Delaware North: Maximizing Profitability and Enhancing Revenue Management with Optix

REVENUE MANAGEMENT

Delaware North, a global leader in hospitality, uses Optix for G3 RMS to unlock deep business insights across 20 diverse lodging properties. By adopting Optix, the company transformed its data analysis, improved strategic planning, and aligned sales and marketing teams around smarter, more profitable decisions.

Why it matters: This case study highlights how a multi-property hospitality group used Optix to gain a granular view of its business, enabling faster, smarter decisions that directly impacted profitability and strategic alignment.

Optix for G3 RMS enhances data visibility and forecasting by enabling granular segmentation, comparative analysis, and performance benchmarking. Delaware North improved business mix strategy, optimized marketing timing, and increased collaboration across sales and revenue teams.

Top 3 Core Objectives: Delaware North aimed to gain granular insight into market segmentation, improve forecasting accuracy, and align organizational decision-making to drive revenue performance across its portfolio.

Segment-Level Insight: The team needed to understand how different market segments contributed to revenue. Optix helped uncover underperforming segments and redirect strategy accordingly.
Forecast Validation: By comparing G3 RMS forecasts with internal data, Delaware North improved confidence in planning and sharpened revenue strategies.
Strategic Alignment: Optix brought sales, marketing, and revenue teams together on one platform with consistent insights, streamlining communication and driving more unified business decisions.

Innovators Mentioned

Delaware North

IDeaS

Donald Foste

Vice President of Sales

Delaware North

"Optix has enabled us to gain deeper insights into our operations, identify the sources of our revenue, and determine where our sales efforts should be concentrated. This helps us pinpoint the right moments for marketing initiatives and develop a comprehensive strategy to drive revenue growth."

Donald Foste

Vice President of Sales

👍 Vice President of Sales Donald Foste said that Optix gives Delaware North a clearer picture of revenue sources and performance, driving smarter sales and marketing strategies.:

"Optix has enabled us to gain deeper insights into our operations, identify the sources of our revenue, and determine where our sales efforts should be concentrated. This helps us pinpoint the right moments for marketing initiatives and develop a comprehensive strategy to drive revenue growth."

⚖️ The selection process: During their research process, Donald Foste evaluated IDeaS's product differentiators, customer support, and holistic value as a strategic partner and ultimately decided that IDeaS was the best fit solution:

Vice President of Sales Donald Foste said, about their decision: "If you don’t get granular into what is happening with your business you could be missing out on opportunities."

📈 The results: Optix delivered clearer visibility into demand patterns, enabling more agile, data-informed decisions. Delaware North now aligns its revenue strategy more closely with real-time business dynamics—improving profitability and internal collaboration.