Professional Services is at an inflection point. In this episode of The Consultant’s Way Podcast, Dean and Anthony dig into the findings of a new Embedded Professional Services Report, the first study of its kind to capture the state of PS organizations across SaaS and product companies.

What they found confirms what many leaders have been feeling. Pressure is mounting from every angle. Internally, PS teams are being asked to drive revenue, create stickiness, and take on a more strategic role. Externally, new competitors and technologies—especially AI—are reshaping the way services are delivered and valued. No matter the company size or industry, the themes were consistent: expectations are rising, models are shifting, and the old “middle ground” approach may no longer be viable.

The conversation highlights how PS leaders are navigating this landscape, from market maturity challenges to leadership buy-in. Anthony shares why some teams are finding success by clarifying their role, simplifying portfolios, and building intentional offers, while others remain stuck in reactive mode. The data points are eye-opening, but it’s the implications for careers, leadership, and the very identity of PS that make this report essential listening.

Whether you are a PS leader trying to influence your executive team, a consultant interested in where the industry is heading, or simply someone who wants to understand how organizations are adapting in real time, this episode offers both perspective and encouragement. The choice ahead for PS is clear: become more advisory and outcome-driven, or double down on efficient delivery tied tightly to product adoption. Both paths are viable, but being stuck in between is not.

Tune in to hear Dean and Anthony break down the report, share what surprised them, and offer practical ideas for how PS organizations can chart their course forward.

You can access the full report here: https://mcmannransford.com/embedded-ps-report-2025-balancing-growth-goals-with-long-term-roles/