Dear Valued Travel Partner,
In the spirit of shaping tomorrow’s business travel,
Delta is constantly listening to our customers. It’s how
we introduce products that are not only innovative,
but also practical and relevant to your needs. You
voiced gaps in full visibility, availability of benefits
and seamless execution when efficiently managing
corporate meeting travel. So we launched Delta
Edge™ Meetings—saving you and your company
time and money, while providing transparent,
detailed reporting on the program’s value.
Delta Edge Meetings provides a simple booking process, flexible pricing for corporate
accounts and integrates meeting travel with your existing Corporate Sales Agreement
(CSA). By automatically comparing Delta Edge Meetings discounts with your
company’s Corporate Sales Agreement, the program provides you with best available
pricing. Furthermore, this program ensures you can still take advantage of your Delta
Edge beyond-contract benefits, like Priority Boarding and complimentary access to
Preferred Seats. Did I mention that booking meeting travel also counts toward your
contract fulfillment? Because with Delta Edge Meetings, it does.
Delta Edge Meetings is just one of many initiatives demonstrating our commitment to
provide a travel experience like no other for our Corporate Travel Managers, agency
partners, and your travelers. We’re enhancing our global network with deeper partner
relationships that will provide even greater benefits to our customers. And, beginning
in October, business travelers will be able to experience Crystal-Cabin-Award-winning
luxury in our Delta One® Suites, created as part of the world’s first all-suite business
class. Your travelers will love the private space accessed by a sliding door, personal
stowage areas, a state-of-the-art in-flight entertainment system and sleek, premium
design. Plus, our expanded Corporate Priority now includes the Onboard Recognition
program. It’s a personal touch that’s equipped our flight crews to deliver the Delta
Difference and express just how much we value your partnership and loyalty.
Constantly inventing tomorrow means working to better serve you and your company.
With Delta Edge Meetings and our entire suite of Delta Edge benefits, we’re doing just
that. I encourage you to dive in and explore these and other updates that are bringing
more value to the business travel experience. Visit our website at www.PRO.DELTA.COM.
Thank you for your continued support of Delta.
Senior Vice President—Global Sales
Delta Air Lines
Delta Edge is available to customers with a valid Corporate Sales Agreement. Terms and exclusions apply to Delta
Edge benefits. Full terms and exclusions are available from your Corporate Sales Account Representative. Corporate
Priority benefits may be limited to select flights or fare classes.
Since Vista Equity’s high-profile acquisition of Cvent last year,
investors—both venture capital and private equity—have been
keen to get in on the action. They’re not so interested in in helping
businesses manage costs, though it’s a great hook to get into the
enterprise. Rather, the real money for investors is in harnessing
participant data to track a meetings’ impact on top-line revenue.
On the heels of the Vista Equity-Cvent announcement last April,
Etouches scored $20 million in venture capital funds. The company,
which originated as an attendee management platform, lost no time in
buying Orlando-based meetings sourcing platform Zentila that June
and tied the knot with Loopd, an onsite wearable and data analytics
tool, in March. Still flush with funding, Etouches accepted a 60 percent buyout from private equity firm HGGC in May of this year. Notably, HGGC put Etouches in a marketing portfolio and, even before the
buyout closed, matched it with Selligent, a marketing automation tool
similar to Vista’s marketing automation company Marketo.
“After Vista bought Cvent, meetings started to raise a lot of eyebrows in the investment community,” said Etouches chief technology
officer Shane Edmonds. “HGGC did their research, and they found
out what those of us who have been in the industry knew all along:
that there is a lot of white space.” The white space, in short, is end-to-end meetings automation.
Traditional “Strategic” Meetings Tech
Such automation is the holy grail that technology stacks like Cvent
have chased for a long time, and Cvent remains the leader in the
space, considerably so now that it has merged with its nearest rival,
Lanyon. Its hotel network numbers nearly 250,000 for sourcing. Its
attendee management technology has been in the field since 2000.
And the data reporting suite—which provides budget, contracting
history, savings against the first offer, price per attendee and many
more drill-down metrics for sourcing—provides a backbone for
That’s a comfy place for corporate travel managers who are increasingly tasked with getting a grip on meetings spend. There have been
different flavors in the market, but like travel management technology,
traditional “strategic” meetings tech has largely focused on procurement, logistics, savings and record keeping for the organization. It
supports negotiations and contracts. It organizes financial metrics for
What that backbone hasn’t done—but what meetings technology companies aspire to do now—is measure on-the-ground attendee experience
and engagement and then connect that data with registration details as
well as sales and marketing strategies. If you’re a travel manager or a
procurement-oriented strategic meetings manager, this could be unfamiliar territory, but it’s essential to understanding the value of a meeting and
to defining an organization’s business strategy for meetings.
“Companies invest all of this money [on meetings] without then
knowing how people interact with the event. Attendees pick up their
badges, but what they do for the next three days is anyone’s guess,”
said Cvent SVP of global sales Brian Ludwig. “We have to understand
who [participants] are having conversations with, what sessions they
go to, how long they are staying. After that, you want to see what the
BY ELIZABETH WEST