How Revenue Management Systems are transforming Hospitality Industry

Depiction of revenue management

Revenue management refers to strategies and tactics focused on maximizing revenue from every customer through dynamic pricing and capacity allocation. In the dynamic world of the hospitality industry, staying ahead of the competition is crucial for the success of any hotel. One of the key tools that has emerged to help hotels maximize their profits and occupancy rates is the Hotel Revenue Management System. This sophisticated software solution has become a game-changer, allowing hotels to adapt to ever-changing market conditions and make data-driven decisions.  

What is Hotel Revenue Management? 

Hotel revenue management involves understanding demand patterns of rooms from various customer segments across different seasons, room types, and booking windows. By adjusting prices and capacity availability in response to this fluctuating demand, hotels aim to sell each hotel room at the highest possible rate to the right customer at the right time.   

Some key things to know about hotel revenue management are:

  • It uses data analysis to forecast consumer demand at various price levels. Hotels can then set room prices and availability to optimize revenue based on this demand data.
  • Different room types, lengths of stay, and booking lead times have different demand patterns from various customer segments (leisure, corporate, groups etc). Hotel RMS uses analytics to optimize pricing across these variables.
  • Tools track metrics like occupancy rates, average daily rates (ADR), revenue per available room (RevPAR) to measure effectiveness.

A good hotel revenue management system is crucial for hotels in competitive markets. Instead of just accepting room bookings, it helps actively manage earnings growth.

This article will cover everything about hotel revenue management systems, including how they operate, their advantages, and what to look for in software solutions for hotel revenue management.

How Hotel Revenue Management System Work 

A hotel RMS lies at the heart of a hotel’s pricing and distribution strategy. It utilizes analytical models fueled by historical and current booking data, competitive intelligence, and future events calendars to generate accurate demand forecasts. These quantified projections allow revenue managers to calibrate optimal pricing and allocation decisions to unlock revenue growth opportunities.   

By integrating directly with a hotel’s property management system (PMS) and central reservation system (CRS) as well as online travel agencies (OTAs), a hotel RMS enables seamless execution and tracking of dynamic rate and availability changes across sales channels. 

Using metrics like occupancy percentages, Average Daily Rate (ADR), and Revenue Per Available Room (RevPAR), revenue managers can measure the impact of pricing strategies and fine tune them further. Overall, a hotel RMS powers the core revenue management cycle: 

1. Demand Forecasting  

Crunching booking pace data reveals expected room night demand from different segments at various lead times. This allows revenue managers to identify peak versus slow periods. 

2. Optimal Pricing 

Recommend algorithms generate room rates across seasons, lengths of stay, and booking windows to maximize revenue potential during high demand and fill capacity during low demand.  

3. Inventory Allocation  

Group rooms into open inventory for transient bookings vs. closed inventory for expected group blocks, contracted corporate rates, or other reserved capacity to balance customer segments. 

4. Distribution Channel Management 

Push pricing and restrictions across booking channels like, OTAs, and metasearch engines to ensure rate parity and alignment across customer touchpoints. 

5. Performance Tracking 

Occupancy percentages, ADR, and RevPAR help assess pricing tactics and inform strategy changes to improve KPIs further. 

With this foundational knowledge of hotel RMS, let’s discuss the tangible benefits it drives for properties implementing it. 

Benefits of Hotel Revenue Management Systems   

Streamlined Operational Efficiency 

With rate changes and channel publications automated based on analytics instead of gut feel, hotel revenue managers save countless hours previously spent on manual reporting, analysis, and submissions across sales channels. This allows them to focus on strategy, competitive intelligence, campaign measurement, and other impactful initiatives.   

Optimized Pricing Strategies 

Hotel Revenue Management Systems empower hoteliers to implement dynamic pricing strategies. Instead of relying on fixed room rates, these systems allow hotels to adjust prices based on factors such as demand, seasonality, and events. This flexibility ensures that hotels can capitalize on periods of high demand by increasing prices and attract guests during low-demand periods with strategic discounts. 

Maximized Occupancy Rates 

By analyzing historical data and market trends, Revenue Management Systems help hotels identify patterns in consumer behavior. This insight allows hotels to optimize room availability, ensuring that rooms are neither overbooked nor underutilized. The result is increased occupancy rates, leading to higher overall revenue. 

Improved Forecasting Accuracy 

Accurate forecasting is a cornerstone of effective Revenue Management. Hotel Revenue Management Systems use advanced algorithms to analyze a myriad of data points, from booking patterns to local events. This enables hotels to make precise predictions about future demand, allowing for better planning and resource allocation. 

Elevated Positioning and Visibility   

As a hotel revenue management system monitors the competitive landscape on an ongoing basis, it allows properties to assess market gaps where demand exceeds quality supply. Hotels can confidently increase ADR when rankings reveal they offer higher value than surrounding options. Premium pricing supports marketing campaigns focused on elevated positioning. 

Optimized Ancillary Services Monetization 

Insights from a hotel RMS span beyond just rooms revenue to also identify opportunities to improve earnings from food and beverage, spa services, event venues and more. Hotels gain the ability to cross-sell customers and design packaged deals that encourage higher on-property consumption. 

Now that we have discussed how hotel revenue management systems work and the immense financial value they provide, let’s explore the capabilities to evaluate when assessing hotel revenue management software solutions. 

Key Capabilities in Hotel Revenue Management Software 

With machine learning advancements, cloud-based deployment models, open API architectures, and rising market demand, the hotel revenue management software space has seen tremendous innovation recently. When evaluating options, check how well prospective systems handle: 

1. Demand Forecasting  

The system should leverage multivariate regression models fueled by historical reservations data, forward-looking events calendars, and other statistical drivers to predict room night demand by segment.  

2. Dynamic Pricing 

Optimized algorithms prescribe daily room rates across seasons, lengths of stay, and booking windows to capture upside potential during high demand and stimulate fill during slow periods.   

3. Competitive Intelligence 

Benchmark reports should monitor competitor pricing changes and availability in real-time across OTA and metasearch sites to inform optimal rate positioning strategies.   

4. Channel Management  

The ability to bulk upload rate and restriction changes across all online and offline reservation channels while ensuring rate parity across customer touchpoints is a must. 

5. Integration with Property Management Systems (PMS) 

Seamless integration with a hotel’s Property Management System is essential for the smooth operation of Revenue Management Software. This integration ensures that real-time data on bookings, room availability, and guest profiles is shared between systems, allowing for a holistic view of the hotel’s operations. 

6. Reporting and Analytics 

KPI tracking coupled with granular performance insights gives hotels precise visibility into segment value, channel efficiency, rate plan performance, and other metrics for continuously improving results. 

Exploring Leading Hotel Revenue Management Solutions

With the rising need for automated and intelligent revenue management capabilities, many software vendors have built innovative products catering to hotels of varying sizes and markets. Some leading revenue management software for hotels include:

IDeaS Revenue Solutions

A flagship product from SAS, IDeaS provides AI-powered revenue management for large chains and enterprise hotels. With over 30 years perfecting revenue science and insights from 100,000 properties, IDeaS is the gold standard for big box hotels.


Featuring an open architecture, Duetto focuses on casino resorts, luxury hotels, and convention hotels looking to optimize group and transient pricing. Flexible deployment options via cloud or on-premises support complex operations.


Atomize utilizes machine learning to deliver automated pricing aligned with hotel goals and constraints. Their dynamic system recalibrates rates in response to demand shifts and is popular with boutique hotels focused on revenue growth.

Infor EzRMS

Part of Infor’s Hospitality Management Suite, EzRMS caters to limited-service hotels with its focus on simplicity and performance. The cloud-based solution combines revenue expertise with business intelligence.

When evaluating RMS options, ensure the software scales to your size, integrates with existing hotel platforms, provides required analytics depth, and enables the revenue management maturity aimed for. Identifying the right revenue science underpinning profitable strategies will catalyze growth for years to come.

Rain Maker

Rainmaker’s guestrev platform focuses on optimizing pricing strategies and maximizing revenue. Through data-driven insights, it aids hotels in making informed decisions and staying competitive in the market.


Revinate offers a revenue management system integrated with its guest data platform. By providing insights into guest behavior, it assists hotels in optimizing pricing and distribution strategies for enhanced revenue.


RateGain’s suite of revenue management tools include Price Optimization, Demand Forecasting, and Rate Intelligence. It equips hotels with the insights needed to refine their revenue strategies.


While not a traditional RMS, Oaky focuses on increasing ancillary revenue through upselling. Its integration capabilities with various property management and CRM systems make it a valuable tool for hotels.

When selecting an RMS for a hotel, it’s crucial to consider factors such as the size of the property, specific needs, and integration capabilities with existing systems. Additionally, customer reviews and recommendations from industry peers can offer valuable insights. As technology continues to advance, these systems are expected to evolve, providing even more sophisticated tools for hotels to enhance their revenue management strategies and maintain a competitive edge in the dynamic hospitality landscape.

The Future of Revenue Management Systems in the Hospitality Industry

As technology continues to evolve, the role of Hotel Revenue Management Systems is expected to become even more integral to the success of hotels. Emerging technologies such as artificial intelligence and machine learning are poised to further enhance the capabilities of these systems, providing hotels with even more sophisticated tools for decision-making.

The future will likely see increased personalization in pricing strategies, with Revenue Management Systems leveraging guest data to offer tailored pricing and promotions. Additionally, the integration of predictive analytics and artificial intelligence will enable hotels to anticipate market trends with greater accuracy, giving them a competitive advantage in a rapidly changing landscape.


By leveraging the innovative capabilities of modern hotel revenue management software systems, hotels can transition from reactive to proactive in shaping their earnings potential. Revenue management principles powered by data science fuse with hospitality excellence to drive higher profit margins that fuel growth. In today’s increasingly competitive environment, hotels simply cannot leave revenue on the table without putting their long-term viability at risk.