Revenue management has evolved—but not everyone got the memo.
We still hear the classic mantra:
“Right rate, right time, right customer.”
It sounds good. It even worked well in the pre-digital era. But here’s the truth: most Directors of Revenue Management (DORMs) and revenue leaders are only stepping in after the customer has already landed on a booking channel.
By then, it’s late in the game.
What Happens Before the Click?
Revenue leaders often focus on conversion metrics and pace reports, but what about everything that happened before the customer saw a single rate?
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🔹 The reviews that shaped perception.
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🔹 The paid ad that sparked interest.
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🔹 The social post that told a story.
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🔹 The website experience that either invited exploration—or sent them packing.
Most revenue teams have little visibility (let alone influence) over the digital journey that heavily determines whether a customer even clicks “Check Availability.” That needs to change.
The Modern Mantra of Revenue Management
It’s time to expand the revenue mindset. The new mantra should be:
“Right rate, right time, right customer, right channel—and the right experience before they ever see a price.”
Why? Because revenue optimization doesn’t start at the booking engine.
👉 It starts the moment a potential guest becomes aware your property exists.
Revenue Strategy is Marketing Strategy
Marketing and revenue are often siloed, but they are two sides of the same profitability coin. When they work together:
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Marketing attracts and qualifies the right audience.
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Reputation builds trust and reduces friction.
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Website experience encourages exploration.
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Revenue strategy closes the deal.
If marketing fails, revenue doesn’t get its shot. If revenue ignores the journey, marketing’s efforts fall flat.
A Collaborative Future
Hotels need to align revenue, marketing, and digital experience teams more closely than ever before. Data should flow both ways. Messaging should align. And every touchpoint should be seen as part of the revenue strategy—not just the final click.
At KeyBuzz Digital Marketing, I work with hotels to bridge this gap. Because digital marketing is revenue strategy when done right.
Let’s talk about your current digital journey. Are your revenue and marketing strategies aligned? Are you optimizing every step—not just the final one?
Contact KeyBuzz Digital Marketing and discover how a modern approach to reputation marketing paired with in-depth understanding of revenue management strategies can help drive direct bookings, trust, and long-term revenue growth.
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