jetBlue set out to solve a persistent challenge: forecast accuracy. With previous revenue management systems falling short, the team was forced to rely heavily on manual overrides—hindering efficiency and trust in the data.
In this customer spotlight, Jeremy Blechman and Lukasz Osolkowski from jetBlue’s Yield Management team share how PROS Revenue Management Advantage (RMA) is helping transform their approach. Learn why JetBlue made the switch to PROS, how the science behind the forecast earned their confidence, and what a future powered by willingness-to-pay forecasting means for their commercial strategy.
Video Highlights
- 0:28 – What business challenges was jetBlue facing with their previous RM system, and why was PROS Revenue Management chosen over other systems?
- 1:41 – What aspects of PROS’ approach and engagement during the negotiation process impressed you the most?
- 2:30 – Can you describe the expected impact of PROS Revenue Management System on jetBlue’s demand forecasting accuracy and overall commercial strategy?
Full Transcript
Hi. I’m Jeremy Blechman, manager in the yield management department, and I work for JetBlue, the number one East Coast leisure airline in the United States.
Hi. I’m Lukasz Osolkowski. I’m a senior manager of yield management at JetBlue, and, I work for the airline that has the most legroom in coach.
What business challenges was jetBlue facing with their previous RM system, and why was PROS Revenue Management chosen over other systems?
I think something that we’ve been struggling historically, not just with the car and RMS, but the the ones before as well was, just the the accuracy of the forecast. That’s something that was, always always missing the mark, and and and that resulted in us having to override, a lot of the outputs of the of the forecast and really not not having that trust that we needed. And so I think, the reason why we went with pros is we we’re we’re putting a lot of trust in in in in its forecast, and we’ve been impressed, with with the science behind it.
I think it can really change the way we do revenue management at JetBlue and move away from, just this constant open, closed, clasp, paradigm towards, forecast management and and and, forecast preaching. So I’m really excited about that, especially the the willingness to pay forecast and moving away from from the traditional forecast.
What aspects of PROS’ approach and engagement during the negotiation process impressed you the most?
I think something that impressed us the most was just, Chris’ willingness to deep dive into the science behind RMA, and and just open us to to really get into, the the the how of how RMA thinks. And, I think that that was really the the the selling the big selling point for us, kind of opening up that black box that that that the forecast is.
It was done in a really, sort of attainable way, and and and something that was, you know, manageable for us to grasp.
Can you describe the expected impact of PROS Revenue Management System on jetBlue’s demand forecasting accuracy and overall commercial strategy?
I think we’re really excited about willingness to pay. We’re really excited to really have a forecast that we can trust and not have to spend so much time overriding and really getting our hands, dirty changing the forecast, which frees up time for the analysts to really work with our commercial partners to drive real revenue improvements.