Low volume enterprise software is effectively selling perpetual professional services for a company, with access/using a very specific proprietary tool. Selling

Low volume enterprise software is effectively selling perpetual professional services for a company, with access/using a very specific proprietary tool. Selling the software is a lot like dating, the company buying your professional services wants to know who you are and how effective you'll be, before the commit to you for 3-5 years, maybe longer. If you were just selling an API to a voice transcription service, that's great but there's very little economic moat and now you're in a Race To The Bottom with every other voice transcription API service out there. At least with professional services, there's options for customization and the revenue stream becomes more sticky.