How are supplier partners responding to the opportunities?
Part of my role will be looking at direct connect with hotels and car rentals
and airline companies that could add another layer of content. And we are
looking at other content providers in the marketplace, as well. There’s a lot
of work to be done. The suppliers we’ve talked to have been very interested.
They’ve seen our accelerated growth: In the first quarter this year, total clients on board had $20 million in travel budget under management. By the
end of the year, it will be $120 million, and by the end of next year, it will be
$500 million. Those are huge numbers for two-year growth, and the plan is
What about agencies that want to get on the AI train?
We have partnership opportunities with agencies. They might license the product
to sell to clients or use it [internally]. Some of that larger market opportunity
could be covered by alliances and partnerships, as well.
TripActions is already a hybrid-type product and service. It
has agents and offers human intervention for clients, correct?
The company started as a technology company, taking advantage of the latest
technology available to build a better platform and program. They realized right
away, however, that they needed to be a TMC. We use AI to be proactive and iden-
tify [travel] problems and take action to reaccommodate travelers or call hotels
about a late arrival. We want to be able to do that before the traveler knows they
need it. If necessary, travelers can key into TripActions agents through call or chat
or a videoconference. There’s a huge service component.
AI-powered travel concierge products are forming a fairly
crowded market. You’re competing against Mezi, 30Seconds-
ToFly, HelloGbye, Pana, Lola and plenty of others. What
makes TripActions different?
All those are potential competitors, but they are looking at one [element] of the
industry. TripActions has pulled it all together with an end-to-end solution. It’s not
just policy and artificial intelligence; it’s not just an incentive like Rockettrip that
overlays an existing program. It’s truly end to end.
based on data that comes out of expense reports or the gen-
Traxo is selling Traxo Filter to corporates for $1,000 plus
eral ledger,” Fabris said. “And in both of those cases, it’s 60
days old. It’s after the fact; it’s already been purchased, trav-
eled, spent. It’s just kind of interesting information, rather
than actionable insights.”
Traxo Filter works with Microsoft Exchange, Outlook 365 and
Gmail-based systems, which cover the critical mass of corporate
email accounts. If a client uses a different email system, Traxo
will add it, he said.
$1 per transaction or for $5,000 a month plus $0.50 per transac-
tion. Fabris said, though, that Traxo will focus on reselling rela-
tionships with travel management companies.
What Else Is Coming to Traxo Filter
What travel managers do with the data in real time is up to them.
Travel managers could re-shop bookings, try to convert them to
corporate negotiated rates or even reward travelers for bookings
that save money, Fabris suggested. “We take an agnostic view. We
just say, ‘The corporate travel manager ought to know,’ and we
leave it at that.”
Traxo does plan, however, to add tools to make it easier for
travel managers to move data to suppliers. The company has
20 partnerships in place with duty of care providers like Anvil
and iJet, expense providers like Chrome River and Coupa and
business intelligence tools like DVI. “We’re going to continue to
build that out,” he said, alluding to a marketplace of suppliers
that could access Traxo’s data at the behest of common clients,
encompassing such additional categories as value-added-tax rec-
Traxo Filter’s road map also includes benchmarking that will
help travel managers see at a glance whether an off-channel
booking performed well against the corporation’s negotiated
rates. Those shaded in red, for example, might be X percent
over the benchmark for that destination on that date. Travel
managers could use that information, for example, to discuss
the anomaly with the traveler, to try to apply a corporate nego-
tiated rate or to re-shop the booking. Thus, re-shopping tools
also are among the third-party partnership integrations Traxo
“We’ll specialize in all of the data and then leave all these additional little services to the folks that provide those services today,” Fabris said. “We’ll provide some light-visualization tools,
but if they want to take it to the nth degree and render this within
a Domo or a Tableau, we’ll have these little connectors that push
the data out to those various companies.”
Traxo’s Previous Attempts to Produce
Comprehensive, Real-Time Trip Data
Without mentioning Concur TripLink by name, Traxo CEO Andres
Fabris noted, “There’s a solution on the market that attempts to get
you real-time insight into the data by integrating with suppliers.”
Of Traxo’s journey to providing full and timely information about a
company’s travel spend and traveler whereabouts, he added, “We
started going down that path.”
To that end, Traxo created connections with suppliers like United,
Lufthansa and Booking.com, but the process was dragging. “We’re
like, ‘These things are taking a long time.’ We thought the critical
aspect of a solution like this is that it has to be comprehensive. It
has to give you nearly all suppliers. Otherwise, you end up managing
multiple systems and you haven’t really solved the problem.” Fabris
estimated that “nearly all suppliers” add up to 200 or 300. Even if
Traxo set up a direct connection with a different supplier every
month, “that’s 200 to 300 months of integrations,” he said.
There’s another approach Traxo tried: gaining permission to access corporate clients’ email systems. After testing and trying to
sell corporations on the payoffs of collecting comprehensive data,
Fabris said, the company realized “it was just a nonstarter from a
data security perspective.” He explained, “A company is not going
to let a third party come in through their corporate firewall, read all
of their emails and promise to only send themselves ... the travel-related emails.”
TripActions Pulls In Content from Expedia & Priceline Subsidiaries
Customers of corporate travel booking tool TripActions now can access inventory from Expedia and its subsidiary Hotels.com, as well as
Priceline subsidiaries Agoda and Booking.com. TripActions already brings in content from Sabre and a limited Priceline inventory, according to
TripActions founder and CEO Ariel Cohen. More than half of TripActions bookings come from the consumer booking tool selections, he added.
In April, the startup completed its series A financing with $12.5 million. Lightspeed Venture Partners led that funding and Zeev Ventures also
participated. TripActions has used the funds to expand its team to support new and current customers, Cohen said.