Top 4 must-have capabilities to fuel profitable Corporate Sales

February 16, 2023

Amy Williams

PROS Airline Corporate Sales provides airlines with a unique, powerful set of capabilities to:

Automate and digitize the corporate sales contracting process
Deliver AI-fueled, tailored discounts and soft factor benefits
Collaborate in real-time across internal teams (Sales, Revenue Management and Pricing) and external (JV, Alliance) partners
Gain visibility over contract performance with actionable insights

As a critical revenue stream, corporate sales delivers the most profitable segment of travelers for airlines. To capture, keep, and grow this segment, airlines must tap into new innovative sales and quoting approaches to transform their sales process, achieve efficiencies and deliver customer experiences that drive long-term customer loyalty.

According to McKinsey & Company¹, now is the time to update and optimize your approach to corporate sales, ensuring you continue to drive value through this critical revenue stream as business travel rebounds.

PROS Airline Corporate Sales addresses your largest pain points in corporate sales contracting.

Sales Automation and Configuration Engine Enables Streamlined Contract Generation

With guided selling workflows, airline sales teams can quickly identify the right products and accelerate the quote-building process while eliminating common errors.
Corporate account profile management predetermines discount structure (O&D, terms, fare class, and more), proposes discount and amenity (soft factor) structure.
The configuration engine handles both rules and constraints for granular route configuration.
High-performance and intuitive UI efficiently manages up to 10,000 line items in the proposal.

AI-fueled Sales Intelligence Delivers Tailored Discount and Incentive Recommendations

Industry-leading AI provides recommendations and deal-level analytics based on:
- Customer and market segmentation
- Buying and usage patterns
- Market and competitor data
- Customer willingness-to-pay
Deal and line scoring guides help sales make more informed decisions and streamline approvals.

Deliver AI-fueled discounts graphic

Real-Time Collaboration Provides End-to-End Contract Digitization

Automated agreement workflow from quoting to contract design to signature, fully integrated with Salesforce, or CRM of choice, helps remove the silos between departments and streamline agreement and approvals.
Full Agreement Lifecycle Management, including the ability to amend (in bulk) while supporting different T&Cs per country, region, and different currencies, and renew, extend and terminate contracts.
Shared access for joint venture and alliance partners to access quotes assigned to them, allowing them to add incentive structures and pay plans to their specific sections.
Signed contract to bookable fares within hours with ATPCO integration.

Data Visibility and Analysis Deliver Actionable Insights

Analytical insights such as waterfall charts and profitability ratings enable sales teams to analyze every deal and see the business impact of each pricing decision.
Actionable data around performance, gaps, and contract compliance help sales manage accounts and identify opportunities.