Episode description

As your customer base grows and your product offerings expand, you’re likely going to be faced with an important inflection point about the most effective way to make your customers successful.

You’ll likely start having conversations about how much your customers do on their own versus how much your company can and should help them to do. If you’re having conversations like these, chances are you’ve considered whether or not your company should have a Professional Services team.

Whether you’re considering Professional Services for the very first time or you’ve had a team in place for years, our guest today, Meagen Williams, has built and developed an incredibly successful Professional Services blueprint for all of us to model. Meagen is the Vice President of Professional Services at Acquia, the digital experience platform that was acquired by Vista Equity partners in 2019 for $1B.

In our conversation, Meagen teaches us how to measure what “good” looks like in Professional Services, we dive into the healthy tension between your partner ecosystem and Professional Services, and why the goal of any Services organization should not be to generate services revenue.

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