SCALING SERVICES HEADCOUNT BY 100% CONFIDENTLY WITH PRECURSIVE
Cognite is a global industrial Software-as-a-Service (SaaS) leader, with an eye on the future and a drive to digitalize the industrial world. Their core software product is Cognite Data Fusion (CDF), designed to quickly contextualize OT/IT data to develop and scale company solutions.
INDUSTRY.
COMPANY SIZE.
HEADQUARTERS.
PRODUCT.
EMPLOYEES.
SOFTWARE AND SAAS
MID-MARKET
NORWAY
SaaS
800
100%+ HEAD COUNT INCREASE
While ensuring processes, heandovers and cross-team collaboration kept up.
BETTER VISIBILITY & FORECASTING
Helped services teams during rapid demand & engage earlier
IMPROVED CSAT
Tracking project health in real-time enabled CS to identify risks early
Precursive has been instrumental in helping us navigate the complexities of our growing global services organization. We've transitioned from disparate systems and inconsistent data to a standardized, data-driven approach. Precursive has enabled us to track our progress, manage our resources more effectively, and demonstrate the true value of our services to our customers. The integration with finance has been particularly valuable, streamlining our revenue management and ensuring data accuracy.
ELISA BALESTRA.
VP of OPERATIONS
THE CHALLENGE.
Cognite is facing issues with timely submission of timesheets, which affects accurate invoicing and revenue recognition. Cognite's Professional Services team faced several key hurdles:
🟣 Transitioning from Custom to Standardized Services: Initially, services were highly customized to bridge the gap between the nascent platform and customer needs. As the platform matured, the need arose to productize and standardize service offerings for scalability and efficiency.
🟣 Global Expansion and Data Inconsistency: The shift to a geographically dispersed services team led to inconsistencies in how data was reported and tracked across different regions. This resulted in challenges with reconciliation, reporting, and overall visibility into project status and resource utilization.
🟣 Manual Processes and Lack of Centralized System: The reliance on spreadsheets and disparate systems for tracking hours, staffing, and project management created inefficiencies and hindered accurate revenue management.
🟣 Demonstrating Service Value and Impact on ARR: Cognite sought to better articulate and measure the value delivered by their services organization and its contribution to Annual Recurring Revenue (ARR).
🟣 Data Quality and User Adoption: Ensuring the quality of data input into their systems and promoting user adoption across the services team was crucial for accurate reporting and informed decision-making.
OUR SOLUTION.
Cognite implemented Precursive to address these challenges and transform their services operations. Precursive provided the following key benefits:
🟣 Standardized Tracking and Reporting: Precursive enabled Cognite to standardize how hours were tracked, projects were managed, and revenue was recognized across their global services team. This eliminated inconsistencies and provided a unified view of operations.
🟣 Improved Staffing and Resource Management: Precursive's staffing tools allowed Cognite to efficiently allocate resources, track utilization, and forecast staffing needs based on project pipelines and service line demands.
🟣 Enhanced Revenue Management: The revenue management functionality within Precursive streamlined the process of invoicing, tracking payments, and integrating with finance, ensuring a seamless and accurate flow of financial information.
🟣 Data-Driven Decision-Making: Precursive provided valuable data and insights that enabled Cognite to make informed decisions about resource allocation, project investments, and strategic planning. Real-time dashboards offered visibility into key metrics, such as utilization and project status.
🟣 Increased Transparency and Collaboration: Precursive fostered greater transparency and collaboration within the services team and with other departments, such as finance and sales. Shared data and consistent reporting facilitated better communication and alignment.
🟣 Project Management Capabilities: Precursive’s project management tools helped Cognite implement more structured project delivery, replacing individual practices with a centralized system.
SYSTEM OF RECORD
Central source of truth for delivery data
OPP-TO-PROJECT CONNECTION
Link opp close dates to project start dates & improve forecast accuracy
EMBEDDED IN CUSTOMER HEALTH
Health data captured giving CS visibility into risks
AUTOMATED PROJECT CREATION
With start date, budget, revenue & resource requirements
DEMAND FORECASTING
Utilization dashboards & resource allocation
PROJECT HEALTH TRACKING
Combine qualitative & quantitative factors to spot delivery risks early
PRECURSIVE IMPACT.
Filled gap between sales commitments and delivery capacity
Linking delivery to customer outcomes with integrated health data & overall scoring
Faster mobilization maintaining proactive stance even during growth
PS CONTENT BY PS LEADERS.
THE PSA PLATFORM THAT DELIVERS.
BY PRODUCTS.
