Did you hit your targets in 2025? Or are you still stuck chasing clients and trying to figure it out alone? In this solo episode, I get brutally honest about my own struggles, including when I couldn't see what needed to change from inside my own business and had to bring back my mentor to push me. I share how one client, Jack, made the WHO and WHAT decisions he'd been avoiding and increased his revenue by 29% with his highest month ever. I also explain why AI, as powerful as it is, can't make the fundamental strategic decisions for you. If you're heading into 2026 without a clear plan, this episode is the wake-up call you need.Resources and LinksApply for a Multiplier CallPrevious episode: 655 - From Hourly Rates to Outcome PricingCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Stuck waiting for your platform's marketplace to send you your next lead? In this episode, I break down the three traps that keep SaaS partners grinding on low-margin implementations, and what happened when a Monday.com partner finally made the WHO and WHAT decisions he'd been avoiding. We dig into how he went from competing on price with thousands of other partners to closing his biggest deal ever by selling outcomes instead of configurations. If you're a Salesforce, Zoho, or HubSpot partner who's tired of being at the mercy of algorithm changes, this one shows you what it looks like to own your pipeline.Resources and LinksApply for a Multiplier CallPrevious episode: 654 - How to Build Automations That Actually Scale With Your Business with Jared WeissCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenLearn the specific signals that indicate a client is ready for automation support, including the "cusp of scale" indicators Jared uses to identify businesses where systems work can deliver immediate ROI.Get the scoping questions Jared asks before every automation project, from "Is this always going to be assigned to this person?" to the scale and maintenance questions that prevent tech debt before it starts.Discover how Jared positions automation services as strategic partnership rather than task execution, allowing him to charge for advice and push back on client ideas rather than just building what they ask for.Scaling your business but drowning in systems that don't talk to each other and growing pains that get louder by the week? In this episode, I talk with Jared Weiss from Matix Flows, who spent over a decade in the startup trenches before launching his own automation consultancy. We dig into why so many business owners end up with tech debt they don't even realize they're building, and what it takes to create systems that actually support growth instead of creating constant firefighting. If you've ever wondered whether your automation setup is helping or secretly holding you back, this conversation will challenge how you think about your operations.About Jared WeissJared Weiss is the founder of Matix Flows, where he helps growing businesses turn messy systems and scattered workflows into smooth, scalable operations. With over a decade of marketing and automation experience—including serving as Director of Marketing at SaaS company Redlist—Jared specializes in business automation, CRM optimization, and strategic consulting with hands-on execution.Known for his holistic approach from working across multiple departments, Jared bridges the gaps between marketing, sales, and operations to create systems that actually work. He partners directly with business owners buried in manual tasks, helping them automate follow-ups, lead routing, and task handoffs so they can focus on growth instead of getting stuck in the weeds. His philosophy is simple: ideas alone don't drive growth—systems do.Resources and LinksMatixflows.comJared’s LinkedIn profileZapierUpworkPrevious episode: 653 - Why Plumbers Get Paid More Than Most ConsultantsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Tired of hearing "let me think about it" after every proposal? In this episode, I break down why most tech consultants are stuck grinding on $3K projects while plumbers are one of the highest paid trades. I share the story of David, a CRM consultant who was targeting the right companies but solving the wrong problem, and how one shift took him from $5K projects to his first $250K contract in six months. If you've been told you need better marketing, better positioning, or a tighter niche but nothing's moving the needle, the real issue might be simpler than you think.Resources and LinksApply for a Multiplier CallPrevious episode: 652 - Building a Top 3% HubSpot Partner Through Vertical Focus and Culture-First Leadership with Gemma PriceCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenGemma shares how she turned a £7 million stack of paper inquiries into a thriving HubSpot consultancy—proof that seeing inefficiency others ignore can become your biggest opportunity.Understand why narrowing your focus during uncertainty can accelerate growth faster than diversifying.Discover how building a culture focused on psychological safety helped HubGem become one of the world's happiest workplaces—and why that's their competitive advantage against bigger agencies.How do you compete with bigger agencies when you can't match their salaries? In this episode, I sit down with Gemma Price, founder of HubGem, who built a 20-person HubSpot consultancy focused exclusively on the education sector. Gemma shares the moment she discovered millions of pounds worth of leads sitting in a colleague's bottom drawer on paper, and how that frustration sparked her entrepreneurial journey. We dive into why she resisted the urge to diversify during COVID, the change management principles that make tech adoption actually stick, and how prioritizing human connection over perks created a culture that retains talent. Plus, Gemma's take on where AI meets CRM and why the future belongs to those who don't sacrifice humanity for efficiency.About Gemma PriceGemma Price is an entrepreneur and award-winning CEO recognised for building one of the world’s happiest workplaces. She scaled HubGem to become a Top 3% global HubSpot partner by vertically specialising in education and leading with a culture-first approach. Gemma helps founders harness AI, experience the power of intuitive psychology coaching, and embrace human-centred leadership to build scalable businesses without the burnout.Resources and LinksHubgem.co.uk Gemma's LinkedIn profile642 - Stop Being a Platform Expert - Why Business Growth Advisors Win in the AI Era with Sarah McDevittWhy Culture Is the Real Competitive Advantage in the AI EraPrevious episode: 651 - Platform-Agnostic Consulting: Why SaaS Partners Are Making the Switch to AI with Leandra NisbetCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resourcesGemma offers transformational 1:1 and group Intuitive Psychology Coaching and also consults with leaders on building happier workplaces. Learn more about the different ways you can work with Gemma at Intuitive.co
Why you should listenDiscover the simple formula for calculating ROI on AI tools before you implement them, so you stop wasting money on platforms you'll never use.Leandra reveals how she helps burnt-out business owners fall back in love with their companies while scaling revenue—without adding more to their plate.Learn why the most effective automations aren't the flashy AI agents everyone's talking about, but strategic tweaks to tools you already own.You're stuck at a revenue ceiling and drowning in delivery work. Every "AI solution" promises to save you time, but you're paralyzed by options and skeptical of the hype. Meanwhile, you're working harder than ever with nothing to show for it.In this episode, I sit down with Leandra Nisbet from Stingray Advisory Group to cut through the AI noise. Leandra shares her battle-tested approach to helping consultants scale without burning out using practical automation that actually moves the needle. We dig into why chasing every new AI tool is killing your productivity, how to know if an implementation will pay off before you start, and why human expertise still wins over bots.About Leandra NisbetLeandra Nisbet is the Founder & Owner of Stingray Advisory Group, a woman- and minority-owned advisory firm based in Michigan. With a background in finance, marketing, computer technology and team operations, Leandra helps small business owners and entrepreneurs scale with confidence by combining streamlined systems, strategic decision-making and a deep understanding of what drives sustainable growth.Stingray Advisory Group specializes in marketing strategy, financial management and business planning by meeting clients where they are, whether clarifying goals, navigating cash flow challenges or preparing for expansion. The firm is focused on community impact, with a mission to support under-resourced entrepreneurs and empower women and BIPOC business owners to build sustainable, purpose-driven companies.Resources and LinksStingrayadvisorygroup.comLeandra’s LinkedIn profileLeandra on Instagram: @LeandraCreatesPrevious episode: 650 - How to Turn a Quiet List into a Revenue MachineCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
You've got a database of hundreds, maybe thousands of leads sitting there not converting, and you're stuck wondering if you should keep chasing new leads or finally fix your positioning. I recently worked with a business owner who had this exact problem—thousands of people in their database, strong team, solid systems, but fuzzy messaging. In this episode, I walk through the three-step process we used to get them on track for 50% growth without adding headcount. I also share why most reactivation campaigns fail and the one thing you need to check before sending a single email. If you've got a list that isn't converting, this episode shows you exactly where to start.
Why you should listenKelly Fifield shares her practical approach to using AI for productivity without getting lost in complicated automations that waste weeks of your time.Discover the critical difference between using AI as a task-focused executive assistant versus a strategic business coach—and why you need both to avoid getting trapped in research while missing revenue goals.Learn why starting simple with AI beats jumping straight to complex automations, and get Kelly's framework for deciding what to automate first.Are you drowning in AI tools and automation tutorials that promise everything but deliver confusion? I sit down with Kelly Fifield, a certified life coach who helps coaches incorporate AI and productivity systems into their businesses. We cut through the hype to discuss what actually works: using AI as your executive assistant and strategic coach, creating content from coaching calls, and why you should avoid the automation rabbit hole until you've solved problems the simple way first. Kelly reveals her honest take on ChatGPT vs Claude vs Gemini, how to use Notebook LM for processing large content libraries, and the one emotion causing most of your procrastination. If you're tired of wasting time on AI tools that don't deliver, this conversation will help you focus on what matters.About Kelly FifieldKelly Fifield is an AI systems strategist, productivity specialist, and certified life coach whose frameworks deliver organized focus and AI-amplified results. She works on Rick Mulready’s AI Playbook team, where she’s fielded thousands of entrepreneur questions about AI and turned that frontline experience into practical, repeatable workflows and systems.A former math teacher, Kelly balanced three jobs while transitioning into AI and operations, pressure-testing the systems she now teaches. On her podcast, she shares plain-English strategies for dramatic productivity gains. With AI in the mix, clients routinely achieve output that once took a team. They say sessions with Kelly are the best part of their week - clear next steps, real momentum, and a coach who’s warm, direct, and genuinely fun to work with.Resources and LinksProductivitygeniuscoaching.comKelly on Instagram: @productivitygeniuscoachEmail Kelly at: kelly@productivitygeniuscoaching.comListen to Productivity Genius Podcast on Apple PodcastsListen to Productivity Genius Podcast on SpotifyRick Mulready's AI Playbook CommunityGranola.aiNotebook LMChatGPTClaudeGeminiGoogle...
Why you should listenMark Emond shares his strategic pivot from traditional marketing automation to AI transformation services, offering a proven roadmap for consultants looking to evolve their positioning before the market forces them to.Discover how to identify and attract visionary clients who are ready to invest strategically rather than just experiment—learn the signals that separate early adopters from those who'll waste your time with endless pilot projects.Get practical insights on building an internal AI Innovation Lab that drives both client value and operational efficiency, including how to structure experimentation without killing momentum or burning budget.I'm watching too many consultants get paralyzed by AI—either ignoring it completely or drowning in tool experimentation without a strategy. Mark Emond made a bold pivot, repositioning his B2B marketing consultancy to lead AI transformation for enterprise CMOs. In this conversation, we dig into how he identified the shift before his clients demanded it, how he's separating visionary buyers from tire-kickers, and what he's learning by building an internal AI Innovation Lab where his team plays with everything from ChatGPT to Make and Clay. If you're sitting on technical expertise but wondering how to package it for the AI era without becoming a commodity, this episode shows you exactly how one founder is skating to where the puck is going.About Mark EmondDemand Spring’s founder, Mark has a tremendous passion for helping marketing leaders transform their Revenue Marketing practices with AI, enabling them to become strategic leaders within their organizations. A Forbes Council member and contributor to MarketingProfs, Mark brings thought leadership to the marketing community, sharing insights on cutting-edge strategies, industry trends, and AI-driven marketing transformation. Prior to founding Demand Spring, spent 17 years in marketing leadership roles at IBM, Cognos, Watchfire, and Corel. Mark happily resides in Ottawa, the coldest capital city in the world, with his wife and teenage daughter. He combines his passion for athletics and developing young people as the coach of one of the top competitive girls basketball teams in Ontario. Resources and LinksDemandspring.comMark's LinkedIn profileBrandlightMakeClayn8nReplitWispr FlowTiga AIPrevious episode: 647 - The Cost of Figuring It Out AloneCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newslettera...
Ever feel like you're burning through tactics (LinkedIn, conferences, outbound) with nothing sticking while your spouse picks up the financial slack? You're smart enough to execute anything, but you're making million-dollar decisions about equity, offshore teams, and pipeline strategy completely alone. Your peer group can't help because they're still solopreneurs. Your casual mentors give generic advice. And you'd pay someone a fortune just to tell you what you did wrong in the last 12 months. Two consultants I spoke with, both mid-to-high six figures and both technically brilliant, were living this exact reality. One's a Salesforce partner wrestling with niche versus product focus. The other's an Airtable partner navigating equity deals with a peer group that's outgrown. In this episode, I break down why strategic isolation kills growth and reveal the three things you can't get from your current support system: pattern recognition across multiple businesses, permission to challenge your assumptions, and execution frameworks that compress time.Resources and LinksWatch the video hereApply for Mentoring herePrevious episode: 646 - Why This Consultant Targets Job Postings Instead of Cold Outreach (And Gets Better Results) with Andy CulliganCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenDiscover why targeting companies posting job ads on LinkedIn crushes cold outreach, and how Andy positions himself to connect directly with decision-makers actively looking for his expertise (no complex funnels required).Learn how podcasting opens doors. Andy shares how it gets him in front of impossible-to-reach prospects, plus the truth about why most consultants quit after two episodes.Get Andy's exact visibility playbook including how to leverage awards and PR for massive LinkedIn engagement, why offline networking is making a comeback, and the AI-powered intent data strategy that identifies which accounts are actively searching for solutions like yours right now.Most consultants hit the same wall. Their personal network dries up. Cold outreach feels like screaming into the void. Every marketing guru pushes complex funnels and expensive ad campaigns that don't work for high-ticket consulting.In this episode, Andy Culligan breaks down how he built his fractional CMO practice serving $10M-$50M SaaS companies without cold outreach at scale or massive marketing budgets.We explore why SaaS companies get stuck at key revenue milestones and what changes in their go-to-market approach. Andy shares his team's MarTech stack and how they've automated client operations using AI agents that analyze contracts and recommend pricing to prevent churn.If you're selling high-ticket services and tired of tactics that don't work for consultants, this delivers the blueprint.About Andy CulliganAndy is a fractional CMO, and CEO / Co-Founder at purple path, a GTM partner for B2B SaaS companies.Andy describes himself as a sales person stuck in a marketer's body, and excels in aligning marketing and sales teams to drive revenue growth.With over a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost.Resources and LinksPurplepath.ioAndy’s LinkedIn profilegrowth path PodcastApollo.ioClayBomboraLeadfeederRiversidePrevious episode: 645 - How to Build AI Automations That Actually Make You Money with Jason AlbertiCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenJason Alberti reveals his complete end-to-end automation system built on N8N that transforms website leads into qualified prospects with research reports, generates customized proposals from call transcripts, and eliminates the hours you're wasting on repetitive client work.Discover why strategically keeping humans in the loop at specific checkpoints prevents AI disasters and builds trust with clients who can tell when everything is automated versus thoughtfully assisted by technology.Learn why focusing on one core principle (automation) beats being a jack-of-all-trades, and how Jason wrote an entire book in 8 weeks using the same AI frameworks he teaches clients.You're spending hours researching prospects before calls, writing custom proposals from scratch, and drowning in follow-up tasks that could be automated. Meanwhile, your competitors are closing deals faster because they've systemized what you're still doing manually. In this episode, I sit down with Jason Alberti, an AI automation consultant who helps conscious entrepreneurs escape tech overwhelm. We dive into his exact workflow for automating lead qualification, pre-call research, and proposal generation using tools like N8N, Perplexity, and ChatGPT. Jason also shares his journey from jack-of-all-trades to automation specialist, why referrals remain his best go-to-market strategy, and how he wrote a complete book in 8 weeks using AI. If you're tired of being buried in repetitive tasks instead of serving clients, this episode will show you the practical path forward.About Jason AlbertiJason Alberti is a seasoned entrepreneur, AI expert, and digital strategist with over 20 years of experience in marketing, systems design, and business optimization. He’s the creator of Freedom From Chaos, a groundbreaking framework that helps conscious entrepreneurs streamline their lives and businesses using the power of AI. Jason is passionate about making advanced technology accessible, practical, and deeply human. His work bridges the gap between automation and authenticity, empowering business owners to reclaim their time, amplify their impact, and live with intention.Resources and LinksJason's LinkedIn profileJason on FacebookFreedomfromchaosbook.comGet Your Free Personal Identity & Brand Identity TemplatesN8NChatGPTClaudePerplexityApifySunoTl;dvFirefliesFathom.video636 - The Systematic Approach to Building Bigger AI Consulting Deals with Taireez...
You're spending thousands on outreach agencies, cold email tools, and marketing tactics—but your revenue is stuck. You keep trying new strategies, but nothing seems to move the needle.Here's the hard truth: the problem isn't your tactics. It's your business model. And you can't see it because you're inside the jar.In this episode, I share two real client examples who transformed their revenue—not by running faster, but by fixing their fundamental business model. One went from confused positioning across three platforms to one clear niche. The other went from $10K deals to $200K deals—same person, different model.Most consultants are selling too many things to too many people, doing deals too small for the complexity, and competing on price instead of value. No marketing tactic fixes a broken business model.Resources and LinksApply for Mentoring herePrevious episode: 643 - From Tech Chaos to White-Label Software in 90 Days with Robin AlexCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenRobin Alex shares the exact problem that led to creating GoHighLevel—and how solving your own biggest pain point can become an 8-figure business opportunityLearn why the most successful agencies focus on outcomes instead of showcasing their impressive tech stacks, and how to reposition your business accordinglyDiscover the emerging opportunities in AI, WhatsApp, and desk phone integration that are driving unexpected growth for consulting partners right nowI've watched too many consultants drown in their own tech stacks.They build these impressive automation workflows, connecting 15 different tools through Zapier, and then wonder why clients aren't lining up to work with them. The tech is brilliant. The business results? Not so much.In this episode, Robin Alex and I tackle the fundamental question facing every consultant right now: where do you actually sit when SaaS, AI, and no-code platforms are all converging at once?We explore the practical reality of white-labeling your IP (spoiler: it's an 80/20 split between turnkey solutions and custom work, not the 100% out-of-the-box dream you're imagining). Robin shares why natural language prompts are about to eliminate the multi-click workflows we've all gotten used to, and how to think about AI integration without getting paralyzed by the endless options.The biggest insight? Stop building tech museums. Your clients don't want to tour your impressive automation setup. They want their problem solved fast, and they want to know you can do it again for the next problem.If you're sensing the consulting model is shifting but can't quite see where to place your bet, this conversation will give you the clarity you need.About Robin AlexRobin Alex's journey from IT analyst to SaaS entrepreneur spans over two decades in technology. Starting as a system administrator and technical services director, Robin founded his first company, AbsoluteGaming.net, in 2003, followed by Innovate Fast in 2015. His hands-on experience managing technical operations and running multiple ventures gave him unique insights into the challenges agencies face when trying to scale.In 2018, Robin co-founded HighLevel after recognizing that agencies were trapped trading time for money with fragmented tech stacks. Drawing from his technical background and entrepreneurial experience, he built a solution that allows consultants to become SaaS company owners—helping thousands break through the 6-figure ceiling without the complexities of software development.Resources and LinksRobin’s LinkedIn profilePaulhigginsmentoring.com/ghlTypingmindAcquired PodcastThe Twenty Minute VCPrevious episode: 642 - Stop Being a Platform Expert - Why Business Growth Advisors Win in the AI Era with Sarah McDevittCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringa...
Why you should listenSarah McDevitt shares insider insights from HubSpot's Partner Experience team, revealing what separates successful partners from those stuck in license-selling modeLearn why data quality is the hidden bottleneck preventing partners from delivering on AI promises—and how to fix it before it destroys client trustDiscover HubSpot's innovative use of AI tools to democratize partner feedback and accelerate decision-making across their ecosystemYou're stuck selling licenses when you should be solving business problems—but every time you pitch "transformation," clients just want to know the price per user.In this episode, I sit down with Sarah McDevitt, who leads the Partner Experience team at HubSpot, and we cut through the AI hype to talk about what actually matters. Sarah spent 16 years in agency land before joining the "dark side" (her words) at HubSpot seven years ago, so she knows both sides of the partner equation intimately.We explore why the best partners stop being platform experts and start being business growth experts. Sarah reveals how HubSpot uses AI internally to democratize partner feedback, the real reason behind their partner program changes, and why selling AI without fixing data structure first will be your downfall.If you're a consultant partnering with any SaaS platform—or considering it—this conversation will change how you think about your role. Stop reading the toaster manual to clients. Start asking better questions about their actual business problems.About Sarah McDevittSarah Stone McDevitt is a Radio broadcasting graduate who spent the early part of her career in local radio before moving into agency life. She spent 16 years working across creative, media, content and web development agencies before joining HubSpot almost 7 years ago. She initially joined to manage the CC team in EMEA, and shortly after that, she added the EMEA Onboarding team and Pro Services teams to her management portfolio. In 2020 at the height of the pandemic, she took over the Pro Services NAM and EMEA businesses. Today, Sarah leads HubSpot's Partner Experience team, where she focuses on creating exceptional experiences for HubSpot's global partner ecosystem. In this role, she has emerged as a thought leader in the field of Relational Intelligence (RI), pioneering approaches that demonstrate how human relationship-building and emotional intelligence work alongside artificial intelligence to drive business success. Sarah advocates for the irreplaceable value of authentic human connections in an increasingly AI-driven world, showing how RI and AI complement each other to create more meaningful customer and partner relationships.In her personal life, Sarah is married with four children and lives in Dublin, Ireland. She proudly served 13 years in the reserve army in Ireland as a corporal in a communications unit. She is the founder and chairperson of a charity called Help Us Give Smiles which has seen her travel to Kenya for almost 20 years working with vulnerable children and communities. And finally, she is an LGBTQ+ activist focused in particular on the rights of LGBTQ+ parents.Resources and LinksHubspot.comSarah's LinkedIn profileWatch “Why the Future of Work is More Human Than You Think“SpeechifyNotebook LMPrevious episode: a...
If you're drowning in delivery work, putting in 80-hour weeks, and feeling like your business controls you instead of giving you freedom, this episode is for you. I'm sharing the story of one of my clients who was completely maxed out—working across multiple SaaS partner relationships, positioned as an hourly contractor, and so exhausted he looked like he'd fall asleep on our calls. Sound familiar?Here's what most technical consultants don't realize: you're solving the wrong problems. You love complex technical challenges, but you're getting trapped in solving every problem instead of asking if these are the right problems to solve—and if you're getting rewarded properly for solving them. In this episode, I walk you through the exact transformation we achieved using my three Multiplier Method, taking him from 80-hour weeks to landing deals worth one-third of his annual revenue in a single month. If you're ready to break free from being the bottleneck in your own business, this is how it's done.Resources and LinksApply for Mentoring herePrevious episode: 640 - How to Stop Being Invisible to Microsoft's 30,000-Person Sales Force with Rob FeganCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Why you should listenRob Fegan shares the exact 4-phase framework he used to transform his Microsoft partner business from zero to millions in annual revenue—and how SMB partners can replicate this success even as "small fish" in a 30,000-person sales ecosystem.Learn how to leverage Microsoft's Commerce Incentives Fund to access thousands in funded engagements per customer, essentially getting Microsoft to pay you to deploy their solutions while you focus on high-margin services.Discover why connecting with AI specialists (not just AEs) is the key to unlocking Microsoft's FY26 priorities, and how to position your messaging so Microsoft's field teams become your biggest sales asset instead of just another vendor relationship.You're running a solid Microsoft partner business, delivering real results for clients, but you feel completely invisible to Microsoft's massive sales organization. You watch bigger partners effortlessly access pipeline opportunities, co-sell motions, and vendor support while you're stuck fighting for scraps. You know the opportunity is there—Microsoft has 30,000 salespeople who could be feeding you qualified leads—but you have no idea how to cut through the noise when you're just a 1-10 person shop.In this episode, I sit down with Rob Fegan from RYZE Partners who spent 15 years building and scaling Microsoft partner businesses before a successful exit. Rob breaks down his proven 4-phase framework that turns Microsoft's field teams into your biggest sales asset, even as a small partner. We dive into the four critical areas most partners get wrong, why SMB partners are suddenly Microsoft's top priority after years of enterprise focus, and the specific funded programs that can inject thousands of dollars per engagement into your business. If you're tired of being stuck, overlooked, and sidelined while bigger partners dominate the conversation, this episode gives you the exact playbook to change that.About Rob FeganRob Fegan is the founder of Venvito and co-founder of RYZE Partners, where he helps Microsoft SMB partners go from invisible to in-demand. After 15+ years in the Microsoft ecosystem, Rob built his own Microsoft practice from zero to millions in annual revenue before a successful exit. Now he's on a mission to help 10,000 Microsoft partners escape what he calls "SOS Mode" - being Stuck, Overlooked, and Sidelined - through his proven frameworks for demystifying selling WITH Microsoft. Rob's approach has helped partners transform from vendor status to becoming Microsoft's go-to referral sources, turning field teams into their biggest sales asset.Resources and LinksRyze-partners.comVenvito.netRob's LinkedIn profilePrevious episode: 639 - How to Stop ChatGPT from Lying to You (AI PhD Reveals the Fix) with Garima AgrawalCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested...
Why you should listenGarima Agrawal bridges the gap between PhD-level AI research and practical consulting applications—she understands both the Formula One engine and how to help you drive the car better.Learn the layered prompting technique that eliminates most hallucinations and turns ChatGPT into a thinking partner rather than a content generator you can't trust.Discover which LLM to use for specific tasks—ChatGPT for analysis, Claude for coding, Gemini for technical research, and Perplexity for citations—so you stop wasting time with the wrong tool.You're using ChatGPT every day, but deep down you don't fully trust it. You've been burned by hallucinations. You watch it confidently give you wrong information, and you're left wondering which parts are reliable and which parts are fiction. You know AI should be making you more productive, but instead you're second-guessing every output and spending more time fact-checking than creating. Meanwhile, you see other consultants talking about Claude, Gemini, Perplexity—and you're not sure if you should be using those instead or if ChatGPT is fine. You're stuck in this loop of knowing AI is powerful but not knowing how to harness it properly. This week, I sat down with Garima Agrawal, who brings a rare combination: PhD-level AI research expertise and real-world consulting experience running her own firm. She breaks down the exact framework that eliminates most hallucinations, reveals which LLM actually performs best for specific consulting tasks, and shares the prompting mistakes that sabotage your results before you even start. If you're ready to stop fighting with AI and start using it as the leverage tool it should be, this conversation gives you the practical roadmap you need.About Garima AgrawalGarima Agrawal is the founder of HumaConn LLC, a consulting firm focused on empowering businesses and investors with tailored AI solutions. At HumaConn, she specializes in designing strategies for effective AI integration—helping clients enhance efficiency, streamline operations, and identify high-potential AI-driven opportunities that bridge innovation with real-world impact.She also serves as Head of AI Models and Services at Minerva CQ, where she leads the development and deployment of real-time, goal-oriented AI systems that power agentic, human-in-the-loop assistance in customer contact centers—boosting engagement and operational performance.Garima holds a Ph.D. in Artificial Intelligence from Arizona State University, where her research focused on making AI knowledge-aware—enabling large language models to reason reliably in specialized domains. Her core expertise includes reducing hallucinations, optimizing retrieval-augmented generation (RAG), and building cost-effective, trustworthy AI pipelines.With over a decade of experience spanning software engineering, data science, and AI leadership, Garima bridges the gap between cutting-edge research and real-world application—helping organizations build AI that delivers meaningful, measurable results.Resources and LinksHumaconn.comGarima's LinkedIn profileGarima’s Google Scholar profileChatGPTClaudeGemini
Ever freeze up when a perfect prospect asks, "What makes you different from the other consultants we're considering?" You know you deliver incredible results, but when it comes to explaining your approach, you sound just like everyone else. I struggled with this exact problem until I discovered the game-changer: mapping your scattered expertise into a clear proprietary methodology. In this episode, I share exactly how one client went from competing on price to commanding premium rates by packaging his hidden IP into a systematic approach that differentiated him completely.Resources and LinksPaulhigginsmentoring.comBook a call herePrevious episode: 637 - The Full-Cycle Advantage: Refusing to Be Just Another Zoho Consultant with George EastonCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resourcesBONUS: Email me at paul@paulhigginsmentoring.com to get the IP Mapping and Methodology Multiplier Playbook. (subject: IP mapping)
Why you should listenGeorge Easton shares his journey from executive recruiter to building North America's largest Zoho partner by headcount (60 team members), offering invaluable lessons for scaling service-based businesses.Learn his "full-cycle business management consultancy" model that serves manufacturing, legal, healthcare, and home services - and why being the "chocolate wheel" beats being a specialist.Discover how to transition from subcontractor-heavy operations to employee-focused teams, and why George wishes he'd made this switch earlier for better consistency and work quality.You're trapped between two impossible choices: stay laser-focused on one niche and miss opportunities, or spread yourself thin trying to serve everyone. You watch competitors win deals because they can handle the client's entire tech ecosystem while you're stuck explaining why they need multiple vendors. In this episode, I talk with George Easton from Ion8, who solved this dilemma by creating a "full-cycle business management consultancy" model. We discuss how he built North America's largest Zoho partner team, his middleware-first approach to connecting systems, and why he pivoted from subcontractors to employees for better client outcomes. Join us to learn how to build a scalable consultancy that serves clients across their entire technology ecosystem without becoming a jack-of-all-trades.About George EastonGeorge Easton is the CEO and Founder of ion8.net, North America's largest Zoho partner with nearly 60 staff operating virtually across seven countries. He's transformed what began as a marketing firm into a global "full-cycle business management consultancy" that serves as a comprehensive external operations partner for SMEs with 500 or fewer employees. George identified a critical market gap: businesses prefer one accountable partner over multiple specialized vendors.His entrepreneurial journey spans over two decades, from achieving top performer status at IBM Canada (exceeding quota by 100%+) to pioneering sports analytics at SportRFID with patented technology deployed across North American and European ski resorts. George is the product visionary behind ion8's proprietary middleware portfolio, including AI-powered call management and CRM integration tools. With credentials from Stanford University's Venture Lab, he's built his reputation on a proven methodology: implement scalable systems first, then apply targeted growth strategies to transform vendor relationships into strategic partnerships.Resources and Linksion8.netGeorge’s LinkedIn profileN8nManusPrevious episode: 636 - The Systematic Approach to Building Bigger AI Consulting Deals with Taireez NiswanderCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources