The Channel 2.0 Podcast
Welcome to the Channel 2.0 Podcast, where we explore the modern technology distribution model and the trends shaping the channel ecosystem. Hosted by Kameron Olsen, each episode features dynamic conversations with industry leaders, sharing actionable insights, success stories, and strategies for growth. Whether you're a supplier, TSD, MSP, or Trusted Advisor, this podcast offers the tools and inspiration to thrive in the ever-evolving channel landscape. Tune in to elevate your business and lead the way in Channel 2.0.
Special Guest: James Anderson
Inside the TSD Landscape: An Outsider-Insider Perspective with James Anderson
On this episode of the Channel 2.0 Podcast, Kameron sits down with James Anderson, a veteran journalist who has spent 10 years covering the channel's evolution from "Phone Plus" to the modern TSD landscape.
James offers an outsider-insider perspective on the friction between MSPs and Agents, describing the sentiment that agents are "coming for the lunch money" of traditional VARs. He also dives into the "coin-operated" reputation of the industry, the importance of journalistic independence over objectivity, and his experience covering major M&A events like the TBI acquisition.
In this episode, we cover:
10 Years of Change: James's journey from a college intern thinking he was writing about Best Buy to covering the complex TSD ecosystem.
The Convergence: How the MSP and Agent worlds are colliding and the cultural friction between them.
Reputation Management: Addressing the "coin-operated" stigma and the need for transparency in compensation.
Journalism in the Channel: The difficulty of finding unbiased sources and the difference between independence and objectivity.
Special Guest: Meggan Fenton
Behind the TSD Curtain: What It Really Takes to Get (and Stay) in a Portfolio with Meggan Fenton
On this episode of the Channel 2.0 Podcast, Kameron sits down with Meggan Fenton, Senior Director of Supplier Management at Telarus. With over 12 years in the channel, Meggan pulls back the curtain on exactly what it takes for a supplier to get into a TSD portfolio, and why so many fail.
Meggan dispels the myth that TSDs are just "lead ports" and explains the rigorous vetting process involving technical, operational, and financial audits that prospective suppliers must pass. She also shares the hard truth about timelines, revealing that a supplier is often considered "new" for up to three years before gaining real traction.
In this episode, we cover:
The Vetting Process: The specific steps and criteria Telarus uses to accept (or reject) 15+ supplier applications a month.
The "Lead Port" Myth: Why signing a contract doesn't mean the orders will just roll in.
Contractual Protections: The non-negotiables regarding evergreen commissions, channel conflict, and ROEs.
Mistakes to Avoid: Why prematurely exiting the channel or treating it as "pay to play" can destroy your reputation.
ROI on MDF: How suppliers should actually be tracking their marketing spend (hint: it's not just revenue).
Special Guest: Kelly Danzinger
How to Succeed (and Fail) at the Channel Partners Trade Show with Kelly Danzinger
On this episode of the Channel 2.0 Podcast, host Kameron Olsen sits down with Kelly Danziger, the force behind the largest independent event in the industry, the Channel Partners Conference & Expo,.
Kelly shares the history of how the channel evolved from separate worlds into a unified ecosystem, describing the merger of MSPs and Agents as a "peanut butter and chocolate" moment that brought the industry together. She explains why she believes she has the "best job in the channel" by remaining vendor-neutral and getting under the hood of businesses across the entire spectrum.
In this episode, we cover:
• The Evolution of the Channel: How the industry shifted from the "old days" of Phone+ to the 8,000-person powerhouse event it is today,.
• Trade Show ROI: Critical advice for vendors on how to succeed at events and the biggest mistakes first-time exhibitors make,.
• The AI Shift: Why AI is overshadowing security in conversations and how partners can monetize the data center explosion,.
• The Next Gen: Why the secret to adopting new tech lies in listening to the younger generation already on your team.
• Vegas Updates: A sneak peek at the major layout changes coming to the Venetian in 2025.
Whether you are a supplier, a TSD, or a Technology Advisor, this episode offers a holistic view of where the channel has been and where it is going next.
Special Guest: Alexis Pomerski
From Wild West to Strategic Workflows: Alexis on Building Channel 2.0
Host Kameron Olsen sits down with Alexis of John Alexander Consulting to map the channel’s evolution from relationship selling to rigorous, process-driven advisory. They unpack how formal scopes and proactive legal terms protect customers, why cloud and security deals demand application-first discovery, and how a customer-facing platform spanning project management, inventory, and TEM creates ongoing value. Alexis explains where AI reduces operational drag without replacing trusted advisors, makes the case for evergreen commissions through continuous engagement, and outlines what best-in-class suppliers do: meaningful councils, clear day-2 support, and fast escalation paths. Two real-world case studies show how smarter design and tighter ops shorten time to remediation and improve economics.
Special Guest: Jay Dixon
Bridging the Gap Between MSPs and the TSD Channel with Jay Dixon
In this episode of the Channel 2.0 Podcast, host Kameron Olsen sits down with Jay Dixon of Criteria Consulting to explore the evolving relationship between MSPs, VARs, and the TSD community. Together, they unpack how the industry has shifted since the 2016 ScanSource and Intelisys acquisition and why the long-anticipated convergence of these ecosystems is finally accelerating.
Jay shares nearly three decades of experience in IT, from building MSPs to navigating the complexities of the TSD model. This candid conversation covers:
The three distinct "channels" MSP, VAR, and TSD and why each one operates differently.
The rise of MSPs in the channel and how their customer-first mindset is reshaping supplier relationships.
Why support and trust matter more than features in winning MSP business.
How suppliers can effectively approach MSPs and avoid common pitfalls.
The growing overlap and competition between MSPs and Trusted Advisors.
What the future holds including software, new verticals, and the role of AI in channel enablement.
Whether you are a supplier, TSD leader, or Trusted Advisor, this episode is packed with actionable insights into how to align with MSPs, eliminate channel conflict, and position yourself for the next wave of channel transformation.
Special Guest: Catherine Boyce
Thriving in Chaos: Catherine Boyce on Building a Channel Business, Mothering Twins, and What’s Next for Channel 2.0
Retail manager turned channel powerhouse Catherine Boyce joins host Kameron Olsen to unpack her 15-year journey from mini master agent to founding her own Trusted Advisor firm Boyce & Data all while raising twins. They dive into the nuts-and-bolts of partner enablement, why responsiveness beats “spray-and-pray,” and what AI, data, and private equity consolidation really mean for the future of the channel.
Special Guest: Curt Allen, Rob Novack, Chris Whitaker
Channel 2.0 Podcast - Father’s Day Edition
The Channel 2.0 Podcast pulls three of the sharpest Dads in the channel around one mic and let the stories fly. What followed is equal parts dad-joke therapy, gut-check wisdom, and playbook for anyone trying to build a business without missing the moments that matter at home. We laugh about the parenting fumbles, trade the leadership moves that actually work when your paycheck is pure commission, and unpack why “freedom is a currency” your kids (and your sales teams) have to earn.
The real gold lands when we talk legacy: living the dash between your birth date and the death date on your tombstone. You’ll hear how these fathers stayed present through scaling companies, empty-nest pivots, and the pressure cooker of quota season, plus the simple rituals that keep the family scoreboard lit up right alongside revenue.
If you’re a new dad, a seasoned pro, or just juggling channel deals with car-pool lanes, this episode will have you laughing, thinking, and texting home before it’s over.
Special Guest: Jason Lowe
Using AI to make the channel smatter with Jason Lowe
Ready to future proof your channel in 57 minutes flat? In this episode, AI strategist Jason Lowe sits down with me to unpack why yesterday’s per-seat pricing model is “the horse-and-buggy of customer experience” and how usage-based economics is already reshaping supplier P&Ls.
Jason then walks us up his six stage AI maturity ladder, from simple productivity hacks to full blown, data governed platforms, so you can spot exactly where your organization stalls and what it takes to level up. Along the way, he calls out the new “Advisor 2.0” skill set: guiding governance, risk, and strategy instead of merely matchmaking products.
If you care about staying relevant as AI rewires the channel, whether you’re a supplier, trusted advisor, or ecosystem builder, hit play. You’ll walk away with fresh metrics to track, a maturity roadmap to benchmark against, and a few spicy one liners perfect for your next LinkedIn post. Let’s get smarter, together.
Special Guest: Eleanor Thompson
Eleanor Thompson: Neurodiversity in the Channel, Seeing What Others Miss
What happens when you mix neurodivergence, business psychology, and channel strategy? You get Eleanor Thompson—founder of Branchworks, a partnership architect, and someone who quite literally sees what others miss.
In this powerful and refreshingly honest episode of The Channel 2.0 Podcast, Kameron Olsen sits down with Eleanor to explore how being diagnosed with autism later in life reframed not only how she sees the world but how she excels in business. From misunderstood traits to misunderstood partners, Eleanor brings clarity to both.
Special Guests: Vincent Diccico, Kevin Zimmerman & Justin Marano
Channel Dad Edition: Balancing Business, Fatherhood, and Life
Fatherhood changes everything: your priorities, your perspective, and how you approach work. In this special Dad Edition of The Channel 2.0 Podcast, we sit down with Kevin Zimmerman, Vincent DiCicco, and Justin Marano, three new dads in the channel, to talk about the blessings, challenges, and surprises of fatherhood while navigating a career in the channel.
From late night feedings to early morning sales calls, we dive into the realities of balancing work and family, what they've learned so far, and the advice they'd give to other dads in the industry. Whether you're a parent, planning to be, or just trying to figure out work/life harmony, this episode is filled with honest stories, laughs, and valuable insights on how to make it all work.
Dustin McClain: Expert Insights for Job Seekers and Employers
If you've been impacted by recent layoffs or are struggling to find top talent, this latest episode of The Channel 2.0 Podcast is packed with expert advice you won't want to miss! We sit down with Dustin McLain, a seasoned industry professional with deep experience in channel recruiting, to discuss what job seekers and employers need to know in today's evolving job market.
Roger Blohm: Redefining The Channel
In this episode of the Channel 2.0 Podcast, we sit down with Roger Blohm, CEO of Caliber Holdings, to discuss his decades-long journey in the channel and how he's redefining the game with innovative platforms like XCV and Vendorsphere.
Ashley & Ryan Rowland: Balancing Life, Business, and the Future of the Channel
Join us on the Channel 2.0 Podcast as we sit down with Ryan and Ashley Roland, founders of Adaptive Advisors and the Technology Advisor Alliance. In this candid conversation, they share their entrepreneurial journey, the secrets to work-life harmony, and what it's like to run a business together. Dive into their unique experiences, from living abroad to navigating the evolving channel landscape, and learn valuable insights about building relationships, trusted advisor dynamics, and the future of the channel. A must-listen for channel managers and leaders seeking fresh perspectives on growth and collaboration.
Michelle Hyde & Carl Kurrle: Partnerships, Trusted Advisors, and the Future of the Channel
On this episode of the Channel 2.0 Podcast, we sit down with Michelle Hyde and Carl Kurrle, co-founders of Maestro Global Partners, to explore the power of partnerships and the evolving role of trusted advisors in the channel. Michelle and Carl share their unique journey, how their complementary skill sets brought them together, the challenges they've overcome, and the insights they've gained from building a successful consultancy.
Daniel Beckworth: Building Smater Channel Partnerships
Daniel Beckworth shares his fascinating journey into the channel, from unconventional beginnings to running a successful business that bridges traditional VAR models and modern telco solutions. In this episode, Daniel dives into what makes a supplier easy to work with, the importance of solving real client problems, and why the channel must evolve to meet the demands of Channel 2.0. He also shares advice for channel managers trying to stand out in a crowded ecosystem and reveals how his business thrives by embracing flexibility, professionalism, and data driven processes. Tune in to hear Daniel's take on the future of the channel and what it takes to succeed in this ever-changing industry.
Ruben Pina Jr.: How to Engage with Trusted Advisors
In this episode of the Channel 2.0 Podcast, Ruben Pina shares his inspiring journey from installing dialers with his dad to becoming one of the channel's top trusted advisors. Ruben dives into his frustrations with suppliers and offers actionable recommendations for how they can better engage with trusted advisors like him. This episode is packed with invaluable insights on building meaningful relationships, creating value, and navigating the evolving channel landscape. A must-listen for suppliers, channel managers, and anyone looking to connect with top-performing advisors!
Ted Shuman: The Evolution of the Channel
In this episode of the Channel 2.0 Podcast, we sit down with Ted Schuman, founder of PlanetOne Communications and now Chief Experience Officer at Avant. Ted shares his journey from door-to-door sales to building a channel powerhouse, the challenges of selling his company, and the evolving landscape of the channel. Discover his insights on the rise of trusted advisors, the role of suppliers, and the opportunities in today's fast-changing channel ecosystem. Whether you're new to the channel or a seasoned pro, this conversation is packed with wisdom, humor, and actionable advice.
Avi Lonstein: From Garage to Global: How Airespring Built a Legacy in the Channel
In this episode of the Channel 2.0 Podcast, we sit down with Avi Lonstein, CEO of AireSpring, to explore his 25-year journey in the channel industry.
From humble beginnings as a family-owned business to becoming a global leader in managed network and service solutions, Avi shares insights into what it takes to succeed in this competitive landscape.