In this episode of "The Consultant’s Way Podcast," hosts Dean McMann and Anthony Paluska interview Brad Levin, a veteran of the professional services and SaaS industries with over 30 years of experience. The discussion centers on the evolving landscape of consulting, particularly the divergence between traditional system integrators and SaaS-based consulting models.

Brad begins by outlining his background, from his early days in South Africa as an engineer to his roles in product management and leadership across various global markets. He reflects on his extensive experience in building professional services practices, particularly around SaaS platforms, and emphasizes how technological evolution and changing market dynamics are reshaping the industry.

The conversation highlights three critical trends driving this shift: cloud adoption, agile and DevOps practices, and customer-centric engagement models. Cloud technologies have enabled SaaS companies to offer scalable, flexible, and cost-effective solutions, while agile and DevOps methodologies promote rapid, iterative development. Additionally, customer-centric models elevate the role of customer success in driving long-term value and recurring revenue.

Brad explains how these trends are pushing SaaS and traditional SI models further apart. SaaS consulting is evolving towards a professional services-as-a-service model, where OpEx-based engagements offer predictable costs and a focus on continuous improvement. This approach contrasts with traditional SIs, which often rely on customized, high-touch implementations. However, Brad notes that both models face unique challenges and opportunities in adapting to market demands.

The episode explores the implications of this shift, particularly the growing importance of consulting professionals developing multifaceted skills that blend technical expertise with business communication and advisory capabilities. Brad emphasizes that SaaS consultants must engage with business leaders, not just IT departments, to deliver meaningful outcomes.

Brad also discusses the potential of modular service catalogues that allow SaaS providers to offer flexible, customizable solutions without sacrificing scalability. He highlights the need for continual value measurement to maintain customer satisfaction and loyalty in a subscription-driven world.

The discussion wraps up with Brad encouraging consulting professionals to embrace these evolving models, continuously adapt, and leverage the opportunities presented by digital transformation. By doing so, they can better meet client needs, drive value, and navigate the rapidly changing consulting landscape.