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BlueStar Nation is the podcast that tackles the hot topics, trends, and emerging technologies impacting the specialty IT reseller channel, software companies, MSPs, and hardware manufacturers. Hosted by John Martin & Dean Reverman. Tell us what YOU want to hear about: nation@bluestarinc.com
Episodes
45 minutes ago
45 minutes ago
52 min
The modern reseller typically doesn't focus only on transactional sales. Solution selling has become the norm for any business that wants to grow and survive, but how should VARs structure their teams to be true consultants? This week, Honeywell's Theo Newman joins the podcast to explain the importance of building a team of "right people for the right role." How has the hardware sale changed from the customer perspective? How does AI impact the conversation? Why is barcode scanning the perfect example of how selling has changed? It's the episode that's willing to pay more to stay comfortable.
Around the Nation: Meet BlueStar at RetailNow 2026 in Las Vegas!
#VARValue - Where do resellers have the opportunity to grow and change their approach to be truly consultative? How does Honeywell enable them?
On Our Radar
Theo - JDM Hot Hatches
Dean - Do you really have to wait to swim after eating?
John - Summer cooling costs
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
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Jul 9, 2026
Jul 9, 2026
56 min
War, defense spending, tariffs, regulatory loosening, and the evolution of AI have changed the landscape of government contracting and public-sector technology needs. What does that mean for resellers hoping to win in 2026? Zebra's Senior Government Contracts Manager, Chris Phann, joins the show to share his insights and recommendations. How can VARs ensure they are FAR compliant? What helps them look good when responding to RFPs? How is Zebra helping resellers navigate this landscape?
Around the Nation: Join us on our final US 2U Tour stops!
#VARValue - Where are there short-term and long-term opportunities in the public sector? Are there any easy-button revenue generators to explore NOW, rather than future needs we should be planning for?
On Our Radar
Chris - World Cup technology
Dean - World Cup tourism
John - Gen Z is getting into film photography
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
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Jul 2, 2026
Jul 2, 2026
1hr 12 min
Digital signage keeps improving, and the opportunities keep growing! This week, LG's Mike Stachura is back with dvLED expert Frank Mantz to discuss the current market and what next-gen displays mean for VARs and their customers. What did they geek out about at InfoComm? Why is dvLED outpacing LCD growth? How can VARs ensure they choose the right displays for their customers? What tips do they have for combatting consumer displays? What are drop-servicing and resi-mercial?
Around the Nation: Improve your Solutions Selling mentality at BlueStar Academy!
#VARValue - What’s next for LG and the DS market? Any final pro tips for VARs trying to grow their business?
On Our Radar
Mike - Air fryers and the World Cup technologies
Frank - Augmented reality
Dean - Is all water pee?
John - Playing the original Final Fantasy
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
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Jun 4, 2026
Jun 4, 2026
1hr 32 sec
Last week, we learned why healthcare leaders are struggling to move tech adoption beyond the pilot stage. This week, we find out how they are tackling, like most industries, the "AI conversation." Ambient Clinical Analytics CEO Brian Tufts joins the pod to discuss how the demands of patient care and the need to do more with data analysis are creating opportunities not only for VARs but also for reshaping the industry landscape. Where do advanced tools fit into workflows? How do we demonstrate ROI? What questions and conversations open the door to strong partnerships?
Learn about Ambient's sepsis prevention tools and the crisis facing clinicians: https://info.appwaresolutions.com/exec_gd_sepsis_compliance_beyond_detection
Around the Nation: Meet BlueStar at InfoComm 2026! Booth C5019 - use code BLU336 for a free exhibit hall pass!
#VARValue - How is Ambient helping VARs find new business opportunities in healthcare? How does the healthcare technology conversation differ from other industries?
On Our Radar
Brian - Oura ring, WHOOP, and other wearables
Dean - Harvard is making A's harder to achieve
John - Hidden moons around Uranus
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
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May 28, 2026
May 28, 2026
1hr 15 min
A recent survey of 100 hospital execs reveals that tech adoption often stalls after successful pilots and even when there is staff/IT buy-in. Why? Honeywell's Will Mobley joins to answer that question. How can VARs provide the right support to scale solutions? What are the top concerns healthcare leaders need solutions and partners to address? Where are workflow bottlenecks slowing down care or forcing clinicians to revert to manual practices? It's the episode that's watched too many Noah Wyle medical dramas.
Thanks to Honeywell for sponsoring this important Healthcare Survey!
Around the Nation: Vote for the RSPA Vendor Awards of Excellence by June 5th!
#VARValue - How is Honeywell tackling some of the findings, challenges, and opportunities we’ve discussed? How can VARs use this data to grow their healthcare business?
On Our Radar
Will - College football playoffs and conference realignments
Dean - Ranking the NFL logos
John - Your name in Landsat
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
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May 7, 2026
May 7, 2026
1hr 16 min
We're back with some interesting topics, surveys, data, lists, and discussions for your next watercooler chat, video call, or lunch meeting.
This week's topics:
- NASA's lunar base plans
- The world's most visited websites
- The hardest-working US cities
- Highest-grossing films of all time
- Gen Z is going to the mall...
- ...and wants to live in the past
- How much does it cost to raise a kid?
- UK banning cigarette sales
Around the Nation: Check out Dean on the RSPA Trusted Advisor Podcast, discussing the latest KPI Study
On Our Radar
Dean - Pirates sign 19-year-old Konnor Griffin
John - Improving local weather forecasts
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star/
Subscribe to the BlueStar Nation Newsletter: https://nation.bluestarinc.com/#subscribe
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Apr 16, 2026
Apr 16, 2026
47 min
No VAR can do it all, but that's kind of the point of the reseller channel: connecting manufacturers, distributors, resellers, software companies, and service providers to one another to help everyone provide solutions that meet customer needs. This week, Esper Founder & COO Shiv Sundar joins to explain how he saw a need to help resellers not just sell hardware, but ensure it was actually used and delivered ROI to the end users. How does an outcome-focused philosophy accomplish this? What makes strong channel partners, and how can Esper help you win more business?
Around the Nation: Join the 2U Tour in Austin or a city near you!
#VARValue - Why is Esper the perfect partner for VARs that sell mobility and digital signage?
On Our Radar
Shiv - Edge AI & physical AI
Dean - Friction-maxxing
John - VR scents
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
Sponsored by:
Apr 9, 2026
Apr 9, 2026
1hr 2 min
Deploying RFID solutions is not as simple as slapping some tags on what you want to track and letting readers do their thing. While RFID is more popular than ever, it's critical to foster a strong, experienced partner network if you don't have that expertise in-house. This week, Atlas RFID's Steven Wood & Tim Prybl join the pod to address issues and assumptions they've seen sink an opportunity. What critical questions should you be asking? How can you set expectations for an RFID solution? When should you bring in an outside partner, and what do they need from you? It's the episode that wants to complete your pie!
Around the Nation: Watch new episodes of ISVs on Tap!
#VARValue - How does Atlas help VARs grow their RFID business and expand their offerings with their Professional Services and the Avancir software application?
On Our Radar
Steven - Embedded RAIN RFID
Tim - Passive Bluetooth
Dean - United Airlines' "Relax Row"
John - Bluesky's AI assistant
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
Sponsored by:
Apr 2, 2026
Apr 2, 2026
40 min
While our show is typically aimed at resellers, MSPs, integrators, and software providers already working in the channel, this one is for the vendors just getting started or looking to develop a channel strategy!
You're a hardware manufacturer, software vendor, or services provider, and you've just signed up with the reseller channel. Your work is done, and skyrocketing profits will roll in any day now, right? Not exactly... Intel's Rob Risany explains the misconceptions vendors often have about the channel and their role within it. How should your sales team realign and rethink? What matters to VARs and their customers? Why do partnerships and outcomes-based solutions matter more than specs and speeds? How do BlueStar & Intel work together to foster channel enablement?
BlueStar's TEConnect Program: https://teconnect.bluestarinc.com/
Demand Lab Marketing Services: https://www.bluestarinc.com/en-us/programs/demand-lab-marketing-services
Mar 26, 2026
Mar 26, 2026
1hr 9 min
Brick-and-mortar consumers eventually find their way to a point of purchase, but are retailers utilizing that captive audience for more than just transactions and awkward upsell attempts? This week, PamiTV's Kevin Brown joins to explain the psychology behind installing dynamic displays at the POS. How does it help stores and the brands they sell? Why does it enable retail to incorporate e-commerce in-store? What hardware/software enables this solution? After listening to this episode, you're only four away from a free podcast!
Around the Nation: Find a 2U Tour stop near you!!
#VARValue - How does PamiTV help VARs provide a competitive edge to their customers and themselves?
On Our Radar
Kevin - AI call screening
Dean - Logan Paul Pokemon card & the Yuka app
John - Baseball's ABS challenge system
Keep in Touch!
Email – nation@bluestarinc.com
LinkedIn - https://www.linkedin.com/company/blue-star
Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe
Sponsored by: