1. Open with the decisions behind airline transformation
Start with familiar customer pressures: securing investment, responding to changing demand, connecting fragmented data, and keeping commercial systems running reliably.
Introduce Cat’s perspective from working alongside airlines on retailing strategies and business cases. Her session at Outperform explored how those experiences and customer conversations helped shape Kairos.
Suggested opening direction:
Every airline transformation depends on people making difficult decisions. A commercial leader needs to demonstrate a return. A revenue manager needs to understand what to do next. An IT team needs to make new capabilities work within a complex technology environment. At PROS Outperform, Caterina “Cat” Silva explained how those everyday realities helped shape PROS Kairos.
2. For airline leaders: build the business case on value delivered today
Customer question: How do we justify the next investment in our commercial transformation?
Explain Cat’s advice to start with measurable results from existing PROS solutions. Use two or three approved proof points, rather than reproducing every statistic from the session.
Potential examples:
- Revenue management: The cited 2–4% revenue uplift equates to $60–$120 million for an airline with $3 billion in annual revenue.
- Offer Marketing: One airline attributed $55 million in influenced revenue to dynamic landing pages.
- Shopping: High-volume shopping capabilities can reduce demands on the PSS and support cost efficiency.
Then connect this to Kairos: a connected foundation is designed to create further opportunities across offer creation, marketing, and conversion.
Key takeaway: Airlines can build a transformation business case around demonstrated value while identifying opportunities for the next stage.
3. For commercial teams: turn more information into clearer action
Customer question: How can we spend less time piecing together information and more time improving performance?
Bring forward the frustrations Cat heard from users: multiple interfaces, scattered data, and complex science that can be difficult to apply in daily work.
Explain how Kairos is designed to help through:
- A more unified experience and connected information.
- Natural-language interactions and AI agents that support daily tasks.
- Intelligence that helps teams analyze growing numbers of markets, products, and customer signals.
Use “Intelligence to know. Freedom to act.” as the organizing idea. Explain both halves: better information supports decisions, while airline teams retain control over their business.
Key takeaway: The value of AI lies in helping people understand their options and act with confidence.
4. For IT: connect commercial ambition with operational reality
Customer question: Can we introduce new capabilities while supporting reliability, scale, and our existing ecosystem?
Explain Cat’s recognition that integration failures affect commercial teams and travelers—not just support queues.
Cover Kairos’s emphasis on performance, reliability, scalability, and openness. Describe how partner collaboration and integration work are intended to ease the burden on airline teams.
Key takeaway: Commercial independence depends on the ability to choose capabilities and connect them within an airline’s broader technology environment.
5. Explain why connecting these capabilities matters
Move beyond individual stakeholder benefits to the shared opportunity.
Show how connected data can help teams understand the relationship between the offers they create, how those offers reach customers, and how customers respond. Explain the learning loop: outcomes inform future decisions across the offer lifecycle.
Key takeaway: Kairos’s ambition is to help airlines make better decisions across connected commercial activities.
6. Close with trust—and what customers should expect from PROS
Return to Cat’s commitment to represent the customer’s voice. Make trust concrete through transparency, shared roadmaps, customer relationships, and dependable technology.
The sardine-can exercise could provide a brief closing anecdote, but it needs enough explanation to make sense outside the room. The stronger ending is what customers can expect from the partnership.
Suggested CTA: Explore PROS Kairos and discuss where connected intelligence could support your airline’s commercial priorities.
Built Around You: What PROS Kairos Means for Airline Teams
Every airline transformation depends on people making difficult decisions.
A commercial leader needs to demonstrate that an investment will deliver results. A revenue manager needs to respond to changing demand while navigating complex data. An IT team needs to introduce new capabilities and keep the business running reliably.
At PROS Outperform, Caterina “Cat” Silva, VP of Marketing, put those responsibilities at the center of the conversation about PROS Kairos. Her message: helping airlines take control of their commercial future starts with understanding the people accountable for it.
Before rejoining PROS, Cat worked alongside airline leaders and their teams to define retailing strategies and build the business cases behind them. That experience gave her a close view of the gap between what airlines need to achieve and what their technology enables them to do.
Kairos was shaped by those customer needs. It brings together PROS capabilities on a connected, open foundation designed to help airlines understand their opportunities, act on them, and choose how their commercial strategy evolves.
Build the business case on value delivered today
For airline leaders, transformation comes with questions that need concrete answers: What will it cost? What will it deliver? Why should we invest now?
Cat encouraged customers to start with the value PROS solutions already deliver.
In revenue management, she cited revenue uplift of 2–4%. For an airline generating $3 billion in annual revenue, that translates to $60–$120 million. In Offer Marketing, she shared an example of an airline that saw $55 million in influenced revenue through dynamic landing pages.
These results give commercial leaders evidence to support investment decisions. They also demonstrate how airlines can capture value as they move through their transformation.
Kairos builds on that foundation by connecting capabilities and data across the offer lifecycle. The opportunity is to better understand how pricing, offer creation, marketing, and customer response influence one another—and use those insights to improve future decisions.
For customers building a business case, that creates a practical starting point: establish the value available today, then identify where greater connectivity could help capture additional opportunities.
Give commercial teams more room to think and act
For the people using airline commercial systems every day, the challenge often starts with complexity.
Cat described feedback from customers working across multiple interfaces, stitching together scattered data, and trying to apply sophisticated science under daily operational pressure. Each additional step takes time and attention away from understanding performance and deciding what to do next.
Kairos is designed to make that experience simpler through a unified foundation, connected information, and more intuitive ways to interact with the technology.
Natural-language interactions and AI agents can help users access information and complete tasks, giving teams more time to focus on analysis, strategy, and business goals.
That matters as the scope of commercial decisions grows. More markets, routes, passengers, and products create more information to evaluate. Teams need support turning that information into useful insight.
This is the meaning behind “Intelligence to know. Freedom to act.”
Intelligence helps teams understand what is happening and evaluate their options. Freedom means the airline retains control over its decisions: what to pursue, how to act, and how far to go.
Cat also highlighted an ambition for PROS agents to work with airlines’ own agents, supporting customers as they develop their AI capabilities.
Make commercial progress work for IT
Commercial ambition depends on technology that performs reliably.
As Cat acknowledged, IT teams carry the responsibility for connecting systems, maintaining accurate data flows, and making sure information reaches the right place. When something breaks, the effects reach commercial teams and travelers.
Kairos brings performance, reliability, and scalability into the same conversation as commercial opportunity. Airlines need confidence that their technology can support growing demand and new capabilities.
Openness is central to that approach. Airlines need the ability to choose the capabilities and partners that fit their business, supported by technology that can work within their broader ecosystem.
Cat described PROS’ work with partners on certifications and advanced integrations as part of an effort to ease the burden on airline teams. Stronger collaboration between providers can help customers navigate the work involved in bringing multiple technologies together.
For airlines, commercial independence becomes tangible through those choices: the ability to shape their technology environment around their strategy.
Connect decisions across the offer lifecycle
Each team brings a different perspective, but their work is closely connected.
A pricing decision influences the offer a traveler sees. Marketing helps bring that traveler to the airline’s channels. Customer response provides information that can inform the next decision.
Kairos is designed to give airlines a more connected view of those relationships, from offer construction and marketing through conversion. Applying PROS science across that lifecycle creates the opportunity for learning to feed back into future actions.
For airline teams, the value lies in understanding more of the commercial picture: how offers perform, how customers respond, and where opportunities may be missed.
That shared understanding can help leaders, users, and IT teams work toward the same commercial goals.
Earn trust through the partnership
Cat closed her session with a commitment to represent the customer’s voice within PROS.
That commitment reflects a broader principle: trust develops through transparency, strong relationships, shared roadmaps, and technology that supports the business.
Customers need to understand where their provider is going, how their needs shape that direction, and what they can expect along the way.
Kairos brings together PROS’ science, technology, airline experience, and customer relationships with that responsibility in mind. Its purpose is to help the people behind airline commercial performance make informed decisions and move forward with greater control.
Explore PROS Kairos and discover how connected intelligence can support your airline’s commercial future.