B2B lead generation for extended stay
Corporate travel accounts for a serviced apartment operator
An extended-stay operator filled units through online travel agencies at heavy commission and wanted direct corporate accounts: consultancies, project-based engineering firms and relocation programmes. We built outbound to travel managers, HR mobility leads and project directors, and the operator replaced commission-heavy bookings with negotiated corporate rates.
- Client
- Serviced apartment operator
- Region
- United Kingdom and Germany
- Scale
- 1,200 units across 11 cities
- Timeline
- Live in 3 weeks, measured over 7 months
Representative engagement. Client details are anonymised and figures reflect typical outcomes from comparable deployments.
What the client got
0
Corporate accounts signed
In seven months, across consulting, engineering and relocation.
0%
Shift in room nights from OTA to direct corporate
At negotiated rates, with no commission.
0k £
Annualised commission saved
On room nights that moved from OTA to direct corporate booking.
The bottlenecks
Bottleneck 1
OTA dependence
Over half of room nights came through online travel agencies at 15 to 18 percent commission, with no guest relationship.
Bottleneck 2
Corporate buyers were hard to identify
Extended-stay demand sits with project directors and mobility teams, not the travel manager who appears in directories.
Bottleneck 3
Sales had no outbound capacity
Two corporate sales managers handled renewals and RFPs. New account acquisition was whatever came through the website.
What we built
Step 1
Demand-signal targeting
We identified companies with multi-month project work in the operator’s cities: consultancies announcing engagements, engineering firms winning contracts, companies opening offices and relocating staff. Each was mapped to the travel, mobility and project contacts.
Step 2
Cost-of-stay messaging
Sequences compared the company’s likely hotel spend for a 30-plus-night stay with a serviced apartment at corporate rate, and referenced the specific project or office opening.
Step 3
Qualification and site inspections
Replies were qualified on stay length, volume and cities. Our team booked virtual or in-person inspections with the corporate sales manager and prepared a rate proposal template per account.
Step 4
Account tracking
Every account carried its source, stage and expected room nights in the CRM, so the operator could see corporate pipeline against OTA dependence month by month.
The automation workflow
Corporate account acquisition
From project signal to negotiated rate
Questions clients ask about this engagement
How do you find project-based demand?
Contract award announcements, company press releases, planning applications, office lease news and hiring patterns. All public sources.
Did OTA volume drop?
OTA bookings continued as a channel. The point was adding higher-margin corporate volume so the operator was no longer dependent on it.
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Have a similar bottleneck?
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