CASE STUDY
How Katalon Quadrupled ARR And Grew 300% Traffic
Katalon is a B2B SaaS platform built to streamline and automate QA for mid-market and enterprises.
Perceptric managed to quadruple Katalon organic growth within 9 months with our BOFU-first content strategy. We also successfully improved Katalon’s visibility in major LLMS and AI Search Platforms, which drove 80% revenue growth YoY.
📝 Services provided:
- SEO Consulting
- Product-led BOFU-focused content creation
- Conversion Rate Optimization
- LinkedIn growth
🚀 Results:
👉 150K+ increase in traffic (300% growth)
👉 $10M+ revenue from organic content
👉 Dominated the top results of their niche for 2+ years
👉 Frequently cited in LLMs (ChatGPT, Claude, Perplexity) for relevant queries
The Client
Katalon is a software testing and test automation company that provides tools for teams to test web, mobile, API, and desktop applications.
It’s best known for making test automation more accessible, especially for teams that don’t want to build everything from scratch with Selenium or heavy engineering setup.
The Challenge
When we began working with Katalon, their content engine wasn’t producing the level of qualified traffic or revenue expected for a company in their position.
After a deep audit, we identified several structural issues holding them back:
🚨 Highly Competitive Niche: The test automation and QA software space is extremely competitive. Dominating high-value SERPs demands strategic depth and technical expertise to create content that connects with readers.
🚨 High-Volume, Low-Intent Keyword Targeting: Their previous strategy focused on broad informational queries like “What is automation testing?”. They actually ranked for such articles, but they only attract top-of-funnel readers with little purchase intent, which results in traffic that doesn’t convert.
The Solution
They took Perceptric on board because we have a proven framework and a number of successful case studies that show our results in driving leads through content and SEO in a saturated AI niche.
Here’s how we did it:
Step 1. We first address ALL of the technical SEO issues from the very beginning. A good SEO strategy must be executed on a solid foundation.
Step 2. Next, we book meetings with Product, Engineering, and Sales to understand the pain points that customers are having, and how Katalon is solving those pain with their product. We also explore many online communities/forums to connect with potential users and learn about their pain points.
We want to answer key questions:
- What are their user’s pain points?
- What is the user journey?
- How does the product onboarding/trial flow look like?
- What actions Katalon want users to take before and after they use the product?
- What are the main features to be showcased?
From that, we launch a keyword research and map the keywords we found to the TOFU-MOFU-BOFU content funnel:
We focused primarily on the BOFU stage, and there are reasons for that:
1. BOFU is the stage with highest buying intent.
2. BOFU content is generally written in the format of listicles, which happens to be the favorite content type that LLMs cite.
The types of content to create fall into the following formats:
Other good keyword types to target include:
- Katalon vs [competitor]
- [Competitor] alternatives
- Gated templates for lead gen
- How to [do a technical task with Katalon]
Once done, we built an Editorial Calendar to manage our content program.
Step 3. After that, we started the content creation process at scale.
And of course, we don’t create the normal SEO content. We make sure that:
- Each article features real opinion from either current users or industry experts.
- Rather than “mentioning” the product in the content, we guide users to solve their problems with Katalon in a natural and genuine way so readers don’t feel that they are helped rather than advertised.
- Content is backed by statistics.
- Content is written in an authentic storytelling style.
- Content is later distributed on social mediawe
The Results
👉 150K+ increase in traffic (300% growth)
👉 $10M+ revenue from organic content
👉 Dominated the top results of their niche for 2+ years
👉 Frequently cited in LLMs (ChatGPT, Claude, Perplexity) for commercial queries
🏆 The Secret 🏆
If you’ve read this far, you deserve to know what truly drives our results.
At Perceptric, we operate on a simple belief: SEO content should be written for the users, not search engines.
Yes, Google has been repeating that for years. But very few in the industry actually follow it.
Instead, most SEO content is created with one objective: Rank first, at the expense of reading experience.
Google’s ranking systems are far more sophisticated than keyword density or metadata tweaks. You can only do so many SEO optimization. The true “ranking factor” is the most intangible factor: reader experience. Google’s algorithm is built entirely to deliver the results that ultimately brings the best experience for the highest number of searchers. Utilitarianism.
Google has also explicitly stated that user signals and satisfaction matter. In fact, a former long-time Google engineer who worked on search ranking once presented internally a presentation called: “Google is Magical”, which outlines how Google search works. The core idea is that Google’s system learns from users rather than relying on its own “knowledge” to judge content.
Here’s how it looks like:
User searches → search engine generates results
Results are displayed on the SERP
User interacts (clicks, scrolls, skips, stays, bounces)
Search engine tracks and analyzes those interactions
System learns patterns from user behavior
Rankings are adjusted and improved
Cycle repeats with better results over time
That means Google rewards whatever content the delivers the best user experience. While “experience” is not a single visible metric you can directly manipulate, it manifests through:
Clarity of thought
Depth of insight
Logical structure
Genuine originality
Strong narrative flow
Brand authority
Memorable framing
That’s exactly why Perceptric does not follow any traditional SEO best practices you normally see, such as on-page optimization, meta title optimization, etc.
When users genuinely enjoy your content, stay longer, trust your brand, and return, Google rewards that behavior.
At the end of the day, Google just wants people to use their search engine more and more.
That’s exactly what we did for Katalon, for many of our clients, and who knows, maybe for your brand, too.
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