Professional services firms capture only 20% of their pipeline today. Here's how AI agents could change that

The professional services industry has always been shaped by a simple constraint – there are only so many hours consultants can work, and only so many consultants available to sell those hours.

Professional Services Automation (PSA) tools have helped firms run more efficiently, but they have not changed this underlying equation.

Certinia's new paper – Unlocking a Trillion Dollar Opportunity for Professional Services with Autonomous PSA – argues that this is beginning to shift. The introduction of Artificial Intelligence (AI)-driven digital agents creates a new form of capacity: work that can be handled by software rather than people. In a conversation with Raju Malhotra, Certinia's Chief Product and Technology Officer, he explains how this could change the economics of services firms and why Certinia believes the opportunity could be measured in the trillions.

From pipeline leakage to pipeline capture

Most services firms can only take on a fraction of the ...