Paul Higgins Podcast · 2026-06-25 · 41 min
Why you should listen Chris Widmayer took Penrod from a generalist Salesforce shop to one of the top five healthcare partners at Salesforce, and lifted gross margins by about 15% (now sitting between 47% and 55%) by committing to a single vertical. Learn how he built productized packages and SaaS products on top of his services so the business earns at high margin without him in every delivery, now 20% of revenue. Take away his reframe on measuring AI: stop counting hours saved and start measuring whether your people can do the work of three or four, with concrete examples of where that actually shows up. Taking every client who pays and telling yourself revenue is revenue? That call feels safe and it quietly caps your margins, your hiring, and the level you get to consult at. In this episode, I talk with Chris Widmyer from Penrod, who walked away from a huge slice of his addressable market to go all in on one healthcare vertical and became one of the top five healthcare partners at Salesforce. He is candid about the revenue dip that came first, and what changed once his whole team spoke the customer's language instead of only Salesforce.
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