Request a Hotel Performance AuditRequest Audit

Find partners that fit the hotel, not the longest agent list

Partner Fit matters more than how many names are on the list, and partners should not be chosen on price alone. The hotel needs a clear B2B offer, rate structure, and sales material before outreach starts.

Partner outreach has to connect to bookings and revenue, not stop at a contact list or a signed paper.

The KPI Plus can help set a structured B2B sales process, only where this service is approved.

Ask the team to review the hotel’s B2B path All solutions

Send the hotel name, room count, and whether partners already exist.

Sample workflow · Partner, Rate and Booking viewMatch the hotel with a partner that fits its market, rates, and way of selling

B2B Sales Readiness Framework

Should this hotel add a B2B channel yet?

Before we introduce a new agent, we look at the market the hotel needs, which dates still have rooms, the current rates, and whether the team can look after partner bookings and conditions.

B2B Sales Readiness Framework
AreaCurrent state/problemWhat to prepareExpected output
Partner FitPartner type is unclearDefine target partner criteriaTarget Partner List
Rate & CommissionRate structure is inconsistentSet B2B rates and termsB2B Rate Sheet
Sales MaterialInformation is scatteredPrepare a sales kitB2B Sales Kit
Booking ProcessOwnership is unclearDefine booking handoffBooking Workflow
Follow-up & ReportingPartner follow-up is inconsistentTrack pipeline and next actionPartner Pipeline

B2B Readiness checklist

  • A B2B rate plan existsThe partner needs a clear rate and terms to sellPartner Rate Sheet
  • The hotel knows which partner type it needsAvoids outreach to partners that do not fit the marketPartner Profile Criteria
  • Sales material is ready to sendThe partner can understand the hotel and the product fasterB2B Sales Kit
  • An approved commission frame existsThe partner needs to know what terms can be offered, without publishing the figuresCommission Structure
  • A working list of partners under review existsThe team can see who is in the queue without private contact detailsPartner Contact Map
  • Corporate or wholesale need is namedThe offer and the sales pack are not the same for each segmentCorporate/Wholesale Segment Notes

Partner Fit criteria

  • The hotel knows which partner type it needs
  • Corporate or wholesale need is named
  • Target partner criteria are defined

Sales Material checklist

  • Room and product information
  • Rates and selling dates
  • Terms the hotel has approved
  • A pack the partner can send onward
Sample data · Agent, Rate, Commission and Sales KitDocuments used to judge B2B readiness, not a generic hotel photo

Some hotels can gain from B2B. Others should strengthen OTA rates or direct booking first. We recommend a channel from the hotel’s situation, not because a name is already on a list.

Ask the team to review the hotel’s B2B path

Agent Sales Funnel

Agent Sales Funnel

From a potential partner to a measurable booking outcome

Sample data · Path from partner lead to booking reviewA sales path, not a CRM board or one partner’s results
  1. 01

    Partner Leads

    Definition
    Partners first brought in for review against the hotel’s market
    Expected output
    Partner Lead List
    KPI
    • Partner Leads
  2. 02

    Qualified Partner

    Definition
    A partner that fits the market, the product, and the way the hotel sells
    Expected output
    Qualified Partner Record
    KPI
    • Qualified Partner Count
  3. 03

    Rate / Contract Ready

    Definition
    Rates, terms, and a draft agreement ready for the hotel to review
    Expected output
    Rate Sheet / Contract Pack
  4. 04

    Active Partner

    Definition
    A partner the hotel has approved and that can start selling
    Expected output
    Active Partner List
    KPI
    • Active Partner Count
  5. 05

    Booking / Room Night

    Definition
    A booking tied to room nights and revenue the hotel can measure
    Expected output
    Booking / Room Night Record
    KPI
    • Booking Conversion
    • Room Nights from B2B
  6. 06

    Review & Follow-up

    Definition
    Review the result, then decide whether to continue, change terms, or stop
    Expected output
    Review Notes / Next Action
    KPI
    • Revenue by Partner

Service Matrix

What The KPI Plus helps with

  • What we do
    Look at hotel size, guest mix, season, empty dates, and current channels, then find relevant partners from the network
    Input
    Rooms, main markets, season, current channels
    Owner or approval point
    The KPI Plus with the hotel
  • What we do
    Review the rate, selling dates, allocated rooms, cancellation, payment, commission, and return of held rooms.
    Input
    Current rates, existing terms, dates that need sales
    Owner or approval point
    The hotel approves the final rate and commission
    Related pageRevenue & Commercial Management
  • What we do
    Help gather product facts, align conditions with the partner, and prepare what is needed to start selling.
    Input
    Room facts, rates, selling dates, hotel-approved terms
    Owner or approval point
    The hotel approves the sales kit
  • What we do
    Choose and introduce partners from the network, then keep product updates and agent follow-up on a rhythm
    Input
    The market the hotel needs, product changes, partner replies
    Owner or approval point
    The KPI Plus may support outreach. The hotel approves cooperation
  • What we do
    Help gather facts, align the agreement, and prepare the start of sales. The hotel reviews and approves the agreement before signing.
    Input
    Draft terms, product facts, the team that will take bookings
    Owner or approval point
    The hotel reviews and approves the agreement before signing
    Related pageOutsourced Reservation Management
  • What we do
    Look at room nights, revenue, booked dates, source market, and use of allocated rooms, then decide whether to grow, change terms, or stop a relationship.
    Input
    Bookings, use of allocated rooms, channel cost
    Owner or approval point
    The KPI Plus with the hotel
    Related pageRevenue & Commercial Management
What The KPI Plus helps with
Service AreaWhat we doInputOutputOwner or approval point
Partner MappingLook at hotel size, guest mix, season, empty dates, and current channels, then find relevant partners from the networkRooms, main markets, season, current channelsTarget Partner ListThe KPI Plus with the hotel
Rate & CommissionRelated pageRevenue & Commercial ManagementReview the rate, selling dates, allocated rooms, cancellation, payment, commission, and return of held rooms.Current rates, existing terms, dates that need salesB2B Rate SheetThe hotel approves the final rate and commission
Sales MaterialHelp gather product facts, align conditions with the partner, and prepare what is needed to start selling.Room facts, rates, selling dates, hotel-approved termsB2B Sales KitThe hotel approves the sales kit
Outreach & Follow-upChoose and introduce partners from the network, then keep product updates and agent follow-up on a rhythmThe market the hotel needs, product changes, partner repliesPartner PipelineThe KPI Plus may support outreach. The hotel approves cooperation
Booking CoordinationRelated pageOutsourced Reservation ManagementHelp gather facts, align the agreement, and prepare the start of sales. The hotel reviews and approves the agreement before signing.Draft terms, product facts, the team that will take bookingsBooking SummaryThe hotel reviews and approves the agreement before signing
Performance ReviewRelated pageRevenue & Commercial ManagementLook at room nights, revenue, booked dates, source market, and use of allocated rooms, then decide whether to grow, change terms, or stop a relationship.Bookings, use of allocated rooms, channel costB2B Performance ReportThe KPI Plus with the hotel

Partner Sales Workflow

How the work runs

Partner sales work runs in sequence, from the hotel picture to a booking review. The hotel approves the agreement.

Sample process · Handoff and outputA handoff and output path, not a generic meeting photo
  1. 01

    Understand hotel and market

    Owner
    The KPI Plus with the hotel
    Input
    Rooms, main markets, season, current channels
    Action
    Look at hotel size, guest mix, season, empty dates, and current channels
    Output
    Hotel & Market Profile
    Handoff
    If B2B does not fit now, the hotel decides whether another channel should come first
  2. 02

    Define Partner Profile

    Owner
    The KPI Plus with the hotel
    Input
    Hotel & Market Profile, the market the hotel needs, and the hotel’s limits
    Action
    Define target partner criteria from the hotel’s market, product, and way of selling
    Output
    Target Agent Criteria
    Handoff
    Partners that do not fit the market are not contacted unless the hotel decides to continue
  3. 03

    Prepare Rate and Sales Material

    Owner
    The KPI Plus prepares. The hotel approves
    Input
    Current rates, existing terms, dates that need sales, room facts
    Action
    Review the rate, selling dates, and allocated rooms, and gather the product facts
    Output
    B2B Sales Kit
    Handoff
    Final rate, commission, and contract terms go to the hotel for approval
  4. 04

    Contact and Follow Up with Partners

    Owner
    The KPI Plus may support outreach. The hotel approves cooperation
    Input
    Target Agent Criteria and the B2B Sales Kit after the hotel approves
    Action
    Choose and introduce partners from the network, then keep follow-up on a rhythm
    Output
    Partner Pipeline
    Handoff
    The hotel approves the agreement and signs its own contract
  5. 05

    Review Booking and Adjust Plan

    Owner
    The KPI Plus with the hotel
    Input
    Bookings, use of allocated rooms, channel cost
    Action
    Look at room nights, revenue, booked dates, source market, and use of allocated rooms
    Output
    B2B Performance Review
    Handoff
    A decision to continue, change terms, or re-order partners is made with the hotel

KPI and evidence

What do we measure?

We do not look only at how many partners signed. We look at room nights, revenue, and each partner’s result against the agreed conditions.

Sample data

Sample data · 16:9 KPI frameA sample KPI frame, not a live partner count, conversion rate, room-night, or revenue figure

When the hotel has enough data, the team also reviews booking window, source market, use of allocated rooms, and revenue after cost, to see whether B2B has a useful role next to OTAs, direct booking, and other channels.

Related reading on channels and the revenue plan

Sample visual · 3:2 partner content frameA B2B sales content frame, not a partner list or a live result

Direct Booking

Website Conversion & Direct Bookings

See what stops a website visit from becoming a booking, then make the direct-booking path clearer.

Solution

View service

OTA / Distribution

OTA commission calculator

See the commission cost behind OTA revenue, not a hotel’s live result.

Tool

Use the free tool

Rate Structure

Revenue & Commercial Management

B2B has to sit with rates, OTAs, and direct booking. It is not another channel added without the revenue picture.

Solution

View service

Frequently asked questions

Questions before the work starts. If this hotel’s context differs, begin with a whole-hotel review.

B2B & Agent Sales

Talk through the hotel’s partner path

Start a B2B agent sales discussion so the hotel can see partner fit, rates, sales material, and follow-up, without needing a partner list first.

What the hotel receives from starting the discussion

  • Partner Fit ReviewReview which partner type fits the hotel’s market and way of selling
  • B2B Rate & Commission ReviewReview the rate structure and commission before selling starts
  • Sales Material ChecklistThe sales documents the hotel needs before outreach
  • Partner Follow-up PlanA follow-up plan after partner conversations begin

What Happens Next

  1. Send hotel details and the market you want to reach
  2. The team reviews B2B readiness
  3. Set the Partner Profile and the work scope
  4. Arrange a conversation on the action plan and next steps

Contact details

About the hotel

What you'd like to discuss

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