Workday provides an outstanding case study of leveraging professional services for an enterprise software business: 2009: $25M revenue 54% software/ 46% services 2014: $469M revenue 76% software/ 24% services 2019: $3.6B revenue 85% software/ 15% services↗

Workday’s revenue per customer: 2012: $476k subscription/ $208k services 400 customers 2017: $851k subscription/ $169k services 2,100 customers Per customer subscription revenue grew 80% & services declined 20% as customer count grew 5x. Services early to drive subscription.↗

Frank Slootman, one of the best operators in enterprise software of all time, on the importance of building a strong sales and marketing team early: "you control your destiny, and you don't need anybody else to hit your numbers" Excerpts from "Tape Sucks" on the topic:↗