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
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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

If you’ve ever thought, “Am I the only one dealing with this?”—you’re not. In this solo episode of the Paul Higgins Podcast, I dive into the 5 most common challenges SaaS Consulting Partners are facing today—directly from real conversations inside our group calls. From burnout to ghosted deals, half-built funnels to delegation struggles, these aren’t unique issues. They’re fixable ones.

I’ll walk you through what’s working for others and the exact shifts that helped them get unstuck. Whether you’re juggling too much, following up too little, or stuck with a funnel that never launches—this episode is your reset button.

Resources and Links

• paulhigginsmentoring.com/deals
• Previous episode: 607 - More Deals, Less Drama: How AI Revolutionizes Outreach for SaaS Consulting Partners with Casey O’Toole
• 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 how AI can continue conversations in your tone—without sounding robotic or off-brand.
2. Learn how to win more deals by replying faster, even when you’re not online.
3. Get clarity on what AI can handle in outreach—and where your human touch still matters.

If you’re still stuck doing manual outreach—or your LinkedIn automation tools leave you hanging once someone replies—this episode is your upgrade. I sit down with Casey O'Toole from LinkyBot.ai, who’s built a smarter AI assistant that doesn’t just start conversations but keeps them going in your voice until the prospect books a call.

Casey shares how LinkyBot helps SaaS Consulting Partners like Salesforce, HubSpot, and Zoho agencies move from ghosted messages to real pipeline by automating LinkedIn conversations after the reply—without putting your brand at risk. We talk personalization, tone training, inbox management, and how AI actually frees you to focus on strategy and closing.

About Casey O'Toole

Casey is an innovative leader in the tech consulting space, specializing in SaaS partnerships and digital strategy. As the driving force behind LinkyBot.ai, Casey empowers businesses to leverage AI-driven solutions for streamlined operations and enhanced client engagement. With a passion for bridging technology and business growth, Casey’s insights are a game-changer for tech consultants and SaaS partners looking to stay ahead in a rapidly evolving landscape.

Resources and Links

• Linkybot.ai
• Casey's LinkedIn profile
• Casey’s Facebook profile
• Follow Casey on Instagram: @linkybot_ai
• Yotutube Channel: LinkedIn Alchemist
• Previous episode: 606 - Beyond the Owner Bottleneck: Systematizing Your SaaS Consulting Firm with AI with Andy Forbes
• 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 why most AI tools still underdeliver for Salesforce consultants—and how to close the gap with your own processes.
2. Discover how to practically use ChatGPT Pro for Salesforce delivery (not just theory).
3. Understand why AI Process Engineering is emerging as a critical trend—and what it means for the future of consulting.

If you’re overwhelmed by the AI noise but still wondering how to actually apply it to Salesforce delivery, this episode is for you. Andy Forbes, VP at Capgemini and co-author of ChatGPT for Accelerating Salesforce Development, joins me to share how his team is using AI today to drive real client outcomes—from building 83-page implementation playbooks to treating ChatGPT like a memory-enabled coworker.

We dive into why most AI tools still fall short for Salesforce consultants, how to structure AI processes that actually save time, and why the emerging trend of AI Process Engineering will reshape consulting roles. Whether you're hands-on in delivery or running a firm, you'll walk away with practical strategies to stay ahead without getting lost in the AI hype.

About Andy Forbes

Andy Forbes is the lead author on a book about the use of Artificial Intelligence for IT project delivery.  He specializes in bridging the gap between business strategy and cutting-edge technology. Andy's career has been defined by a relentless focus on crafting innovative solutions that drive measurable outcomes for global organizations, spanning SaaS, AI, and digital transformation. Today, he is dedicated to advancing the integration of generative and predictive AI into IT project delivery and helping organizations harness the transformative potential of these technologies. His work includes pioneering AI tools to accelerate delivery teams, designing architectures that embed AI into enterprise landscapes, and writing books and thought leadership pieces on the future of AI-driven delivery and capabilities. Andy is passionate about fostering collaboration and mentoring teams to deliver excellence at scale, across implementing IT solutions, developing AI-powered applications, and creating delivery methodologies that redefine what’s possible.

Resources and Links

• Capgemini.com
• Andy's LinkedIn profile
• Andy’s book: ChatGPT for Accelerating Salesforce Development
• Previous episode: 605 - You Can't Own a Niche You Don't Understand
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Quick rejections. Ghosted follow-ups. Deals that vanish after a seemingly great call. Sound familiar? In this solo episode, I dig into the real reason your sales aren't landing—you're not speaking your clients' language. It’s not your solution that’s off—it’s your understanding of how your niche buyers actually make decisions. I share lessons from my time at Coca-Cola and walk you through a step-by-step approach to gaining deep insight into your niche so you can win more deals, faster. If you want to move from “they don’t get us” to “you read my mind,” this one’s for you.

Resources and Links

• paulhigginsmentoring.com
• 388 – Super Niche To Scale Faster
• Previous episode: 604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan Crawford
• 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 why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything.
2. Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name.
3. Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies.

If your clients aren’t getting results from outbound, the problem isn’t the tools—it’s the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the script on outbound by building data-backed messages that resonate. Jordan shares how vertical SaaS companies are generating replies by engineering relevance at scale, structuring insights into high-value messages, and rethinking personalization entirely. Whether your clients use Salesforce, Zoho, HubSpot or another CRM, this episode will help you position your services as a growth driver—not just a tech install.

About Jordan Crawford

Jordan Crawford is an advisor at companies like Clay and Tennr, and works with startups to help them design data-driven messages that are independently valuable to their prospects for vertical SaaS companies.

Resources and Links

• Blueprintgtm.com
• Cannonballgtm.com
• Cannonballgtm.substack.com
• Jordan's LinkedIn profile
• Previous episode: 603 - Unlock 95% Open Rates with SMS withLee Weinberger
• 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 SMS and MMS messaging drastically outperform email—and how you can use that insight to drive real engagement and results for your clients.
2. Learn how to easily integrate messaging into top CRMs like Salesforce, HubSpot, and Zoho—no dev team required. Ideal for SaaS Consulting Partners looking to expand their service offerings.
3. ​​Hear how one business use SMS to boost attendance and revenue—and get a glimpse into what’s next with Rich Communication Services (RCS) and AI-powered automation.

Email open rates are declining. If your clients aren’t seeing replies from their outreach, it’s time to rethink the channel. In this episode, I sit down with Lee Weinberger, sales leader at Sinch Engage, to explore how SMS and MMS messaging is transforming client engagement—especially for CRM-integrated partners like Salesforce, HubSpot, and Zoho. Lee breaks down why mobile-first communication isn't just the future—it's the now. If you're a SaaS Consulting Partner looking to expand your offer stack or boost results for your clients, this is the episode for you.

About Lee Weinberger

Lee Weinberger leads the sales team at Sinch Engage, a solution of communications tools for businesses.  They specialize in conversational and automated messaging for SMS/MMS/RCS which exists as a stand-alone web product and an integrated tool into the leading CRM systems (HubSpot, Salesforce, Zoho, Netsuite, Active Campaign, Shopify).  Sinch also provides Email and Voice functions to round out the suite of communications functions.  Lee resides in Denver CO, and sells into the North American market, but Sinch as a company has a global reach with offices around the world.

Resources and Links

• Engage.sinch.com
• Messagemedia.com
• Lee's LinkedIn profile
• Talk to Lee
• Email Lee at: [email protected]
• Previous episode: 602 - Stop Forcing Marketing You Hate—Play to Your Strengths Instead
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources