Especially if you're doing SaaS for the first time (or even the second), the whole idea of charging for “services” may seem anathema. It sure seemed like that to me at EchoSign. If your product is so easy to use that you hardly even need salespeople, why in the world would I need to charge for implementation? For support? For training and engagement? And isn't it a bit unseemly to charge for services? Doesn't it label your product as old-school, too clunky, inelegant, or complex? And isn't the revenue from services a waste? For example, it's not recurring and it's not true ARR. Does it even
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