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About the TSD Insider Series (Telarus Edition)
Welcome to the Telarus edition of the TSD Insider Series, part of TCA University's exclusive content lineup designed to give suppliers a front-row seat to real field-level insights.
In this series, members of the Telarus field sales team share candid, practical guidance on how suppliers can effectively engage with them and support Trusted Advisors.
You’ll hear directly from the people in the field about what makes a supplier stand out, what behaviors win trust, and what common missteps suppliers should avoid.
This is not theory or high-level strategy. It is actionable intelligence from the front lines of the channel.
Whether you are new to Telarus or looking to deepen your impact, the Telarus Insider Series will help you align your approach with what truly drives results.
Stay tuned for what's to come with inisights from other TSD's in the Channel.
Available exclusively here in TCA University.
Stephen Stull
Director of Partner Development - East
In this episode, Stephen Stull shares his journey from hospitality management to channel leadership, reflecting on the early lessons he learned at Cbeyond and how they've shaped his approach to partner engagement and supplier collaboration.
Stephen dives into what separates high-performing suppliers from the rest, emphasizing the importance of consistent communication, strategic engagement, and value-driven partnerships. He offers real-world insights into how suppliers can better support his initiatives, stand out in the field, and truly drive business growth through meaningful contributions.
Bridget Kang
Director of Partner Development - Central
In this episode, Bridget Kang shares her journey into the channel, how she built a successful career from the ground up, and what she looks for in high-performing supplier partnerships. Based in the Detroit region, Bridget supports over 50 partners across Michigan, Ohio, and Indiana, and brings deep perspective on what it takes to succeed in the field.
Bridget offers tactical advice for channel managers on how to drive real impact, stand out in crowded markets, and align meaningfully with TSD teams. Her emphasis on consistency, education, and understanding the partner journey shines through as a roadmap for long-term success.
Phil Brekke
Director of Partner Development - West
In this episode, Phil Brekke brings a unique 360-degree view of the channel to the table, having lived life as a direct sales rep, agent, startup channel leader, and now a long-tenured TSD executive. With over seven years at Telarus, Phil shares how suppliers can build credibility, drive impact, and become valuable partners in a crowded field.
From candid advice on what makes a supplier stand out to strategic guidance on how to approach relationship-building the right way, Phil offers a roadmap for those serious about making a mark.
Bobby Fabris
Director of Partner Development - Southeast
In this episode, Bobby Fabris brings over two decades of channel experience and eight years at Telarus to the conversation, offering suppliers and partners a masterclass in relationship-driven success. Bobby shares how his passion for connection, education, and service has fueled long-term growth for his partners and suppliers.
He delivers actionable advice for suppliers who want to build lasting, high-impact relationships with TSD field teams, including how to approach partner development with authenticity, urgency, and a focus on future growth.
Justine Palmer
Senior Partner Development Manager - Mountain West
In this episode, Justine shares how she’s transformed her channel career from a call center background to a strategic leadership role at Tolaris. With nearly five years as a PDM and a newly streamlined base of high-potential partners, she offers deep insight into how suppliers can build trust, stand out, and truly support the field.
Justine opens up about what differentiates the suppliers who win from those who get overlooked. Emphasizing relationship-building, enablement tools, and persistent follow-up as critical to success. Her perspective is both tactical and honest, providing a roadmap for how to partner with the field, not just sell to it.
Christina Curtis
Partner Development Manager, West
In this episode, Christina Curtis brings her signature energy and focus to the forefront, offering deep insight into how suppliers can show up, stand out, and build real traction in the channel. With experience across sales, onboarding, and strategic development, Christina shares what drives meaningful engagement with partners and where most suppliers miss the mark.
From onboarding new advisors to mapping out trusted advisor growth plans, Christina gives tactical advice on building relationships that last. She shares specific case studies, best practices, and straight talk strategy for suppliers serious about earning mindshare in a fast-moving space.
Randi Robison
Partner Development Manager, Mountain
In this episode, Randi Robison brings direct, field-tested advice from her years supporting partners and helping suppliers gain traction in the West. With a reputation for being clear, committed, and fiercely partner-focused, Randi shares what works and what doesn’t when it comes to supplier engagement with TSDs and Trusted Advisors.
Randi lays out exactly how to earn credibility, bring value to her partners, and avoid the common missteps that stall progress. If you want to get on her radar and stay there, this is the blueprint.
Erika Baron
Partner Development Manager, West
Erika Baron’s journey into the channel is anything but conventional. Starting in retail, adapting to industry curveballs, and rising into leadership with a deep sense of partnership and presence. In this episode, Erika shares the power of being both strategic and personal with partners, and why showing up consistently matters more than ever.
