Over the past few months, I’ve witnessed a notable shift in how hoteliers across the Middle East are thinking about revenue management, and I’ve been right in the thick of it with Duetto.
From exciting client partnerships to eye-opening industry events, it’s been a period of growth, learning, and meaningful conversations.
So, I’d like to take a moment to share some behind-the-scenes insights from the region, straight from the front lines.
Welcoming new faces: New customers in the region
It’s always an exciting moment when new hotels join our family.
In recent weeks, we’ve had the pleasure of welcoming iconic brands in the Middle East to Duetto, including:
- Louvre Middle East, a fast-expanding international group making significant moves in the region.
- One of the most luxurious hotels in Dubai, that sees the significant value Duetto can bring to its revenue operations.
- Three properties in Egypt that are part of a flagship global brand.
With these partnerships, we’re proud to expand into new markets such as Qatar and Egypt.
Although some of the client names remain confidential, one thing is clear: these hotels aren’t choosing Duetto by chance.
Why Duetto?
Before partnering with us, the hotels faced similar challenges:
- Inconsistent price positioning and limited automation across rate tiers, which made it difficult for revenue teams to respond dynamically to demand.
- With large events and function spaces, revenue optimization was often overlooked or manually managed.
- Limited visibility and lack of robust analytics around ancillary revenue streams made it difficult to truly understand commercial performance.
The revenue leaders were looking for more than just a tool, they wanted a partner that sat beside them and made their day to day life a strategic role.
Our brand came highly recommended by industry peers, but what really made a difference was:
- Our ability to truly listen and tailor solutions to meet business priorities of our prospective partners.
- Our constant product innovation adds a unique competitive advantage.
- And yes, the acquisition of HotStats didn’t hurt! It strengthened our position as key players in the region.
When we demonstrated capabilities like real-time PMS connectivity, Open Pricing, group displacement tools, and meeting space optimization, it all clicked.
These are the real differentiators Middle East hotels need right now.
On the ground: What the events revealed
In just a few short months, I’ve attended more events than my wife probably agreed to – from Saudi Arabia and Dubai to Egypt, the Maldives, and beyond.
And here’s the thing, a few themes kept surfacing:
- Revenue management’s still misunderstood
Too often, revenue management gets lumped in with channel management. When we demo our solutions, we hear: “We already have a channel manager.” There’s a clear need to continue to evolve the story of how revenue management systems play a leading role in optimizing revenue and profitability.
- Fear of automation
In some of these markets, there’s a genuine concern among revenue leaders: “Will this tech replace my job?”.
For me, it’s an understandable question but one that should not be met with fear or trepidation. Great tech empowers professionals and elevates their skills, not replace them.
- Data discipline can be lacking
Many leaders admitted their analytics processes are not as advanced as they need to be for where the market is at right now. Systems can only work when fed with the right inputs. There is significant opportunity in the region to build awareness for tools and processes that help to transform analytics processes.
- Demand patterns are changing
The booking window is shrinking across the Middle East. In some cases, 40-50% of bookings are happening within 0–7 days. That completely changes how hotels need to forecast and price. “Doing business at the speed of market behavior” is a critical challenge. - New generations, new expectations
Millennials and Gen Z aren’t just booking rooms, they’re booking experiences. And they’re willing to spend more. Hotels need to adapt their offering and pricing accordingly.
What’s keeping revenue leaders up at night?
While there’s plenty of excitement about the future, there’s also visible tension in the industry. These were some of the top concerns I heard repeatedly:
- Budget constraints, largely due to a lack of understanding from ownership and senior leadership about the value of RM technology.
- Fear of tech replacing people, rather than empowering them.
- A longing for a system that truly “works for us, not the other way around.”
What’s keeping revenue leaders up at night?
One conversation I won’t forget took place at our Duetto x Amadeus Roundtable in Dubai.
We dove into the concept of personalized pricing. Imagine if your CRM and RMS could talk to each other in real time, collaborating to create hyper-personalized offers based on guest behavior, source market, and timing.
This concept feels especially relevant in the Middle East, where many hotels still rely on static, contracted business. The appetite for innovation is there.
What’s next in the Middle East?
We’ve got an exciting calendar lined up, with events like:
We’re showing up with solutions that meet real needs, not just the latest trends, and I hope to meet many of you reading this article at one of our upcoming events.
Final thoughts
Yes, the Middle East is a region full of contrast between tradition and transformation.
But one thing is clear: there’s a massive opportunity here for hospitality to evolve with the right tools, education, and mindset.
And Duetto? We’re not just here to sell software. We’re here to build trust, challenge outdated practices, and help the region’s hotels thrive in a smarter, more agile future.
If you’re curious to learn more or want to continue this conversation, let’s connect.
Book a meeting in my calendar here.
