Continuum IT Management Platform

Cranberry, Pennsylvania( see map )

About Event

Agenda Overview

Sales Academy Foundations

Available Sessions:

  • May 23 - 24, 2018
  • July 19 - 20, 2018
  • November 29 - 30, 2018

About the Event:

Sales Academy Foundation is a two-day training workshop designed for individuals looking to master the managed services sales process. In this hands-on workshop, attendees will learn to apply common methodology to overcome objections, present a compelling elevator pitch, and outline a plan to sell security to a small business. Each session is limited to 15 participants to allow for personalized feedback and the opportunity to network with peers. Participants will receive a certificate of completion at the conclusion of the workshop.


Prior to attending this live training session, individuals are required to complete the Selling Managed IT Services course in Continuum University.

Day 1

Day 2

11:00 AM – 6:00 PM
  • Presenting a Compelling Elevator Pitch
  • Fundamentals of a Strong Value Proposition
  • Objection Handling with LSCPA
  • Definition of a Good Sales Presentation
  • Selling a Managed Services Help Desk
Help Desk Tours available by request.
8:30 AM - 1:00 PM
  • Selling Security to a Small Business
  • Mastering the ‘First Meeting’
Help Desk Tours available by request.

Bob Kocis

Session: Social Selling @ 10:45am

Robert [Bob] Kocis brings more than 20 years of experience in global sales leadership and business management. Bob can be described as a smart strategist, good listener and great mentor with exceptional knowledge of Direct Sales and the Channel business. Prior to Joining Continuum, Bob served as Vice President, Worldwide Sales and Customer Excellence at ANSYS for two years, providing leadership for the overall strategy and management of the global activities of the company’s sales and technical support units.

Michael George

Session: Climbing Mountains @ 12:45pm

Michael George has over 25 years of experience in starting, building and leading world-class technology companies. He has served as CEO at Continuum since 2011, ensuring the company provides its thousands of Managed Services Provider (MSP) partners who serve the SMB markets around the globe with the platform and tools they need to capture their portion of the growing $241 billion managed IT services market. His maxim to enable the company’s IT Service Provider partners to leverage a global digital transformation, Continuum’s “smart-sourcing” model, dynamically delivers the right IT functions on demand.

Mary Crogan

Session: Inbound Marketing 101 @ 1:45pm

As Vice President of Partner Success at Continuum, Dee Zepf provides a broad organizational focus on partner satisfaction, engagement, growth and retention. Dee joined Continuum as a founding member of the executive team in 2011, bringing over 20 years of software and product management experience with her. In her first four years with the company, as VP Products and Technical Services, she established a robust partner feedback process, delivered 44 consecutive monthly releases and established Continuum University.


220 West Kensinger Drive, Suite 300

Cranberry Township, PA 16066