Old School Wisdom. New School Rules.

About this episode

Ronnell Richards interviews Andrew Pryfogle about the evolution of sales strategies in the technology channel and the impact of AI on the industry.

🔥 Episode Summary:We’re back in the fedora era. 🕶️In this episode, Ronnell sits down with one of the most recognizable—and respected—voices in the channel, Andrew Pryfogle, a true industry pioneer whose fingerprints are on nearly four decades of technology channel history. From MCI to his own ventures and now his leadership at Avant, Andrew has helped shape the DNA of how we sell, serve, and scale in this business.But this isn’t a nostalgia tour. This one’s about truth-telling—unfiltered.They dive into why too many partners and channel managers have become “traffic cops,” how AI threatens the transactional seller, and why the next generation of channel pros needs to think less about quotes and more about insight.This is the conversation the channel needed—the one everyone’s been thinking but few have had the courage to say out loud.💥 In This Episode:The real difference between serving and leading customersWhy being a “traffic cop” in 2025 will get you run over by AIThe existential threat AI poses to transactional sellers and managersWhy “saving money” is a dead sales strategy—and how to shift to helping customers make moneyHow pricing models like “per seat” are doomed, and…

People in this episode

Host: Ronnell

Guest: Andrew Pryfogle

Topics covered

• sales strategy
• technology channel
• AI impact
• customer service
• industry insights

Keywords

• traffic cops
• transactional seller
• pricing models
• wealth transfer
• cultural reset

Mentioned in this episode

Products: Avant

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