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

Are you wasting precious time forcing yourself to do marketing activities you secretly hate?  In this solo episode, I share how focusing on marketing tasks that don't align with your natural strengths is likely costing you clients, consistency, and sanity. I also reveal my own marketing mistake when I convinced myself that video was the answer, despite hating every second of creating YouTube content,  and how my business transformed when I finally focused on my natural strengths instead.

The key lesson: identify what marketing activities energize you, double down on those, and then use automation, delegation, or AI for everything else. Whether you're a relationship builder, writer, or video creator, playing to your strengths creates marketing that's not only more enjoyable but also more consistent and effective for attracting quality leads to your SaaS consulting business.

Resources and Links

• paulhigginsmentoring.com
• Book: The Tao of Coaching
• Previous episode: 601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul Wnek
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Discover how ExpandAP fills a critical gap in Salesforce by providing spend intelligence that ties your marketing investments directly to sales opportunities, campaigns, and customer lifetime value.
2. Learn about a native Salesforce solution that can finally help marketing and sales leaders prove ROI on campaigns and customer acquisition costs—a persistent challenge for tech consultants.
3. Paul Wnek shares valuable insights from 12 months of bringing this solution to market.

Are you struggling to track the true costs of acquiring and maintaining your clients within Salesforce? In this episode, I talk with Paul Wnek from ExpandAP about their native Salesforce solution that bridges the gap between your sales data and spending intelligence. Whether you're running campaigns, traveling to meet prospects, or managing client projects, ExpandAP provides visibility into what you're actually spending to win and maintain business. Paul explains how this solution evolved from his experience implementing ERP systems and seeing the consistent challenge of expense tracking and attribution across organizations. If you've ever wondered about the real ROI of your marketing efforts or the true profitability of specific clients, this conversation reveals how bringing spend data directly into Salesforce can transform your business decision-making.

About Paul Wnek

Paul Wnek is the founder and CEO of ExpandAP and a 15x certified Salesforce B2B solutions architect. Paul is an expert in complex business systems management, integration and implementation and is well versed in CRM, ERP, PSA, payment systems, subscription billing and CPQ and how to connect workflows for a holistic view of business outcomes.

Resources and Links

• Expandap.com
• Paul's LinkedIn profile
• Book a demo here!
• Previous episode: 600 - From Bootstrap to 7 figures: Building a NetSuite Powerhouse Through Marketing with Nathan Garing
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Nathan Garing shares how he bootstrapped and scaled his NetSuite consulting business to include dedicated sales and marketing teams, revealing practical growth strategies beyond the "solopreneur with referrals" stage.
2. Discover how to build a dual revenue model by transforming client-funded custom solutions into productized apps that can open doors to new customers and create recurring revenue streams.
3. Learn Nathan's approach to marketing attribution in the complex B2B tech consulting space where sales cycles can stretch beyond a year, and why consistency across multiple channels ultimately pays off.

Are you struggling to grow beyond referrals and wondering when's the right time to invest in dedicated sales and marketing resources? In this milestone 600th episode, I talk with Nathan Garing from Salora ERP about his journey building a thriving NetSuite consulting practice. Nathan shares how he overcame the fear of investing ahead of revenue to build a team that now includes three full-time salespeople and multiple marketing resources. We dive into his strategic transition from pure services to developing 40+ apps that both serve existing clients and attract new ones. Whether you're considering adding products to your service offering or trying to determine the right time to invest in growth, Nathan's bootstrapped success story offers valuable insights for tech consultants at any stage.

About Nathan Garing

Nathan is a Co-Founder of Salora ERP, leveraging more than seven years of NetSuite consulting experience and a decade of accounting experience. He started his career managing over $250M in Accounts Payable across multiple locations and subsidiaries for a multi-national business using NetSuite as a user. He then transitioned into a NetSuite consultant role, leading implementations for clients. Outside of work, he enjoys spending time with his French Bulldog, Stella, and traveling.

Resources and Links

• Saloraerp.com
• Nathan’s LinkedIn profile
• Salora ERP on LinkedIn
• Previous episode: 599 - ​​What I Actually Do And Why It Matters to You
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Ever wondered what I actually do at Paul Higgins Mentoring beyond all the content you see? In this solo episode, I pull back the curtain to reveal exactly how I help SaaS consulting partners achieve breakthrough growth.

You'll learn the critical difference between coaching and mentoring, and why my practical, experience-based approach delivers faster results. I identify the three common challenges that keep most tech consultants stuck: juggling too many responsibilities, over-reliance on referrals leading to small deals, and becoming the bottleneck to scaling beyond $1M.

I explain my three-lever framework for transformation:

1. Attracting high-paying clients through niche clarity and bold positioning
2. Closing bigger deals with productized offers and systematic sales approaches
3. Scaling without you by systemizing delivery and leveraging AI

The episode outlines my two service models—group mentoring with implementation support and a self-guided digital knowledge base—and shares my mission to help SaaS consultants break through their growth ceilings based on my own journey selling a consulting business.

Resources and Links

• Talk with Paul
• paulhigginsmentoring.com/deals
• Book: The Tao of Coaching
• Previous episode: 598 - Breaking Into Trade Associations: A Tech Consultant's Guide with Chris Vaughan
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Chris Vaughan reveals the untapped potential of industry associations as a lead generation channel for tech consultants, including a game-changing resource that helps you instantly find the right associations for your niche.
2. Learn who to approach within associations, what marketing assets to leverage, and how to position yourself to gain access to their member directories and events—complete with practical strategies for building trust.
3. Discover why associations are actively seeking technology partners like you and how their post-COVID growth creates perfect timing for tech consultants to forge these valuable relationships.

As a tech consultant who's picked a niche and maxed out your network contacts, you're likely wondering how to tap into those perfect industry associations filled with your ideal clients. In this episode, I talk with Chris Vaughan from Sequence Consulting who brings his unique background in both tech consulting and association management to solve this exact challenge. We dive into how to find the right associations, who to approach, and what marketing assets to leverage for maximum impact. Chris reveals that most tech consultants make the mistake of leaving association partnerships as their last growth strategy when it should be one of their first—especially since associations are experiencing unprecedented growth and are actively seeking technology expertise to modernize their operations.

About Chris Vaughan

Chris Vaughan is the co-founder and Chief Strategy Officer of Sequence Consulting, where he helps associations grow membership, engagement, and revenue in ways they never thought possible. With over two decades of experience and a background in Big Strategy consulting, he has worked with some of the world’s most influential associations—AARP, American Medical Association, National Association of Realtors and many more—to drive record-breaking growth and sustainable impact. He is an expert on industry trade associations and how vendors can partner with them to grow their business.

Resources and Links

• Sequenceconsulting.com
• Chris’ LinkedIn profile
• Causeiq.com
• OceanofPDF
• Previous episode: 597 - Growth Lessons: Balancing Partners, Inbound and Outbound with Scott Hollrah
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Scott Hollrah shares his 10-year journey scaling Venn Technology from referrals to a 35-person company, revealing a winning mix of partner relationships, inbound marketing, and their new outbound strategy.
2. Discover the game-changing marketing hire that transformed their business and how giving up control allowed Scott to overcome the bottleneck of his own growth.
3. Learn practical strategies for leveraging technology partnerships without being wholly dependent on them. These strategies can help you build trust, which can lead to higher close rates and industry recognition.

As a tech consultant who's maximized your network, you're likely feeling the crunch from 2024 and wondering what else you can do to grow your business. In this episode, I talk with Scott Hollrah from Venn Technology, who shares how he's expanded beyond just referrals to build a thriving integration company. Whether you're struggling to break free from the referral ceiling or looking to diversify your lead sources, Scott's journey offers practical insights on building a marketing engine, strengthening partner relationships, and launching an effective outbound strategy. His company helps free finance and accounting professionals from tedious data tasks so they can "make it to their kid's soccer game" – and his growth approaches can help you break through your own barriers to scale.

About Scott Hollrah

Scott is the founder and CEO of Venn Technology and host of the podcast In the Thick of It. He has over 15 years of experience in the business technology industry, specializing in ERP, CRM, and accounting software solutioning. Scott founded Venn Technology in 2015 to help small and medium-sized businesses regain their time and sanity by building integrations between their more important business apps. Plus, the Venn team also implements and customizes all things Salesforce. Venn’s top priority: build solutions that free people to focus on what they’re best at. 

Resources and Links

• Venntechnology.com
• Scott’s LinkedIn profile
• Venn Technology on LinkedIn
• In the Thick of It podcast on YouTube
• Venn Technology’s YouTube channel: @venntechnology
• Venn Technology on Instagram: @venntechnology
• In The Thick of It Podcast on Instagram: @inthethickofit_podcast
• Podcast: How I Built This 
• Podcast: Acquired
• Previous episode: 596 - The Productivity System That's Adding Hours to Tech Consultants' Days
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

If you're drowning in emails, your task list is overflowing, and you can't find enough hours to focus on growing your business, this episode is for you. I'm sharing a game-changing productivity framework I've refined over 28 years, including my time at Coca-Cola and Franklin Covey, and now mentoring tech consultants and SaaS partners. I've seen a common pattern: brilliant minds getting bogged down by tasks that shouldn't be on their plate. No matter what strategy we agree on, if you can't find the capacity to implement it, you simply can't move the needle on your business. In this episode, I break down my "Three D's" approach (Delete, Delegate, Do) and reveal five productivity tips that have transformed how my clients manage their time and task.

Resources and Links

• Book: Build Live Give
• Previous episode: 595 - From Salesforce Insider to AppExchange Expert with Peter Ganza
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Peter shares his insider expertise as a former Salesforce employee on how to optimize your AppExchange listing to generate more quality leads and close more deals.
2. Discover why most Salesforce partners struggle with the same fundamental go-to-market problems and learn the unconventional strategies that can help you stand out from the competition.
3. Learn practical approaches to focusing your messaging, leveraging the AppExchange search algorithm, and building effective partnerships with Salesforce's marketing programs.

As a Salesforce partner, I know the dread you feel when you look at your AppExchange listing that you've neglected despite knowing it could bring in the most deals. In this episode, I talk with Peter Ganza from AppXWhisperer.com who specializes in helping ISVs and Salesforce Implementation partners get more leads (and ultimately deals) through optimized AppExchange listings. Peter shares his unique approach that goes beyond traditional SEO and marketing tactics, explaining why most partners "suck at go-to-market" and how to break away from the herd mentality. Whether you're a Salesforce partner or working with another platform, you'll learn valuable strategies for standing out in crowded marketplaces and leveraging partner directories to generate business.

About Peter Ganza

Peter Ganza has been in the B2B tech industry for over 20 years with roles in marketing, product marketing, product management and technical support.

He worked for Salesforce for 2 years as a Product Marketing Leader, building Canada's first integrated GTM program across all products and verticals. 

He now supports ISVs and 5SIs to get more leads on the app exchange. 

Resources and Links

• Appxwhisperer.com
• Peter’s LinkedIn profile
• Previous episode: 594 - Picking the Right Platform: Building and Selling an 8-Figure Amazon Agency with John Ghiorso
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Why you should listen

1. John Ghiorso shares his journey from freelance to building an eight-figure agency, offering invaluable lessons for anyone looking to scale their service-based business.
2. Learn effective methods for bootstrapping growth and discover high ROI activities that can transform your agency's performance.
3. Gain practical advice on leveraging platforms like LinkedIn and cold email strategies to generate leads and drive sustainable growth.

As a bootstrap service-based business owner, you may feel overwhelmed by the hard work required to reach seven or even eight figures. In this episode, I talk with John Ghiorso from Vantafive.com, who provides concrete answers to help you navigate this challenging landscape. We discuss the importance of choosing the right platform in the age of AI, effective bootstrapping strategies, and high ROI activities that can propel your business forward. Join us to learn how to work smarter, not harder, in your quest for growth.

About John Ghiorso

John founded Orca Pacific in 2018, a full-service Amazon agency. Over the following decade, he built it into one of the world’s leading Amazon and e-commerce agencies.

He then made the decision to sell Orca to Media. Monks (S4 Capital) and stayed on for three years to complete his earn out and further expand the business into the enterprise market. In 2023, he decided to retire but quickly got bored.

He is now in the process of building a new company, a venture studio that aims to launch five marketing agencies over the next two years. It already has one agency up and running, with a second close behind.

Unlike the last time around, He’ll be building in public, sharing what he learned from his last company and how he's applying those lessons to the next five.

Resources and Links

• Vantafive.com
• Influent.co
• John's LinkedIn profile
• Previous episode: 593 - The Tech Consultant's Guide to AI: What's Actually Working in 2025
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources