Tier 2 · Should know

Managed services / optimization retainers

In one line

Ongoing, retained engagements to run, optimise, and continuously improve a live composable stack post-launch.

Fuller explanation

Managed services and optimisation retainers convert a one-time build into recurring, higher-margin revenue and a continuous improvement relationship. For a consultancy like Orium they are the closest analogue to SaaS recurring revenue and a core expansion play — the 'Renew' in Land-Adopt-Expand-Renew. Darren's McDonald's retainer renewal and Publicis Sapient P&L are strong analogues.

Interview phrase

"A managed-services retainer turns a launch into a relationship — and a project margin into recurring margin."