Orbus Software

OPTIMIZING PROFESSIONAL SERVICES WITH PRECURSIVE

Orbus Software is a global B2B SaaS company with over 650 customers across various industries. They provide a platform that acts as a "north star" for architecture teams and executives, enabling them to manage enterprise transformation, make strategic decisions, collaborate with stakeholders, and generate digital blueprints of their enterprise.

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INDUSTRY.

COMPANY SIZE.

HEADQUARTERS.

PRODUCT.

EMPLOYEES.

SOFTWARE AND SAAS

MID-MARKET

UNITED KINGDOM

SaaS

240

5 STAR RATING

Improved CSAT rating thanks to emphasis on value add and partnering with them.

FLEXIBLE INTEGRATION

Enabling implementation of new service offerings

TIME-TO-FIRST-VALUE

Recognised faster during customer onboarding

When we implemented Precursive, it allowed us transparency over our projects and report on it, giving this transparency to the whole organization. What we've also implemented and haven't been able to do and measure that beforehand is implementing a concept of value milestones. So we're actually measuring time to first value of our customers during onboarding.

JESSICA GERMANN.

HEAD OF PROFESSIONAL SERVICES

THE CHALLENGE.

Historically, Orbus's professional services operated as a "task taker" function, primarily focused on delivering projects based on customer requirements as quickly as possible.

This approach presented several challenges:

🟣 Lack of focus on value: Services were not consistently adding value to customer outcomes, particularly during onboarding. This phase is critical for long-term customer adoption and success.

🟣 Profitability and revenue growth: Professional services were not initially viewed or managed as a profit center, and there was a need to improve revenue generation from services.

🟣 Governance and budget management: Managing budgets for free-of-charge days and discounting services lacked structure, making it difficult to track and control overall service profitability.

OUR SOLUTION.

Implementing Precursive significantly transformed Orbus's professional services, addressing the challenges outlined above and driving substantial improvements:

🟣 Increased Transparency and Reporting: Precursive provided much-needed transparency over projects, enabling Orbus to report on project status and progress to the entire organization.

🟣 Streamlined Service Offerings: The flexibility of Precursive's integration with Salesforce allowed Orbus to easily implement and manage new, diverse service offerings, including bundles for recurring services, packaged onboarding, training, and accelerator packages.

🟣 Improved Governance and Budget Control: Precursive facilitated better governance around discounting and free-of-charge days, enabling Orbus to manage service budgets more effectively and improve profitability. This is something Orbus and Precursive are continuing to develop together.

🟣 Measuring Time to First Value: Orbus implemented the concept of "value milestones" within Precursive, allowing them to accurately measure and track the time to first value for customers during onboarding.

🟣 Repeatability and Efficiency: Precursive has provided a platform for repeatability, reducing the time spent chasing information and improving process efficiency. This allows the Orbus team to focus more on methodology and value delivery