Paul Higgins Podcast – Details, episodes & analysis

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 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

In this solo episode, I address a common yet critical issue many business owners face: the inability to take time off without letting themselves and their families down due to work interruptions. I share a straightforward yet effective three-step process to not only manage, but thrive during your time off. From listing tasks to deciding what to delete, delegate, or do, and finally, hiring the right support, I cover it all. Don't miss the insights and resources available to make your next holiday season truly work-free. Ready for a change? Let's dive in.

Resources and Links

• Check out the episode on our website: 517 - Key Roles for a Pain-free Holiday
• Team Task Playbook
• Previous episode: 516 - Education as a Competitive Advantage in Tech Consulting with Peter Fuller
• 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

Connect With Paul

• On LinkedIn
• Email: [email protected]

Why you should listen

1. Understand the importance of differentiating their services in a competitive market.
2. Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.
3. Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.

Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success.

About Peter Fuller

Peter Fuller is the founder of The Workflow Academy, a RevOps consulting agency + bootcamp to teach RevOps and CRM skills. He has spent 5+ years as one of Zoho’s top cloud consulting partners. He has parlayed that knowledge into growing The Workflow Academy into the world’s foremost cloud consultant career training program, helping 100+ students start careers in cloud consulting.

Resources and Links

• Check out the episode on our website: 516 - Education as a Competitive Advantage in Tech Consulting with Peter Fuller
• Theworkflowacademy.com
• Peter’s LinkedIn profile
• Book: Good to Great by Jim Collins
• Trailhead by Salesforce
• HubSpot Academy
• Previous episode: 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan Willman
• 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

Connect With Paul

• On LinkedIn
• Email: [email protected]

Why you should listen

1. Discover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.
2. Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.
3. Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.

In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth.

About Bryan Willman

Bryan Willman is the co-founder, and Managing Partner at Techfino, an elite Oracle | NetSuite Partner and full-service cloud software consultancy.  Bryan started as a technology consultant specializing in developing business applications, and more recently became an expert implementing NetSuite ERP Software for some of the largest companies in the world.  Since starting Techfino, Bryan and his team have been hyper focused on solving challenging problems for fast-growing businesses running NetSuite.

Resources and Links

• Check out the episode on our website: 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan Willman
• Techfino.com
• Bryan’s LinkedIn profile
• Previous episode: 514 - 2023 Wrap
• 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

Connect With Paul

• On LinkedIn

In this solo episode, take a journey with me as we reflect on the eventful year of 2023. We'll revisit the significant changes, milestones, and invaluable lessons learned, highlighting some of my favorite episodes. But this isn't just a retrospective; it's also a glimpse into what 2024 holds for myself and the technology consultants I help. Join us as we gear up for the challenges and opportunities that await us in the new year. Wishing you a wonderful festive season!

Resources and Links

• 514 - 2023 Wrap
• Ep 444 - Closing The Sales Gap Between No Decision And Purchase With Matt Dixon 
• Ep 460 - Shifting To a Recurring Revenue Model with Robin Leonard
• Ep 463 - Using LinkedIn Outreach to Grow your Cloud Consulting Business with Massimo Ianniruberto
• Ep 466 - Specialing a Salesforce Practice with Shell Black
• Ep 479 - Right to Play Isn’t The Right to Profit: The #1 Marketing Mistake That Keeps You on Business Welfare
• Ep 481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John Burdett
• Ep 488 - Unlocking Success: Five Essential Actions to Avoid as a Tech Consultant
• Ep 507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley Rice
• Ep 509 - The Strategic Profit Blueprint for Tech Consultants
• Previous episode: 513 -Salesforce Partner Success: Key Strategies During Economic Downturn with Alex Bariyev
• 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

Connect With Paul

• On...

Why you should listen

1. Learn strategies to steer your Salesforce consultancy through economic downturns successfully.
2. Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.
3. Get actionable steps to optimize operations and expand your business during tough economic times.

In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty.

About Alex Bariyev 

Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners.

Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner.

Resources and Links

• 513 -Salesforce Partner Success: Key Strategies During Economic Downturn with Alex Bariyev
• Aquivalabs.com
• Alex’ LinkedIn profile
• Alex on Twitter: ​​@AlexBariyev
• Previous episode: 512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen Stouffer
• 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

Connect With Paul

• On LinkedIn

Faced with the ever-evolving world of AI and its impact on the tech consulting landscape, many consultants are overwhelmed and unsure how to integrate AI into their strategies. In this episode, Stephen Stouffer, VP of Digital Transformation at SaaScend, unravels the complexities of AI and its practical applications for tech agencies and consultants. Stephen, an AI enthusiast, also delves into how AI can transform ICP generation, lead routing, and more. His insights offer valuable guidance on navigating AI's current and future roles in the tech consulting world. Whether grappling with AI integration or seeking innovative ways to harness its power, this episode promises to enlighten and inspire.

About Stephen Stouffer

Stephen Stouffer is the VP of Digital Transformation & Innovation at SaaScend Daily, a coffee aficionado, and a tech lover by night.

From the humble beginnings of accidental admin to SaaS leadership, I’ve spent my career harnessing the power of Marketing Automation, AI, and Salesforce. It's just a guy trying to make sense of a data-driven world!

Resources and Links

• 512 - Show Notes
• Saascend.com
• Stephen’s LinkedIn profile
• The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Find out more about Paul and how he can help you

Episode Overview

In the ever-evolving world of Salesforce consulting, finding the right talent at the right time can be daunting. In this episode, we delve into staff augmentation as a strategic solution for Salesforce partners facing skill gaps in their projects. Join us as Nazar Mykytyn, CEO of Redtag, shares his journey in Salesforce implementation and staff augmentation, offering insights on how staff augmentation can empower Salesforce partners during growth phases. This episode also explores the impact of AI in development, providing valuable perspectives for Salesforce partners striving to stay ahead in a competitive market.

About Nazar Mykytyn

Nazar is the CEO and founder of Redtag, a Salesforce implementation and staff augmentation company. He started his Trailblazer journey in 2011 as a developer. He loves the Salesforce community. He is also an active member of the Salesforce ecosystem, regularly attending events to stay up-to-date. Nazar is committed to giving back as a group leader in Lviv, Ukraine, through mentoring and supporting developers. In his free time, he enjoys running, exploring the outdoors, skiing, and learning about new technologies to benefit his clients.

Resources and Links

• 511 - Show Notes
• Redtag.pro
• Nazar’s LinkedIn profile
• Nazar on Twitter: @NazarMykytyn
• Email Nazar at: [email protected]
• The Paul Higgins Show
• Strategic Profit Blueprint 
• Join our newsletter
• Paulhigginsmentoring.com

Connect With Paul

• On LinkedIn