From Worst to First: How I Turned Around TravelClick’s Underperforming Division
Company: TravelClick (now Amadeus Hospitality)
Role: VP/GM, Media Solutions Division
Duration: Multi-year engagement
Industry: Hospitality Technology (B2B SaaS)
The Challenge
When I took over TravelClick’s Media Solutions division, it was the company’s lowest-performing business unit. Revenue had stagnated, the sales team was demoralized, and the division was being considered for shutdown. The team lacked a coherent go-to-market strategy, had no structured sales process, and was losing ground to competitors in the hospitality technology space.
What I Did
- Rebuilt the GTM strategy from scratch — Repositioned the division’s value proposition around measurable ROI for hotel chains and hospitality groups
- Restructured the sales team — Implemented performance-based compensation, hired strategic account managers, and created a repeatable sales methodology
- Built a partner channel — Developed relationships with OTAs, hotel management companies, and technology integrators to expand distribution
- Introduced data-driven selling — Created analytics dashboards that proved campaign ROI, turning skeptical buyers into long-term contracts
Results
- 320% revenue increase — Grew the division from underperformer to the company’s fastest-growing unit
- $18M in revenue — Built a predictable, scalable revenue engine
- Worst-to-first ranking — Transformed the division from last place to #1 performer across all TravelClick business units
- Team transformation — Built a high-performing sales organization that continued to deliver after my departure
Key Takeaway
A B2B sales turnaround doesn’t require replacing everyone — it requires replacing the strategy. The right GTM framework, combined with structured sales processes and data-driven accountability, can transform any underperforming division into a growth engine.
Ready for Your Own Turnaround?
If your sales division is underperforming, I diagnose the root cause and build the strategy to fix it. Learn about my fractional CRO services or start with a sales team assessment.