Opinion Article28 May 2019
Hotel Yearbook: Hoteliers are not powerless: a guide for the digital market
By Cindy Estis Green, Co-founder and CEO, Kalibri Labs, LLC
Cindy Estis Green is CEO and Co-founder of Kalibri Labs, a technology firm using the industry’s largest and most robust database tracking guest stays and cost of customer acquisition. Kalibri Labs assists hotels in evaluating and predicting revenue performance with data science and next-generation benchmarking. The firm is based in Washington, D.C.
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It’s not the “OTA vs. Hotel wars” that we’re in the middle of, writes Kalibri Labs’ Cindy Estis Green; it’s the distribution platform
wars. The legacy grip the OTAs have had is slipping and the power will shift, she says. But hotels have their own leverage –
and it is significant. Here is her recipe for success.
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Cindy Estis Green
Cindy Estis Green’s career began in corporate marketing and senior operations roles for Hilton International. After founding
the data mining consultancy, Driving Revenue, and selling it to Pegasus Solutions, Ms. Estis Green spent twelve years as
managing partner of The Estis Group. Co-author of several groundbreaking studies including the 2017 Demystifying the
Digital Marketplace, and a series of Special Reports profiling the brand-driven Book Direct campaigns and the Groups &
Meetings market, Estis Green has been honored as one of the 25 Extraordinary Minds in Sales and Marketing by HSMAI.
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