A friend asked me recently why I was so obsessed with figuring out the rules of the services game. “Why do you care?” he asked, after I spent 10 minutes gushing about David Maister’s Managing The Professional Services Firm (commoncog.com/blog/the-consu)
This is why.
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At ~$60M of revenue:
Workday: 54% software/ 46% services
Veeva: 53% software/ 47% services
At ~$800M of revenue:
Workday: 78% software/ 22% services
Veeva: 81% software/ 19% services
Professional services are sometimes needed to scale software revenue with enterprise customers.