One of their clever moves was calling their consultants "Forward Deployed Engineers". This let them hire better engineers than you normally could to be consultants (You're not a consultant, you're a "Forward Deployed Engineer").
This term also allowed them to book much more of their revenues as software licenses than services, which makes them look much more attractive to investors. With it, they were able to get a $20B valuation in the last round, where if they were viewed as a government IT services vendor they would've been lucky to be valued at $0.5B.
This term also allowed them to book much more of their revenues as software licenses than services, which makes them look much more attractive to investors. With it, they were able to get a $20B valuation in the last round, where if they were viewed as a government IT services vendor they would've been lucky to be valued at $0.5B.