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Paul Higgins PodcastGet Bigger DealsWithout More Work and a Bigger Team Author: Paul Higgins
If youre a SaaS Consulting Partner earning low to mid six figuresand wearing every hat from sales to deliverythis podcast is your shortcut to scaling smarter. Each week, I talk to successful Partners of Salesforce, Zoho, NetSuite, Monday.com, and HubSpot partners whove cracked the code to bigger deals, better systems, and more freedom. No fluff. Just sharp lessons from the field. Subscribe and join 600 episodes of real, raw, and proven advice for SaaS Consulting Partners ready to scale 7 figures and beyond. Language: en Genres: Business, Management, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis Knodt
Episode 659
Monday, 12 January, 2026
Why you should listenDennis Knodt grew Valuent from freelancing in 2019 to a 25-person Salesforce consultancy by narrowing focus to one product line (quote-to-cash) and one geography (Germany), offering a blueprint for partners drowning in "we do everything" positioning.Learn how to structure your Salesforce AE relationships so successful projects create internal bragging that generates referrals without you having to ask, including why mid-market and enterprise AEs are more valuable than SMB relationships.Get Dennis's approach to running proof of concepts at full market rate on larger projects, giving clients tangible results before committing to six or nine-month implementations.Trying to grow a Salesforce practice while competing against every other partner who claims they "do it all"? In this episode, I talk with Dennis Knodt, co-founder of Valuent, a Berlin-based consultancy that went from freelancing in 2019 to a 25-person team by making deliberate choices about what to say no to. We dig into why Dennis doubled down on Germany instead of chasing international expansion, and how a setback with Salesforce (when they brought in a competitor) actually led to recruiting the architect who now leads their revenue cloud practice. If you've ever wondered whether focus is really worth the short-term sacrifice, this conversation will challenge how you think about building a defensible position.About Dennis KnodtDennis Knodt is the Co-Founder of Valuent, a bootstrapped Salesforce consultancy specializing in Quote-to-Cash optimization. After working at Bain and VC-backed startups like Rocket Internet and Enpal, Dennis chose to build a profitable boutique firm focused on deep expertise over growth-at-all-costs.Resources and LinksValuent.ioDennis’s LinkedIn profileLovablePrevious episode: 658 - The Delivery TrapCheck out more episodes of The Paul Higgins PodcastJoin our newsletterSuggested resourcesFind out more about Paul and how he can help you
