Innovation is the driving force behind transformative growth and exceptional customer experiences. The PROS Customer Outperformer Awards recognize and honor customers who are pushing the boundaries of possibility through the innovative use of AI, software solutions, and collaborative partnerships.
Featuring:
- Todd McNabb, Chief Revenue Officer, PROS
- PROS Executive Team
- Vivian Chan, Head of Marketing Communications, Cathay Pacific
- Jürg Willi, Chapter Lead, CPQ, Siemens Smart Infrastructure
- Christian Bouzaid, Group Revenue & Marketing Chief Officer, Europcar Mobility Group
- Kshanaka Saparamadu, Head of Revenue Management, Network and Alliances, SriLankan Airlines
- John Carberry, VP, Global Strategic Pricing & Analytics, ADI | Snap One
- Ankur Rastogi, IT Director, Lufthansa Group
- Florian Martin, Senior Dirctor Offer Automation, Lufthansa Group
- Brett Golden, Senior Specialist, Targeted Marketing, United Airlines
- Frank Moore, Pricing Manager, Wilbur-Elli
Full Transcript
Todd McNabb: Wow. Was that not a pretty incredible session besides the thunderstruck? But wow, was that not a pretty incredible session? Just hearing how AI, you know, we’ve heard about it for so long, but it’s now beginning to come to reality and transform the way that we’re doing business today. And seeing our AI agents now coming to life, right? What an incredible session by Sunil, AJ, Andres, and our new CEO, Jeff Cotten. Unbelievably awesome. And today, I can’t wait to go, honestly, I can’t wait to go next door, and I will take the first challenger in this room that wants to challenge me on the new AI agents, because I’ve committed to Sunil to create three new AI agents by the end of this conference, both in sales, marketing, and customer delivery. So I challenge all of you, if you want to come up to me after this conference, please, let’s get going. It’s right in the Innovation Center next door. But before I get started, I want to say a big thank you to all of you in this room, our customers, our partners, and our employees. And a big round of applause for a great 2024. Thank you.
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Todd McNabb: So it sounds like we’re in May, and it’s weird kind of saying 2024 when we’re almost halfway through 2025. But this time last year, I was 30 days, if you guys were here at Outperform, I was 30 days into the job, and I was giving a keynote here on stage. And it’s now been a year and 30 days. So believe it or not. And what a difference, what a big difference a year makes. It kind of goes by so fast. But I really want to take some time and compartmentalize what we in this room have accomplished together and celebrate really what we’re driving for in the future. So there’s so many accomplishments, and we’re going to get to our award sections in just a minute, that we’ve had over the last year and 30 days that I needed to kind of reconcile all of it. And so what I did is I put together what I call the PROS top 10 list. And I want to share that with all of you right here in the room. So let’s get started.
Todd McNabb: At number 10, in 2024, we processed 4.8 trillion transactions in our platform. That’s a 26% year-over-year volume increase. That’s bigger than MasterCard, American Express, and Discover combined. And as these transactions have grown, at number nine, so has our revenue. In the past year, we increased our subscription revenue 14%, and we continue to reinvest our dollars back into the innovation that you’ll be seeing over the next few days. I’ll come back to that in just a minute. At number eight, this year we were recognized by our analyst community more than ever. IDC recognized us as a leader in the worldwide CPQ. Gartner just named us a leader in their magic quadrant for the third time in a row. And PROS received the highest possible scores in the most recent Forrester Waves. One of the things we’re most proud about is not only do we receive all these great accolades by the top three analyst firms, but we also receive IDC’s Customer Satisfaction Award winner. Which is probably, when I think about it, the most humbling awards any organization can receive. So before we move on, I wanted to say thank you to the analysts and to you, our customers. We’re humbled and we’re honored by this recognition for sure.
Todd McNabb: Number seven, last year, if you remember, if you weren’t here, I was on stage and I was talking about how we’re gonna expand our ecosystem and our partner ecosystem, and we’ve made incredible investments. Last year, we were recognized by Microsoft as a global ISV Partner of the Year. And I wanna recognize all the partners that are right here in the room today, including ArticulateIT, Ernst & Young, LTIMindtree, Profit Drivers, thanks for the great event last night, Wipro, RateGain, IBM, TravelX, and Volantio. Thank you for your continued partnership and a really big thank you for the work that we have ahead of us and the many years to come. So thank you, thank you all for all the work that we’ve been doing. Number six, in 2024, PROS earned a top 50 information security award from OnCon for our strength in security and data protection. Now, the team that was just up here are continuously investing and innovating in cybersecurity, and we will continue to provide you the highest level of trust and confidence in the PROS platform.
Todd McNabb: Now number five, this is just hot off the press, like 30 days old, so I’m really proud of what this team’s accomplished, the company’s accomplished, our engineering, and across to our go-to-market teams. We just received the 2025 Artificial Intelligence Excellence Award from Business Intelligence Group. And it’s really a testament to our product teams, for our groundbreaking advancements in AI, and including things like the use of neural networks for things like price optimization. So really, really proud. This is 30 days off the press, to share with all of you this award. Now number four, I said I would come back to it if you remember. A little earlier we talked about reinvesting in the company, and here’s the proof. Over the past year, we released more than 560 new features on our platform, and this was based in the co-innovation with many of you that I’ve seen all around the world. From the Middle East, to Asia, to the Americas, thank you all. And we’re gonna continue to co-innovate, not just on AI agents and our platform, and with all of you throughout the world.
Todd McNabb: Number three. We’re getting close to our top three here. So, last October we announced a new addition to our platform, the PROS Rebate Management Solution. So, think about it, automating and streamlining the management of rebates across all your sales channels to drive higher demand and improve your margins. Number two and number one are kind of, you’re trying to guess. I bet in the audience we can’t guess what number two and number one are, but I’m going to give you a hint. It’s something you just saw on stage. The release of our AI agents, including sales agents and rebates agents. We’re literally in the middle of an AI revolution. If you remember back in 2007 and 2008, when EC2 announced cloud, cloud computing becoming something of the thing of the future, and security surrounded it and we couldn’t get there. AI is here. AI is now. Our AI agents are changing the way that you compete every single day against your competition. These AI agents literally are going to be game changing and are going to be a part of your organization, whether it’s now or this time next year.
Todd McNabb: So it’ll be two years and 30 days when we come back and we talk about how AI agents have transformed your business over the past 365 days. Imagine, I want all of us to imagine, our sales teams being out in the field with their phone, being able to provide real-time quotes to their customers, looking at inventory, delivery dates, when they’re available, how they’re available. Being able to have that power instead of having the sales rep go back to their home and create a quote, send the quote over to a procurement officer. They’re now able to sit with the business and provide them real live quotes.
Todd McNabb: Two, imagine you have these analysts, new analysts coming aboard, new analysts getting promoted, new analysts taking on new jobs, and bringing on a brand new analyst within days instead of weeks or months. And imagine the power of how these AI agents are going to be able to assist you to be able to ramp faster, more sales, better margins. Imagine in the travel space, building experience bundles for you and your customers real time. It’s not just about how many seats, but what am I going to do while I’m there? And improving your look to book conversions overnight.
Todd McNabb: Agentic AI represents the next leap in PROS innovation and really the beginning of what’s just possible. And if you leave from one thing here is think about how these AI agents are going to transform your business in the next 365 days, next two years and next three years. It will be transformative. All right, so what’s number one? So if we just talk about AI agents and we talk about the effects of how AI agents are going to be transforming our business, all of our businesses here in the room over the next several years, what’s number one? So can I have a drumroll please? All right. In 2024, PROS helped you drive an average revenue improvement of 8% while increasing margins by 200 to 500 basis points, generating a 400% ROI with a payback in less than nine months.
Todd McNabb: So before we end and we have all of our team come up, I’m going to just say one thing. Finally, I want to recognize some of our newest and our existing customers right here on the screen behind me. On behalf of all of us here at PROS, we sincerely thank you for the confidence and trust that you’ve put in this partnership every single day. It means a lot to us, all of our employees, and that’s why we built the culture we have is around you, our customers and our partners. So, thank you. Now, as we look forward to a successful 2025 and 2026, I would like to invite our executive team to join me up here on stage and celebrate the achievements of all of you over the past year and 30 days. So team, Colleen, I’m going to turn it back over to you. If I can have the executive team join me on stage, that’d be great.
Colleen Langevin: Welcome to the awards recognition part of our program. This year, we literally had dozens of award submissions from our customers around the world. And the remarkable stories and impacts that all those award submissions had was truly remarkable. So thank you to all of our customers for sharing your stories, and we’re excited to share our award winners this year. Now, at PROS, our mission is to help companies and people outperform by enabling a smarter selling in the digital economy, and hearing the remarkable journeys of our customers reaffirms our purpose. Now this year, we have four awards categories. Digital Pioneer, Growth Catalyst, Innovator, and Profit Booster. Each category had multiple winners. We’re going to announce our winners. They will come up on stage, say a few words, and greet with our executive team. So now let’s go ahead and get started. Sunil.
Sunil John: All right. Our first award is the Digital Pioneer Award. This award celebrates customers who excel in transforming their businesses with digital selling technologies and AI technologies, setting standards for innovation. And it’s my honor and privilege on behalf of PROS to announce the two winners, Cathay Pacific.
Sunil John: Congratulations.
Vivian Chan: Everyone, I’m Vivian. I’m representing my team to accept this award. Thank you so much for the recognition. This is amazing. It’s such a big stage as well. At Cathay Pacific, we are always striving to deliver results, outperform always, by using technology, new technologies, and also partnering with our strategic partners. So this is such an honor. If you want to learn more about what we’ve done, maybe tomorrow morning with the breakfast session, you guys can look for us, and then we can share more. But in here, I want to have a special shout out to our APAC partner, Karen and Daphne. You guys have been amazing. Thank you so much for all the support. And last but not least, on behalf of Hong Kong and Cathay Pacific, we invite you all to come and visit us by Cathay. Thank you.
Sunil John: And our second winner of our Digital Pioneer Award, I’d like to welcome Siemens Smart Infrastructure.
Sunil John: Congratulations.
Jürg Willi: Hello everybody from my side. My name is Jürg Willi and I have my colleague here with me, Philipp Müller. I’m very happy to receive and honored to receive this award. You know, we are working with PROS since 10 years. I thought before, yeah, that’s quite long, but when I see the colleagues with 25 years, it’s okay-ish, let’s put it this way. So the team is very important and we have a very good product. We use the cart a lot. And if I remember, Andres, our meeting in Zurich some eight years ago, you were talking about, we use the old product and say, what do we do? And Andres said, yeah, we will develop a new product for you which fits for your needs. And he made it through. He made it through. So this is very good. Thank you very much for that.
Jürg Willi: I was lately in the branch office in Switzerland and the sales guys told me, Jürg, the best ever implemented solution from headquarters. So that’s really a mark. And as you know, the sales guys, they’re a bit picky what they get. So, and if they are happy, then it’s a very good sign, I would say. We also implemented three years ago an AI solution. So Philipp was mainly responsible for that. So we used to bring your own science. So we keep the model inside, but then the PROS card calls it. And we are very successful with that. We make 1.5 to 2 point margin with that. So this is really good. But I can tell you, it takes a lot of time for the people to adopt, you know, to believe in those figures. And I’m looking forward for these agents, you know, how they bring the truth and the confidence to the people. So thanks a lot, again, for this award. I’m very happy and have fun today.
Sunil John: Thank you.
Sheida Ashrafi: Congratulations to our Digital Pioneer Award winners. The next category is the Growth Catalytic Award. This award recognizes our fastest growing customers where they also not only quickly achieve value, but also excel and master the exchange management, which is part of the growth strategy, adapting our solutions, but also developing their own best practices and innovative strategies to drive the revenue growth. So also with like other categories, we have two winners. I want to start with Europcar Mobility Group.
Christian Bouzaid: Thank you very much. I’m Christian Bouzaid in charge of revenue and marketing at Europcar Mobility Group. I’m extremely honored to be here today to accept this Growth Catalytic Award. For those who are not familiar with the Europcar Group, we are the leading car rental company in Europe. We operate in more than 150 countries across the world. We have a few brands, Europcar that you may know, Goldcar, Fox Rent A Car in the US. And if you ever plan your summer vacation at the moment, please visit our website. You will see our amazing prices that have been processed by the smart price management module that we implemented. A few words about this module. We are extremely happy about it because it only took eight months to implement it when we initially thought it would take more than a year. Our incremental revenue are three times higher than initially contemplated. So we are extremely happy. And I think that the main recipe for success is to operate as one team between PROS and the Europcar IT and business teams. And I would like to especially thank the leadership team here today because you have been very attentive to our requests, our needs. And I think, again, this has been a great success for us. Thank you again and very proud of receiving this award.
Sheida Ashrafi: And I’d like also to congratulate the SriLankan Airlines.
Kshanaka Saparamadu: Good morning everyone. Yeah, it took us 26 hours to come here.
Kshanaka Saparamadu: Thank you very much for giving this honor. We are truly honored to be recognized as the winner of this award. I would like to dedicate this award to the project management teams at IT Revenue Management and E-Commerce back in Colombo. I would like to thank my entire senior management team back at SriLankan for their support that they extended and the trust that they placed in us. And as I said, as we stood up, when he said to stand up people who have been using it for more than 20 years, we were standing there and PROS team, thank you very much. You have been a great partner for the last 20 years. For your information, we moved into, we were using Logseq based RM since 2002. We moved into a new RMA platform in 2023. It was a great transition to the new system. So thank you very much, the PROS team for all the support. Thank you.
Ajay Damani: Well, congratulations. Thank you so much to our Growth Catalyst Award winners. Coming up next is really our Innovator Award and it is my honor to introduce this category. The Innovator Award celebrates customers who are boldly embracing AI to drive meaningful transformation in their business. These organizations have harnessed the power of PROS to optimize operations for growth, enhance efficiency and foster cross functional collaboration, setting new standards for innovation and impact in their industries. We have two winners in this category and the first winner is ADI | Snap One.
John Carberry: Extremely humbled to win this award. I just want to say thank you to my team, the ones that are here and also the ones back home. It’s really fun when you guys can just jump into a room and put up a whiteboard and just innovate and having a platform that you can do it on and really extend around kind of your organization to make it the kind of center of everything has been a lot of fun. Just a couple shout outs for thank yous. Want to thank Carlos, our CSM. Really cares about our business. He’s the best I’ve ever worked with. So really thank him. Want to thank Jason as well. Thank you for picking up my phone calls, always answering my texts from basketball games and everything else. I also want to say thank you to Kevin who’s kind of an IC that’s been with us since the beginning, really understands what we’re looking to do and how we want to do it. Another thing I just wanted to say is thank you to the PROS team. We signed on in 2019 and one of the main reasons we went with PROS is the innovation that you guys do. How that product has changed from 2019 to today has been amazing and I just can’t wait to see what another five, six years looks like. So thank you very much.
Ajay Damani: And our second winner in this category is the Lufthansa Group.
Ankur Rastogi: Good morning, everyone. I’m Ankur Rastogi heading IT for commercial offer and network management. And I have with me my business counterpart, Florian, heading offer automation. Thanks a lot for this award. It’s our pleasure and honor to receive the award in the innovator category. It’s also a testimonial to the many joint innovations and successful projects we have done together over the last long and trusted relationship. You didn’t ask 35 years. We would have stood up even then. We have been working together for 37 years at PROS and we have been extremely happy with it.
Florian Martin: So, PROS and Lufthansa Group, we have many firsts together. Think real-time dynamic pricing, think continuous pricing, and I could go on and on. And we are particularly grateful to receive the Innovator Award this year because 2025 is the year also for us where we think we can rightfully call us innovators together. We’re going to launch a whole firework of innovations this year, and that’s maybe also why we have such a big group of representatives here up on stage because PROS and Lufthansa Group will extend PROS request-specific pricing for the full Lufthansa Group market scope. We’ll also push dynamic ancillary pricing together. And last but not least, we’re going to launch our long-awaited new generation of demand forecasting model, demand over bid price, at the end of the year. And so for us, really, it’s an intense year, a year of innovation, and we’re very grateful and want to say thank you also to the PROS employees that have been working with us on this incredible journey all that time. You’re great. Thank you very much and we want to celebrate together. Thank you.
Stefan Schulz: All right. So congratulations to our Innovator Award winners. Last but certainly not least, and obviously something that’s near and dear to my heart as a CFO, is the Profit Booster Award. This award honors businesses that have demonstrated remarkable growth and significantly increased their profitability or margins through the implementation of PROS solutions. And our winners are United Airlines.
Brett Golden: Good morning, everybody. My colleagues and I are incredibly delighted to accept this Outperform Award on behalf of United Airlines. So big shout out to the team that’s sitting back in Chicago as well. Also, we’d like to thank our team that we work with at PROS, Claudia, Jimena, and Alfonso for such a great partnership. They’re with us every step of the way, and we’re incredibly excited for the opportunities that lie ahead. Cheers.
Stefan Schulz: All right. Our second award winner in this category is Wilbur-Ellis.
Frank Moore: Thank you so much for this recognition. I’m truly honored to accept the Profit Booster Award on behalf of the team at Wilbur-Ellis. This achievement is the result of a strong and focused collaboration, especially with our sales teams. Together, we’ve worked hard to build confidence in selling within our price envelope, ensuring that we not only drive revenue, but protect and enhance our margin quality. So thank you.
Colleen Langevin: Well, on behalf of our entire PROS leadership team, I want to give a thank you to everyone, for all of our dozens of customers who had submitted for awards, and for our incredible award winners. The depth and impact of all the submissions truly reflect the innovation and excellence across our customer community. It’s exciting. Now, as Todd shared at the start of the celebration, it is our honor to recognize the PROS Customer Outperformer award winners. These organizations are harnessing the power of AI today, driving digital transformation, and utilizing the PROS platform to really outthink, outpace, and outperform in today’s, quite frankly, volatile market. Your success is the reason that we do what we do. It brings our mission to life to help people and companies outperform. So congratulations again to all of our award winners and the achievements that you’ve had. They continue to inspire our team every day to innovate and support your growth journey. And before we close, I’d like to give a special shout out to one of our customers at Emirates, whose use of the PRO Dynamic offers engine behind their NDC gateway earned recognition at the Najm Chairman’s Award at their company.
Colleen Langevin: Najm, for those of you who don’t know, is Arabic for star. And this award is the most prestigious internal award at Emirates Airlines. So, you know, that is proof that partnership, innovation, impact truly go hand in hand. And I just want to give a round of applause to this year’s, to, excuse me, Emirates for this outstanding recognition. And impressively, it is not the first time that the team working with our technology has been recognized with the Najm Chairman’s Award. In fact, this is the third time in nine years. So really remarkable impacts. It really tells you the impacts, the business impacts that this team is creating. So I just want to say thank you and congratulations to our friends at Emirates.