A Construction SaaS Company Achieved 120% Bookings Attainment Across 3 Consecutive Quarters
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.
Situation
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.
The challenge
The company had strong product expansion potential, but needed market-backed evidence to package, price and migrate customers without creating churn risk or leaving value uncaptured.
The Cortado Group solution
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.
Created discount thresholds to protect margins and guide sales negotiations.
Ranked cohorts by PEPM, employee count and adoption feasibility.
Designed go-to-market packaging aligned to the Q4 HR Platform launch.
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?