A $20M B2B construction software company set out to double the business by building a pricing and packaging strategy to support a new People Platform — anchored on HR, Payroll, and Time Tracking.
By pairing WTP research with packaging design, this construction SaaS company hit quarterly growth targets for the first time in 3 years and continued to hit growth targets for the following 3 consecutive quarters.
Legacy clients migrated to new packaging
Pipeline growth after repackaging
Bookings attainment on pace
Consecutive quarters hitting targets
Remote Payroll, Document Flow, and a new HR Platform serving construction firms.
Targeting growth from $13M to $26M with a broader People Platform.
742 payroll customers across multiple ERP groups, company sizes, and segments.
The company provides construction software across Remote Payroll, Document Flow and a new HR Platform. With leadership targeting growth from $13M to $26M, the company needed a pricing and packaging strategy that could support a broader People Platform.
Mystery shopped 11 competitors to compare pricing, packaging and positioning.
Conducted customer, prospect and churn interviews to sharpen survey design.
Collected 163 responses to quantify price sensitivity by module and segment.
Compared ERP groups, company sizes and customer types to identify adoption paths.
Built modular and hybrid options anchored on HR, Payroll and Time Tracking.
Defined launch packaging to structure the new platform offering and support go-to-market.
Created discount thresholds to protect margins and guide sales negotiations.
Ranked cohorts by PEPM, employee count and adoption feasibility.
Could the company double its business by using market research, competitive benchmarking and pricing science to launch a new HR Platform while optimizing existing solutions?
Tell us where you're stuck — pricing, packaging, migration, or all three — and we'll show you how WTP research and packaging design can move the number.
