How a TMC won more corporate clients against legacy OBT's through ello

The Brief:

The TMC was competing for corporate travel accounts against larger global TMC providers using established proprietary online booking tools.

While the TMC could offer strong service, experienced consultants and competitive commercial arrangements, its existing OBT technology proposition was not always differentiated enough during the sales process.

Prospective clients increasingly expected a faster, more intuitive booking interface, clearer policy guidance, integrated approvals and better access across the tools their employees already used.

The brief to ’ello was to help the TMC strengthen its sales proposition without requiring it to build, maintain or support its own booking technology.

The solution needed to demonstrate a clear alternative to legacy form based OBTs while allowing the TMC to retain control of the client relationship, fulfilment model and commercial strategy.

What we did:

’ello worked with the TMC to understand where technology was influencing corporate buying decisions and where its existing proposition was losing impact.

Through ello, a more modern, sales-focused technology offer was introduced, giving the TMC a stronger platform to demonstrate during tenders, presentations and prospect meetings.

Strengthened the technology proposition

The TMC could present a more modern booking experience alongside its existing service capability, creating a more well-rounded and competitive client offer.

Made sales demonstrations more compelling

Prospects could see how booking, policy, approvals, reporting and support worked together through one faster and connected experience rather than across separate systems.

Created a stronger sales narrative

’ello gave the TMC a more compelling story that moved conversations beyond service and price and traditional OBT funnels. Sales teams could lead with a modern, differentiated vision for corporate travel, helping them cut through against legacy OBTs at a much higher level.

The Outcome:

The TMC now has a stronger and more differentiated proposition when competing for new corporate travel accounts.

Sales teams can demonstrate a modern booking experience without relying on the same legacy technology offered by many competing providers.

Prospects receive a clearer view of how online booking, policy, approvals, reporting and consultant support can operate as one connected travel programme.

This has helped the TMC shift sales conversations away from price and transaction fees alone, creating more opportunities to compete on technology, flexibility and long-term value.

The TMC can now pursue a broader range of corporate clients with greater confidence while retaining control of the customer relationship and service model.

A stronger first impression

Prospective clients see a modern and intuitive technology experience from the beginning of the sales process. This helps the TMC establish greater credibility and demonstrate that its platform can meet current traveller and business expectations.

Clearer competitive differentiation

The TMC can offer an alternative to the same legacy OBTs used across much of the market. A more distinctive technology proposition makes it easier for sales teams to explain why the overall user experience will be different.

More valuable sales conversations

Sales discussions can focus on traveller adoption, policy, approvals, visibility and service rather than being driven primarily by fees. This gives the TMC more ways to demonstrate value and respond to each prospect’s priorities.

Greater confidence to pursue new accounts

With ’ello supporting the technology proposition, the TMC can compete for larger and more complex corporate opportunities without needing to build or maintain its own booking platform.

A stronger proposition in every sales conversation

Modern technology backed by your TMC

’ello gives TMCs a more compelling way to demonstrate booking, policy, approvals and reporting while keeping the TMC’s service, fulfilment and client relationship at the center.

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For sales teams
Lead with a stronger technology story

Show prospects a modern booking experience that supports the wider value of your service and account management proposition.
For TMC owners
Compete without building your own platform

Elevate your corporate proposition while retaining control of fulfilment, servicing, commercials and the client relationship.