Jacqui Wishart, Head of Advisory Services at Blackbaud, joins Jonathan Corrie to unpack how recurring services can become a measurable growth engine for SaaS businesses.

Blackbaud supports nonprofit and social impact organizations, many of which face high staff turnover, lean teams and varying levels of technical confidence. Jacqui explains how these customer dynamics shaped the development of Advisory Plus: a recurring advisory service designed to help customers adopt software more effectively, improve operational processes and realize more value over time.

The conversation explores how Blackbaud created a catalog of repeatable service options across seven product lines, while still tailoring delivery to each customer’s goals, data and maturity. Jacqui also discusses the importance of positioning recurring services with sales, aligning incentives through ARR contribution, and making the offering easy to sell without custom scoping every deal.

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