Paul Higgins Podcast

Hosted by Paul Higgins

Business Management

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Episodes

300

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Aug 2026

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About the show

I built and sold a 7-figure tech consulting business. Eighteen years 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. 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.

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60 recent

August 10, 20266 min

699 - AI will expose you

Look at your last ten projects and ask an uncomfortable question: how many could the platform's own AI agent do most of within the next two years? For a lot of SaaS partners, the honest answer is most of them, and that is exactly the implementation, configuration, and migration work paying the bills right now. In this episode, I break down why AI is not going to replace you, it is going to expose you, and what actually gets exposed once the repetitive setup work starts to shrink. I share the call Chris, a Salesforce partner, made when he picked one industry and said no to everything else: revenue dipped for three to six months, then came back at a higher margin with less rework because he stopped learning every client's business from scratch. If you are spread across five verticals, known well enough to configure but not well enough to advise, this is the one decision that determines whether AI multiplies you or exposes you. Resources and Links Chris Widmayer on The Paul Higgins Podcast: Episode 691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 698 - SaaS is Dead Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

August 3, 20266 min

698 - SaaS is Dead

Every podcast in our space is telling you AI has killed SaaS, and not one of them can name a client who has actually walked away from their platform. In this episode, I show you why the "AI replaces the platform" story does not hold up right now, and where your attention actually belongs instead. Here is the test I run before I believe any of it: not what a guest or a host predicts, but what a client has actually done. The gap between "AI can build software" and "I will rebuild and maintain the tool I depend on daily" is enormous, and almost nobody's clients have closed it. So before you rip up your ICP over a threat that never shows up, ask what is actually costing you clients today: weak lead flow and conversions, not a version of your business AI might take in three years. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

July 27, 20267 min

697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do.

The 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 696 - Wrong Problem Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

July 20, 20267 min

696 - Wrong Problem

You 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim Marascio Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

July 16, 202632 min

695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim Marascio

Why you should listen Jim 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 Marascio Jim 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 Links Equals 11 Jim Marascio on LinkedIn Salesforce Agentforce Claude Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 694 - The 60% Shift Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

July 13, 20268 min

694 - The 60% Shift

You 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

July 6, 20265 min

693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline.

Still 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 692 - He liked being the one everyone called. That was the problem. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

June 29, 20264 min

692 - He liked being the one everyone called. That was the problem.

If 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

June 25, 202641 min

691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer

Why you should listen Chris 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 Widmayer Gideon 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 Links Penrod Chris Widmayer on LinkedIn Moonox Claude Snowflake Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 689 - Why Building More Tools Won't Fill Your Pipeline Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

June 21, 20266 min

690 - You Quote the Commodity and Give Away the Premium

The 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 Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 689 - Why Building More Tools Won't Fill Your Pipeline Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources