Top Hospitality Companies in 2025

Buying in hospitality often starts from guest experience gaps. When occupancy dips or guest satisfaction drops, management looks for tech, design, or service fixes. Budget allocation follows guest feedback data and seasonal revenue cycles. Vendors that align with measurable ROI like cost-per-booking or satisfaction metrics win faster.

Procurement teams assess long-term value over flashy demos. They seek reliability, integrations with PMS or CRM systems, and clear proof of cost savings. Timing matters decisions cluster before seasonal peaks.

Outreach cues:

• Focus on occupancy improvement or guest satisfaction ROI.
• Mention integrations with tools like Opera PMS or Salesforce.
• Approach before Q2–Q3 budget cycles.

Takeaway: Hospitality purchases happen when experience metrics signal urgency.

The process is rarely solo. Hotel GMs, procurement heads, and regional directors usually co-decide. IT leads step in for SaaS or booking software deals. Marketing teams weigh in if it affects brand experience. Centralized chains have layered approvals; boutique players move faster.

Buying committees look for case studies from similar property sizes. Vendors that simplify onboarding across distributed teams gain traction. Pricing flexibility monthly vs. annual can sway final calls.

Outreach cues:

• Tailor case studies by property type (chain vs. independent).
• Keep proposals short and metric-focused.
• Offer quick deployment pilots.

Takeaway: Cross-functional validation rules hospitality procurement.

Trust is the deal-breaker. Decision-makers verify vendor reliability via peer references and proof of uptime. They prefer consistent service quality over innovation promises. Past vendor stability, support speed, and client retention rates heavily influence contracts.

The due diligence includes compliance checks, data privacy assurance, and guest data handling. Vendors with ISO or GDPR compliance certificates clear reviews faster.

Outreach cues:

• Share reference clients in hospitality or travel tech.
• Highlight uptime and SLA performance.
• Offer transparent implementation timelines.

Takeaway: Consistency builds trust faster than novelty in this space.

Hospitality buyers think in revenue per available room (RevPAR) and guest acquisition costs. Any solution tied to improving these KPIs gets noticed. Subscription-based pricing wins over one-time costs if it matches seasonal revenue curves.

Negotiations focus on measurable ROI within 6–12 months. Vendors who demonstrate savings or uplift through short pilots often secure renewals.

Outreach cues:

• Frame ROI in terms of RevPAR or occupancy.
• Use pilot success data to prove gains.
• Offer adaptive pricing during low seasons.

Takeaway: ROI proof seals deals not long-term promises.

Timing drives deals. Budgets open before tourist seasons or fiscal resets. For hotels, January–March and July–September are planning windows. Large chains also finalize contracts before expansion phases. Vendors monitoring hiring spikes or new property announcements can act early.

Outreach cues:

• Track expansion or renovation signals.
• Engage when new marketing campaigns launch.
• Align demos before high-season forecasts.

Takeaway: Anticipate buying before travel peaks not during them.

Practical over poetic. Buyers prefer grounded communication short, visual, data-backed. "Boost guest retention by 12%" outperforms "reimagine hospitality." Messaging that connects tech upgrades with direct experience improvement works best.

Personalization is key: reference a brand's loyalty tier, property size, or booking channel. Avoid jargon-heavy decks clarity wins.

Outreach cues:

• Use metrics from similar hotel use cases.
• Keep decks under 10 slides.
• Focus on guest experience uplift, not tech specs.

Takeaway: Speak guest outcomes, not software features.