About International Hotel Group
Corporate account acquisition at the hotel group was managed at individual property level — disconnected, inconsistent, and unable to present the group's full regional capability to major corporate accounts that span multiple the hotel group properties.
No group-level SDR function targeted large regional corporates — the highest-value account type for a hotel group operating across the GCC, Egypt, and Levant. Individual property teams were focused on property-level revenue, not group account development.
MICE buyers — corporate event planners and travel management companies — were not being reached proactively. MICE pipeline was entirely inbound, leaving significant untapped group revenue to competitors with more structured sales development.
What needed
to change.
Corporate account acquisition at the hotel group was managed at individual property level — disconnected, inconsistent, and unable to present the group's full regional capability to major corporate accounts that span multiple the hotel group properties.
No group-level SDR function targeted large regional corporates — the highest-value account type for a hotel group operating across the GCC, Egypt, and Levant. Individual property teams were focused on property-level revenue, not group account development.
MICE buyers — corporate event planners and travel management companies — were not being reached proactively. MICE pipeline was entirely inbound, leaving significant untapped group revenue to competitors with more structured sales development.
How we built the solution.
Every LVRA engagement runs through four structured phases — each one feeding the next.
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3 pillars. One integrated system.
Each strategic pillar was designed to feed the next — creating compounding returns across every channel activated.
The numbers
that matter.
Every metric comes from verified campaign data — attributable to specific strategic decisions made during this engagement. No projections. No vanity numbers.
What this engagement taught us.
These principles carry forward into every engagement that follows — applicable well beyond International Hotel Group's specific context.
Industry
Hotel Group
Market
UAE
Duration
Ongoing engagement
Property-level sales cannot reach group-level decision-makers — centralised SDR is essential.
A corporate travel director at a GCC-based multinational is not going to respond to an individual property sales manager. Group-level SDR presenting regional portfolio value is the only model that produces enterprise corporate account conversations.
MICE buyers need specific venue capability data, not generic hotel brochures.
An event planner evaluating a venue for 250 people needs to know: breakout room configuration, AV capability, F&B minimum spends, and accessibility logistics. Generic hotel marketing content fails to answer any of these questions — and doesn't generate replies.
Corporate account agreements require sustainability and CSR documentation in 2024.
Increasingly, corporate travel programmes require hotels to provide sustainability credentials, carbon offsetting data, and community impact documentation as part of the preferred supplier approval process. Not having this documentation ready costs accounts.
Curious what we'd do in your market?
We'll map out a custom growth plan — specific to your industry, size, and goals.