Featured Sessions

Board members aren't ignoring your security reports — they're confused by them. This session delivers a proven structure for board-level security briefings that drive engagement, build credibility, and consistently unlock resources. Walk away with a repeatable template and the confidence to own the room at your next board meeting.

Morning — M365 Baseline

Attendees run their environment through two complete compliance frameworks inside CIPP. The first is SMB 1001 2026: 19 tests across identity and device. Identity tests cover phishing-resistant MFA enforcement: SMS, voice, and email auth factors disabled, replaced with authenticator app methods. Device tests are ZTNA-aligned: software update policy assigned and active, application control in place, antivirus installed and reporting across Linux, macOS, and Windows. Each test returns pass/fail with the standard requirement it satisfies, the remediation action, and the rationale. The second is CIS Microsoft 365 Foundations Benchmark v6.0.1, the M365 control surface (not device-focused). It runs against the same tenant data and returns pass/fail/skip/info across the full benchmark. Every remediation in both frameworks maps to a deployable CIPP standard. The morning closes with each attendee holding a scored baseline for their environment and the templates to close every gap.

Afternoon — Purview and Copilot Readiness

The afternoon covers data boundaries: what Copilot can see and what it can't. Purview has four policy types that define those boundaries, each deployable as a CIPP template: DLP policies, retention policies, sensitivity labels, and sensitive information types (SITs). Sensitivity labels determine what Copilot indexes. Exclude a label group and that data stays out of its results. DLP policies intercept transmission of flagged data before delivery: a social security number in a Teams chat gets blocked before it sends, with a compliant route offered in its place. SITs define custom data patterns using regex or XML rule packs, applied per SharePoint folder, per channel, per communication type. The Purview work takes most of the afternoon. Configuring these templates requires mapping how a client's data is organized before any policy can be applied. The session builds that methodology. Kelvin's framing: "You have to sit with the client and map their data first. It's black box by nature." The session closes with the Microsoft 365 Copilot Readiness test suite run against each attendee's environment. Every gap found is addressed with a CIPP template built during the afternoon.

Credential

Completion earns the T3 credential: the first MSP-specific credential for the Copilot layer, one tier above CIPPSE. The structure reflects Kelvin's read on what Copilot readiness actually requires: "A day on its own where we only spend a portion on the actual AI section, but a larger portion on getting you ready for it."

The decisions made in the first hour of a breach determine whether an incident becomes a recoverable event or a catastrophic failure. This high-intensity session walks through the first-60-minute IR playbook — covering containment, communication, evidence preservation, and executive notification — with live scenario walkthroughs that stress-test your team's readiness under pressure.

Most MSPs grow through referrals, founder-led sales, and acquisitions. What happens when you want to scale past $20M without buying your way there?

I spent 20 years building sales engines in the MSP space. As CEO of TenHats, I scaled the business from $2M to $19M in annual revenue — 745% organic growth over five years. No acquisitions. No founder dependency. A structured outside sales organization backed by process and discipline.

This session walks through what actually worked, what didn't, and the hard truths about building a professional outside sales function in managed services. The full story is in MSP Sales Engine. This is the live version.

What You'll Learn: The Story & The System

• How TenHats went from $2M to $19M in five years without acquisitions
• Why 80% of MSPs never cross $5M and only 7% ever break $10M
• Why referrals and founder-led sales create a ceiling you can't scale past
• The entrepreneur's journey from operator to leader (most owners never make it)
• Why hiring for personality fails and what actually works
• The three stages every MSP prospect runs: Deceive, Free Consulting, Chase Mode
• Respect before trust — the sequence that changes the entire sale

The Six-Step Sales Process

1. The Agenda — Setting the upfront contract so every meeting runs on your terms
2. Impact — Building the emotional case between pain and price
3. Economics — Making budget conversational instead of terrifying
4. Decision — Mapping who decides, how they decide, and when
5. The Close — Why closing is a confirmation, not a technique
6. Resolution — Setting expectations after the yes so nothing falls apart at handoff

Building the Pipeline

• Target Accounts — Defining your ideal client and building a focused Top 50 list
• Prospecting discipline — The activity math that drives predictable revenue
• Lead types and close ratios — Why not all leads are equal and how to allocate your time
• Centers of Influence — Running a referral partner program that actually produces meetings

Real numbers: close ratios, pipeline velocity, and what separates a sales engine from hired hope