Also something to keep in mind is this is selling to large financial institutions, not small businesses. They have 290 customers, who each pay pay ~$480K/year on average in subscription revenue. nCino doesn't need millions of customers, so its sales and support model is built to attract and retain a relatively small number of customers. It's common with large enterprises to see a decent amount of professional services revenue because keeping your existing customers happy is paramount, since churn matters a lot more at these contract values and customer acquisition is a longer process that goes through procurement, bureaucratic red tape, longer implementation, etc.
