Podcast
Paul Higgins Podcast
Hosted by Paul Higgins · EN
If you're a SaaS Consulting Partner earning low to mid six figures, and wearing every hat from sales to delivery, this podcast is your shortcut to scaling smarter.
Each week, I talk to successful SaaS partners of Salesforce, HubSpot, Zoho, NetSuite, Monday.com, and the wider SaaS ecosystem who've cracked the code to bigger deals, recurring revenue, better systems, and more freedom from project grind.
You'll hear how top SaaS Consulting Partners, ISVs, and SI consultants make the WHO and WHAT decisions that move them from low-margin implementation work to premium engagements and predictable recurring revenue.
No fluff. Just sharp lessons from the field.
Subscribe and join 670+ episodes of real, raw, and proven advice for SaaS Consulting Partners ready to scale to 7 figures and beyond.
paulhigginsmentoring.com/apply
35episodes
Episodes
Newest firstAll episodes
693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline.
1w ago00:05:58Tap 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.
2w ago00:04:16Tap 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
3w ago00:41:10Tap 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
4w ago00:06:02Tap 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
Transcribe →687 - Why Your Face Outranks Your Company with Gideon Shalwick
Jun 400:49:26Tap to summarizeWhy you should listenGideon Shalwick built Vubli after nearly 20 years in online video and software, and he breaks down why your personal brand channel outranks your company channel in both search and AI results every time.Learn how to structure a short-form video so viewers stop scrolling and watch to the end, including why the hook is the one element worth 80% of your effort.Discover how to take one raw idea and publish it across six platforms (YouTube, Instagram, TikTok, Facebook, LinkedIn, and X) without hiring an editor or managing a team.The vendor referrals that used to fill your pipeline are drying up, and the partners who relied on the platform to hand them leads are the ones now scrambling. In this episode I talk with Gideon Shalwick from Vubli, who has spent nearly 20 years working out how business owners actually get found online. We get into why hiring an agency or a marketing person to do this for you usually fails, and why the partners who win are the ones willing to put their own face on camera. Gideon and I both learned this the expensive way, after burning money on agencies and hires that never delivered. If you have been telling yourself you are too busy, too introverted, or too far behind to start, this one is for you.Resources and LinksVubli Gideon Shalwick on LinkedInCodexClaudeElgato teleprompterTake the Big Promise Audit paulhigginsmentoring.com/audit Need 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
Transcribe →686 - 28 Moments Decide the Deal Before You Know It Exists
Jun 100:06:26Tap to summarizeA buyer in your niche just picked their SaaS partner. It wasn't you, and you never knew the deal was happening. In this episode I break down what Jay McBain, the most quoted channel analyst in the world, told me about the 28 moments that now decide every considered purchase, and why the deal is usually won or lost at moments 10 through 12, long before a salesperson knows it exists. I explain why waiting for the platform to send you a lead is finished, and I walk through the exact buying journey of a Salesforce buyer who books a call with a partner she has never spoken to. If you feel invisible while smaller, sharper partners keep landing the work you should be winning, this one is for you.Resources and LinksJay McBain on The Paul Higgins Podcast: Episode 683 - Get Specific, Get Rich, or Get Out with Jay McBainNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 685 - Why Your Client Will Ask for 5 on 60 Next MonthCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →685 - Why Your Client Will Ask for 5 on 60 Next Month
May 2500:04:52Tap to summarizeA client called you last week. The report used to take an hour. Now it takes five minutes. They want to know why they're still paying for the hour, and the honest answer is you don't have one. In this episode, I break down why AI didn't break your pricing model, it just exposed what was already broken the day you started selling time instead of outcomes. I walk through what's happening across Salesforce, HubSpot, Zoho, Monday, NetSuite, and Acumatica partners right now, why the hour collapse means you never had pricing power, and the four moves that protect your revenue before that phone call lands. If you're still quoting in hours and hoping clients don't notice, 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: 684 - 73 Minutes to Stop Running Two Businesses at OnceCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →684 - 73 Minutes to Stop Running Two Businesses at Once
May 1800:05:24Tap to summarizeWorking hard on the wrong thing and you can feel it, but you can't see it from inside the jar. In this episode, I break down the Decision Call format, what it is, why it works, and the pattern showing up across four very different SaaS partner businesses I ran calls with recently. One was a Microsoft partner at $800K running two business models pretending to be one. One was a Salesforce solopreneur serving nonprofits who couldn't pay her real rate. One was a NetSuite partner whose revenue had dropped from $75K a month to under $15K. One was a Zoho partner building bespoke AI with no packaged offer. Different platforms, different countries, same problem. If you're stuck on your number one challenge and need clarity to act on it, 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: 683 - Get Specific, Get Rich, or Get Out with Jay McBainCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →