Paul Higgins Podcast

Why you should listen

1. Learn how to scale your team efficiently and manage growth challenges in a competitive market.
2. Discover how to maintain a positive and productive work culture, even as your team expands.
3. Understand the importance of building and maintaining strong relationships with key partners like NetSuite to drive business success.

Are you struggling to grow your team while maintaining a positive work culture? Are you struggling to build and leverage relationships with key partners like NetSuite? If these challenges sound familiar, then this episode is for you. 

In this episode, I sit down with Ross Latta, CEO of MacroFin, about growing a small team into a larger one while proactively managing company culture. Ross shares his journey from a qualified chartered accountant to leading a multi-award-winning NetSuite Alliance partner. With his extensive experience in professional services, technology, and media industries, Ross has led numerous NetSuite implementations and built a successful internal billing and operation system at MacroFin. Tune in to hear Ross's insights on scaling businesses, managing relationships with NetSuite, and maintaining a positive work culture.

About Ross Latta

Ross is CEO at MacroFin, a multi-award-winning NetSuite Alliance Partner. Before starting MacroFin 2018 with his esteemed Business Partner, Ross qualified as a Chartered Accountant. He gained his MBA in Australia, working in multiple Senior Finance roles across Professional Services, Technology, and Media companies. 

 Ross has undertaken multiple system implementations on the client side and led large finance teams through organizational and process changes in Australia and the UK. Ross has led as Principal Consultant and Project Manager for 20 NetSuite implementations for complex, multi-layered organizations.

He has overseen 100+ NetSuite projects as Executive Sponsor and Technical Accountant support. Recently, at MacroFin, Ross has successfully built an internal billing and operations system, using his expertise in complex accounting processes, data migration, and business process design. He is continually working to expand his business with the support of his talented team. In his spare time, he enjoys golf, football (with Aussie rules!), skiing, and traveling.

Resources and Links

• Macrofin.co.uk
• Ross’s LinkedIn profile
• Email: [email protected]
• Previous episode: 537 - Topline Revenue Growth Through Alignment to Your Target Market with Philippe Bouissou
• Check out more episodes of The Paul Higgins Show
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

1. Learn Proven Strategies for Growth. Philippe's methodologies are backed by decades of experience and have been applied successfully across various companies, including his significant role at Apple.
2. Understand the four axes of alignment – pain vs. claim, perception vs. message, purchase vs. sale, and delight vs. offering – and how they can help you achieve faster growth.
3. Philippe provides actionable steps and real-world examples to help you apply these principles to your business for immediate impact.

You're in the right place if you're struggling for top-line revenue growth. In this episode, I talk to Philippe Bouissou from Blue Dot Partners about generating top-line revenue growth. He shares his extensive experience, including his time at Apple, where he grew their e-commerce revenue from $350 million to $55 billion under Steve Jobs. He delves into the critical aspects of achieving top-line growth, emphasizing the importance of alignment with your target market. We discuss his book's four key axes of alignment and practical ways to apply these concepts to your business.

About Philippe Bouissou

Best-selling author of Aligning the Dots, acclaimed TEDx speaker, growth expert, venture capitalist, CEO, and entrepreneur Dr. Philippe Bouissou has worked in Silicon Valley for 34 years. He is currently the CEO of Blue Dots Partners, LLC, a Palo Alto-based management consulting firm dedicated to helping businesses grow faster using a universal, data-driven, and prescriptive methodology.

Philippe moved to Silicon Valley as founder and CEO of G2i, Inc., a Unix software company later acquired by its largest customer. He then became Senior Vice President at Matra Hachette Multimedia, Inc., leading business development for electronic publishing for the $12 billion high-tech and diversified media company.

He later founded and ran Apple’s eCommerce business and grew its revenue from zero to $350 million under Steve Jobs (generated over $55 billion last year). Inspired by his time with Steve Jobs, Philippe's accomplishments continued to skyrocket, including investing $43 million as a Venture Capitalist with double-digit cash-on-cash returns. Philippe co-managed the Milestone Group, a Silicon Valley-based consulting firm focused on channel optimization serving large tech

companies such as Cisco, Intel, Microsoft, SAP, Verisign, and many others.

Philippe served on 25 Boards of Directors, including two now, and led over 210 management-consulting projects. He graduated from the prestigious École Normale Supérieure in Paris and holds a BS in Mathematics, a MS in Physics and a Ph.D. in non-linear physics in chaos theory.

Resources and Links

• bluedotspartners.com
• Philippe’s LinkedIn profile
• Philippe's Book: Aligning the Dots: The New Paradigm to Grow Any Business
• Philippe’s TEDx Talk
• Previous episode: 536 - The Three-Part Formula for Successful Sales Emails
• Check out more episodes of The Paul Higgins Show
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

In this solo episode, I share a three-part formula for crafting successful sales emails that get replies and boost your revenue. I will break down the three key components of an effective email: Response, Rapport, and Ask. By implementing these strategies, you can ensure your emails stand out in a crowded inbox and get the attention they deserve.

Resources and Links

• Ep 324 - LinkedIn Profile Hacks to Convert Sales
• The Paul Higgins Show
• Tech Consultant’s Roadmap
• Suggested resources
• Join our newsletter
• Paulhigginsmentoring.com

Why you should listen

1. Matt Myers brings 18 years of experience in Salesforce to unpack the complexities of cybersecurity, offering expert advice that transcends industries.
2. Learn about the tools and practices that can safeguard your digital environments from breaches, including Matt's strategies and services with EzProtect.
3. Understand the real-world consequences of cybersecurity neglect through Matt's narrative and discover actionable steps to protect your business.

Is your business prepared for a potential digital breach? In this episode, let’s dive deep into cybersecurity with Matt Myers, CEO and co-founder of EzProtect. Matt shares a pivotal moment from his career that led to his journey into understanding and advocating for robust security measures in Salesforce and other digital platforms. Throughout our conversation, Matt provides invaluable insights into the risks of data breaches, the cost implications, and practical steps to enhance security.

About Matt Meyers

Matt Meyers is a Salesforce Certified Technical Architect (CTA), Salesforce security and Well-Architected advocate, and frequent presenter at Salesforce Dreamin’ conferences such as CactusForce, Buckeye Dreamin’, Architect Dreamin’, Life Sciences Dreamin’, and others. Matt has dedicated the past eighteen years of his career to learning, implementing, and teaching others about Salesforce.

Matt has always had a passion for learning, which continued while he was learning Salesforce technology. With continuous studying, he earned numerous Salesforce certifications, including the much sought-after Certified Technical Architect. Unlike many, Matt didn’t see these certifications as a checkbox but more as a goal that he could work toward to build his knowledge about Salesforce.

His passion doesn’t stop at Salesforce and technology. Matt also enjoys learning about cooking, preparing gourmet meals for his family and friends, and traveling the world in his free time. Matt has an insatiable appetite for life and for experiencing everything that it has to offer.

As CEO and cofounder of EzProtect, a cloud security and malicious file protection service for Salesforce, Matt spends much of his time researching and educating people about Salesforce security.

A customer once told him, “I wish someone would have just told me what I need to be aware of to protect my data in Salesforce.”

This comment set Matt off on a new mission of helping educate people about what they need to know and where they should focus to keep their data safe in Salesforce.

Resources and Links

• ezprotect.io
• Matt’s LinkedIn profile
• Matt on Instagram: @mattmeyers.cta
• Get Matt’s Book: Securing Salesforce Digital Experiences
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

1. Learn from Marty Zigman's experiences, how he developed a genuine and authoritative presence in a competitive industry, and how expressing his unique voice has impacted his business.
2. Gain valuable insights into the effective integration of cloud-based ERP solutions, the importance of phased implementation, and how these strategies can drive operational excellence in your business.
3. Discover Marty’s dedication to lifelong learning and how it enhances personal and business growth, inspiring listeners to pursue their continuous learning paths.

In this episode, we dive deep with Marty Zigman, a seasoned IT entrepreneur and the principal of Prolecto, a company specializing in cloud-based ERP solutions for small to medium-sized businesses. This episode explores Marty’s journey in creating and honing his authentic voice in the IT and ERP solutions space. Marty shares his experiences and the strategic approaches that have shaped his career and company.

About Marty Zigman

Marty Zigman is an accomplished IT entrepreneur specializing in integrated, cloud-based ERP solutions for small to medium-sized businesses with revenues ranging from $25M to $1B+. As the Founder and Principal of Prolecto Resources since 2003, Marty leads a systems integration practice known for its expertise in NetSuite, focusing on driving operational excellence and strategic alignment. With a background in CTO and CIO roles, Marty combines deep technical and accounting knowledge to deliver actionable application patterns that unlock enterprise value. His approach revolves around three principles: leveraging cloud computing, implementing fully integrated business applications, and adopting platforms for extension and customization, with NetSuite serving as a primary business management platform. With over 15 years of experience, Marty has developed 70+ software bundles to accelerate solution realization for his clients. Before Prolecto, Marty held influential roles in interactive media, eCommerce consulting, and sales force automation, gaining extensive cross-industry experience.

Marty is a proponent of life-long learning and is active in various community development groups. He resides with his wife, Sherri, in Park City, Utah, and maintains a strong commitment to professional and personal growth.

Resources and Links

• Prolecto.com
• Prolecto blogs
• Marty’s LinkedIn profile
• Subscribe to Marty’s email list
• 522 – You Are Your Brand with Peter G. Goral
• Breakcold
• Previous episode: 533 - Networking Bandits: Unmasking the Illusion of LinkedIn Outreach
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul

In this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode.

• Join the Tech Collective
• Previous episode: 532 - Data Sync Made Easy with Ben Liebert 
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

1. Learn about SyncHub's unique three-click system—Connect, Sync, and Report—that simplifies the integration of data from multiple sources like HubSpot, Salesforce, and Zoho into actionable insights.
2. Gain insights from Ben's 20 years of experience in software development and his strategic approach to data extraction, which is crucial for tech consultants aiming to provide top-tier advisory services.
3. Discover the future developments in SyncHub, including the integration of AI and advanced reporting tools, which are set to revolutionize how consultants handle data visualization and client reporting.

In this episode, we dive deep into the realm of data integration and management with Ben Liebert, the mind behind SyncHub.io. Ben discusses the challenges and solutions in extracting and managing data across various platforms to enhance decision-making and reporting for tech consultants and their clients.

About Ben Liebert 

Ben ran a software development business for 20 years, where his team built everything from enterprise solutions to scrappy startup proofs.

In 2019, he used all that experience to build the MVP of his SaaS platform, SyncHub, in just one week.  Four years later, he keeps his finger on the pulse of the business by working at the coal face - customer support.

Resources and Links

• SyncHub.io 
• Ben’s LinkedIn profile
• Y Combinator Podcast
• Previous episode: 531 - Gearing Up for a Sale with Russell Badgett
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

1. Learn from Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks.
2. Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce.
3. Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons.

In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations.

About Russell Badgett 

Focused on technology solutions and vertical strategies, Russ has over 20 years of experience in the software industry and 14 years in the Salesforce ecosystem with SaaS-based platforms. A customer-trusted, value-driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson, and Roche Diagnostics. The mission behind radianHub is to bring this experience and best practices back to the mid-market and public sector (supporting clients of all sizes).

Resources and Links

• Radianhub.com
• Russ’s LinkedIn profile
• Email Russ at [email protected]
• Book a call with Russ
• Book: Buy Back Your Time
• Previous episode: 530 - ROI is Killing Your Deal
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

In this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.

Resources and Links

• Previous episode: 529 - The Future of CRM with Jon Ferrara
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Find out more about Paul and how he can help you

Why you should listen

1. Gain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.
2. Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.
3. Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.

In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data.

About Jon Ferrara

Jon is a serial entrepreneur and is a noted social, sales, and marketing speaker. He has re-imagined CRM by building Nimble, which is the relationship-focused CRM for the entire team. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs).

Resources and Links

• Nimble.com
• Jon’s LinkedIn profile
• Jon on Twitter: @Jon_Ferrara
• Jon on Instagram: @jonferrara
• Jon’s Facebook profile
• Get the exclusive offer for Tech Consultants here!
• Previous episode: 528 - Four Minds of Digital Transformation with Ben Stroup
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Suggested resources
• Find out more about Paul and how he can help you