In this engaging conversation, Vic Pepe and Andrew Pryfogle discuss the evolving role of trusted advisors in technology solutions, the flaws of the traditional RFP process, and the importance of creativity and innovation in technology procurement. They explore the staggering failure rates of technology projects and emphasize the need for a more effective approach to decision-making in the tech industry. The discussion highlights the value of building long-term relationships and trust between advisors and clients, ultimately advocating for a shift towards trusted advisors as the future of business decisions.

Then, Vic Pepe and Andrew Pryfogle delve into the complexities of the channel ecosystem, discussing the challenges and opportunities faced by new technology vendors. They emphasize the importance of building trusted relationships with customers and the need for patience in the sales process, particularly in the context of evolving technologies like AI. The discussion highlights the significance of viewing partnerships as collaborative efforts rather than traditional vendor-customer dynamics, ultimately advocating for a long-term perspective in business relationships

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