And importantly, this extra services revenue still “counts” as recurring revenue if it's less than 25% or so of your revenues. Wall Street and VCs and acquirers and everyone will still consider you a 100% SaaS company if less than 25% of your revenues are nonrecurring. And you'll get the same SaaS ARR multiple on those extra services revenues: same multiple, no extra work, 10–25% more revenue, extra, nondilutive cash flowing into the business. Don't leave the services revenue on the table.
