Case Study: a construction software company increases revenue run-rate by 30% with L.E.K. Consulting's pricing and packaging strategy

Construction Software Company boosts revenue run-rate by 30% with LEK Consulting

The vendor L.E.K. Consulting was engaged by a construction software company, a growth-equity-backed business, to optimize its pricing and packaging strategy. The customer’s challenge was to better match software prices and packages to different customer segments to improve service and maximize revenue, requiring an evaluation of willingness to pay and a framework for bundling support and services.

L.E.K. Consulting implemented a solution involving in-depth customer interviews, competitive analysis, and advanced analytical techniques like TURF and conjoint analysis. This work defined an optimal package architecture and pricing model for new and existing customers. The vendor's strategy resulted in increased conversion and average sales, driving a new revenue run-rate increase of over 30%.