Professional Services: Cost vs. Profit Centre with Jens Harder

As the Snr Director of PS, Jeff has established and scaled Lucid's first Professional Services (PS) function, evolving it into a strategic growth engine driving customer success, revenue and production adoption. In this episode, Jeff speaks with host Jonathan Corrie about transforming Services and reimagining it as a growth engine not a cost center. Some key highlights in this episode include: Pricing Strategies: Connect Customer Needs & Show ROITransformative Sales Strategies & Executive AlignmentMonetizing Services - Structured Packaging & Clear ScopingCompelling Storytelling for New Software AdoptionChange Management - Setting Realistic Expectations for SuccessJeff is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here. // Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

As the Snr Engagement Manager at Databricks, Nagajan helps Databricks customers get the most out of their investment through strategic, high-impact services. With 20+ years in tech, his focus is on leading the sales and delivery of SaaS solutions and custom service programs for enterprise clients.Some key highlights in this episode include: Why services teams must focus on bookings, attach rates, and strategic value.Structuring service sales: regional vs. vertical specialization for maximum impactHow to enable AEs: Building "arm’s reach" capability and driving FOMO with success storiesReal-world examples: Databricks’ AI use cases for both internal efficiency and customer success.Pro tips: Balancing selling vs. delivery focus, scaling enablement through bite-sized training // Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k 

Molly Gapp brings extensive experience in professional services and customer success within the software industry. As the VP of Professional Services, Molly directs onboarding, delivery, conversion, implementation and training for Planet DDS' DentalOS solutions. Some key highlights in this episode include: PS is a Growth Lever, Not Just a Cost Center Standardization = Faster Time to Value Balanced Monetization StrategyThe Shift to Subscription-Based ServicesSales & Services Alignment is CriticalPricing & Packaging Must Be Clear & Flexible // Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k 

With a background in sales and a Gainsight alum, Peter Wride - SVP Professional Services at DFIN, discusses the evolving role of professional services, commercialization, and how AI is shaping the industry.Some key highlights in this episode include: - The role of AI in Professional Services- PS as a revenue driver- Building a Services sales function- Navigation partner ecosystems// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

We're in conversation with Jens Harder, Senior Director, PS EMEA at Sitecore -  a global leader of end-to-end digital experience software. Some key highlights in this episode include: - Transforming services: Driving sales through strategic alignment- The importance of structure in Services: Profit vs Cost Center- Maximizing success: Key revenue strategies- Aligning Services strategy with your business goals- Navigating C-Suite dynamics for successful leadership Jens is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here.// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

Welcome to our first bonus episode, in conjuction with the Services Delivery Alliance (SDA). We're in conversation with Phil Davitt, SVP Global Professional Services at Eptura, who discusses running Services teams in a Venture Capital vs. Private Equity backed companies in the Software and SaaS industries.  They cover:👉 Key mindset: A business within a business.👉 Dynamics of running PS with different investor types👉 Org capability and Leadership skills needed for PE👉 Tactics to fund growth and sales strategiesPhil is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here.// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

Stephan Hovnanian, Senior Manager Professional Services at Sprout Social,  has led initiatives to refine the engagement model about how our services are delivered alongside Customer Success and expanded the team to drive growth and is now focused on how to scale. In this episode, Jonathan and Stephan discuss how to build and deliver subscription services, some key highlights include:- Rise of Subscription Services- Customer demand that led to developing Subscription Offerings- Building Blocks for a Subscription Services Org- The org structure, GTM, sales and delivery models used at Sprout Social- Challenges of consumption and delivery of Subscription Services Stephan is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here.// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

Christina Roque Lino is the VP of Professional Services Global at OutSystems and leads an elite services team and driving global transformational programs to deliver the best customer experience and business growth. In this episode, Christina and Jonathan discuss the growth and digital transformation of a Professional Services organisation, some key highlights include:- Leveraging Metrics for Business Growth- Insights from OutSystems- Balancing Skills and Expertise in Project Management- Impact of Customer Advocacy- Tips for Aligning Sales and Services for Business Growth Christina is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here.// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

Michelle Steenvoorden is the VP of Professional Services at Cleverbridge and is accountable for developing global department strategies/offers to increase revenue, P&L management, operational KPI management and driving department efficiencies. With a background in Customer Success and Consulting in other high-growth SaaS companies, Michelle serves as a leader and expert with best practice experience across customer success, customer support, professional services, and training.Michelle is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here. In this episode, Michelle and Jonathan discuss the growth and transformative nature of a Professional Services organisation, some key highlights include:- Fostering Services Leadership and building a strong team- The future of Services Architecture to drive value for customers- Using scorecarding to advance technology - Driving ARR by building profitable business partnerships// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

Piyush Agrawal is the Global Head of Professional Services at Instabase with 15+ years of experience managing multi-million dollar projects including demand management, risk & issue management and understanding client requirements with managing project reporting for critical time and scope-driven projects. Piyush is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here. In this episode, Piyush and Jonathan discuss the importance of team alignment, customer enablement and scalable strategy for Professional Services. Some key highlights include:- The need for Services Intelligence in a Professional Services Organisation- Efficient Customer Success: Methodology & PS Org Design- The Role of an Architect in Software & Services- Delivering Value with a Customer First Mindset // Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k