Success Stories

Real results from making data work for airlines

Value from Existing Assets$100M

Merchandising

Annual upsell revenue unlocked from smarter pricing — on systems the carrier already owned.

Read the story →Outcomes Over Technology52%

E-Commerce

Drop in payment abandonment — and 20% more revenue per booking — without a platform replacement.

Read the story →Value from Existing Assets$10M+

Operations

Annual fuel savings on the first application — paying back the build in just six days.

Read the story →Outcomes Over Technology675%

Customer Engagement

Higher conversion from behavior-triggered campaigns than the batch sends they replaced.

Read the story →Complexity to Clarity$7M

Commercial Teams

Incremental revenue in 120 days — a 10x return on the Phase 1 build.

Read the story →Value from Existing Assets7 Figure

Digital Marketing

Ad-spend mismanagement surfaced and reallocated — restoring marketing–finance trust.

Read the story →Complexity to Clarity$Millions

Partnerships

In annual partner billing errors eliminated — protecting revenue integrity at scale.

Read the story →

Value from Existing Assets

Making Data Work for Merchandising

Abstract flat illustration of premium economy cabin pricing optimization

$100M

The optimized pricing strategy uncovered $100M in annual upsell revenue, exceeding the revenue plan for a more advanced dynamic pricing program. The carrier achieved this without any new technology platforms, demonstrating that strategic thinking and data-driven decision making can deliver massive value from existing assets.

Situation

Despite implementing the industry's most advanced merchandising platform at the time, a North American carrier was still struggling to maximize revenue from their premium economy seating product. Despite having premium seats available prior to departure on most flights, the pricing strategy wasn't capturing customer willingness to pay, and the product was underperforming revenue expectations.

Approach

Rather than immediately implementing complex dynamic pricing, we focused on understanding customer behavior patterns and optimizing the existing pricing framework. We started by combining flown seat assignments with point-in-time EMD (Electronic Miscellaneous Document) and loyalty status data to understand what premium seats were paid versus given away as entitlement or for operational reasons. We combined this sold versus flown view with flight segmentation and competitive analysis to identify pricing sweet spots.

Solution

We developed a variable pricing strategy that could adjust premium seat prices based on route characteristics, booking patterns and competitive best practices. The solution leveraged existing revenue management and merchandising systems that simply needed more advanced business rules and decision frameworks, not additional technology investment.

Outcomes Over Technology

Making Data Work for E-Commerce

Abstract flat illustration of an API-first airline booking and payment flow

52%

Payment abandonment dropped by 52% while revenue per booking increased by 20% through improved cross-sell capabilities. The API architecture enabled the carrier to launch new digital products in weeks rather than months, fundamentally changing their ability to compete in digital channels.

Situation

A low-cost carrier's out-of-the-box IBE (Internet Booking Engine) from a legacy industry vendor was causing significant revenue leakage. The monolithic architecture made changes slow and ineffective. The largest impact was to abandonment rates on the payment page—unacceptably high and directly impacting revenue at a carrier not yet distributed in third party channels.

Approach

We designed a digital transformation strategy centered on an API-first architecture. Rather than a complete PSS (Passenger Service System) and IBE replacement, we modernized incrementally. We exposed core functions as APIs in an independent services layer and rebuilt the edge CX layer, adding payment and other functions that couldn't be directly integrated with the legacy back-end systems.

Solution

The new architecture separated business logic from presentation layer, enabling rapid iteration on customer experience improvements while maintaining stable, low-cost core systems. We implemented modern payment flows, streamlined checkout processes and enabled in-path up-sell through API integration.

Value from Existing Assets

Making Data Work for Operations

Abstract flat illustration of aircraft fuel-efficiency operations dashboard

$10M+

The integrated data layer generated over $10M in annual fuel savings on the first application, paying back the original development costs in just 6 days. More importantly, it contributed to a $50M annual run-rate fuel savings initiative and transformed the culture around fuel efficiency by making performance visible and actionable at all levels of the operation.

Situation

A Latin American carrier was investing millions in fuel efficiency initiatives but couldn't measure actual savings or identify which programs were working. Operational data was scattered across multiple systems with no unified view of performance. Experienced operations research professionals were spending 80% of their time assembling and cleaning data and minimal time executing the data science necessary to create insights.

Approach

We integrated operational data including ACARS (Aircraft Communications Addressing and Reporting System), AIMS (Airline Information Management System) and flight and load planning data to create a real-time fuel efficiency dashboard. Rather than implementing black box efficiency products, we focused on connecting existing data sources. This approach delivered usable data to data professionals that could build and manage a wide range of operations data products.

Solution

The solution provided real-time visibility into fuel consumption patterns, plan versus actual flight plans and granular speed/altitude/thrust snapshots. This enabled rapid identification of savings opportunities across the block to block lifecycle of the flight. We created scorecards for dispatchers and pilots that tracked efficiency initiatives and their actual impact on fuel burn.

Outcomes Over Technology

Making Data Work for Customer Engagement

675%

Behavior-triggered campaigns—keyed to where a customer was in a trip—converted 675% higher than the batch sends they replaced. Work that used to take weeks shipped in hours. The platform made it possible, but the lift came from putting owned customer data to work against a clear outcome—not from the software.

Situation

A growing Canadian carrier wanted its marketing to reflect what it already knew about each traveler. The data existed but sat across separate systems—booking and travel history in the reservation system, tier and points in the loyalty platform, engagement in its own email tool. No system saw the whole customer, so marketing defaulted to batch sends regardless of where someone was in a trip.

Approach

We started with the outcome, not the tooling. The goal was concrete—reach each customer with a message that fit the trip they were actually taking. That meant connecting the data the airline already owned—loyalty tier, booking history, ancillary behavior and route context—into one view the marketing team could act on.

Solution

We unified the stack on one marketing platform that drew from those sources and reached customers in the channels they already used—the app, email and the web booking funnel. Campaigns fired on behavior, like a recent search or an abandoned booking, rather than a fixed calendar. The marketing team ran it without engineering in the loop.

Complexity to Clarity

Making Data Work for Commercial Teams

Abstract flat illustration of revenue forecast curves resolving into clarity

$7M

Forecast accuracy improved by 1.5-2.5% across markets, generating $7M in incremental revenue in the first 120 days of implementation—10x ROI on the Phase 1 development budget and shifted the organization from "not enough data" to "not enough data people."

Situation

A Latin American carrier's commercial teams were struggling with forecast accuracy. They couldn't answer basic revenue questions without weeks of analysis. Poor forecasts were impacting inventory decisions and executive confidence in data was eroding.

Approach

We designed a unified Commercial Data Layer that integrated historical and forward bookings, tickets and sold + flown revenue accounting data along with inventory and forecast history. This enabled rapid recognition of adjustments to seasonality and other revenue management system inputs. It also created self-service analytics capabilities for commercial users to leverage for monitoring forecast and market performance.

Solution

The solution combined daily booking curve snapshots, automated data quality checks, and improved segmentation logic. We built analytical views that provided instant answers to recurring business questions while maintaining a single source of truth for all commercial metrics.

Value from Existing Assets

Making Data Work for Digital Marketing

Abstract flat illustration of digital marketing attribution analysis

7 Figure

The analysis revealed 7 figure ad spend mismanagement, and through fixing basic attribution logic, the carrier could reallocate budget to truly performing channels and sunset poor ones, improving marketing ROI by double digits while restoring trust between teams.

Situation

A startup carrier was investing heavily in digital advertising but couldn't determine which channels and dollars were driving revenue. Marketing reports showed inflated performance metrics that didn't match financial results, creating distrust between marketing and finance teams.

Approach

We conducted a forensic analysis of their web analytics implementation and customer databases. Rather than implementing new attribution tools, we focused on fixing the foundational data capture and revenue recognition issues.

Solution

We discovered critical flaws in tag management causing revenue duplication and attribution errors. The solution included rebuilding analytics tracking, implementing proper data layer specifications and creating a single view of the customer that would ultimately measure long-term growth.

Complexity to Clarity

Making Data Work for Partnerships

Abstract flat illustration of a central partner data reconciliation hub

$Millions

The solution eliminated millions in annual billing errors, reduced the need for multiple dedicated resources required for partnership data reconciliation and enabled more granular inputs to customer lifetime value. The carrier could now confidently expand partnerships knowing revenue integrity was protected.

Situation

A Latin American carrier was experiencing significant revenue leakage through partner billing errors. Manual reconciliation processes couldn't keep pace with growing partnership complexity and millions in revenue were at risk.

Approach

We created an automated Partner Data Hub that consolidated data from multiple partnership channels and systems. The solution focused on exception management and automated reconciliation rather than replacing existing partnership systems.

Solution

The Partner Data Hub integrated data from loyalty partners, mileage agreements and ancillary partnerships. It automated error detection, simplified reconciliation workflows and provided daily visibility into partnership performance.

From the field.

Each week, one clear-eyed read on what I'm seeing inside business and data teams — the patterns behind results like these, honest takes on what's happening in the industry and what it actually means for leaders who have to make the call.