Continuum IT Management Platform

Cranberry, Pennsylvania( see map )

Sales Academy Foundations

Available Sessions:

  • March 22 - 23, 2018
  • May 23 - 24, 2018
  • July 19 - 20, 2018
  • November 29 - 30, 2018

About the Event:

Continuum Sales Academy Foundation training is designed for individuals new to selling managed services. Each session is limited to 15 participants to allow for a hands-on workshop environment that provides personalized feedback and the opportunity to network with peers. At the completion of this two-day session, attendees will be able to:

  • Present a compelling elevator pitch that outlines the value proposition of their company.
  • Apply the LSCPA (listen, share, clarify, problem solve, ask for action) methodology to successfully overcome objections.
  • Identify and demonstrate an understanding of the "first meeting" and use successful sales presentation techniques in that demonstration.
  • Outline a plan to sell security to small businesses that includes identifying current resources, defining their company's layered approach to security, and incorporating the security discussion into their sales process.


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

Day 1

Monday, April 24

Day 2

Tuesday, April 25

11:00 AM - 12:00 PM Registration and Boxed Lunch
12:00 PM - 12:15 PM Welcome
12:15 PM - 01:15 PM Attendee Introductions
01:15 PM - 02:15 PM Fundamentals of a Strong Value Proposition
02:30 PM - 03:45 PM Objection Handling with LSCPA
03:45 PM - 04:00 PM Definition of a Good Sales Presentation
04:00 PM - 05:00 PM Selling a Managed Services Help Desk
05:00 PM - 05:30 PM Day 1 Wrap Up
05:30 PM Group Breakout Session
08:30 AM Check-in and Lite Breakfast
09:00 AM Day 2 Kickoff
09:15 AM - 10:15 AM Continuum Presentations
10:30 AM - 11:45 AM Continuum…What is it? Why do your clients need it?
11:45 AM - 12:45 PM Review of Fundamentals
12:45 AM - 01:00 PM Day 2 Wrap-Up and Certification Distribution

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