Category: Professional Services
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Thou shalt not use AI
The Newest “Boogeyman” Clause in Professional Services Contracts has arrived … and it is about … surprise … GenAI.
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The ARR trap and the zero-sum fallacy
On planet Saas, Annual Recurring Revenue (ARR) is typically treated as the ultimate metric. It’s the north star for investors, the fuel for growth, and the measure of a company’s health. But when your VCs are breathing down your neck, maximising ARR can become a dangerous trap.
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Stop calling Professional Services an “Insurance Policy”
Imagine a customer embarking on a journey. Do they want an “insurance policy” and fixer in case they crash, or do they want a Seasoned Guide and a High-Performance Engine to ensure they reach their destination swiftly and successfully?
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When your PS team is not billing …
“When your consultants are not billing!” Scary title, no? But only for the professional services leaders, who see non-billable time as a problem to be solved, and bench time as something that has to be minimised at all cost. In my experience, that way of thinking is a mistake and a fundamentally flawed way of…
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Utilisation, to bill or not to bill, should not be a question!
Utilisation is far from yet another dry business metric; it’s the heartbeat of any professional services organisation. But if you’re not careful, it can become a fluffy, meaningless number that tells you nothing about the health of your business. Many people fall into the trap of broadening the definition to include non billable ‘customer-facing’ activities.…
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Alternative PS Attach Rate Metrics
My post on PS attach rate triggered quite a series of LinkedIn messages and emails. One of the reasons it did is because – apart from suggesting context is required to interpret the PS attach rate metric – I did not suggest actual solutions or alternatives. My bad. So here we go, my musing on…
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About the tool and the method
A (solution) implementation methodology developed by PS offers significant value to the rest of an enterprise software company by providing a standardised, repeatable, and proven framework for deploying software. This framework serves as a central source of knowledge and best practices, benefiting marketing, sales and customer success, product management, engineering and support, partner management, and…
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Do you know what your Professional Services team does?
Plenty of companies expect that their professional services team can pick up anything from PoC’s, over implementation work, product extensions and methodology/best practices. Setting a key strategy for your PS team will benefit the entire company and make for happier PS team members.
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Rating PS Attach Rate
PS attach rate is a metric with a clear financial definition. However a lack of proper context to the metric can lead to wrong conclusions.