In her role as Head of Professional Services at Gorgias, Onnela Pukk brings with her over 10 years of experience in Toronto's B2B SaaS tech industry, specializing in Customer Success and Professional Services. In this episode, host Jonathan Corrie, speaks to Onnela about the rise of services-led growth in today's modern GTM landscape.Some key highlights in this episode include: From Post-Sale → Growth-Sale: PS as a revenue driver, not a cost center.Outcome-Driven: 50% automation in 50 days — measurable, contractual value.Focus Wins: Clear on what you don’t do + leverage partners for the rest.Stories + Data: Proof points that build confidence across sales & product.Culture of Sharing: A “spirit of generosity” to scale best practices fast. // Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveX: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k
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41:59
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41:59
Using Value-Added Services to Increase Gross & Net Retention with Jeff Rosenbaugh
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
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51:49
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51:49
How to Use Services Sales to Support Product Consumption
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
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45:34
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45:34
Beyond Implementation: Why Services are Key to SaaS Profitability with Molly Gapp
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
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53:56
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53:56
Monetizing Services: The New Growth Engine for SaaS & AI-Driven Success
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
About Precursive Perspective | For Professional Services
Get ready to transform your professional services teams. Join us as we connect with trailblazing leaders from the B2B tech, SaaS and Consulting worlds to unpack the latest trends and tackle challenges that today's Professional Services organizations are eager to conquer.
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