costly mistakes and keep your bottom line secure, even when conditions change fast.
Breakout #4
Sales Workshop: Sales Strategies that Stand Out in a Changing Market
Moderator: Jon Ray; Revenueify
Panelists: Don Mastro, FORTÉ; Michael Tremble, Valley Communications; Marquis Woodard, Lone Star Communications
It’s time to rethink the strategies, skills, and culture that truly resonate with clients in a shifting industry landscape. Learn how to tailor sales approaches for different customer types, adjust pitches to stay relevant, and lead impactful business reviews that create lasting client value. Get practical tips for preparing customer meetings, optimizing presentations, and making sure tech solutions rise above “good enough,” while uncovering new ways to build urgency around the unique benefits you can deliver.It’s time to rethink the strategies, skills, and culture that truly resonate with clients in a shifting industry landscape. Learn how to tailor sales approaches for different customer types, adjust pitches to stay relevant, and lead impactful business reviews that create lasting client value. Get practical tips for preparing customer meetings, optimizing presentations, and making sure tech solutions rise above “good enough,” while uncovering new ways to build urgency around the unique benefits you can deliver.
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