The Evolution of Solutions Consulting w/Honeywell’s Theo Newman

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 – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Self-Service Array