Brian Sommer and I have recorded 12 episodes in this series - see index here. Last couple of weeks, we have had several guests Rob Kugel of Ventana, Josh Greenbaum of EA Consulting, Bonnie Tinder of Raven Intel, Frank Scavo of Avasant, Dennis Howlett of Diginomica and Cindy Jutras of Mint Jutras.
This time it is Dave Hofferberth of SPI Research. He pioneered coverage of the Professional Services Automation (PSA) category two decades ago.
We talk about how the pandemic has affected services firms and the PSA category. He also discusses initial findings from his annual survey of the market - way more promising than he anticipated earlier in the year.
We also discuss why just about every application vendor has developed PSA functionality but are loath to develop operational functionality for so many other, wide-open industries. As he points out when he was at Oracle in the late 90s, the PSA functionality did not require as much investment as that in manufacturing or financial services, and yet generated a nice, predictable revenue stream. Also, since then just about every industry has had a growing services revenue component - field services, training etc - what he calls embedded services and have become new candidates for PSA.
Nice, crisp discussion.
