High-Impact Discovery Questions for Selling Travel Tech to Partnership Leads in Travel Agencies
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Summary:
Uncover partnership bottlenecks, align on growth goals, and accelerate deal cycles by asking the right questions tailored to Partnerships leaders in travel agencies.
In today’s competitive travel landscape, Partnership Leads are under pressure to source high-value inventory, expand distribution channels, and strengthen alliances with hotels, OTAs, airlines, and tech providers. For Travel Tech vendors, discovery is where the deal is won it’s your moment to prove how your platform can streamline operations, scale partner ecosystems, and unlock more revenue.
30 Discovery Questions for Partnerships Leads in Travel Agencies
A. Initial Qualification & Context Setting
- What are your top 2–3 partnership goals for the next 12 months?
- What prompted your interest in exploring new travel tech solutions at this time?
- How does your current partnership strategy align with your agency's growth and customer experience goals?
- Are there any market trends (e.g., AI, personalization, multi-modal travel) driving changes in your partner strategy?
- How would you describe your current tech stack for managing partnerships and inventory distribution?
B. Current State & Challenges (Pain Points)
- What are the biggest challenges you face in sourcing and managing travel content from partners?
- How efficient is your current process for onboarding new partners (hotels, airlines, tour operators)?
- Are there gaps in how you track partner performance or revenue contribution?
- How much time does your team spend managing manual partner communications or reporting?
- Do you experience issues with rate parity, availability mismatches, or data inaccuracies from partners?
- How well integrated are your systems with OTA platforms, aggregators, or third-party APIs?
- What kind of support or reporting do your current tech providers offer for partnership optimization?
- Are partner payments, commissions, or settlement processes fully automated and accurate?
- Where do you feel you're losing opportunities: low-performing partners, outdated systems, lack of visibility?
- How do you handle contract renewals or renegotiations with top partners today?
C. Desired Future State & Goals (Aspirations)
- If you could improve one aspect of your partner network or integration process, what would it be?
- What would an ideal partner onboarding and management experience look like for your team?
- How would greater real-time data on partner performance impact your decision-making?
- What kind of tech solution would help you better monetize your existing partner network?
- What would success look like 6 months after implementing a new travel tech platform?
D. Impact & Value Quantification
- How much revenue do you estimate is lost due to poor partner performance or manual inefficiencies?
- How much time per month does your team spend reconciling partner reports, rates, or commissions?
- What’s the financial impact of missed upsell opportunities or under-leveraged partners?
- How does limited partner visibility or reporting affect your strategic planning?
- If your top 10 partners improved by 10–15%, how would that impact your revenue this quarter?
E. Decision-Making Process & Stakeholders
- Who else within your organization is involved in evaluating or approving new partnership tools?
- What departments (e.g., Ops, Product, Finance) need to be looped into implementation decisions?
F. Budget & Resources
- Is there a dedicated budget for partner management or distribution tooling this year, or would this be a new investment line?
G. Timeline & Urgency
- Are you working against any timeline tied to partner contracts, high season travel, or board targets?
H. Competition & Alternatives
- Have you explored other platforms or solutions in this space? What did you find lacking?
How Pepsales AI Helps
Pepsales AI is your discovery copilot delivering intelligent, role-specific, and travel-industry-aware discovery questions in real time.
What It Delivers:
- A library of travel-specific discovery prompts tailored to partner managers
- Smart questions that adapt to deal stage, objections, and industry shifts
- Embedded coaching for deeper, value-led conversations
- Discovery automation to save time and close deals faster
Ready to Unlock Stronger Travel Tech Discovery Conversations?
Equip your sales team with the questions that reveal real pain, align with growth, and close faster.
