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HQ plus, Duetto Announce Technology Partnership

Duetto · 1 November 2018
San Francisco, 1 November, 2018 -- Duetto, the hospitality industry's only Revenue Strategy Platform, has today announced its latest technology integration - with HQ plus.The new interface between Duetto's GameChanger and HQ plus enables joint customers to see the current room rate for a list of chosen competitors, as well as showing competitor averages. The interface pulls rates from a wide range of online distribution channels, including online travel agencies, as well as sites from competitor hotels.The integration enables hoteliers using Duetto and the HQ revenue hotel market intelligence software to compare competitor rates to their own, up to 365 days in the future. This will assist hotel revenue managers on both short-term yielding and longer-term Revenue Strategy. The ability to accurately benchmark will enable hoteliers to adapt to market changes in real time."We are very proud of our collaboration with Duetto: Now our mutual customers are able to see in Duetto the rates of their comp set, taken directly from our system. It's a very important first step as we work towards offering our customers even more relevant market data to help them boost their Revenue Strategy," said Roland Hehn, CEO at HQ plus."Through this integration, Duetto customers can leverage channel-specific competitive pricing data from HQ plus direct through our Open Pricing solution, GameChanger. This enables hoteliers to optimise revenue at a marketplace level with greater emphasis on channel contribution and lead time," explained Marco Benvenuti, Chief Marketing and Strategy Officer for Duetto.While finalising their technology partnership, Duetto and HQ plus trialled their new integration with Ruby Hotels."We are happy about the integration of two very strong tools we use in our revenue management. The integration of both systems will help us to gain even deeper market insights," said Tobias Koehler, Group Director Marketing & Commerce at Ruby Hotels.ABOUT HQ PLUS HQ plus is the pioneer of Europe's hotel market intelligence revolution. Since its foundation in 2012, the company has successfully brought forward cutting-edge revenue management technologies. It is now Europe's market leader, serving about 2,000 customers with its innovative software, HQ revenue, and is enjoying a steady growth in foreign markets too.HQ revenue is a leading-edge platform in the revenue management technology landscape that provides accurate real-time data to hoteliers and revenue managers. The product is an effective decision-aiding tool and empowers hoteliers with a complete overview of the most important distribution channels. This allows for quick and efficient analyses and timely reactions to shifts in demand and occupancy, putting HQ revenue customers ahead of their game.Visit for more information.

Revinate Announces Partnership with Duetto

Duetto ·30 October 2018
San Francisco, Oct. 30, 2018 -- Revinate, the software as a service (SaaS) company that helps hotels transform guest data into revenue, today announced a partnership with Duetto, hospitality's only Revenue Strategy Platform, to enhance the power of its guest marketing solution. Now, joint customers will be able to use Duetto's platform and its Open Pricing application GameChanger to dynamically price upsells and upgrades driven through Revinate Marketing. The real-time pricing solution will enable personalized offers to maximize conversion and revenue."Duetto shares our core belief that data can be used to optimize guest lifetime value, driving maximum profit for the hotel, all while delighting the guest," said Dan Hang, Revinate's Chief Product Officer. "Having Duetto's platform work with Revinate Marketing means that our customers will drive more revenue with real-time data and personalized offers.""We believe by partnering with other leading technology companies and keeping our platform open and agnostic we can drive more meaningful results for our customers and hotel companies around the world," said Marco Benvenuti, Co-Founder and Chief Marketing & Strategy Officer of San Francisco-based Duetto. "This is a great example of that and the partnership with Revinate brings brand new functionality and real personalization to an industry starved for it."Hotel Spero in San Francisco is one of the first hotels to use the joint solution in its pre-stay communications with guests. Tomo Kakegawa, Corporate Director of Revenue Management and Digital Marketing, says, "We can already see the difference that dynamic pricing and personalized communications can have on upgrade revenue. We're thrilled that these two software companies have come together to innovate and push the limits of technology to help the industry drive more revenue through data."About RevinateRevinate enables hoteliers to transform their guest data into revenue. With Revinate Marketing and Revinate Guest Feedback, hoteliers are empowered to make smarter decisions, resulting in increased direct revenue and guest engagement. The company is backed by leading Silicon Valley investors, including Benchmark Capital, Tenaya Capital, and Sozo Ventures. Headquartered in San Francisco with regional offices in Amsterdam and Singapore, Revinate counts tens of thousands of the world's leading hotels as customers.To learn more, please visit

Revenue Management Speed Check: Let's Accelerate

Duetto Research Blog·25 October 2018
Earlier this year I was invited – along with other RMS vendors and senior hotel executives – to speak at a roundtable hosted by none other than RM-veteran Sherri Kimes. As was to be expected, the conversation was robust and engaging, with viewpoints shared from a variety of perspectives for a holistic view. The audience consisted primarily of students in their final year at the prestigious NUS Business School in Singapore, who were interested not only in the status quo, but also the direction in which the revenue management discipline was headed.
Article by

Ctrip Enters Hotel Management Space

Duetto ·24 October 2018
1. Ctrip enters hotel management spaceCtrip has now a hotel management brand - Rezen Hotels Group - that aims to bring together top-rated hotels in China's first- and second-tier cities and help them improve performance and services with big data analysis backed by Ctrip.In the next three years, they will launch over 30 co-branded hotels, providing more than 6,000 rooms. The launch of Rezen Hotels, Ctrip's first high-end hotel brand, marks the group's strategy to branch out to the high star-rating hotel sector.Full story at Tnooz.2. Shiji continues blazing acquisition trail with Concept purchaseShiji has recently acquired Concept Software Systems, a provider of golf, spa and activities management systems for luxury hotels which is uniquely integrated with hotel property management systems.Concept Software Systems will integrate with the Shiji Group as a fully owned subsidiary and as a Shiji Group company.Full story at Shiji.3. Accor strengthens in Asia, hits 1,000With the recent opening of Pullman Tokyo Tamachi, AccorHotels has past the 1,000 hotels and 200,000 rooms milestone in Asia Pacific, underscoring the group's belief in the growth potential of the region.Asia Pacific now makes up more than 30% of the entire AccorHotels global network and more than half of the total room and hotel pipeline. In the past three years, AccorHotels' Asia Pacific network has doubled in size through a combination of organic growth and acquisitions of brands including Raffles, Orient Express, Fairmont, Banyan Tree, Delano, Mondrian, SLS, Swissotel and Movenpick.Full story at Hotel Management4. Affluent travellers from China taking to mobile for travel bookingsThe growing affluent traveling community from China are taking to the mobile platform for travel bookings. This means more domestic travel apps like Zanadu and SparkleTour will be focusing on the mobile platform to meet their customers where they are. More than half of travellers booked trips online in 2017, according toa September reportfrom China-based research agency Yaok Institute.Other popular travel apps in China include HHtravel, 8 Continents Travel, and Beshan.Full story at Jing Daily5. Next Story Group makes its move into Sri LankaNext Story Group has entered Sri Lanka with two of its brands - Next Hotel Colombo and Kafnu Colombo, both slated for third quarter 2019 openings. Next Hotel Colombo is located in the Colombo City Centre, a premier lifestyle destination in Sri Lanka. Jointly owned and developed by Next Story Group and the Abans Group, Colombo City Centre is a mixed-use development which consists of a Next Hotel, luxury apartments and the first international shopping mall in the country.Full story at Travel Daily News.6. Oyo's $5 billion valuation overrated?Oyo, an Indian-based budget chain hotel, is hardly budget when it comes to its fundraising. It recently raised $800 million, with its investors pledging a further $200 million. This latest round of fundraising has placed an approximately $5 billion valuation on the company, said some reports.Other investors are now weighing in on this latest news, at least one saying it is "overvalued" for a company with "no real underlying assets". What's for certain is this has caused hotel chains to look carefully at their strategic plans for the new world's giants namely India and Chian.Full story at Skift.7. South-east Asia is boomtown with travel business worth US$50 billionWith a compound annual growth of 27% year-on-year, South-east Asia boasts a US$50 billion travel business and four key industries that are driving the growth are online travel, e-commerce, online media, transport and food, according to Google's head of travel Asia Pacific Hermione Joye who spoke at the recently concluded WiT Singapore 2018.The online travel sector is now at US$27 billion business but growing fast at 18%. With only 35% of bookings now done online, the opportunity is vast. And Google says what its customers there want is speed, engagement and personalisation.Full story at WebinTravel.comStay up on hotel Revenue Strategy news and discuss industry tech trends in the Hotel Revenue Strategy Leaders Group on LinkedIn.

Creative Hotel Packaging Via Blockchain

Duetto Research Blog·23 October 2018
Norwegian hotel chain Nordic Choice has almost 200 properties in Scandinavia and the Baltics, all under one owner - Petter Stordalen and his company Strawberry Group.

Ctrip Enters Hotel Management Space

Duetto Research Blog·23 October 2018
Seven trending news stories in APAC that will have an impact on your hotel Revenue Strategy.
Article by Jason Q. Freed

How Hotels are Putting Their Data into Action

Duetto ·19 October 2018
Hoteliers are still in the infancy stages of using the troves of available data to better serve guests and value rooms properly, according to Balaji Krishnamurthy, Chief Strategy Officer with Sabre.Sabre, with nearly 40,000 hotels using some combination of its CRS, PMS or booking engine, offers an interesting perspective on how hotels can collect, analyze and make decisions on the guest and transaction data available today."It's a big opportunity, but there are big challenges," Krishnamurthy said on a recent Sabre webinar, Leveraging Data Insights to Drive Profitable Growth.He says that hospitality businesses had been solely focused on improving the guest experience until about 15 years ago, when electronic distribution and channel management forced hoteliers to start analyzing different types of demand data."Hospitality has been behind other travel sectors for about 10 years," Krishnamurthy said. "There is a lot of catch-up to do, but the opportunity is big in hospitality."What are today's challenges?Today, one of the biggest issues preventing hoteliers from making their data actionable is technology integration. Nearly all of the different systems in a hotel tech stack are generating some sort of data, and the challenge for hoteliers is bringing all that data into somewhere safe where they can analyze it and get a more holistic view of the guest.The data is not always clean, either. With hotels spreading their inventory across so many channels, the data that comes from each of those systems doesn't always look the same. And when hoteliers use legacy, on-premise systems to ingest and analyze that data, many issues can boil to the surface.Where should we be tomorrow?Krishnamurthy says a good data integration platform in a modern cloud environment can wrangle, clean and harmonize the data.This will pay immediate dividends, allowing hotels to see how each of their channels are performing beyond the surface-level metrics like RevPAR, ADR and occupancy.To start, hotel operators must find and hire the people with the right mind-set: curious people who are great problem solvers, he said, adding, "Talent is critical to extract value out of the ecosystem."Krishnamurthy said there are three concrete examples of applying data analytics to solve hotelier challenges:Distribution planning. Use available data and analytics to help determine where and how to spend your marketing budget. A good start is looking at where your customers came from last year.Revenue leakage detection. Because many of today's pricing tasks are manual, Krishnamurthy says, rates either stay static much of the time or are even lowered and never brought back up. Disconnects to important distribution channels often go undetected. Analytics and AI can help avoid that and close the gap on leakage.Demand forecasting. Many hotels still over-rely on historical data to power their forecast and pricing strategy. Advanced revenue systems can aggregate all of your data - including data from outside hospitality like flight information and guest buying behavior - to formulate a recommendation from all the information that's available."Hoteliers are now able to use AI and machine learning to gain greater insight from their data and start to drive dynamic personalization and next-gen retailing and merchandising," Krishnamurthy said. "Last year, airlines sold $80 billion in ancillaries, mostly fees and bag revenue. Think of what hospitality can do. There is a huge opportunity with what you can retail based on your customer's unique need, using the data you already have."RELATED HOTEL REVENUE STRATEGY ARTICLESHow Your Own Data Resets the Hotel-OTA Relationship on Better TermsDuetto Concepts: Data Quality (Video)Hotel E-commerce Could Get a Boost from Data and Analytics

Why Quality Data Is Key To Personalised Marketing

Duetto Research Blog·19 October 2018
Interstate Europe Hotels & Resorts provides third-party hotel management to hotels, resorts and conference centres throughout the UK, Europe and Russia/CIS, working with brands such as Hilton, Holiday Inn and Ibis.

How Hotels are Putting Their Data into Action

Duetto Research Blog·18 October 2018
Hoteliers are still in the infancy stages of using the troves of available data to better serve guests and value rooms properly, according to Balaji Krishnamurthy, Chief Strategy Officer with Sabre.

Casino Stocks Taking Too Many Hits

Duetto Research Blog·17 October 2018
Seven trending gaming industry stories that will impact your casino Revenue Strategy.

How Tribal Casinos Press Their Advantages as the Gaming Industry Evolves

Duetto Research Blog·15 October 2018
In a year of significant change for commercial casinos -- including the legalization of sports wagering and the continued emergence of non-gaming revenue -- tribal gaming properties are facing those same challenges, plus unique competitive factors of their own.

New Technology to Solve Industry Challenges | By Yasean Lee

Duetto ·15 October 2018
At Duetto, we take full advantage of the fact that we're true multi-tenant cloud. We can release new updates and enhancements at any time, pushed to all of our customers at once, and with no downtime. It beats building new versions of software and having to ask users to upgrade all the time.But there's the small stuff, and then the big stuff. We release our gamechanging (no pun intended) enhancements -- our major new products and features -- quarterly, because they take more time to build and we take more time to be diligent.Today is the official date of our 2018 Fall Release. While the new features will only affect Duetto users, our Product team enjoys giving regular peeks behind the curtain to anyone that might be interested. We're working on solving real challenges and pain points to drive profitability for hotels and casinos, and often those solutions are aimed at broader industry-wide problems. So by sharing what we're developing for our customers, we hope to also create new relationships so that we can help all hotels and casinos run more profitable businesses.With that said, here's a glimpse into the highlights of Duetto's new tools and features, coming today.New Toggle Helps Hotels More Accurately Price by Room Type.Being able to forecast demand and dynamically yield each of your room types independently of each other is crucial. You know there are times when your suites are in higher demand, or when the majority of guests are asking for rooms with two queen beds, for example. But are you sure you're charging the right premium for these options? In some cases, are you giving away more rooms than you are upselling?A new enhancement called Room Type Pricing Flexibility now gives hoteliers the ability to toggle the order of operations in which rates are calculated, weighting either segment or room type differentials first or second depending on the hotel's unique demands.New Group Forecast Features Improve Displacement Analysis.Helping hotels and casinos with group revenue management has been a major focus for Duetto in 2018.To start, forecasting group business has traditionally been extremely painful for hotels. They often don't have the right visibility into the group sales funnel, such as an accurate picture of prospects, tentative groups and contracted groups on the books. So Duetto's new group forecast module splits your group business into these three buckets, then takes in your hotel's historical conversion rates to help determine a "wash" percentage.With this increased visibility into your total group pipeline, including the number of contracts that will most likely convert, hotels will now know how many groups to actually sign and what rates to offer. While currently in beta at the moment, you'll see this available across the board very soon.Additionally, for BlockBuster users managing groups that request high-demand days, sales directors now see "Alternate Stay Date Recommendations" and are able to quote in real-time alternative dates that meet said demand and may work better within the group's budget.Alternate stay dates help hotels minimize displacement because you can recommend to group organizers the optimal dates that meet a group's needs, and don't displace transient room revenue.Put Guest and Transaction Data into Action.Personalization is the future, and probably should have been here a long time ago. But hotels are often left wondering how to take the first step, because the void in which all your data is floating around is scary to tackle. So it's exciting to announce new features to help hotels not only manage the data that exists, but also start putting personalization into action.Today, Duetto released a feature called "Loyalty Rate Lookup" that allows your booking engine to obtain a loyalty member's ID and quickly find a personalized offer or tailored rate based on that individual's preferences and value to your hotel.In addition, we're partnering closely with Facebook to allow hotels to show dynamic, real-time prices in their Facebook ads. Until now, Facebook ads have been static, not based on real-time supply and demand or true user search behavior, meaning that users who clicked on an ad in their feed would often not find the rate or availability at the hotel's booking engine.Plenty of more features are coming to you today, so if you're a Duetto user, don't be alarmed at all the new revenue capabilities you have. If you're not a Duetto user but want to learn more, please contact us here.RELATED HOTEL REVENUE STRATEGY ARTICLESNH Hotel Group's Change Management Plans Revolve Around Revenue StrategyHow Chumash Casino Resort Makes Room for More Efficient Strategies5 Tips For Running a Successful Revenue Strategy Meeting
Article by Joanna DeChellis

Taking Blockchain from Concept to Reality

Duetto ·15 October 2018
That's exactly what innovator, strategist and Chief Operating Officer of citizenM, Michael Levie, hopes to uncover during the panel discussion he will moderate at RSF London on 5 November called, Hype or Hope: Is Blockchain going to change the industry, or much ado about nothing?"We, as an industry, are behind when it comes to new technology," says Levie, who will also offer the keynote presentation on the benefits to hotels of taking a Blue Ocean approach to business. "There's a certain degree of frustration with some feeling these advancements are not for everyone. But whether or not new technologies, like blockchain, are right for your hotel depends on how you upgrade your own architecture and make meaningful use of the opportunity."The biggest and most obvious blockchain benefits center around distribution and data. New platforms could lower costs of acquisition and give hotels greater control over the distribution process. But taking the technology from a pie-in-the-sky idea, as Levie puts it, to an actual tool remains the industry's biggest hurdle.Panelists - including David Brillembourg of Brillembourg Holdings; Charles Ehredt of Currency Alliance; Khalid Ladha of BlockX Labs; and Christian Lunden of Nordic Choice Hotels - will shed light on what they see as opportunities for blockchain in hotels. Levie will lead the discussion and ask each to offer tangible ideas and strategies for how to implement this young, ground-breaking technology based on their own experiences."There are plenty of opportunities for blockchain in hotels," says Levie. "But it all comes down to how realistic is it for this industry to take that quantum leap."The biggest obstacles from Levie's perspective are scale, affordability and purpose.According to a survey by the World Economic Forum, 58% of executives anticipate that 10% of global GDP will be stored on blockchain before 2025. It is therefore imperative that hoteliers pay attention to this technological revolution. And the best way to prepare is to listen to experts take a deep dive into its potential.RELATED HOTEL REVENUE STRATEGY ARTICLESBlockchain: Loyalty and the Next Generation of TravellerThe Definitive Guide to Hotel Blockchain TechnologyRevenue Strategy Report: How Blockchain Could Disrupt Hotel Distribution and Loyalty

Taking Blockchain from Concept to Reality

Duetto Research Blog·10 October 2018
How can hotels harness blockchain technology? That’s exactly what innovator, strategist and Chief Operating Officer of citizenM, Michael Levie, hopes to uncover during the panel discussion he will moderate at RSF London on 5 November called, Hype or Hope: Is Blockchain going to change the industry, or much ado about nothing?

Hard Rock Hotel & Casino Las Vegas Forms Revenue Strategy Partnership with Duetto

Duetto · 8 October 2018
Las Vegas - Hard Rock Hotel & Casino has agreed to implement the cloud-based applications GameChanger and ScoreBoard at its 1,504-room property as part of its new partnership with Duetto, hospitality's only Revenue Strategy Platform.With GameChanger, Duetto's flagship Open Pricing application, Hard Rock Las Vegas will be able to refine its pricing and digital-distribution strategies, including a more sophisticated method for room type pricing across its three different towers of guest rooms, suites and penthouses. ScoreBoard, the cloud solution for intelligent reporting, will better enable Hard Rock to build forecasts, budgets and other crucial reports and share them more easily across the organization for faster decision making.Chris McGahey, Vice President of Hotel Operations for Hard Rock Hotel & Casino Las Vegas, said the property had the personnel to adopt a more dynamic strategy for hotel bookings, but its legacy technology limited both Hard Rock's efficiency and the effectiveness of the gaming industry's typical rate setting and reinvestment practices."We were ready to capitalize on opportunities for greater profitability that we recognized but did not have the ability to address," McGahey said. "We're confident that automating many of our tasks and working with data-driven rate recommendations will make us more dynamic and flexible to meet the property's unique needs. This partnership is part of a long-term transformation of our Revenue Strategy culture."Marco Benvenuti, Co-Founder and Chief Marketing & Strategy Officer for Duetto, added: "Hard Rock Hotel & Casino stands out as one of Las Vegas' most iconic properties, offering everything from world-class accommodations and gaming to an unmatched entertainment experience. The strategies that started it all for Duetto were tailor-made for an integrated resort like Hard Rock, and we can't wait to contribute to the success of this team."Hard Rock Hotel & Casino first opened in 1995 and added the Paradise Tower in 2009 and the HRH All-Suite Tower in 2010.About Hard Rock Hotel & CasinoHard Rock Hotel & Casino is Las Vegas' off-Strip playground, just minutes and less than three miles from McCarran International Airport. Hard Rock Hotel & Casino offers an energetic entertainment and gaming experience with the services and amenities associated with a boutique luxury resort hotel. The property is known for its innovative nightlife and music scene, where acts such as The Rolling Stones, Bon Jovi, Paul McCartney, Incubus, Foo Fighters, Carlos Santana, Motley Crue, Guns N' Roses and KISS have all performed.Features of the property include the newly remodeled 11-story Casino Tower, with 640 rooms and suites; 17-story Paradise Tower, with 490 rooms and suites; the 15-story HRH All-Suite Tower, with 359 suites, eight spa villas and seven penthouse suites, which has received the AA Four Diamond Award; 60,000 square feet of casino space, featuring high-limit gaming and Asian-gaming amenities; 110,000 square feet of flexible meeting and convention space, which was named a Smart Meetings 2016 Platinum Choice Award winner; more than $4 million in rare music memorabilia; Reliquary Spa; Kelly Cardenas Salon -- a Paul Mitchell Focus Salon; 4.8 acres of tropical-pool paradise, which was voted as the No. 1 "Best Hotel Pool" in the 2015 USA Today 10 Best readers' choice contest; the world-famous pool party Rehab Beach Club; live music and entertainment venues The Joint, Vinyl and Club Domina, the home of Magic Mike Live Las Vegas; restaurants Culinary Dropout, Nobu, Pink Taco, Mr. Lucky's Cafe, Goose Island Pub, Fu Fu Asian Kitchen, Oyster Bar, Pizza Forte, Dunkin' Donuts and MB Steak; a fitness center; trendsetting retailers John Varvatos, Affliction, Hart & Huntington Tattoo Co., Chill by Hudson, Hootenanny, Bezel, Day + Night and Shine.For room availability and additional information, call 800.HRD.ROCK (800.473.7625) or visit Follow Hard Rock Hotel & Casino on Facebook, Twitterand Instagram for the latest news and updates.

The Magic of Personalisation

Duetto Research Blog· 4 October 2018
Take a unique product (a Wizard Chamber) and one niche market (Harry Potter fans and the wider wizarding world) and you have a potion recipe for hotel success.

Hospitality Technology's Moment of Truth: Who Will Transform the Booking Experience?

Duetto ·28 September 2018
Can you name three great enterprise technology companies in hospitality? Or even one? The answer is likely "no," because most people have never been terribly impressed by the typical experience on a hotel's website.Where are the Salesforces, SAPs or Adobes of the hospitality world? What is hospitality technology missing that these kinds of platforms provide?It's not just that those firms have moved entire industries to the cloud -- though I admit that job is a heavy lift, especially for an industry like hospitality where there's a long legacy of in-house, on-premise systems. I think an essential technology company has to empower the best possible user experience for the end customer. Hospitality technology, on the other hand, has always been built to optimize transactions.There is a real opportunity for hotels and casinos to transform not just the booking experience, but the entire guest journey, and bring the best elements of modern e-commerce to an industry that already prioritizes taking care of people to earn their loyalty.An Industry in TransitionHospitality is hardly alone in this difficult transition from on-premise to the cloud.Take financial services. Customers largely prefer to do most of their shopping, banking and bill paying online. They don't even need to get cash from ATMs, much less interact with a human bank teller or balance a checkbook on paper. The whole sector has had to move online quickly to make it easier and faster for customers to manage accounts.Hotels and casinos seem to be falling further behind as an industry because they tried going it alone on the technology front for decades. It's very complicated to build one system, let alone the many you need, to handle pricing, distribution, payment security and the management of customer data. As a result, it's even harder to make shopping for a hotel room online easy (or enjoyable, for that matter).Even for properties trying to buy the right PMS, CRS or other systems instead of building their own, interoperability is a huge issue. There are so many of them. And integrations among all the disparate pieces in a hotel's tech stack are incredibly difficult, not to mention cost-prohibitive, to build.Rethinking Integrations and DataAt a typical hotel that's been muddling through changes in the hotel technology landscape for the past few years, some systems might be on-premise and some might be in the cloud on a software-as-a-service model. But new solutions simply get bolted on or ripped out, and it's rare for a technology stack to be built as a cohesive platform.All the data a hotel would need today is severely fragmented as well. Crucial information like reservations and folio spending reside in the PMS, CRS and a sales and catering system. Guest data is stored in a separate CRM system, and more is available from third-party analytics sources. Even more could be ingested into an RMS algorithm for better pricing and forecasting, like reputation scores from review sites and market data points like rates your competitors are publishing.Leaving Legacy Technology BehindWhen I left Salesforce to start Duetto with Patrick Bosworth and Marco Benvenuti, we focused on that core challenge of integrating hotel technology systems and data in the cloud. It was a huge undertaking, but we knew it would allow us to solve the fundamental pain point: Typical revenue management systems can't price dynamically enough to maximize a hotel's profitability.We're proud of the work that went into our first application, GameChanger, and its ability to analyze all the data available to hoteliers and leverage it in the Open Pricing philosophy Duetto pioneered. Starting with pricing and operations prepared us for the important work to come.With the foundation in place, we made a critical shift nearly two years ago to fulfill the potential of a fully cloud-based tech stack and focus on the hospitality consumer.We're focused on truly personalizing the hotel booking experience, in particular the booking path, as a potential guest is navigating a hotel's direct channels like the online booking engine. Through dozens of integrations and APIs, the Duetto Revenue Strategy Platform connects our customers to the best vendors in the industry and unifies all the data flowing from a property to its tech stack and back.The guest's experience on property is central to everything a hotel or casino brand stands for. The experience that person has at every touch point along the way, from the time she starts researching a destination to the point where she's browsing your booking engine and finally converts to a reservation, should be just as good and just as important.The process of securing travel accommodations should be equal to, if not better than, what consumers expect from companies like Amazon or Apple. Once you pull up a hotel's website or app, there should be a natural flow of options you're presented with: a personalized price, your preferred room type, and package options that reflect your past behavior and your value to the property. You should be recognized everywhere you go, from different properties or brands under the same hotel company umbrella or from a hotel's marketing partners.Properties benefit in this scenario by keeping a greater amount of profit from the guest's direct booking, rather than paying out a high commission to an OTA. That money can be reinvested into the amenities and on-property experience each hotel and casino is able to provide.The technology firm able to empower this customer-focused strategy in the hospitality industry is the one that will earn a place next to companies like Salesforce or Oracle. That's what motivates me, and the entire team at Duetto, every day.RELATED HOSPITALITY TECHNOLOGY ARTICLES5 Reasons Your Hotel's Conversion Rate is Low -- and How to Fix ItThe Business Imperative for Cloud Architecture in HospitalityHow Can Hotels Better Personalize the Shopping and Booking Experience? (Video)

Are You Asking 'Who Moved My Hotel Revenue?

Duetto Research Blog·25 September 2018
The hotel industry is changing at breakneck speed. New disruptors are constantly entering the space. Think online travel agents, Airbnb, Google, Facebook et al. If you don’t continue to evolve, you will fall behind the industry.

STR: Inflation-Adjusted ADR is 'Mostly Flat

Duetto Research Blog·24 September 2018
The U.S. hotel industry reported positive results in the three key performance metrics during August 2018, according to data from STR.

Hospitality Technology's Moment of Truth: Who Will Transform the Booking Experience?

Duetto Research Blog·21 September 2018
Can you name three great enterprise technology companies in hospitality? Or even one? The answer is likely “no,” because most people have never been terribly impressed by the typical experience on a hotel’s website.
Article by Jason Q. Freed

Is RMS Technology Actually Holding Hotels Back?

Duetto ·14 September 2018
An overwhelming theme in 2018 is that hotel pricing power seems to be a thing of the past. More people are traveling and staying in hotels than ever before, but hotel operators are facing shrinking profitability margins because rates and revenue are not growing at the same clip as costs, such as labor, marketing and distribution.Ask why hotels can't drive ADR, and you'll get blame pointed in several directions, from online price transparency, increased hotel supply and new competition from home-sharing services like Airbnb. But in hallways and breakout rooms this year, I heard a new challenge: technology systems that rely too heavily on competitor rate-shopping and thus recommend severe discounting as day-of-arrival approaches.After some candid conversations, it's evident that some revenue managers and revenue management systems are relying too heavily on competitor prices and rate-shopping tools to make pricing decisions.Honestly, this caught me off guard. How could systems meant to aggregate and analyze data, build an accurate forecast and make profit-driven pricing decisions be in fact suppressing ADR growth?So, I came back with honest questions for Duetto's product team. And it turns out the answer is two-fold: mistakes are being made on both the strategy and the technology fronts.Here's what I already knew: rate shops and competitor pricing data is meant to be a guide and a measurement, not a "demand signal" or the sole data set off which hotels are making pricing decisions. Below, I'll highlight some new strategies and data sets to help hotels make better pricing decisions and ways revenue teams can break themselves from the competitor-driven pricing mold.I also knew that discounting rate to boost occupancy as day-of-arrival approaches is a bad strategy because it sends your competitors into a tailspin and more-importantly trains your customers to either wait to book or cancel and rebook when price inevitably drops.What I was more curious about though, was the accusations that revenue management systems are recommending heavy discounts, and it turns out that is partially true. Some hotels with a one-way integration to a lightweight RMS are in fact weighing rate-shops too heavily and thus overreacting to competitor price drops. Other revenue management systems use a legacy theory called "zero-bid" to shape their algorithms, meaning when demand is not there, the value of the next room to sell is zero. More on that after the strategy discussion.New Strategies to Move Beyond Competitor PricingOn a panel at the Hotel Data Conference, Ash Kapur, SVP of hotel asset management and CRO for Starwood Capital Group, said even with a revenue management system, the biggest challenge for any hotel is dealing with a foolish revenue manager in the comp set. We've all heard similar refrains from hoteliers about only being as good as their dumbest competitor on the street corner.Kapur said a core issue is that hoteliers are looking at market trends and competitor rates before simply evaluating how many rooms they have left to sell."People are starting to price based on these rate shopping tools. No!" he said. "We set the rate. Then we will push it to all channels: hotel website, call center, OTAs. If managed correctly, if you understand the demand channels and your customer needs, then you are able to push higher rates even through the OTAs."Competitive rates are one piece of the pricing puzzle, but many hotels are paying too much attention to their competitors. Whether it is done manually or with an automated system, any strategy relying on competitive rates and competitor data as the primary mechanisms for pricing is flawed, argues Michael McCartan, Managing Director of Duetto."Each hotel has unique demand every day based on its geography, branding, amenities, group business, corporate contracts, online reviews and more. A good forecast considers competitive data, but also other local factors like events, flight arrival information and even web shopping data to more accurately understand overall demand," McCartan writes here. "If you or your revenue management system are primarily focusing on competitor pricing and someone across the street cuts rate for little or no reason, and others follow, it could and probably will lead to a race to the bottom for everyone."It seems as if the No. 1 thing hotel revenue teams can do to drive rate is to stop pricing based on their competitors. Instead, look to the market as an indicator, not a decision-driver, and consider new metrics like GOPPAR and GOPPOR as key performance measurements.What Does Rate-Shopping Technology Actually Tell You?Until recently, it was common practice for hotel revenue teams to call neighboring hotels daily and ask their current rate. Understanding the importance of this data, new technologies were developed to help hotels move beyond manual, static rate shops and provide them with live visibility into competitor rate changes and updates.This insight can be key for hoteliers to ensure rate parity across channels, including, OTA, wholesalers, etc.But even rate-shop providers understand that room rates should not be set on competitor data alone, and thus provide their data to larger platforms that ingest and analyze additional data sets. Pricing driven by competitor rates as the main indicator sets hotels up for failure. For this reason, lightweight pricing tools without a two-way connection to the hotel PMS for availability and other in-house data sets are fading out of fashion.It's one reason shut down its in-house revenue management solution; the necessary integrations were just too complex and costly to build.At Duetto, the pricing application was built to put a much greater focus on finding a price that will make hotels the most money rather than on estimating demand as a means to that end. Rate shops do not influence the pricing algorithm unless a user wants to set up rules where they always sit at a certain position above or below a competitor, and even this strategy is vetted through a complex conversation before implemented.Instead, Duetto prices more holistically by using multiple Demand Signals, relying on price, web shopping data, and other third-party data as the cornerstones. Merging real-time signals with a hotel's historical data provides a better guide.In fact, Chief Marketing and Strategy Officer Marco Benvenuti told me that when he co-founded Duetto and was working with engineers to develop the algorithm, he made sure to buck legacy revenue management trends that were suppressing pricing power."The very first thing that I wanted to do was not to rely on what we call the bid-price approach to pricing. The bid price basically tells you: If I had an extra room in my hotel, what would be the value of that extra room, and traditional legacy revenue management systems base their algorithm on this," he said. "The weakness of that approach, in the modern world with complex distribution, is that [hotel rates] can go very low very quickly if you're not forecasting a sellout. So, if for whatever reason your forecast 90 days out was to approach a sellout, but something derailed that forecast, the bid price reverts to zero."Obviously starting the value of the next available room at $0 is not going to help hotels push pricing power.So, while there are plenty of events and trends that hold back hotel revenue teams from pushing rates, your RMS should not be one of them. If you're dropping rate as day of arrival approaches or relying too much on last-minute discount channels like Hotwire and HotelTonight, challenge your team to identify the causes and revise a strategy to break out of this mold. Proper pricing strategies will help the hospitality industry as a whole fend off disruptors and ensure profitability and longevity.RELATED HOTEL REVENUE STRATEGY ARTICLESExperimenting With Price Elasticity and the Fallacy of the $0 Bid PriceStop Calling it Unconstrained DemandHotel Ecommerce Could Get a Boost from Data and Analytics
commercial Partners with Duetto to Elevate Revenue Strategy

Duetto · 5 September 2018
San Francisco, 5 September, 2018 -- Europe's H-Hotels Group has partnered with Duetto, hospitality's only Revenue Strategy Platform, to maximize profitability across its portfolio of 61 properties in the DACH region (Germany, Austria and Switzerland), ahead of expansion into other European is implementing the technology firm's Open Pricing application, GameChanger; its solution for intelligent reporting, ScoreBoard; and its groups business application, BlockBuster, across its entire portfolio.The family-owned H-Hotels Group operates about 10,500 rooms across its own brands, including Hyperion, H4 Hotels, H2 Hotels, H+ Hotels and H.ostels, making it one of the largest hotel operators in the DACH region.Duetto's Revenue Strategy Platform brings together core technologies and data to make them accessible through multi-tenant cloud architecture, powering a suite of applications delivering a holistic Revenue Strategy that increases organizational efficiency, revenue and will use the GameChanger Open Pricing application to yield rates independently by property and stay date, room type, booking channel and customer segment, driving increased revenue, profit and efficiency.Using ScoreBoard, the company will be able to quickly and efficiently produce and share multi-property reports such as financial forecasts and budgets, leading to more accurate reporting and streamlined operations.BlockBuster will help to bring together sales and revenue management to effectively yield group bookings and optimise on contracted business."We have a lot of expertise and know-how but appreciate that we need to work with the best technology service providers in order to fully drive our Revenue Strategy. Digitisation is key. Duetto's Open Pricing solution will help us to optimise our rates to take full advantage of market demand. Duetto's solutions will also provide a more in-depth view of how our portfolio is performing, helping us to see opportunities and act upon them," said Alexander Fitz, CEO, H-Hotels AG."H-Hotels is an innovative industry leader in the DACH region eager to adopt the very latest technological solutions. They understand the benefits of operating a cloud-based Revenue Strategy Platform and how it will help them to make better informed decisions to maximise on opportunities. Working together, we look forward to helping them advance their Revenue Strategy," said Marco Benvenuti, Chief Marketing and Strategy Officer, has plans to expand in Spain, Italy and Hungary, with the company's first property in Budapest currently under construction.About Based in Bad Arolsen, Hesse, the H-Hotels chain is one of Germany's largest hotel operators. The family-run company employs more than 3,000 staff, and includes the Hyperion brand, H4 Hotels, H+ Hotels, H2 Hotels, and H.ostels, the most recent addition, all operated under the umbrella brand The group, which has 60 hotels at 50 different locations in Germany, Austria and Switzerland, is enjoying continuous growth. More hotels are planned for cities in the DACH region, and our first location outside of the German-speaking area will be opening in Budapest.Family holidays, weekend breaks, business trips or MICE events: locations provide everything travellers need for a modern vacation. Guests can collect loyalty points each time they stay, with our HotMiles bonus programme, and through cooperation with Miles & More and PAYBACK.Find more information at

Guestline, Duetto Announce Technology Partnership

Duetto ·30 August 2018
San Francisco, 30 August, 2018 -- Duetto, the hospitality industry's only Revenue Strategy Platform, has entered into a technology partnership with Guestline, provider of hotel IT solutions, with the launch of a two-way integration between Duetto and Guestline's Rezlynx property management system (PMS).Both Guestline and Duetto provide fully native cloud solutions. The seamless integration enables users of both solutions to optimise on pricing, better manage inventory and segmentation, implement personalised offers and streamline the reporting process."As a web native application, we have a lot of synergies with Duetto. The alignment between Guestline and Duetto affords our mutual customers a deeper understanding of their inventory and rates. These powerful insights provide valuable pricing decision support to effectively deliver revenue growth," said Peter Fitzgerald, Director of Strategic Partnerships, Guestline.The high-quality data provided by Guestline's Channel Distribution System to Duetto's solutions, and the real-time nature of the integration, means that hotels can truly adopt an Open Pricing approach to Revenue Strategy, yielding rates independently based on dates, channels, room types and customer segments."In Guestline we have found a technology partner that truly shares our DNA. The integration has been swift, efficient and welcomed by our pilot customer. Guestline's support of our Open Pricing strategy allows us to provide hoteliers with rate recommendations tailored not only to their property but also to the specific guest, setting a new benchmark in personalised pricing," said Marco Benvenuti, Chief Marketing and Strategy Officer, Duetto.The integration with Duetto enables Guestline customers to optimise their Revenue Strategy through Duetto's Open Pricing application, GameChanger; intelligent reporting solution, ScoreBoard; and contracted business optimisation application, BlockBuster.Duetto's Revenue Strategy Platform brings together core technologies and data to make them accessible through a multi-tenant cloud architecture, powering a suite of applications delivering a holistic Revenue Strategy that increases organizational efficiency, revenue and profitability.About Guestline Guestline's multi-award-winning property management, distribution and digital marketing software for hospitality businesses is cloud-based. The software enables hospitality business owners and managers in sectors such as hotels, serviced apartments, pubs, and more, to manage bookings and operations both efficiently and profitably.Innovative technology developments include integration with many leading third-party applications, tokenisation for PCI compliance, website design and additional functionality to improve customer service and capture more revenue.With offices in Europe and Asia, Guestline's systems are used in 25 countries across 5 continents and enables properties of all sizes to achieve maximum occupancy at the most profitable rate.For more information, visit:
Article by Jason Freed

Hotel Occupancy and Demand are Soaring. Why Can't You Drive ADR?

Duetto ·28 August 2018
To illustrate, STR data shows the industry sold 117 million room nights in June, the most ever recorded in that month. June marked 100 consecutive months of RevPAR growth (since March 2010), with average monthly RevPAR growth at 5.8%."This clearly points at very healthy group, business transient and leisure demand, supported by still undeterred GDP growth and low unemployment numbers," said Jan Freitag, Senior VP of Lodging Insights at STR."We're in the best demand environment we've ever seen as an industry," added Isaac Collazo, VP of Competitive Intelligence at IHG, during the Hotel Data Conference last week.Yet, June data also showed year-over-year rate increases of only 2.7%, which is right around the historical average. In fact, for the first four months of 2018, ADR growth climbed higher each month, exceeding 3% in both March and April, which seemed to point to an increase in pricing power. But in May ADR growth fell to only 2.2%.Ask why, and you'll get blame pointed in several directions, from online price transparency, increased hotel supply and new competition from home-sharing services like Airbnb. During a panel titled "What Happened to ADR Growth?" at HDC in Nashville last week, hotel owners, operators and asset managers mentioned each of these factors, in addition to shedding light on new issues leading to rate suppression.Interesting stat from #hoteldataconf: we're probably still in the midst of record demand growth for the hotel industry (maybe another 2 years) but ADR growth still weak #trends -- Tim Peter (@tcpeter) August 16, 2018Are We Focusing on the Wrong Metrics?The panel agreed that hotel managers and franchisors are often incorrectly incentivized to focus on occupancy instead of rate and profitability."We do sellout incentives," admitted Michael Heaton, President of Waterford Hotel Group. "I actually think we've gotten to that point because of how we do displacement analysis, and we're asking operators how often they're selling out."Esther Gayfield, VP of Asset Management for Colony NorthStar, said the practice is not uncommon and often hoteliers will take low-rated business to get to break-even."When we're measuring, we don't always fully understand how this price of business is going to affect things like year-over-year margins," she said. "We're often taking occupancy at the expense of profitability."Gayfield also said asset managers tend to put pressure on operators to maintain their share in the market, and it's easy for them to shoot for occupancy increases to hit those numbers."If we don't sell out and we had a perfect fill last year, then they're afraid to slip in index," she said.To fix this, ensure management is focusing on top and bottom line, said Leticia Proctor, Senior VP of Sales, Revenue Management and Digital Strategies for PM Hotel Group. "You have to be fluid and flexible every day, and maybe at times you need to drive occupancy," she said.Gayfield added that displacement can be brought down to the gross operating profit level, and that sometimes those numbers dispel anecdotal evidence on whether a piece of business is profitable."Management companies are incentivized at the top and bottom lines. Below that, GOP is what the ownership has to focus on, which includes insurance and payments," said Ash Kapur, Senior VP of Hotel Asset Management and Chief Revenue Officer at Starwood Capital Group. "Expenses continue to rise, and we need to focus on a higher rate that will flow through better."The panelists all agreed that a new rate transparency created by an influx of e-commerce hotel booking sites is undermining hoteliers' pricing power. In fact, new data shows the average traveler visits anywhere from four to 18 unique sites before booking."Millennials love to shop and visit multiple sites, and now they're the ones booking lots of hotel rooms," Kapur said. "Years back they did not have TripAdvisor, all they had was directories. Today that transparency shows them how we perform, how we treat our guests, and actually has a greater impact on how we price."Heaton of Waterford Hotel Group said this transparency compels hotel revenue teams to look at paid placement to level the playing field."Why should I book direct if I see rates $150 less on a wholesale channel?" Proctor of PM Hotel Management asked. "We own the rooms, and we own the rate. Now my hotels are having a hard time filling up on weekends and compression nights because of Airbnb."How Hoteliers Can Gain the Confidence to Push PriceWhile the revenue management role looks much different than it used to, Gayfield of Colony NorthStar said she's worried that revenue employees aren't learning as fast as they need to keep up with technology innovations."We put too much pressure on RMs to make the decisions when the GM should also be the Revenue Strategy leaders," she said. "I think it's important to focus on education, from GMs to sales to revenue."Kapur said a core issue is that hoteliers are looking at market trends and competitor rates before simply evaluating how many rooms they have left to sell."People are starting to price based on these rate shopping tools. No!" he said. "We set the rate. Then we will push it to all channels: hotel website, call center, OTAs."Kapur said Starwood Capital has successfully achieved higher ADR from OTAs by understanding where the demand is coming from and by building room type and channel pricing strategies."If managed correctly, if you understand the demand channels, then you are able to push higher rates even through the OTAs," he said."OTAs have forced us get really analytical about this because there's always an expense," Heaton added. "A great way to challenge your GM is to disrupt a revenue management meeting and ensure the discussion ends with net rate."Kapur said that often brand-developed revenue systems aren't syncing up with that strategy."Larger brands have RMSs or platforms where you are not able to maximize ADR potentials," he said. "If we have a team of smart revenue people and can't maximize ADR by room type, why can't we do that?""Brand systems are looking too much at historical data before, say, a bunch of new supply came in the market," Gayfield added. "Everyone says, 'Trust the system. Trust the system.' Well, I have to question the system. You have to understand the data."RELATED HOTEL REVENUE STRATEGY ARTICLESHow Hotels Can Regain Their Pricing Power (Video)Owners, Asset Managers Emphasize Need for Leadership in Revenue StrategyKalibri Offers Guide for Finding Optimal Business Mix

Keep Up on Constantly Evolving Hotel Digital-Marketing Trends

Duetto Research Blog·24 August 2018
How consumers research and shop hotels — and on what channels — can be considered rather fluid. Keeping up with the constant changes, additional distribution sites and package options is a nonstop job.
Article by Marco Benvenuti

What Casinos Can Learn from Hotel Revenue Management

Duetto ·24 August 2018
It's astonishing to see how far the hotel revenue management discipline has come over the past decade.Ten years ago, revenue management was basically a finance guy in the basement office of the hotel looking at historical data, building a forecast or budget in Excel, layering in on-the-books data and recommending a single rate, which was then manually entered into the PMS. Very few universities had revenue management as a core part of their curriculum, and operations and finance people were finding their way around new data, new technology and learning a new discipline.At the time, I was fresh out of grad school and finding my way around casino revenue departments on the Las Vegas Strip. Back then, the revenue and marketing teams spoke two different languages, and what analytics we could find were cobbled together. OTAs were eating us for lunch, driving both rates and profitability in a downward spiral.When we met as colleagues at Wynn, Patrick Bosworth and I were both stuck in corporate roles. After a while of prodding, though, I was given enough freedom to construct a revenue team on my own terms. Since we started basically from scratch, it afforded us the opportunity to think outside the box, and our first priority was aligning several departments along the same strategies, data, goals and KPIs. Next, we looked for the ability to price each of our room types and distribution channels independently of each other so we could add even more dynamic pricing.It turns out many hoteliers across the world were facing the same challenges. A decade later, hotels -- particularly large brands and operators -- have made significant progress.The revenue team has moved out of the basement and brings analysis to the table that ultimately shapes sales and marketing strategies. The majority of hotels have embraced some type of automation, where instead of keystroking rate changes on a daily basis across all channels, they've invested in some type of technology to assist. And finally, new data sources have become abundant in the hotel industry, allowing revenue managers to make much more educated and segmented rate decisions.It's a transformation we commonly refer to as: "From revenue management to Revenue Strategy."More Opportunities in the Casino Revenue Strategy SpaceNow it's time for casinos to get on board.Not because Duetto thinks it's important to running a successful business, or because we want to sell you the tools to bring Revenue Strategy to life. But because the casino industry is changing fast, from less gaming to more entertainment, and from Las Vegas and Atlantic City to destinations across the country. Revenue Strategy is a proven way to shift your operations with little investment to drive more profitability, and frankly could be a necessary action to sustaining your business for the long term.Look, we already know that the hotel and casino industries are one in the same. Some casinos do not have hotels, but those that do can replicate many of the successes with little to no effort.Open Pricing - or the idea of dynamically pricing your dates, room types and channels independently of each other - is a no-brainer. This will help you segment your guests further and price each segment appropriately based on their value to your property.In comparison to hotels, casinos have even more tools and resources at their disposable to make significant impacts to the bottom line. With access to a guest's Average Daily Theoretical or even gaming spend, casinos can combine that data with Open Pricing and begin dynamically customizing offers and rates based on the total value of each customer.With the right tools, casinos can go beyond the typical comp or no-comp decision and optimize revenue for each booking. Operators can calculate a more appropriate reinvestment number to tailor marketing promotions and enticements.What's Holding Casinos Back?Hotels didn't jump all the way on the Revenue Strategy train right from the get-go, either. It took developing and adopting strategy best practices, as well as developing or purchasing tools to ingest the demand data, build a forecast, analyze it and send myriad rate recommendations to the right systems. All of those pieces and parts have been evolving over the past decade and will continue to do so.The cultural shifts -- trusting revenue teams to drive decisions, aligning departments around revenue goals, adopting more dynamic pricing strategies -- took more time to adapt, and some hotels are still recognizing the value.This is where casinos seem to hit a roadblock.A small number are grasping it, and the results show. When you're using the right data and making calculated decisions across departments based on this data, revenues will improve immediately. Cash revenue is the first to jump, but as you start getting the right players in the doors, total player value will follow and soon your higher-rated guests are driving month-over-month profit increases.Evolving revenue management practices to include new demand signals, automation and predictive analytics was a no-brainer for hotels, and now we're proud that a significant part of the industry has adopted the terminology -- and more importantly the practices -- of Revenue Strategy and Open Pricing.It's time casinos start to embrace the future as well, and it starts with adopting a cultural shift toward a more holistic Revenue Strategy. Here's hoping it doesn't take a decade.Related Casino Revenue Strategy Articles:Tribal Casino Operators: Embrace the DataThe House Wins: Elevating Casino Revenue Management to Revenue StrategyAtlantic City Casinos Hit Summer Hot Streak


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