Podcast
Paul Higgins Podcast
Hosted by Paul Higgins · EN
ears at Coca-Cola, ending as Director accountable for $300M in annual revenue.
If you're a SaaS partner earning low to mid six figures, wearing every hat from sales to delivery, this show is your shortcut to scaling smarter. You're trapped at the center of the business. Revenue swings between feast and famine. You're stuck landing $15K implementations instead of $100K+ transformations.
Each week I talk to SaaS partners of Salesforce, HubSpot, Zoho, NetSuite, and Monday.com who've made the WHO and WHAT decisions that move them from low-margin implementation work to premium engagements and predictable recurring revenue.
Peter went from $700K at 60-hour weeks to $1.2M at 30-hour weeks. Jed wiped out his debt and doubled profits through strategic partnerships. [Simon/Steve] landed his first $500K contract by repositioning the same work he was already doing.
No fluff. Just proven strategies from someone who's walked in your shoes.
Subscribe to the newsletter at paulhigginsmentoring.com/newsletter.
39episodes
Episodes
Newest firstAll episodes
697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do.
2w ago00:07:28Tap to summarizeThe decision that scares you most is the one keeping you stuck, and the fear talking you out of it has a name: eggs in one basket. In this episode, I break down why that fear is a lie for SaaS partners spread thin across five verticals, and the two tests that kill it in under a week. I share how one client I work with crossed $100,000 a month for the first time with zero dollars spent on marketing, after finally committing to the one vertical he had avoided for years. You will hear why counting the real size of a market beats trusting the nerves, and why a niche you can reverse in 90 days is a test, not a bet. If you are tired of rewriting your pitch for every call and being shallow in five places while AI eats shallow for breakfast, this one is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 696 - Wrong ProblemCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →696 - Wrong Problem
3w ago00:07:44Tap to summarizeYou are about to spend months solving a problem you have never actually counted, and the real cost is not the wasted build, it is every move you do not make while you are stuck in it. In this episode, I break down three Slack conversations I had with SaaS partners in two weeks, each one convinced the complex solution was the answer: a platform migration, a staged AI email sequence, a full LinkedIn outreach system. In each case, one question flipped it, like the partner ready to switch platforms until he counted that the platform cost him $11,000 in lost deals while spreadsheets and homegrown builds cost him $140,000. I show you why AI can build the plan but can never tell you whether the problem is even yours, and the three simple moves that test the real constraint before you commit. If you are a SaaS partner staring down a major build, this is the glass of ice water, and the question is whether you will drop the O-ring in first.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim MarascioCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim Marascio
3w ago00:32:01Tap to summarizeWhy you should listenJim Marascio runs Equals 11 with roughly 30 direct team members, yet delivers Salesforce work with on-demand access to more than 600 certified engineers. He breaks down the exact staffing partnerships in LATAM and Europe that let a lean business play far larger than its headcount.Learn how to move up the value chain from tactical delivery to consultative "what if" conversations: the shift that raises deal value, creates more interesting work for your engineers, and turns you into the trusted advisor a client cannot swap out.Get Jim's front-end planning approach (milestones, definition of done, clear ownership, agreed success metrics) that keeps projects out of the 40% of implementations that stall on activity without results.You want to take on bigger Salesforce work, but every larger project means hiring people you cannot afford to keep on the bench, so you stay stuck delivering most of it yourself. In this episode, I talk with Jim Marascio from Equals 11, who spent 25 years as a CIO and CTO of SaaS companies before building a delivery business that runs on a lean core team and plays far larger than its size. We get into the moment he stopped being the tactical fix-it vendor waiting for clients to define the problem, and started becoming the strategic partner clients build their roadmap around. Jim also puts a number on it: roughly 40% of implementations break, and the difference between the ones that deliver and the ones that stall comes down to what you do in the first week. If you are the owner doing too much of the delivery and you want to grow capacity without betting the business on payroll, this conversation is your blueprint.About Jim MarascioJim Marascio is the founder and CEO of Equals 11, a certified Salesforce consulting partner that helps mid-market companies get real value from Salesforce long after go-live. With more than 25 years as a CEO, CIO, and CTO, he has built his career managing distributed teams, and today Equals 11 pairs a lean core team with a network of 600+ certified Salesforce engineers across the US, Latin America, and Europe. Guided by the belief in its name, 1 + 1 = 11, Jim has grown the firm from tactical delivery into strategic, consultative work for direct clients and system integrators alike.Resources and LinksEquals 11 Jim Marascio on LinkedInSalesforce AgentforceClaudeNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 694 - The 60% ShiftCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →694 - The 60% Shift
4w ago00:08:05Tap to summarizeYou did not get into this business to sell configuration hours, but at some point that became the model anyway. In this episode, I break down the one number from Forrester's Microsoft modern work partner study that every SaaS partner should sit with: 60 percent of last year's partner revenue growth came from AI, and the fastest growing slice was not deployment, it was advisory, up 63 percent in a single year. Your vendor is making the technical work easier on purpose, which means if your value lives in the setup, you are the friction they are designed to remove. I walk through why the partners who moved to advisory a year ago already own the relationships, the reputation, and the recurring revenue, and what that head start really costs everyone still waiting to feel the pressure. If you want to know whether the WHO, the WHAT, or the HOW is the actual constraint holding your business on the runway, this one is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline.Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline.
Jul 600:05:58Tap to summarizeStill treating your closed lost pipeline as a graveyard, chasing new leads while old quotes gather dust in your CRM? In this episode, I break down two AI revenue plays most SaaS and platform partners are missing completely: winning back business you already quoted and lost, and turning your best internal systems into a new revenue stream. I share how a Zoho partner turned a hundred and fifty thousand dollar job into a twenty five thousand dollar job, same client, same margin, because AI changed what the work actually costs to deliver. I also cover the pricing decision you have to make first, or AI will shrink your invoice instead of growing your margin. If you have quotes sitting there that clients wanted but could not afford, this one shows you exactly where that revenue is hiding.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 692 - He liked being the one everyone called. That was the problem.Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →692 - He liked being the one everyone called. That was the problem.
Jun 2900:04:16Tap to summarizeIf your business is fully booked and still can't grow, the problem is not capacity and it is not systems. It is that everything still runs through you. In this episode, I share the question I ask every SaaS partner I work with: what would have to be true for you not to be needed in delivery tomorrow? Not next year, tomorrow. I walk through how a Zoho partner who was doing delivery on nearly every job himself made one structural decision, brought in a strategic partner for funding and leads, and doubled revenue without changing what he was good at. The hardest part was not the restructure. It was the moment he stopped being the indispensable person in the room. If you know your business has grown around you rather than beyond you, this episode is where that changes.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris WidmayerCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer
Jun 2500:41:10Tap to summarizeWhy you should listenChris Widmayer took Penrod from a generalist Salesforce shop to one of the top five healthcare partners at Salesforce, and lifted gross margins by about 15% (now sitting between 47% and 55%) by committing to a single vertical.Learn how he built productized packages and SaaS products on top of his services so the business earns at high margin without him in every delivery, now 20% of revenue.Take away his reframe on measuring AI: stop counting hours saved and start measuring whether your people can do the work of three or four, with concrete examples of where that actually shows up.Taking every client who pays and telling yourself revenue is revenue? That call feels safe and it quietly caps your margins, your hiring, and the level you get to consult at. In this episode, I talk with Chris Widmyer from Penrod, who walked away from a huge slice of his addressable market to go all in on one healthcare vertical and became one of the top five healthcare partners at Salesforce. He is candid about the revenue dip that came first, and what changed once his whole team spoke the customer's language instead of only Salesforce. If you are stuck competing on certifications while clients treat you as a vendor, this is the shift that moves you to trusted advisor.About Chris WidmayerGideon Shalwick is the founder and CEO of Penrod, a healthcare consulting agency built around great patient experiences. A developer by trade with more than 30 years writing code, he turns complex technical work into strategies healthcare IT leaders can act on, helping enterprise health systems build the data infrastructure, compliance frameworks, and AI-ready foundations they need to grow. Penrod is now one of the top five healthcare partners in the Salesforce ecosystem.Resources and LinksPenrod Chris Widmayer on LinkedInMoonoxClaudeSnowflakeNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 689 - Why Building More Tools Won't Fill Your PipelineCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →690 - You Quote the Commodity and Give Away the Premium
Jun 2100:06:02Tap to summarizeThe hardest thing you do, you price at zero. The configuration anyone with a certification can deliver gets quoted down to the hour, then the integration thinking the platform was never built for, the architecture, the judgment, you throw in for free because it doesn't fit on a line item. In this episode, I break down the WHAT decision keeping most SaaS partners billing commodity hours while the platform's own AI eats the work they charge for. I share how an industrial automation partner took the thinking he used to give away, packaged it as something clients pay for monthly, and now runs consistent 30K plus months on the same skill. If you're tired of being the cheapest name on the shortlist, this one's for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 689 - Why Building More Tools Won't Fill Your PipelineCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →689 - Why Building More Tools Won't Fill Your Pipeline
Jun 1500:04:40Tap to summarizeYou finished the week proud of the automation, the agent, the tool you finally shipped. Then the quieter thought lands: not one conversation with anyone who could actually buy from you. In this episode I name the trap that catches most SaaS partners who came from corporate or delivery, where building feels like measurable progress and selling feels like exposure. I break down why one more tool never fixes a pipeline problem, it just hides it for another week. I share how one partner went from 60-hour weeks buried in delivery to 35 hours with revenue up 40%, once he stopped being the bottleneck and started selling. If your instinct is always to build it yourself, there's one question to ask before you open the tool again.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 688 - Your Shop Looks Great. The Footpath Is EmptyCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →688 - Your Shop Looks Great. The Footpath Is Empty
Jun 800:04:25Tap to summarizeYou keep telling everyone the business is fine, and your pipeline, your LinkedIn profile, and your bank balance at the end of the month keep telling the truth. In this episode I go back to the years I spent saying "great" to anyone who asked, while my body was in kidney failure and everyone around me could see what I refused to. I see SaaS partners doing the exact same thing, using AI to make their delivery sharper than ever while the footpath outside stays empty. Nobody could help me until I let someone close enough to see what was actually going on, and the same holds for a business you keep describing as fine. If you have been saying everything's okay for a lot longer than you know is true, this one is worth sitting with.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 686 - 28 Moments Decide the Deal Before You Know It ExistsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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