A travel-tech SaaS had a funnel that collapsed after the off-season. DevCommX built a demand generation + outbound motion that booked 28 demos and made pipeline year-round.
Customer Intro
A travel-tech SaaS sold a booking and revenue-management platform to online travel agencies (OTAs), tour operators, and hospitality groups. The business was inherently seasonal, and so was its pipeline — strong before peak season, then a cliff. The team wanted a top of funnel that produced pipeline all year, not just when buyers came looking.
Why did the funnel keep collapsing?
Pipeline was almost entirely inbound and event-driven, so it rose and fell with the travel calendar. There was no proactive outbound to generate demand in the quiet months, and no nurture to keep off-season interest warm until budgets reopened.
How did DevCommX fix it?
DevCommX combined demand generation with proactive outbound lead generation on a GTM engineering backbone:
- Always-on outbound — sequences running through the off-season to fill the pipeline before peak demand, not during it.
- Segment-specific messaging — distinct narratives for OTAs, operators, and hospitality groups, each tied to revenue-per-booking and occupancy outcomes.
- Long-cycle nurture — off-season interest captured and kept warm with signal-aware follow-up until buying windows opened.
- Clean attribution — reporting that showed which demand actually converted, so spend went where it worked. See why lead generation campaigns fail.
What were the results?
| Metric | Result |
|---|---|
| Qualified demos booked | 28 in the off-season quarter |
| Pipeline generated out of season | $1.3M |
| Funnel seasonality | flattened into year-round |
| Reply rate | 3.9% |
The travel SaaS stopped riding the seasonal rollercoaster and built a funnel that fed itself.
Insight
For seasonal markets like travel tech, the winning move is to generate demand in the quiet months so peak season starts with a full pipeline. Always-on outbound plus patient nurture turns a seasonal cliff into a steady line. For the stack behind it, see the AI outbound playbook.
Callout Quote
“Our pipeline used to disappear every off-season. Now it keeps filling — so we hit peak season already ahead.” — Head of Revenue, Travel-Tech SaaS
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