LAURA CRESSWELL ACCOUNT MANAGER VAN DER VALK AND CVENT

Transcription

1 LAURA CRESSWELL ACCOUNT MANAGER VAN DER VALK AND CVENT

2 215,000+ WORLDWIDE USERS PORTLAND, OR NEW BRUNSWICK, CANADA LONDON, UK 2,200+ WORLDWIDE EMPLOYEES SANTA BARBARA, CA LOS ANGELES, CA HQ Tysons Corner, VA Atlanta, GA AUSTIN, TX NEW DELHI, INDIA 1 MILLION+ EVENTS MANAGED SYDNEY, AUSTRALIA $1 billion+ MARKET capitalization Company of the Year

3 ANALYSIS OF PLANNER SOURCING HABITS 38% of planners begin their venue sourcing with an online sourcing tool

4 NEW PLAYERS ON THE BLOCK.. GEN Y GEN Y IS ON THE RISE Cvent Planner Sourcing Report

5 MEETINGS & EVENTS PLATFORM Event Marketing SMM Mobile Apps Marketing Integration Meeting Request Cvent Hospitality Cloud Social Media Event Registration Social Wall Web Surveys Impact on Pipeline Lead Retrieval

6 CLOUD-BASED PLATFORM SOLUTION FOR EVENT LIFECYCLE ENTERPRISE PLANNER BUYERS THIRD PARTY PLANNER BUYERS

7 CVENT HOSPITALITY CLOUD GROWTH REVENUE SOURCED $6.5B $8B $9.8B $2.4B $3.2B $4.7B $50M $600M

8 TOTAL RFPS UNIQUE ROOM NIGHTS K M M M M M M M M M SOURCE: CVENT 2015 DATA

9 HOTEL CASE STUDY Hotel A Profile completeness 120% Proposal default completeness 110% Response by due date 93% Response rate 93% Hotel B Profile completeness 50% Proposal default completeness 0% Response by due date 10 % Response rate 50% Turn down rate 30% Hotel A converted 9X business than Hotel B Turn down rate 36%

10 Suggested Ads Advanced Custom Proposal Template RFP Assignment Diamond+ Blog Sponsorship Routing Rules Video Marketing RFP Labels Suggested Ad Boost Promotions Hub Enhanced Marketing Package Proposal Defaults Basic Reporting Scorecards Custom RFP Views Competitive Market Ads Hero Ads Display Ads SocialWall SpeedRFP Button Premier Marketing Package Recommended Hotels Elite Meetings Magazine Standard Marketing Package Deep Dive Reports Supplier Certification Passkey Comp Set Reports Search Screen Sponsorship Business Transient Parked Reports Newsletter Escalation Rules Basic Custom Proposal Template Diamond Listings

11 The Hospitality Cloud 3 Pillars Group Marketing Solutions Group Demand Management Group Business Intelligence Create Brand Awareness & Lead Generation Manage Response Time Measure Performance Management

12 OUR ANALYTICS STRENGTH 8 MILLION RFPS SOURCED TO DATE 123 MILLION ROOM NIGHTS SOURCED TO DATE

13 $46+ BILLION Sourced globally all time through 2016 $11 BILLION Sourced globally in 2016

14 % of Awarded Proposals RESPONSE TIME CORRELATION AWARDED PROPOSALS ON THE HOSPITALITY CLOUD 25% 20% 20% 20% 18% 15% 12% 10% 8% 10% 5% 5% 4% 0% or More RANK OF AWARDED PROPOSAL RESPONSE TIME RANK or MORE % OF CONFIRMED BIDS 20% 20% 18% 12% 8% 5% 4% 10%

15 RESPONSE INTELLIGENCE Van Der Valk Netherlands Overall Stats Unique RFPs 87 Total RFPs 87 Total Responses 77 Response Rate 89% Total Bids 57 Bid Rate 66% Total Turned Down 20 Turned Down Rate 23% Turned Down + Planner Flexible 5% Total Awarded RFPs 18 Conversion Rate 32% Avg. RFP Value $28,504 Avg. Awarded RFP Value $9,944 RFP Award Rating Unique RFPs Total RFPs Response Rate Bid Rate Turned Down Turned Down + Rate Planner Flexible Conversion Rate Gold % 74% 23% 0% 35% Silver % 61% 24% 13% 40% Bronze % 58% 21% 0% 9% Grand Total % 66% 23% 5% 32% Award Propensity Additional Bids Additional RFPs you you can submit would convert Gold 4 1 Silver 3 1 Bronze 2 0 Grand Total 9 3 Gold: Propensity means more than 95% of these get converted. Silver: means more than 85% of these get converted. Bronze: means about 60% of these get converted. IF YOU IMPROVE YOUR BID RATE BY ONLY 10% IF YOU IMPROVE YOUR BID RATE BY ONLY 20% Additional Awarded Value $26,890 Award Propensity Additional Bids you can submit Additional RFPs you would convert Gold 7 2 Silver 7 3 Bronze 4 0 Grand Total 17 5 Additional Awarded Value $53,781 Award Propensity is statistical algorithm to predict the outcome considering multiple factors across 4 dimensions : RFP Attributes, Planner Segmentation, Hotel Mix & Location mapping.

16 SOURCING ACTIVITY: TRAILING 12 MONTHS BUSINESS RECEIVED BY VAN DER VALK HOTELS $2.5M ECONOMIC VALUE OF RFPS RECEIVED 8.1K ROOM NIGHTS RECEIVED 6.5K ROOM NIGHTS SOURCED FROM EMEA PLANNERS $1.1M ECONOMIC VALUE FOR ITYFTY 1.2K Room Nights Received for Weekend Arrival

17 Missed Opportunities: Trailing 12 Months 399K ROOM NIGHTS MISSED $120M ECONOMIC VALUE OF RFPS MISSED $65M VALUE MISSED FROM EMEA PLANNERS $44M VALUE MISSED FOR ARRIVAL ITYFTY 1200 # OF NEW ORGANIZATIONS USING CVENT MONTHLY 205K MISSED ROOM NIGHTS FROM THIRD PARTY PLANNERS

18 Unfamiliar with area Why don t planners include me? Limited exposure in search Insufficient hotel profile content Misinterpretation of offerings

19 4 Diamond DIAMONDS ARE EVERYONE S BEST FRIEND 3 Diamond 2 Diamond Premium Placement

20 DIAMONDS ARE EVERYONE S BEST FRIEND Stronger Content

21 SUGGESTED ADS Be at the right place at the right time Drive more qualified RFPs to your property Increase brand awareness

22 COMPETITIVE SET REPORTS Identify how you compare to your competition using reports based on actual data Define your competitive pool and view aggregate performance data Utilize event start dates to analyze your future lead opportunity

23 CUSTOMER CARE Support and Training 24/5 live customer support Daily live training classes, recordings and user guides Self-help customer portal Assigned Client Success Consultants Data Security Strict privacy policy you own your data Top tier data center no unscheduled downtime Highest security standards and PCI Level 1 Compliant

24 Thank You! LAURA CRESSWELL ACCOUNT MANAGER