A Construction SaaS Company Achieved 120% Bookings Attainment Across 3 Consecutive Quarters

Case Study

A *Construction SaaS* Company Achieved 120% Bookings Attainment Across 3 Consecutive Quarters

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.

• Categories
• Solutions Provided

• Product
• Pricing & Packaging Strategy

• Pricing
• WTP Research and Market Study

• Competitive Intelligence

• Implementation Planning and Roadmap

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.

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Hero KPIs

2.5

• Legacy clients migrated to new packaging
• Pipeline growth after repackaging
• Bookings attainment on pace
• Consecutive quarters hitting targets

Company Firmographic

• Construction SaaS
• $20M Revenue
• B2B Software

• 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.

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.

Company's *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.

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• Legacy Remote Payroll pricing varied widely across 742 payroll customers.
• 336 customers paid below $7 PEPM, exposing price uplift potential.
• Buyers needed simple bundles across HR, Payroll and Time Tracking.
• DocFlow pricing required focus without distracting from cross-sell.

Cortado Group *Solution* *Strategies*

• Benchmark Competitors
• Interview Buyers
• Run WTP Study
• Analyze Segments
• Design Packages
• Product Launch Packaging
• Set Price Floors
• Prioritize Migration

• 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?

Cortado Group *Results*

• Cross-sell after the Q4 launch of product — company achieved largest quarter in company history.
• 3 consecutive quarters hit for the first time in 3 years.
• On pace for 120% bookings attainment.
• Successfully migrated 115 clients to new platform (200% of goal).

Have a similar growth story to write?

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.

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