Paul Higgins Podcast

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 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

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 LinksNeed 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

Why you should listenMolly 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 MahoneyMolly 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 LinksThepreparedperformer.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

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 LinksNeed 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

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 LinksNeed 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

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 LinksApply 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

Why you should listenDoug Pelletier has spent 35 years winning enterprise accounts (Disney, Pfizer, Xerox) as a small Salesforce partner, proving that company size is irrelevant when your positioning and sales approach are right.Learn why Doug hired a General Manager at just six employees, and how that single WHO decision helped him scale to 130 people without burning out on tasks outside his strengths.Get Doug's approach to managing cash flow daily (a discipline he's maintained for 17 years) and why he says cash flow matters more than profitability for consulting firm owners.About Doug PelletierDoug Pelletier is the Founder and CEO of Trifecta Technologies, a technology consulting firm he launched in 1991 that has grown into a trusted Salesforce and enterprise solutions partner for leading organizations.A sales- and strategy-led founder, Doug focuses on identifying real business problems, building executive relationships, and hiring strong operational leadership early – allowing him to concentrate on growth, client strategy, and selling. His leadership is shaped by decades of experience and a strong emphasis on financial discipline and long-term stability.Having gone through multiple industry shifts, Doug views AI as a major inflection point and leads Trifecta in helping organizations move beyond the hype to apply data, architecture and AI in practical ways that drive meaningful business outcomes.Resources and LinksTrifecta.comDoug’s LinkedIn profileSnowflakeDatabricksApolloZoominfoPrevious episode: 667 - The Land-and-Expand PlayCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

Stuck at 50% of your revenue target because your pipeline depends on someone else's priorities? In this episode, I break down the partner program trap and why so many platform consultants stay dependent on AE referrals even when they know it's holding them back. I walk through the exact 12-month transition sequence I use with clients: pick your niche, build pain-point messaging, start direct outreach, and keep partner referrals flowing as cash while you build. If your best leads only show up when an account executive needs to hit their quota, this episode shows you how to take back control of your pipeline.Resources and LinksApply for a Multiplier CallPrevious episode: 665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny BengaliCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources