“Package outcomes, not hours — launch CaaS tiers, automate delivery, and hit 65–70% gross margin with CAC payback < 6 months by Q4-2026.”
Strategic Move — Convert Your Consulting to CaaS by Q4-2026
Productize expertise • Ship value monthly • Scale margins with a service platform
Power Statement
From projects to predictable results: package your know-how into tiered subscriptions with clear SLAs, automation, and a client hub — reaching durable ARR, 65–70% gross margin, and CAC payback < 6 months by Q4-2026.
North Star & Targets (by Q4-2026)
| KPI | Definition | Target | Illustrative Example |
|---|---|---|---|
| ARR | Annual Recurring Revenue | Grow 3–5× vs. 2024 run-rate | e.g., €0.8M → €3.0M |
| Gross Margin | (Revenue − COGS delivery) ÷ Revenue | 65–70% | Platform + playbooks > labor |
| NRR | Net Revenue Retention | ≥110% | Expansion > churn |
| CAC Payback | Months to recover CAC on gross margin | < 6 months | Inbound + land-and-expand |
| Time-to-Value | Contract → first measurable result | < 30 days | 90-day playbook in monthly drops |
| Churn | Gross logo churn | < 2%/month | QBRs + health scores |
CaaS Packaging (Good • Better • Best)
| Tier | What’s Included | SLA | Anchor Price (Illustrative) |
|---|---|---|---|
| Starter | Playbook library, monthly advisory call, KPI dashboard, email support | Response < 48h | €2–4k / month |
| Pro | Everything in Starter + automation templates, 2 sprints/quarter, data reviews | Response < 24h • 1 business day turnaround | €6–9k / month |
| Enterprise | Everything in Pro + dedicated success lead, integration support, custom models | Response < 4h • 8h turnaround • uptime/reporting | €15k+ / month |
Price to ROI: target client payback < 90 days, value-based anchor with outcome clauses.
Conversion Roadmap (Q3-2025 → Q4-2026)
Q3-2025 • Build & Pilot
- Define 3 productized offers (scope, outcomes, KPIs, limits).
- Stand up client hub (portal, tickets, dashboards, knowledge base).
- Pilot with 3 existing clients; measure TTV, effort, NPS.
Q4-2025 • Launch v1
- Publish tiered pricing & SLAs; migrate 20–30% of project clients.
- Automate onboarding (checklists, templates, data intake).
- Marketing: 5 use-case pages + 3 case proofs with quantified ROI.
Q1-2026 • Scale
- Implement health scoring; QBR cadence; expansion play (add-ons).
- Partner channel: 2 resellers / system integrators signed.
- Delivery factory: reusable assets, SOPs, utilization ≤55%.
Q2-2026 • Optimize
- Telemetry & usage metering → value reports in portal.
- Reduce COGS via automation (10–15% time savings).
- CAC↓ with content engine: 1 pillar/week, 1 webinar/month.
Q3-2026 • Expand
- Add industry variations (playbook overlays) without custom work.
- Introduce outcome-based bonus bands (gain-share).
- Internationalize legal & tax (currency, invoicing, VAT).
Q4-2026 • Lock-in
- Renewals: price index + expansion targets + exit fees defined.
- ISO-lite controls (security, data handling) for enterprise RFPs.
- Audit vs. targets; freeze the 2027 play with ROI casebook.
KPI Trajectory (Illustrative)
| Quarter | ARR (€M) | Gross Margin | NRR | CAC Payback | TTV | Churn |
|---|---|---|---|---|---|---|
| Q3-2025 | 1.0 | 55% | 102% | 10 mo | 60 d | 3.0%/mo |
| Q4-2025 | 1.3 | 58% | 105% | 8 mo | 45 d | 2.5%/mo |
| Q1-2026 | 1.6 | 61% | 108% | 7 mo | 35 d | 2.0%/mo |
| Q2-2026 | 2.1 | 64% | 110% | 6 mo | 30 d | 1.8%/mo |
| Q3-2026 | 2.5 | 67% | 112% | 5 mo | 25 d | 1.5%/mo |
| Q4-2026 | 3.0 | 69% | 115% | ≤ 6 mo | ≤ 30 d | ≤ 1.5%/mo |
Tune the example numbers to your baseline. Drive GM via automation & productized scope; drive NRR via expansion add-ons and QBR playbooks.
Unit Economics Snapshot (Per Pro Tier Account)
| Item | Value | Notes |
|---|---|---|
| ARPU | €7,500 / month | Mid of €6–9k range |
| Delivery Cost | €2,600 / month | Advisory + platform + support |
| Gross Margin | 65% | Target ≥65% |
| Avg Tenure | 18 months | With NRR ≥110% |
| LTV (GM basis) | €88k | ARPU × tenure × GM |
| Max CAC | €14–15k | To hit < 6-mo GM payback |
Controls & Risk Mitigation
- Scope creep → Replace SOWs with tier SLAs; change-order menu; “what’s not included”.
- Delivery variability → SOP library, templates, QA checklist, weekly ops stand-up.
- Churn risk → QBRs, health scores, outcome dashboards, executive sponsor.
- Cash strain → Quarterly prepay discount; auto-billing; dunning policy.
- Security/enterprise blockers → DPA, minimal ISO-lite controls, data map.
