How new technology enables personalization in business travel

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Today there is little difference in the powerful planning and communication tools available to both leisure and business travelers.

In this Tnooz-Sabre Travel Network FREE webinar you will hear how policy, profiles, mobile, and content are shaping new types of traveler customization.

Learn first-hand about forward-looking thought leadership addressing business travel personalization, traveler preference frameworks, and interactive technology that is shaping the new customer experience management (CXM) frontier.

Over the course of the 60-minute show, you will also see examples of B2C and B2B personalization enabled by internet, SaaS, and IT providers that will allow you to address evolving challenges and opportunities and stay ahead of the technology curve.

Panelists for our 60-minute webinar were:

Rick Bradberry, director NAM marketing, Sabre Travel Network
Matt Beck, director of solution consulting and strategy, Rearden Commerce
Kevin May, editor and moderator, Tnooz
Gene Quinn, CEO and producer, Tnooz

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  • Amazon – Pioneers in the personalization and merchandizing space, they aggressively prompt registered site visitors with personalized emails based on their past search behavior, as well as target users while on site for products that they may be interested in based on past personal search activity and purchase behavior. Amazon leverages stated and observed preferences to power their personalized marketing.iTunes Genius – Apple took a recommendation approach and personalizes music recommendations for users based on past purchases. This helps users discover new music, while also encouraging additional purchases.AMEX – AMEX card holders receive personalized offers based on spend history and location.YouBar – YouBars brings personalization to the mass-produced food industry by allowing customers to develop their own energy bar, personalized based on the ingredients they select through an interactive website.Zite – Zite helps users sort through the myriad news and other articles available on the web and filters down to a refined list based on a user’s stated preferences.airbnb – According to their site, airbnb seeks to deliver local and personalized travel experiences that travelers could not experience before by allowing unique and small businesses to offer their services to travelers.
  • GetThere - Hotel Traveler Reviews allows corporate travelers to share and view online hotel reviews during the travel shopping process. Coupled with hotel policy, users can choose hotels that best suit their personal needs and their company’s cost-saving initiatives. Customers have the ability to display all hotel reviews or just those reviews posted by business travelers.With TripCase Corporate, corporations will leverage two award winning tools: TripCase, the web and mobile product used by travelers, and TripCase Connect, the online platform for businesses. Business Trip DesignationIn the TripCase app or website, travelers will have the ability to indicate if a trip or trip item is for business purposes. Not only does this enable the traveler to organize vacation and business trips, but with the traveler’s permission, this allows TripCase to capture all business travel data and include it in company travel reports.With the easy-to-read self-service dashboard in TripCase Connect, corporations will have access to bookings made outside of their managed travel program. This will result in a more complete view of their employees’ travel activities. See Self-Service Reporting below.Corporate MessagingWhile travelers are making their way through a trip, they are provided relevant information and helpful tips through messages in the Tripfeed. The Tripfeed is a stream of messages within the app or website. On a mobile device, they appear just below the details of each trip item.As a corporation, you will have the ability to leverage Tripfeed messaging to keep your travelers up to speed on policy information, security notices and safety tips that are important to you and your travelers.Each message that comes from you will be branded with your logo so a traveler can quickly identify which messages are from the company. With TripCase Corporate you are able to send up to 20 unique messages that you set up within the TripCase Connect platform.Self-Service ReportingGain insight into what your travelers are doing outside of your program. When your travelers opt-in to share their business travel details with their company, you will be able to uncover bookings made outside of your corporate booking tool, including name of supplier, the total spend, and booking source. This information will be available in an easy-to-read reporting dashboard within TripCase Connect.With the graphical self-service reporting you also gain a better understanding of how many of your travelers are using TripCase and to what extent. Even discover how effective your custom messages are when you view messaging reports.
  • Brands that focus on creating an integrated and planned customer experience at all touch pointsSalesforce.com – Integrated service and marketing (CRM), online brand community for customer interaction and self-service, customer Dreamforce events, etc.Dell – Founded on focusing around creating a personal experience for customers and serving their individual needs.Starbucks – Their success has been built on offering a quality product that by itself is not differentiated, but when bundled with the experience they provide in their stores they create a unique experience that has been successful.Disney – Disney is known for the unique and powerful customer experience they deliver at ALL touch points.
  • The wave of CXM and customer experience managementWhat is CXM?How does CXM work?
  • How new technology enables personalization in business travel

    1. 1. Beyond B2C: how new technology enables personalization in business travel Webinar 15 August 2013
    2. 2. K Kevin May Editor & Moderator Gene Quinn CEO & Producer Your hosts
    3. 3. K Rick Bradberry Director NAM Marketing Sabre Travel Network Matt Beck Director, Solutions Consulting Rearden Commerce (now dba Deem) Your panelists
    4. 4. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Beyond B2CHow new technology is enabling personalization in business travel
    5. 5. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 per·son·al·ize v. 1 : To make personal or individual; esp : to tailor to one’s own needs 2 : to customize software and technology settings based on one’s preferences
    6. 6. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 mer·chan·dis·ing n. 1 : The planning and promotion of sales by presenting a product at the proper place and with the proper price to the right customer 2 : designing a user experience that facilitates the buying and selling of services; esp : to promote targeted or customized offers
    7. 7. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 B2C Supplier (seller) Consumer (buyer)
    8. 8. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 B2C Personalization
    9. 9. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 9 Connecting Buyers and Sellers With Relevance Two sides of the same coin Buyers Receive the most relevant offers A hybrid predictive model scores each active deal for each consumer Starts with demographic inputs “Defers” to user response inputs over time Sellers Reach buyers who are most likely to purchase Score every US Metro, then Census Tract for “target richness” Overlay retail merchants Score them based hyper-local proximity to target rich hyper- localities
    10. 10. Deem Offers Relevance: Hybrid Machine- Learned Personalization From user’s email opens, clicks, offer page views, & transactions… time As user-specific response data accumulates over time… Demographic inputs Behavioral inputs …the user’s actual responses eclipse his demographics gender email domain region distance from merchant category/sub-category price point dollar discount percentage discount
    11. 11. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Tools to Determine Relevance When Making Offers Suppression Sending no deal is better than a bad deal Replacement Keep a pool of replacement deals Better alternative to suppression Augmentation Display additional content in daily emails Related, varied, history-based targeting Calendar Optimization Analyze user behavior and computes affinities Tells operations what to schedule within marketplace
    12. 12. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Determining Relevance - The Daily Match File Use Cases Who should receive Offer X? Which active offers are the best match for User Y? Explanation codes show the driving factor behind the affinity, e.g., “We recommended this deal to you because you’ve shown interest in [category] before.” The Matches File userID dealID affinity explanation HR1001204 19313 0.063 category HR1001240 3390 0.165 price HR1001240 18443 0.164 price HR1001240 18433 0.164 price HR1001240 1326 0.164 price HR1001240 3030 0.163 saving HR1001240 19323 0.163 saving HR1001240 19273 0.114 percentage HR1001240 19413 0.114 percentage HR1001240 19313 0.114 saving HR1001240 19523 0.114 percentage HR1001240 19173 0.073 category HR1001240 2325 0.073 category
    13. 13. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Supplier (seller) Employees (user) B2B Category manager (buyer)
    14. 14. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Employee Profiles Category Management Budgets and Expenses Compliance Supplier Agreements Company policies and practices
    15. 15. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 B2B PERSONALIZATION has a GREATER NUMBER of CONSTRAINTS THAN B2C
    16. 16. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Quality / Quantity Price much more for more more for the same Quality / Quantity Price the same for less less for much less PriceQuality / Quantity PriceQuality / Quantity What buyers are trying to achieve
    17. 17. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Quality / Quantity Price more for less!
    18. 18. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Employee Profiles Category Management Budgets and Expenses Compliance Supplier Agreements Business travel policies and practices Travel Policy Definition and Application Preferred Suppliers; Negotiated Extras; Volume and Share Commitments Budgets; Expense & Reimbursement Processes Travel Program Management; Duty of Care; Traveler Satisfaction Traveler Profiles; Profile Management
    19. 19. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 TRAVEL CONTENT has EVOLVED BEYOND FARES and SCHEDULES
    20. 20. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Where airline contracts are headed
    21. 21. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Declared Observed Inferred Actual What they say they want What they search for What they may be interested in What they ultimately chose Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal. Four Types of Traveler Preferences
    22. 22. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Corporate Travel Policy Procurement Best Practices Preferred Airline Contracts Declared Observed Inferred Actual Traveler and Corporate Preferences Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal.
    23. 23. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Understanding how buyers prefer to buy and how sellers prefer to sell is at the heart of understanding the future of contracts. “ ” Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal.
    24. 24. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Published Airfares Published Ancillaries Airline Branded Fares Airline Bundled Fares Airline Selling Preferences Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal. Airline Branded Bundles
    25. 25. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Airline Selling Preferences Corporation Buying Preferences Discounted Airfares Discounted Ancillaries Company Branded Fares Company Bundled Fares Company Branded Bundles Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal. Published Airfares Published Ancillaries Airline Branded Fares Airline Bundled Fares Airline Branded Bundles
    26. 26. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Airline Selling Preferences Corporation Buying Preferences Source: Bradberry, Rick. “A Fare Deal: How to Incorporate Ancillaries, Merchandising, and Personalization into Corporate Air Deals.” Ascend Magazine, 2013 Issue No. 1. http://www.ascendforairlines.com/2013-issue-no-1/fare-deal. Discounted Airfares Published Airfares Pre-defined Merchandising Policy-compliant Merchandising Contract Creation Measurement Management Dynamic Policy-driven Merchandising
    27. 27. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 PERSONALIZATION NEEDS to be BALANCED with COMPANY OBJECTIVES
    28. 28. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Creating Personalized Travel Offers
    29. 29. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Personalizing the Business Travel Experience
    30. 30. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 TruTrip℠ FOR TRAVELER FOR TMC OR AGENCY FOR CORPORATION TruTrip syncs mobile, online, and offline itinerary elements – offering 360 trip insights for travelers, agencies, and corporations
    31. 31. Pachinko Personalization
    32. 32. Pachinko Personalization “You can observe a lot just by watching.” –Yogi Berra Composite Hotel 11 0.5 0.25 0.5 0 Semantically Inferred Features 1 0.25
    33. 33. Each model is calculated offline and populated in batch. The Relevance Engine can be indifferent to how the model was developed; it simply needs an answer in response to its query. How are the models developed? Example: John Smith traveling to Chicago, the tiered approach… How Complex Models Are Developed Amt of Info We Have LotsNone Increasing Predictive Power  most popular hotels in Chicago f(all hotels ever booked by Smith and his segment) f(all Chicago hotels ever booked by Smith) f(all hotels ever booked by Smith and his surrogates) f(all hotels ever booked by Smith) thresholds
    34. 34. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Total Customer Experience Management
    35. 35. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 PERSONALIZATION will BECOME INCREASINGLY EMBEDDED in B2B SOFTWARE
    36. 36. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 Mobile marketing and 1:1 personalization Messaging Browsing Downloading Proximity Content Voice
    37. 37. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 MOBILE is the NEW PERSONALIZATION FRONTIER
    38. 38. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 B2B personalization has a greater number of constraints than B2C Travel content has evolved beyond fares and schedules Personalization needs to be balanced with company objectives Personalization will become increasingly embedded in B2B software Mobile is the new personalization frontier
    39. 39. 10101010100100010101010101001000100010101101110101010011010110111100100101011 01010101001010101011011101010101001010101001001010101010101010101010010101010 01010100001100101010010101100101010101101110101010100101010100100101010101010 10101010100101010100101010000110010101000010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100010100100010 10101010100100010001010110111010101001101011011110010010101101010101001010101 01101110101010100101010100100101010101010101010101001010101001010100001100101 01001010110010101010110111010101010010101010010010101010101010101010100101010 10010101000011001010100001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010001010010101010110111010101010010101010010 01010101010101010101010010101010010101000011001010100101011001010101011011101 01010100101010100100101010101010101010101001010101001010100001100101010000101 01010110111010101010010101010010010101010101010101010100101010100101010000110 01010100101011001010101011011101010101001010101001001010101010101010101010010 10101001010100001100010100100010101010101001000100010101101110101010011010110 11110010010101101010101001010101011011101010101001010101001001010101010101010 10101001010101001010100001100101010010101100101010101101110101010100101010100 10010101010101010101001010100001100101010000101010101101110101010100101010100 10010101010101010101010100101010100101010000110010101001010110010101010110111 01010101001010101001001010101010101010101010010101010010101000011000101001000 10101010101001000100010101101110101010011010110111100100101011010101010010101 01011011101010101001010101001001010101010101010101010010101010010101000011001 01010010101100101010101101110101010100101010100100101010101010101010101001010 10100101010000110010101000010101010110111010101010010101010010010101010101010 What does the future hold?
    40. 40. K Q & A
    41. 41. K Replay and presentation from today’s webinar will be available at www.tnooz.com Please send your questions to kevin@tnooz.com
    42. 42. K Thank you!

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