Afleveringen
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You 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 Links
Need 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
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You 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 Links
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
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Zijn er afleveringen die ontbreken?
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Why you should listen
Gideon 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 Links
Vubli 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
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A 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 Links
Jay 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
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A 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 Links
Need 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
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Working 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 Links
Need 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
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Why you should listen
Jay McBain breaks down the data behind why 51% of partners are in double-digit profit decline while the industry grows at 10.2%, and what separates the partners winning from the ones quietly falling behind.Learn the specific positioning shift that gets you found by large language models, buyers, and vendors, including why "I sell to midsize banks in Perth and do compliance" beats every generic services page on the internet.Walk away with the new partner economics: the 6.3 partners surrounding every SaaS deal, the 28 measurable moments in a buyer's journey, and where partner revenue actually sits inside the next 20 years of AI.Half the channel is in double-digit profit decline in an industry growing 10% a year, and most SaaS partners can't work out why their pipeline is drying up. In this episode, I talk with Jay McBain, Chief Analyst at Omdia, the world's leading voice on channels, partnerships, and ecosystems, with 32 years entirely in the channel. We get into why digital sameness is killing smaller partners, why large language models can't find you when you do all things to all people, and where the real money sits inside the 20-year AI era. Jay shares the data behind the 1,000 partners doing two-thirds of all tech services globally, and the niche play that puts you on the right side of that line. If you're tired of competing in a sea of identical websites and watching better-positioned partners win deals you should have been in, this one's for you
About Jay McBain
Jay McBain is Chief Analyst for Channels, Partnerships, and Ecosystems at Omdia, with more than 30 years analyzing the global channel landscape. He has held executive channel roles at IBM, Lenovo, Autotask, ChannelEyes, and Forrester, and was named Global Channel Influencer of the Year by Channel Futures Magazine. His research on the 28 measurable buyer moments, the 6.3 partners surrounding every SaaS deal, and the shift from resell to ecosystem-driven revenue has made him the analyst vendors and partners turn to when they need to understand where the channel is heading next.
Resources and Links
omdia.comJay's LinkedIn profileJay McBain on The Paul Higgins Podcast: Episode 435Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 682 - 82% of Tech Partners Are Not AI Ready Are YouCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Your clients keep asking you about AI, and you keep talking about tools. That's the problem. In this episode, I break down why most SaaS partners are giving away the most valuable conversation they could be having, AI readiness diagnosis, for free. I share Jay McBain's latest research showing 82% of channel partners don't feel prepared to deliver AI services, and I unpack the real reason it's not demand, complexity, or talent. If you've been winging the AI conversation in client meetings and wondering why the work that follows feels like a once-off, this one is for you.
Resources and Links
Jay McBain on The Paul Higgins Podcast: Episode 435Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 681 - Generalists Get Referrals Specialists Get ChosenCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Your revenue is inconsistent and you already know why you haven't made the decision yet. In this episode, I break down the WHO problem most SaaS partners mistake for a skills problem, why serving more industries makes you the best option for no one, and the audit I run on every client's last twelve months of revenue to find their real signal. I share what Jay McBain's data shows about the fastest-growing tech partners right now, and the three steps to rebuild your business around one industry and one problem type. If you keep getting random referrals and repricing every engagement from scratch, this one's for you.
Resources and Links
Jay McBain on The Paul Higgins Podcast: Episode 435Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 680 - The 28 Moments Your Clients Use to Choose Without YouCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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You didn't lose that deal in the proposal. You lost it six months earlier, before the prospect ever found your name. In this episode, I break down why the buyer's journey for tech business owners has shifted, why AI is accelerating it, and why most owners are still showing up only at the last two touch points and wondering why win rates feel random. I walk through the channel analyst data from Jay McBain on the 28 touch points in a modern B2B buying journey, and I share the three fixes that decide whether your business compounds or flat lines over the next five years. If you are tired of being invisible in the early part of your client's buying journey, this one is for you.
Resources and Links
Jay McBain on The Paul Higgins Podcast: Episode 435Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 679 - The LinkedIn Secret Filling Tech Business Owners' Calendars with Donald KellyCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Why you should listen
Donald runs one of the top B2B sales podcasts in the world, heard in over 155 countries, and breaks down the exact LinkedIn-first sequence he uses to turn cold prospects into booked calls without paid ads or cold spam.Learn the three-step system Donald uses to move a prospect from stranger to conversation: engage on their content, send a personalised connection request tied to something specific about them, then bridge to a short email that speaks to real pain, not surface pain.Get Donald's follow-up sequence that replaces the lazy "bumping this up" email with relevance-based touches your prospect actually wants to reply to, plus the exact tools (Hunter.io, Sales Navigator, Apollo) he uses to find verified business emails.Tired of sending LinkedIn messages into a black hole and wondering why your outbound never converts? In this episode, I talk with Donald C. Kelly, founder of The Sales Evangelists and one of the most recognised B2B sales voices in the world. Most tech business owners default to pitching before earning attention, and it is the reason their pipeline stays empty. Donald walks through the exact sequence he uses to break through the noise, earn engagement, and turn it into a real conversation, without faking friendship or copying the spray-and-pray playbook every SDR is running. If you sell on LinkedIn and the results are not matching the effort, this one shows you where the gap is.
About Donald Kelly
Donald C. Kelly is the founder of The Sales Evangelist and host of one of the longest-running B2B sales podcasts in the world, with nearly 2,000 episodes heard across 155+ countries. A LinkedIn Top Voice in Sales and three-time Salesforce Top Influencer, he helps SMB and mid-market sales teams build LinkedIn-led outbound systems that turn cold prospects into booked calls. He is the author of Sell It Like a Mango and based in West Palm Beach, Florida.
Resources and Links
thesalesevangelist.comDonald's LinkedIn profileDonald's free prospecting toolHunter.io Apollo.io SNOV.ioZoomInfoGemini Nano BananaBase44Previous episode: 678 - 81% of Partners Will Grow Below the Industry RateCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Watched your vendor's share price lately, or noticed the quiet changes to partner fees, commissions, and cloud service minimums? In this episode, I break down why Wall Street is pricing in the collapse of the per-seat model, and why platforms restructure partner economics long before they touch executive pay. I share the pattern I've seen across 670 tech business owners, including what happened to my own consulting business when the platform pivoted overnight while I was on dialysis three times a week. The business owners coming through this stronger already made three structural decisions, the ones still waiting for the platform to stabilize are still waiting. If 80% of your pipeline still runs through someone else's hands, this one is for you.
Resources and Links
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 677 - Hard work isn't your problemCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Most tech business owners hitting mid-six figures aren't stuck because they're not working hard enough. They're stuck because they're running a business built on assumptions nobody has ever tested. In this episode, I walk through the exact audit I did on my own business when activity was high and revenue wasn't moving. I share what the data revealed: a newsletter that warmed but never converted, a target market too early-stage to invest, and growth projections built on events and partnerships that historically produced near-zero direct clients. Once I faced those numbers, I made one decision: cut the noise and go back to the one engine that actually built my business. If you're adding more LinkedIn posts, more outreach sequences, and more channels but the gap between where you are and where you need to be isn't closing, this episode is for you.
Resources and Links
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 676 - Why Your Voice Is the Only AI Tool That Matters With Molly Mahoney Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Why you should listen
Molly launched the world's first AI-focused content membership in 2021, two years before ChatGPT, and has generated content that reached over 39 million views. She brings hard-won perspective on what separates human-first AI strategy from AI zombie content that erodes trust.Learn the SAAVE framework: a five-part method for identifying what makes you a uniquely weird human, so your AI agents produce content that actually sounds like you and not like every other consultant using the same tools.Get the APR Method: a repeatable three-step system for announcing, producing, and repurposing every video you create, so one piece of content generates an entire week of output without starting from scratch.Your content machine is broken, and the tools aren't the problem. If everything you publish sounds like it could have come from anyone in your industry, you haven't got a content problem. You've got a voice problem. In this episode, I talk with Molly Mahoney from The Prepared Performer, a digital marketing strategist and keynote speaker who has been building AI-powered content systems since 2021. Molly shares how she helps established business owners identify the 20 things that make them a uniquely weird human before touching a single AI tool, because without that foundation, you're just feeding the robot army. If you've been hiding behind the technical work while the algorithm rewards personality, this conversation will change how you think about content.
About Molly Mahoney
Molly Mahoney is a digital marketing strategist, keynote speaker, and former NYC performer who helps coaches, consultants, and agency owners build AI-powered content that actually sounds human. Known as The Prepared Performer, she launched the world's first AI-focused content membership in 2021, two years before ChatGPT, has generated over 39 million views, and been featured in Forbes and Inc.
Resources and Links
Thepreparedperformer.comMolly's LinkedIn profileFree Custom GPT Source Prompt GeneratorSpotlight Engine SoraPerplexity ComputerGoHighLevelRSS AppPrevious episode: 675 - SaaS isn't dying. Your positioning might be. Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Platform agnosticism made sense when software budgets were small. That era is ending. In this episode, I break down why the "death of SaaS" narrative is the wrong read, and why the tech business owners who believe it are about to miss the biggest software wave in a decade. I walk through what Monday.com's CEO said on the 20VC podcast about the budget equation flipping from headcount to platforms, and what that means for consultants who haven't yet committed to a single platform. If you're still keeping your options open because it feels safer, this episode will challenge that directly.
Resources and Links
Monday.com CEO Eran Zinman on 20VC with Harry StebbingsNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 674 - AI Can't Give You a Blood TestCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Using AI to diagnose your own business is like Googling your blood test results and treating yourself. In this episode, I share what seven years of post-transplant care taught me about pattern recognition, and why the same principle applies to the WHO and WHAT decisions most tech business owners are avoiding. I walk through the difference between a tool that helps you execute and someone who has seen your situation hundreds of times and knows exactly where the problem is. If AI is giving you polished output but no real direction, this one is worth your time.
Resources and Links
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 673 - The 40-Minute Meeting That Makes or Breaks Your First HireCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Most tech consultants building their first team make the same mistake. It's not the hire. It's what happens on day one. In this episode, I walk through the exact 10-item induction call checklist I use with every new hire, whether they're based in the Philippines, Australia, or North America. I cover the questions that flip the dynamic from day one, the ones most consultants skip entirely, and why the first 40 minutes determines whether your team can eventually operate without you. If you're building your first team and want to stop being the bottleneck, this is where it starts.
Resources and Links
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallPrevious episode: 672 - Why Discipline Won't Fix Your Consulting BusinessCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Working 60-hour weeks and still watching your revenue flatline? In this episode, I break down the two strategic decisions most tech consultants have never made: WHO to target and WHAT business model to run. I share how one consultant went from competing on commodity rates with payroll anxiety every month to building a specialist practice, hiring a team, and clearing over $30K a month without changing his technical skills. If you're great at delivery but still trapped in the project grind, this episode is for you.
Resources and Links
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallPrevious episode: 671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie CarelCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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Why you should listen
Angie scaled from an 18-year marketing agency to leading AI adoption for 600-person corporations, giving her a rare ground-level view of exactly where companies get stuck and what actually moves people from fear to fluency.Learn the "people-first" sequencing Angie now uses before any AI tool deployment, including how she frames corporate AI training as "recess" to sidestep resistance and drive real adoption.Get Angie's workflow automation logic: how she mapped every bottleneck in her business using Miro, then eliminated them with Make, enabling her to run 15 trainings in a single week instead of her previous max of three.If your clients keep investing in AI tools and their teams still aren't using them three months later, the problem isn't the technology. In this episode, I talk with Angie Carel, an AI enablement consultant who spent 18 years running a marketing agency before pivoting full-time into corporate AI adoption in 2022. Angie works with large corporations across finance, healthcare, and higher education, and her view is consistent: jumping straight to use cases before building AI literacy almost always backfires. We dig into the people-first sequencing she now uses to close the gap between deployment and actual adoption, and why framing AI training as "corporate recess" gets results that formal rollouts never do. If you're a consultant whose clients are sitting on AI investment with nothing to show for it, this conversation will reframe how you solve that problem.
About Angie Carel
Angie Carel is a Generative AI Consultant named one of the Top 50 Women to Watch in AI and featured in the IEDC 2025 Yearbook as a leading entrepreneur. After running a 10-person marketing agency for 20 years, she went all-in on AI consulting — and in her first year solo, she's on track to outpace her old agency's revenue. Angie founded AI in FW, Indiana's largest AI community with 700+ members, and Co-Crafted, an AI consultancy collective. She helps organizations adopt AI with a human-first approach and coaches emerging AI consultants on building sustainable practices.
Resources and Links
Angiecarel.comAngie's LinkedIn profileLovableMidjourneyRunwayMakeN8NRelay Google Gemini Deep ResearchClaudeClaude CodeThe AI Show with Paul Roetzer and Mike KaputGoogle DeepMind podcast Previous episode: 670 - Stop Chasing Small ClientsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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You're at mid six figures, your calendar is full, and you're still grinding for $20,000 projects. Meanwhile, there are enterprise and mid-market contacts sitting in your CRM right now who could write $200,000 checks, and you haven't called them because the small deals feel safer. In this episode, I walk through the exact WHO decision that keeps most tech consultants stuck in the project grind, and why safe doesn't scale. I share how one consultant, stuck at mid six figures with deal sizes of $15,000 to $25,000, made one strategic shift to stop chasing referrals and start activating the mid-market relationships already in his network. Six months later, his deal size was 10x. If you've got the right contacts in your phone but keep defaulting to smaller, faster deals, this episode will make you reconsider who actually deserves your time.
Resources and Links
Apply for a Multiplier CallPrevious episode: 669 - The Pricing Gap Most Consultants MissCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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