Paul Higgins Podcast

Why you should listen

1. Learn why SMB clients are now the #1 target for cyberattacks and how attackers operate (with shocking real-world examples).
2. Discover how Microsoft partners can add value and margin with simplified cybersecurity services — even without deep in-house expertise.
3. Find out how to protect your firm and clients from ransomware and liability without adding massive overhead or complexity.

If you think your clients are “too small” to be a target—think again. Cybercriminals are shifting focus toward SMBs, and Microsoft partners are on the front lines, whether they know it or not.

In this episode, I talk to René-Sylvain Bédard (RS), CEO of Indominus Managed Security, about how Microsoft partners can simplify cybersecurity, reduce risk, and turn this into a value-added service—not just an afterthought. You’ll learn the real risks, where partners are exposed, and how to protect both clients and your own firm.

About René-Sylvain Bedard

René-Sylvain has nearly 30 years of experience as a technical architect, is the founder and CEO of Indominus. His work spans consulting firms, governments, telecommunications, aerospace, and SMEs. As a Microsoft partner for over 20 years, he has built strong relationships and received expert training allowing him to position Indominus as a leader in consulting, AI, and managed security services.

In 2024, he was sacred "Highly Commended", the 2nd place in the "Best Technology Speaker" category at the Speaker Awards in London and within a few months, Indominus Managed Security was nominated to "Best Tech Company" by the Canadian SME Magazine.

In 2025, Rene-Sylvain already published his new book "Secure by design", through Rethink Press and Indominus Managed Security won "Best Cybersecurity for SME", by the Canadian Business Awards.

Under his leadership, Indominus is committed to fighting cybercrime globally, using innovative technologies and approaches to protect organizations and individuals.

Driven by a passion for helping others and creating a safer world, René-Sylvain is confident that Indominus’ expertise will shape a future free from cybercrime. With unwavering commitment to excellence and determination to eradicate cybercrime, he is ready to lead Indominus and its partners towards a safer future.

Resources and Links

• Indominus.ms
• René-Sylvain's LinkedIn profile
• René-Sylvain's Business card
• Book: Secure by Design: A leader's guide to keeping cybercriminals out of your business
• Want to become a partner? Email [email protected]
• Previous episode: 617 - How Top Consultants Are Winning in 2025
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

If you’ve been feeling like the consulting game is changing fast—and no one gave you the playbook—you’re not alone. In this episode, I break down why being tied to just one SaaS platform is holding too many consultants back. The market is moving toward AI, automation, and cross-platform solutions—and clients simply want results.

I share why I’ve shifted my own mentoring approach to focus on helping tech, AI, and automation consultants master profitable consulting—not just platform expertise. You’ll get a simple framework to help you stand out, productize your services, and scale without burning out. If you’re ready to win bigger deals and work fewer hours, this one’s for you.

Resources and Links

• Watch the FREE Training: The 3P System for Profitable Consulting
• Previous episode: 616 - Scaling a RevOps Consultancy from Freelancer to Team with Kathryn Castle
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

1. Learn how Kathryn scaled from solo freelancer to a strategic RevOps firm serving VC-backed SaaS companies
2. Discover the real impact of AI on RevOps—and why data hygiene is more critical than ever
3. Hear how Kathryn balances strategy, tech, and team building to retain clients for 18+ months

SaaS companies grow fast—and Kathryn Castle knows how to keep their revenue operations from falling apart along the way. In this episode, she shares how she went from independent contractor to founder of Candybox, a RevOps and tech strategy firm serving B2B SaaS companies backed by VCs and PE firms.

We talk about niching down, what’s changed in RevOps over the last six years, and how AI is pushing more strategic conversations about data, integration, and platform selection. Kathryn also opens up about team building, long-term retainers, and the realities of consulting in fast-paced environments.

About Kathryn Castle

Kathryn Castle is the founder of Candybox CRM, a RevOps consultancy that helps B2B tech scale-ups build clean, scalable go-to-market systems around Salesforce and HubSpot. Kathryn works remotely from Mexico, where she spends her free time catering to her five cats' whims and learning to dance salsa.

Resources and Links

• Candyboxcrm.com
• Kathryn's LinkedIn profile
• Previous episode: 615 - How to Use Twitter DMs to Book More B2B Sales Calls with Alex Peñuñuri
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

1. Discover why Twitter (X) DMs are outperforming cold email and LinkedIn for tech outreach
2. Learn how to build high-quality lead lists using followers, bio keywords, and AI-enhanced targeting
3. Get a behind-the-scenes look at Drippy.ai, the platform automating Twitter outreach with personalized, scalable messages

Most SaaS consultants rely on LinkedIn and email for outbound, but ignore one of the most untapped platforms: Twitter. In this episode, I sit down with Alex Peñuñuri, Co-owner of Drippy.ai, to uncover how Twitter is quietly outperforming traditional channels for tech consultants doing high-ticket outreach.

We talk targeting, messaging, automation, and how to personalize at scale using AI. Whether you're getting fewer replies on cold email or worried about burning your LinkedIn account, Alex shares how Twitter can boost your outreach volume, trust, and booked calls—without adding risk.

About Alex Peñuñuri

Alex Peñuñuri is the co-owner of Drippi, a 7-figure Twitter/X outreach automation software that helps B2B companies land high-value clients through highly personalized outreach messages.

Despite initially pursuing a legal career, Alex dropped out of law school to focus on building and growing Drippi - a bold move that paid off. In just two years, at only 24 years old, he has helped scale the company, serving 2,688+ businesses and driving over 1,100 sales calls since August 2024. He has built a loyal audience of 18,000 Twitter followers by demonstrating how more authentic, targeted engagement leads to real connections and real revenue.

Under Alex’s leadership, Drippi has refined the art of outbound messaging, boasting a 40.19% free trial-to-paid conversion rate - a benchmark few SaaS companies achieve. Now, he shares his insights on outbound marketing, scaling remote teams, and building customer acquisition systems that work at scale through YouTube and X.

Resources and Links

• Drippi.ai
• Alex's LinkedIn profile
• Alex on X: @penunurialex
• Drippi’s YouTube Channel: @Drippi_ai 
• Previous episode: 614 - I’ll Do the AI Homework So You Don’t Have To
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

If you’re still trying to “figure out AI” in the cracks of an overloaded week, you’re not alone. Most SaaS consultants are stuck waiting—for platforms like Salesforce or HubSpot to release perfect features, or for clients to ask the right questions. Meanwhile, the biggest margin opportunity in years is passing by.

In this solo episode, I share how I stay ahead of the AI curve—so you don’t have to. You’ll get my exact system for learning fast, my favorite channels, podcasts, and masterminds, and how I turn it all into team-ready playbooks and custom GPTs. If you want AI insights that actually make you money (without falling down rabbit holes), this episode is for you.

Resources and Links

• Check out our Mentoring program
• Join our newsletter
• List of Custom ChatGPTs
• James Schramko
• Rick Mulready
• Jeff Su
• Rob the AI Guy
• Skill Leap AI
• AI Business Plans with Doug
• Podcasts: Leveraging AI, The AI Explored Podcast
• Multiply AI
• The AI Playbook
• LinkedIn AI Mastery Lab
• Previous episode: 613 - Turn AI Chaos Into Client Results—Fast with Kate vanderVoort
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Suggested resources

Why you should listen

1. Kate breaks down exactly where to start, without chasing shiny tools.
2. Learn how to build AI systems they’ll actually adopt.
3. Kate shares how to train GPTs on your tone and strategy.

If AI still feels overwhelming, like you’re already behind or unsure where to start, you’re not alone. In this episode, I speak with Kate VanderVoort from Social Mediology, who helps consultants move beyond shiny tools and build practical AI systems that actually save time. Kate explains why most businesses struggle with AI and how to fix it by starting with the right foundation.

You’ll walk away with a clear picture of what actually works, what to avoid, and how to make AI a useful part of your business without the overwhelm. If you're ready to cut through the noise and use AI in a way that supports your team and goals, this episode is for you.

About Kate VanderVoort

Kate VanderVoort is Founder and CEO of Social Mediology and the AI Success Lab and host of the AI Grapple Podcast. She is a digital strategy expert with over 30 years of experience in both online and offline marketing, as well as business development. For 15 years, she has specialised in growing and activating online customer communities on social media and, more recently, works with companies to integrate AI into their marketing and business operations.

Resources and Links

• Socialmediology.com.au
• Kate's LinkedIn profile
• Facebook Group: AI Success Lab
• The AI Grapple podcast
• Previous episode: 612 - ​​AI Agents Are the New Hires with Ken Gavranovic
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

1. Learn how to build your own AI revenue streams now with agents and digital employees.
2. Get a reality check on where AI adoption is really at—and how it’s disrupting mid-tier SaaS faster than you think.
3. Hear practical agent use cases across sales, support, and delivery—straight from a tech leader who's helped raise $ 400 M+ and worked with Fortune 500s.

If you’re still hanging your hat on your SaaS vendor adding AI features, you’re already behind.

In this episode, I talk with Ken Gavranovic, a tech exec who’s been building with AI since before most people could spell LLM. Ken shares how agents (aka “digital employees”) are quietly becoming the next big service you should offer—and why relying solely on platform tools like Salesforce’s Agent Assist will cost you deals, not win them.

We dive into the difference between LLMs and agents, how to package AI advisory work for clients, and the mindset shift SaaS Consulting Partners must make to stay relevant and profitable in 2025.

About Ken Gavranovic

Ken Gavranovic is a seasoned technology executive, global keynote speaker, and member of Thinkers50 and the Forbes Council, renowned for helping brick-and-mortar businesses leverage AI and advanced technologies for immediate, impactful results. With over three decades of experience, Ken has collaborated with top venture firms, guiding over 18 successful exits, 35 mergers and acquisitions, and one IPO. Ken’s expertise spans iconic brands like Disney World and 7-Eleven, where he implemented technology solutions that improved customer engagement and operational efficiency.

Resources and Links

• Productgenius.guru
• Ken's LinkedIn profile
• Previous episode: 611 - From CRM to Agents: How SaaS Consultants Can Sell Bigger Deals with AI
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Too many SaaS Consulting Partners are stuck in wait mode. Waiting for Salesforce or HubSpot to drop the perfect AI feature. Waiting for clients to ask the right questions. Waiting until they feel “ready.”

Meanwhile? They’re missing the highest-margin opportunity since CRM implementations first exploded: custom AI agents.

In this episode, I break down a simple, repeatable way to turn agents into a new revenue stream—without building anything from scratch, becoming a prompt engineer, or replacing your existing stack. You’ll walk away knowing how to identify agent opportunities, pitch them, and package them into $10K–$50K+ services.

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Resources and Links

• Get the FREE training here!
• Previous episode: 610 - Stop Competing on Vendor Badges: Build a Brand Clients Actually Want to Buy with Erica Hakonson
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

1. Learn how poor positioning and generic messaging quietly kill your deals before the first call.
2. Erica shares what to do when word of mouth plateaus—and how to attract buyers who don’t know you yet.
3. Discover how to be “AI-findable” and get found in marketplace searches before your competitors.

If your marketing sounds just like every other partner’s, it’s already costing you deals. In this episode, I’m joined by Erica Hakonson, CEO of Maven Collective Marketing, to show you how to fix that. Erica has helped hundreds of Microsoft partners elevate their positioning, build credibility, and generate leads that don’t rely on referrals. We dig into the messaging traps most partners fall into, why AI is changing how you show up online, and how to stand out even in the most crowded categories. If you’re serious about scaling in 2025, this is one of the most important marketing episodes you’ll hear.

About Erica Hakonson

Erica Hakonson is the award-winning CEO and Founder of Maven Collective Marketing, a premier B2B digital marketing agency recognized across North America for its excellence in driving strategic marketing success for Microsoft Partners. With nearly 20 years of experience, Erica has built a powerhouse agency that has earned over 200 awards, including Best Firm to Work With, B2B Agency of the Year and Top Digital Marketing Company.

Erica is a results-driven marketing strategist known for transforming complex technology narratives into compelling marketing strategies that elevate brand authority and accelerate revenue growth. Since founding Maven Collective Marketing in 2012, she has led high-impact campaigns for global clients, helping them outperform in competitive B2B markets through data-driven performance, distinctive positioning, and strategic content marketing.

A recognized thought leader, Erica is a sought-after speaker on marketing leadership, entrepreneurship, and women in business. She has been featured in The Globe & Mail and honored with titles such as Female Entrepreneur of the Year and SME National Business Awards Editor’s Choice.

Resources and Links

• Mavencollectivemarketing.com
• Erica's LinkedIn profile
• 2024 Microsoft Partner Benchmark Report
• Subscribe to Maven Collective Marketing’s LinkedIn Newsletter: Partner Marketing Bytes
• Maven Collective Marketing’s Youtube channel: Maven Collective Marketing
• Erica on ​​Bluesky: ‪@ericahakonson.bsky.social‬
• Maven Collective Marketing  on Instagram: @mavencollectivemarketing
• Previous episode: 609 - RevOps Reimagined: AI, Agility, and the End of Cold Outreach with Jacki Leahy
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

1. Understand why rigid RevOps systems are failing SaaS teams today—and what to build instead.
2. Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.
3. Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.

Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to build a future-proof revenue engine that actually works. Jacki shares her wild journey from kindergarten teacher to scaling a SaaS company from $350K to $9M ARR, and now helping early-stage SaaS founders create flexible, client-focused RevOps systems.

Jacki doesn’t pull punches. She breaks down how "best practices" are often security blankets, how to ditch broken systems in favor of experimentation, and how to use tools like LinkedIn, Clay, and AI agents to drive connection-first sales. If you want to future-proof your revenue and get bigger deals with less waste, this is your blueprint.

About Jacki Leahy

With a unique journey from kindergarten teacher to BDR, Jacki found her true calling as an "Accidental Admin" at LinkSquares. As the 10th hire, she spearheaded the growth of the business development team, architecting the people, processes, and tech stack that catapulted ARR from $350K to $9M in 2 years.

Since 2020, Jacki has been on the consulting side of startups as VP Operations at Eustace Consulting and Head of Revenue Operations at Winning by Design.

She started ATM in August 2022, and lives in Boston MA with her mini dachshund Freddy.

Resources and Links

• Activatethemagic.com
• Jacki's LinkedIn profile
• Previous episode: 608 - Your Challenge Isn’t Unique—But Your Response Is What Sets You Apart
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources