Triptease Simplifies Data and Gain Confidence with Think RevOps

Hotel Software

London, New York, Barcelona & Singapore

100+ Employees

triptease.com

Saving the hospitality industry globally

Hospitality is under attack, and Triptease is here to save it. Their platform helps hotels get more direct bookings and build stronger guest relationships by managing parity and delivering personalized online messaging. They use their unrivalled insight into guest behaviour to increase conversions for every client. They are the leaders of the Direct Booking Movement and are shifting the world to direct. Their mission is to innovate, educate and empower hoteliers to take control of their website and bring hospitality online.

We speak to Sean Bennett, SVP Sales who is at the forefront of making their mission happen. Aislinn Nichol, the Group Finance Director who is managing the overall health of the business to help with its strategic direction.

Sean Bennett

SVP Sales

Aislinn Nichol

Group Finance Director

Visibility gap on our addressable total opportunity

With over 10,000 customers globally, Triptease is capturing a lot of data in their CRM. The complexities of their pricing structures and products had meant that data had to be manipulated from outside the CRM to create an understanding of their gaps and opportunities. We talked to Sean and Aislinn to understand how the business was able to get their head around all this data.

"We had a huge visibility gap to understand our total addressable market and the white space opportunity." Explains Sean. "It was difficult to assess where we could put our resources to maximise revenue. We were running blind on our total addressable market and penetration across our accounts in order to make decisions around building the teams, forming strategic and tactical plans and running the business."

We had a huge visibility gap to understand our total addressable market and the white space opportunity. It was difficult to assess where we could put our resources to maximise revenue.

"It was difficult to get aligned as a business on what the opportunity actually was. Says Aislinn. The alternative for Triptease at the time was using a google sheet to bring together the data although for sometime this worked. However, running the sheet was very manual, had a high error rate and due to relying on one person to manage it, when the they left they were left with a gap again.

"We lacked sophisticated understanding of our Salesforce CRM as well as a gap in resource who deeply understood the sales process and RevOps to help us get a clear view."

Creating agility in future decision making process

Triptease had to re-think the way they managed their whitespace data and insights, so they turned to Think RevOps. Initially they thought they would be able to have a temporary resource to plug a hole and manage the white space sheet. However, what they found was that Think RevOps was much more than that. With Think RevOps, Triptease was able to simplify their data, automate their processes in Salesforce and create access and visibility to their whitespace insights at the tip of their fingers.

"Think RevOps was able to create simplification of our data which led to a much clearer understanding of our total addressable market and our whitespace opportunity. With these insights we are now able to resource people in the right areas and we know where to invest in marketing campaigns. We are convinced that we are now in a much better place to recover quickly and generate significantly more revenue. Think RevOps has saved us a lot of time." Sean elaborates.

We are convinced that we are now in a much better place to recover quickly and generate significantly more revenue. Think RevOps has saved us a lot of time.

Triptease chose to partner with Think RevOps to help them understand their whitespace opportunity in the customer journey to feed their acquisition and growth goals.

"We are now much more agile and we can make future decisions quicker and more confidently. For the first time in the last four years there is alignment across the leadership team on the actual value of our white space." Says Aislinn confidently.

We are now much more agile and we can make future decisions quicker and more confidently. For the first time in the last four years there is alignment across the leadership team on the actual value of our white space.

Partnering with Think RevOps

We also asked Sean and Aislinn about their experience working with Think RevOps.

We really liked Think RevOps operating model as it gave us what we needed exactly to effectively cover the gap we had. It also allowed us to have some flexibility which we needed especially due to the impact of COVID-19.

Triptease chose TRO Consulting Plan, as it matched their need to focus on specific projects at a time.

Think RevOps guided us around our requirements in terms of what we thought we needed and helped us consider everything that would be relevant and then create a detailed plan and executed on the plan. It was a great partnership as they were truly an extension of Triptease.