Over 60% ARR Uplift in Year 1

Kahua

A construction software growth project. Building a scalable Go-To-Market Engine in construction tech.

Background

Kahua is not just another construction software provider. As a high-performing construction project management platform, it powers some of the largest infrastructure, transportation, healthcare, and education projects across the US and Canada.

Their cloud-based solution gives stakeholder owners, contractors, and partners real-time visibility into milestones, budgets, timelines, and the impact of change.

As a disruptor in a complex, legacy-heavy industry, Kahua knew their product had the potential to redefine how major construction projects were delivered. But with ambitious revenue targets on the horizon and well-funded incumbents dominating the conversation, the stakes were high.

They approached Digital Clarity with one key objective: accelerate growth through a smarter, more data-driven go to market strategy.

The Challenge.

Low brand visibility in a crowded space

Competing against long-established construction tech players meant Kahua needed a distinct position and narrative.

Budget efficiency and channel effectiveness

Marketing investment was being made but without clarity on what was working and why.

Audience clarity vs. audience reach

Kahua had a clear sense of their ideal customer profiles, but struggled to turn that knowledge into scalable, predictable demand.

Strategic gaps in execution

Their in-house team needed deeper go-to-market thinking, especially around message testing, innovation, and market feedback loops.

Team enablement

Marketing needed to be more than just outsourced delivery. Kahua wanted to upskill their internal teams for long-term independence and control.

Our Approach: A Joined-Up GTM Strategy

Everything started with a Diagnosis Workshop, a focused, senior-level session to interrogate the business from the inside out. This wasn’t just about tactics. We went deep on:

Business model mechanics

Buying cycles within construction procurement

Differentiators and value pillars

Sales and marketing alignment

Revenue operations infrastructure

From this, we surfaced both challenges and latent opportunities. We built a roadmap rooted in data, driven by insight, and made to scale.

“We could never have gotten where we are without them.”
Jim Wilson
CMO

You Need Change

Using old techniques in a complex market won’t work.

Key Strategic Components

1. Market & Competitive Analysis

We performed a full audit of Kahua’s position within the construction tech ecosystem, benchmarking against competitors, identifying whitespace, and diagnosing where they could win faster with the right story and sequence.

2. Audience Intelligence & Segmentation

Rather than chasing volume, we refined targeting by breaking down Kahua’s customer base into micro-audiences, based on industry vertical, project scale, buying intent, and role-based pain points. This unlocked new use cases and elevated engagement.

3. Content Performance Analysis with AI

Using AI-powered tools, we analyzed content performance across digital channels. This helped us understand what messaging resonated at each stage of the buying journey—and where improvements could convert interest into qualified leads.

4. Smart Budget Allocation & Channel Planning

Instead of spreading budget thinly, we focused on a channel mix proven to reach decision-makers within construction, public sector, and infrastructure. Each channel was benchmarked, tracked, and optimized against ROI metrics—not just clicks.

5. Integrated Go To Market Execution

This wasn’t about siloed campaigns. We activated a joined-up GTM strategy that aligned marketing, sales, and customer success, creating a seamless experience from first impression to closed deal.

6. Regular Check-ins & Adaptive Strategy

Market dynamics change, fast. Monthly and quarterly reviews ensured the strategy evolved in real time. We addressed:

Channel performance

Lead quality

Conversion bottlenecks

Messaging adaptation

New innovation opportunities

7. Team Enablement & Knowledge Transfer

Through tailored knowledge sessions, we equipped Kahua’s internal marketing team with the tools and skills to run independently. From campaign execution to performance analysis, they gained hands-on capability, not just static reports.

Results

In the first year alone, Kahua saw a 60% increase in annual recurring revenue (ARR), driven by a clearer go-to-market motion, tighter targeting, and improved messaging.

In years two and three, the business continued to exceed growth targets, doubling ARR year-over-year.

A scalable, measurable GTM framework aligned to revenue

Stronger internal capability and onboarding of new marketing roles

Full-funnel visibility from awareness to conversion

A culture of continuous learning and strategic agility

ARR increased from $8m to $23m in 3 years

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