A DOF can defend a renewal when they can explain the investment without borrowing the vendor’s adjectives. What did the hotel pay? What work improved? Who used the system? What evidence supports the benefit? What continuing effort does it require?…
Sometimes, yes. An early product cannot produce a history it hasn’t had time to earn. That doesn’t mean the hotel should replace evidence with enthusiasm. The useful middle ground is a bounded pilot with a real problem, a proportionate commitment…
A big event can be good business and still be the wrong business for those dates. The hotel is choosing how to use guestrooms, meeting rooms, service capacity and time. The relevant comparison includes what could reasonably occupy those resources…
It can, but the hotel has to follow the cost beyond the subscription invoice. If a system reduces proposal work while adding implementation, maintenance and support effort, the net change matters. If it helps close a different business mix, the…
The GM inherits the whole hotel, including the work a new tool quietly passes from one department to another. A sales platform can make the DOSM happy and create extra cleanup for Conference Services. A reporting feature can impress leadership…
An empty ROI field isn’t automatically a product failure. Sometimes it is a measurement system refusing to tell you something it doesn’t know. That is preferable to a confident green number assembled from every contract that happened after the software…
Start by letting the sale happen anyway. The technology doesn’t need to adopt every successful contract to deserve a place in the operation. If the buyer was already likely to choose the hotel, measure how the team prepared, explained, followed…
‘One convention pays for the system’ can be perfectly reasonable arithmetic and a completely unproven sales claim at the same time. An event’s contribution may exceed the annual cost of a tool. That tells you the size of a possible…
If a salaried salesperson finishes a presentation thirty minutes sooner, the hotel still owes that person their salary. The time can absolutely be valuable. It may improve follow-up, reduce pressure or help the department manage more qualified work. But it…
‘Would this have happened anyway?’ I’ve been on the buyer’s side of the vendor table, asking what a shiny new system would actually give the property. That isn’t hostility; that’s the job. If a vendor gets defensive when Finance asks…