Cvent Analytics and Data Science

Cvent Analytics and Data ScienceDon Kelly, Senior Vice PresidentCvent Hospitality Cloud

Data Types in Hospitality 2016

Hotel data types in 2016 and now beyond…

HOTEL GROUPBUSINESS- CVENTDATASCIENCESDemandGeneration DemandManagement GroupBusinessIntelligence

SupplierNetwork SpeedRFP/WhiteLabel Packaged Analytics LeadScoring Dashboards CompSetsSuiteHotelPerformance

MetricsHotelResponse

BehaviorPlannerSourcing

PatternsRFP

SegmentationMarket

IntelligenceCompetitiveLandscape

Market Share PacevsDemand AwardPropensity Trends Rate Comparison FairShare

BIG DATA SCIENCEFor the Group Segment

Our Analytics Strength

$40+ BillionEconomic Value Sourced to date


8 Million RFPs Sourced to date

123 Million Room Nights Sourced to date


10,000+Daily Active Planners

100,000+Daily Page Views Consumed

35,000+Daily Search Interactions

40,000+Daily Hotel Profile Views

220 GBWorth

(of group data)

49Days

Patterns

3.5M+ Group Proposals

9,000 Hotel Responses

Captured Daily

5-6 Unique Rates per

URFP

Rates from450 MMAs

20 Analysts Grindingthis Data

1,500Historical &

Future Dates

27RFP

Segments

50Market

Segments

24Planner

Segments

Our Analytics Prowess

Discovering Hidden Insights• Rates for all hotel types, brand scales, meeting space and

sleep room categories.

• Rates for every single week and day of the calendar across all days patterns, size and booking windows.

• Explored and Examined why RFP’s are Awarded

• “ What if ” analysis on existing RFP’s Turned Down trends

• We understand Planner behavior across all Segments

Connect Hotels and ResortsDistinctive Insights into Risk and Opportunities

• Unique RFP’s Received • Unique RFP’s Awarded • Unique RFP’s

Turned Down• Unique RFP’s

Planner Declined

• Missed Opportunities• Fair Share and Market

Share Index• RFP’s active for the

forward 24 Months • Competitive Set Reports

Enterprise ViewConnect Hotels and Resorts

42 North American Properties

The Enterprise Dashboard takes a global view which can be filtered down to the property performance

RFP Sourcing Value Delivery2008-2015

Sourcing Activity: 2008-2015

$2.4BEconomic Value of

RFPs Received

7.6MRoom Nights

Sourced

24.4KRFP’s

Received

$22 Cost

Per Lead

1.4% Estimated Cost

of Sales

BUSINESS RECEIVED BY CONNECT HOTELS AND RESORTS JUNE 2015 - MAY 2016

Sourcing Activity: Trailing 12 Months

$987MEconomic Value of

RFPs Received

2.8MRoom Nights

Received

$674MRoom Nights Sourced

by Gold Planners

$139M Economic Value for ITYFTY

(90K R/N ITQFTQ)

$254M Estimated Value for Weekend

Arrival: 750K Room Nights



$560MRFPs Received

366+ Days

851MRoom Nights Received:

Northeast Planners

947KRoom Nights Received: TPP’s

$91MRFP’s Value of

Sleeping Rooms Only



$19Cost Per Lead

1.1%Estimated Cost of Sales


Fair Share Performance: Consumer Competitive Sets

Q1 2016 vs 2015 Performance MetricsCONNECT HOTELS AND RESORTS: CONSUMER COMPETITIVE SET

Account Name Fair Share RFPs (Q1'2016)

Fair Share RFPs (Q1'2015)

Fair Share Room Nights (Q1'2016)

Fair Share Room Nights (Q1'2015) Fair Share RFPs Fair Share Room

Nights

Connect Hotel A 107 93 75 74 AG BG

Connect Hotel B 36 29 48 39 BG BG

Connect Hotel C 113 119 67 72 AL BL

Connect Hotel D 90 94 70 68 BL BG

Connect Hotel E 85 86 37 41 BL BL

Connect Hotel F 75 63 30 33 BG BL

Connect Hotel G 101 78 70 54 AG BG

Connect Hotel H 67 73 22 30 BL BL

Connect Hotel I 59 57 27 27 BG BG

Connect Hotel J 50 53 19 21 BL BL

Connect Hotel K 123 114 25 30 AG BL

Cvent Market Growth Performance Segment YTD June Change Q1 2016 ChangeIL - Chicago Ahead & Gaining 19% 30%

CO - Denver Ahead & Gaining 22% 30%CH&R +3.5%

NV - Las Vegas Ahead & Gaining 10% 21%MA - Boston Ahead & Gaining 10% 21%

CA - Orange County Ahead & Gaining 17% 21%

Q1 2016 vs 2015 Performance MetricsCONNECT HOTELS AND RESORTS: CONSUMER COMPETITIVE SET

Account Name Meeting Space RFPs (Q1 2016)

RFPs (Q1 2015)

RFPs(Q1 2016)

(TotalCompset)

RFPs (Q1 2015) (Total

Compset)



Fair Share RFPs Fair Share Room Nights

Connect Hotel A 100001 242 177 3007 2510 107 93 AG BG

Connect Hotel B 100001 158 109 4113 3518 36 29 BG BG

Connect Hotel C 80000 272 245 4354 3721 113 119 AL BL

Connect Hotel D 65000 254 219 3661 3025 90 94 BL BG

Connect Hotel E 60000 154 132 3599 3049 85 86 BL BL

Connect Hotel F 55000 110 79 3506 3015 75 63 BG BL

Connect Hotel G 50000 297 195 4532 3853 101 78 AG BG

Connect Hotel H 30000 138 124 3844 3191 67 73 BL BL

Connect Hotel I 25000 30 24 699 575 59 57 BG BG

Connect Hotel J 25000 12 11 488 429 50 53 BL BL

Connect Hotel K 20000 126 101 4516 3898 123 114 AG BL

Account NameRFP

Share (2016)

RFP Share (2015)

Connect Hotel A 8.0% 7.1%Connect Hotel B 3.8% 3.1%Connect Hotel C 6.2% 6.6%Connect Hotel D 6.9% 7.2%Connect Hotel E 4.3% 4.3%

Missed Opportunities: Consumer Competitive Sets

Missed Opportunities: 2008-2015

92KRFPs Missed

$11.8BRFP Value Missed

37.6MRoom Nights Missed

MISSED OPPORTUNITIES TO CONSUMER COMPETITIVE SET 2008-2015

Missed Opportunities: Trailing 12 Months


RFPs Missed

9.1MRoom Nights

Missed

6.7MRoom Nights Missed from Gold Planners

$431MEconomic Value Missed for

Arrival ITYFTY

1,200# of New Companies Using

Cvent Monthly

MISSED OPPORTUNITIES TO CONSUMER COMPETITIVE SET –TRAILING 12 MONTHS

450KMissed Room Nights from

Cvent New Planners

Missed Opportunities: Trailing 12 Months

769KRoom Nights MissedSleeping Rooms Only

$98MRFP’s < 25 rooms on peak:

(250K R/N)

452KRoom Nights Missed inside

120 days

475Peak Night of Most

RFP’s Missed

39%% of RFP’s fromLuxury Planners

MISSED OPPORTUNITIES TO CONSUMER COMPETITIVE SET –TRAILING 12 MONTHS


Non-Commissionable RFP’s

Market Share Performance Q1 2016

Market Share Stats—Property/CityCONNECT HOTELS AND RESORTS

Venue Name City CSN RFP Growth %

CSN Room Nights Growth %

Connect Hotel A Charlotte Losing -38% 30% Losing -27% 22%Connect Hotel B Denver Losing -10% 22% Losing -1% 32%Connect Hotel C Austin Losing -20% 29% Losing -14% 43%Connect Hotel D San Antonio Gaining 3% 14% Losing -30% 28%Connect Hotel E Denver Losing -8% 22% Losing -2% 32%Connect Hotel F Minnetonka Losing -17% 25% Losing -3% 26%Connect Hotel G Napa Losing -7% 36% Gaining 5% 38%Connect Hotel H Chicago Losing -9% 21% Losing -38% 30%Connect Hotel I Pittsburgh Gaining 10% 23% Gaining 8% 28%Connect Hotel J Denver Losing -11% 22% Gaining 26% 32%Connect Hotel K Portland Gaining 9% 33% Gaining 1% 45%Connect Hotel L Denver Losing -27% 22% Gaining 18% 32%Connect Hotel M Cleveland Gaining 8% 24% Losing -6% 46%Connect Hotel N Westminster Losing -13% 22% Losing -10% 32%Connect Hotel O Nashville Gaining 12% 26% Gaining 11% 43%

RFP Market Share Room Night Market Share

Turned Downand Response Intelligence

Response Intelligence

RFP Award Rating Unique RFPs Total RFPs Response Rate Bid Rate Turned Down

RateTurned Down +

Planner Flexible Conversion Rate

VERY HIGH 3,246 4,382 96% 55% 38% 13% 13%HIGH 3,937 5,516 95% 52% 40% 40% 13%

MEDIUM 1,809 2,580 96% 49% 45% 41% 8%Grand Total 8,992 12,478 96% 53% 41% 31% 12%

Very High Propensity means more than 95% of these get converted.

High means more than 85% of these get converted.

Medium means about 60% of these get converted.

Award PropensityAdditional

Bids you can submit

Additional RFPs you would

convert

Additional Awarded

ValueVERY HIGH 44 6

$601,396HIGH 55 7

MEDIUM 26 2Grand Total 125 15

Award Propensity

Additional Bids you can submit

Additional RFPs you would convert

Additional Awarded

ValueVERY HIGH 131 17

$1,804,187HIGH 165 21

MEDIUM 77 6Grand Total 374 44

If you improve your bid rate by only 1% If you improve your bid rate by only 3%

Award Propensity is statistical algorithm to predict the outcome considering multiple factors across 4 dimensions: RFP Attributes, Planner Segmentation, Hotel Mix, Location Hotel Mix, Location mapping.

Turndown and Bid Rate AnalysisRFP Name Room

Nights RFP Value Event Start Date Booking Window Range in Months

RFP View Lapse T ime

RFP Response Lapse T ime

Min Response T ime Comp

Avg. Response T ime Comp Avg. ADR Response T ime

Comp (Awarded) Awarded ADR Response

Lucentis Mid Year Meeting (GEN 1574) 548 $174,534 08-May-16 4-6 Months 0 Day(s) 16 Hour(s) 7 Minute(s) 0 Day(s) 18 Hour(s) 35

Minute(s) 00 Days 00 Hours 08 Mins 01 Days 12 Hours 36 Mins $240 00 Days 01 Hours 04 Mins $309 Meeting Space Unavailable

Team Meeting 10 $1,980 01-Feb-16 0-1 Month 0 Day(s) 1 Hour(s) 26 Minute(s) 0 Day(s) 1 Hour(s) 52 Minute(s) 00 Days 00 Hours 09 Mins 00 Days 11 Hours 31 Mins $798 00 Days 03 Hours 39 Mins $599 Other

Genentech / Hematology Franchise Meeting SEARCH #2 1,010 $274,860 14-Jun-16 4-6 Months 0 Day(s) 1 Hour(s) 3 Minute(s) 1 Day(s) 0 Hour(s) 35 Minute(s) 00 Days 01 Hours 11 Mins 01 Days 14 Hours 53 Mins $288 00 Days 16 Hours 16 Mins $269 Meeting Space Unavailable

ERS LaMA 2016 90 $32,220 05-Apr-16 2-3 Months 0 Day(s) 0 Hour(s) 12 Minute(s) 0 Day(s) 2 Hour(s) 27 Minute(s) 00 Days 00 Hours 11 Mins 00 Days 13 Hours 25 Mins $329 00 Days 17 Hours 59 Mins $340 Requested Room Rate Too Low

2016 Neustar Product Summit 402 $137,196 25-Apr-16 3-4 Months 0 Day(s) 3 Hour(s) 24 Minute(s) 0 Day(s) 5 Hour(s) 57 Minute(s) 00 Days 00 Hours 49 Mins 01 Days 08 Hours 52 Mins $220 00 Days 23 Hours 59 Mins $199 Meeting Space Unavailable

ProVision Partners Cooperative 88 $25,200 01-Apr-16 2-3 Months 0 Day(s) 1 Hour(s) 3 Minute(s) 1 Day(s) 1 Hour(s) 46 Minute(s) 00 Days 00 Hours 18 Mins 02 Days 04 Hours 53 Mins $264 01 Days 00 Hours 22 Mins $199 Low Budget

ResponseTimeRank 1 2 3 4 5 6 7 8orMore

%ofConfirmedBids 20% 20% 18% 12% 8% 5% 4% 10%

20% 20%18%

12%

8%

5%4%

10%

0%

5%

10%

15%

20%

25%

1 2 3 4 5 6 7 8 or More

% o

f Aw

arde

d P

ropo

sals

Rank of Awarded Proposal

Awarded Proposals 2008-2015 on the Hospitality Cloud

Response Time Correlation

Response Time Intelligence: “What if”

Current Awarded Value

$161M$16M

$10M $1M

Additional Awarded Value if 10% of the Bids that were 4

or more Rank based on Response Time are moved

to Top 3 Rank

Additional Awarded Value if current Bid Rate is

improved by just 3%

Additional Awarded Value if 10% of the additional 3% Bids

are Moved to Top 3 Rank based on Response Time

Planner Dynamics Group ADR Analysis

Geospatial Analytics – Planner Targeting Tool

Geospatial Analytics – Planner Location Targeting

RFPs (%) Sourced to DC by Planner Location

RFP (%) Sourced to DC Luxury Hotels

Washington DC: ADR Bucket AnalysisThe Stats below are for the proposals that were submitted in DC in last 12 months :

The Stats below are for the proposals that were Awarded* in DC in last 12 months :

*Awardednumbersareunder-inclusive becauseCventdoesnotrequire meetingplanners tomarktheir RFPsawardedinthesystem.

ADRBucket TotalRFPs %RFPs RoomNights RFPValue

Lessthan$200 14,164 40.7% 7,137,868 $2,115,318,870

$200to$299 14,040 40.4% 3,969,054 $1,224,589,912

$300to$399 5,399 15.5% 1,492,144 $442,333,955

Morethan$400 1,174 3.4% 170,672 $52,166,379

GrandTotal 34,777 100.0% 12,769,738 $3,834,409,116

ADRBucket RFPs %RFPs AwardedRoomNights

AwardedRFPValue

Lessthan$200 1,484 46.14% 424,877 $120,633,067$200to$299 1,270 39.49% 193,456 $70,562,258$300to$399 392 12.19% 46,233 $20,483,330Morethan$400 70 2.18% 5,583 $3,671,678GrandTotal 3,216 100.00% 670,149 $215,350,333

Future Event Summary Demand Trajectory

TheStatsbelowareforalltheeventsinnext24months TheStatsbelowareforalltheactiveevents

PropertyReceived Propertydidn'tReceived(Overall) Propertydidn'tbutCompetitordid PropertyReceived Propertydidn'tReceived(Overall) Propertydidn'tbutCompetitordid

EventMonth RFPs RoomNights RFPValue RFPs RoomNights RFPValue RFPs RoomNights RFPValue EventMonth RFPs RoomNights RFPValue RFPs RoomNights RFPValue RFPs RoomNights RFPValue

6/1/2016 963 223,127 $67,809,186 5,247 1,312,160 $430,795,873 2,105 758,800 $239,946,130 6/1/2016 213 39,199 $11,365,806 1,965 293,815 $98,052,872 615 143,737 $44,953,114

7/1/2016 645 214,880 $62,969,999 3,380 993,199 $338,386,387 1,435 571,022 $186,499,719 7/1/2016 209 44,632 $12,400,365 1,499 330,565 $122,030,294 513 161,450 $51,295,706

8/1/2016 500 110,326 $32,913,813 2,471 727,129 $252,670,726 1,056 446,520 $145,079,141 8/1/2016 192 32,013 $10,186,340 1,171 190,503 $73,494,327 407 103,395 $32,895,439

9/1/2016 783 204,848 $65,137,710 3,646 1,239,951 $419,243,961 1,707 773,939 $253,601,887 9/1/2016 273 52,059 $17,754,033 1,650 372,071 $130,722,270 599 184,849 $60,210,096

10/1/2016 582 174,018 $54,430,366 3,219 1,217,567 $409,762,722 1,483 695,984 $230,168,711 10/1/2016 210 36,711 $12,236,255 1,444 361,329 $124,226,305 573 172,513 $58,926,374

11/1/2016 275 138,705 $35,458,126 1,727 574,337 $198,906,129 775 328,441 $111,929,523 11/1/2016 117 37,536 $10,261,646 800 175,514 $64,789,481 310 83,153 $28,342,263

12/1/2016 72 10,282 $3,632,841 698 178,014 $63,817,449 278 88,626 $30,379,056 12/1/2016 33 4,794 $1,813,318 376 64,912 $26,381,207 123 36,385 $13,696,389

1/1/2017 140 73,166 $22,211,830 1,362 989,901 $328,970,017 692 637,502 $210,359,964 1/1/2017 80 48,978 $13,815,798 710 409,159 $138,956,397 327 258,117 $89,436,756

2/1/2017 110 69,883 $22,605,421 1,165 1,060,403 $325,730,215 607 617,290 $193,589,309 2/1/2017 49 28,799 $8,292,221 566 502,706 $147,998,851 279 261,406 $81,533,654

3/1/2017 148 82,755 $26,324,050 1,119 837,880 $276,308,702 544 431,476 $143,351,840 3/1/2017 73 43,051 $12,017,293 606 316,260 $113,446,436 258 148,477 $52,419,388

4/1/2017 192 95,986 $32,708,829 1,280 1,167,494 $366,991,973 680 673,799 $215,210,902 4/1/2017 87 26,290 $8,756,203 719 566,151 $176,817,016 333 246,542 $82,152,122

5/1/2017 162 86,781 $26,340,180 814 706,111 $219,647,757 383 468,677 $139,209,193 5/1/2017 87 27,520 $9,296,766 479 269,894 $91,918,702 193 163,666 $51,824,642

6/1/2017 143 169,246 $51,713,548 830 713,009 $236,203,218 439 449,856 $147,417,458 6/1/2017 71 81,290 $20,564,117 436 251,782 $86,187,364 206 161,854 $56,207,921

7/1/2017 100 93,813 $33,525,677 566 615,478 $203,926,473 334 441,699 $140,873,337 7/1/2017 52 51,315 $16,093,418 296 260,941 $86,967,327 146 176,847 $55,809,852

8/1/2017 46 65,128 $17,557,492 311 344,333 $101,080,023 173 216,516 $65,715,073 8/1/2017 20 13,936 $4,485,896 191 202,725 $56,128,829 93 103,022 $30,384,780

9/1/2017 139 99,899 $31,896,433 675 805,091 $262,819,836 378 499,173 $162,712,360 9/1/2017 86 36,391 $12,791,279 362 345,232 $119,300,837 181 209,512 $69,383,795

10/1/2017 127 115,328 $33,981,377

725 746,491 $244,691,741

434 466,661 $150,282,843

10/1/2017 54 39,100 $10,350,981

349 325,419 $106,407,090

196 197,514 $63,559,973

11/1/2017 40 43,561 $14,443,621

338 394,355 $126,327,101

200 268,259 $83,722,325 11/1/2017 17 20,072 $5,721,444 167 185,984 $57,754,289 100 138,802 $41,114,939

12/1/2017 6 2,353 $871,828 80 100,869 $30,637,129 43 64,373 $19,067,104 12/1/2017 3 985 $380,070 40 50,452 $13,968,234 21 37,606 $10,008,101

1/1/2018 14 10,964 $3,202,300 292 455,868 $146,805,655 177 267,786 $86,573,927 1/1/2018 7 2,550 $813,911 167 250,394 $82,275,047 107 145,899 $49,099,848

2/1/2018 20 12,570 $4,691,370 295 616,721 $178,713,450 172 274,448 $89,001,998 2/1/2018 12 8,333 $3,149,366 149 328,469 $90,285,870 83 134,778 $42,921,421

3/1/2018 25 64,369 $16,095,161 238 407,989 $127,802,825 133 185,510 $60,011,569 3/1/2018 17 16,143 $5,239,713 123 158,332 $51,783,427 71 91,787 $31,074,627

4/1/2018 45 60,956 $18,823,572 368 669,835 $223,311,303 237 390,823 $123,862,346 4/1/2018 24 19,629 $7,435,162 212 327,206 $120,777,035 132 191,721 $62,597,232

5/1/2018 1 23,450 $4,774,100 7 2,791 $1,123,790 2 1,205 $471,885 5/1/2018 0 0 $0 2 555 $238,935 0 0 $0

GrandTotal 5,278 2,246,394 $684,118,830 30,853 16,876,976 $5,514,674,455 14,467 10,018,385 $3,229,037,600 GrandTotal 1,986 711,326 $215,221,401 14,479 6,540,370 $2,180,908,442 5,866 3,553,032 $1,159,848,432

Future Event SummaryConnect Hotels and Resorts

Competitive Set Reports


Connect Hotel Chicago CURRENT MONTH Rank Performance Metrics RUNNING 3 MONTHS Rank Performance

Metrics RUNNING 12 MONTHS Rank Performance Metrics

TOTAL RFPs RECEIVED 20 8/9 BG 50 9/9 BL 178 9/9 BG

TOTAL ROOM NIGHTS RECEIVED 914 9/9 BL 3,084 9/9 BG 14,622 9/9 BG

AWARDED RFPs 1 4/9 BG 6 2/9 AG 18 4/9 AG

AWARDED ROOM NIGHTS 44 3/9 AG 140 4/9 BG 757 5/9 AG

CONVERSION RATE 10% 2/9 AG 23% 1/9 AG 19% 1/9 AG

RFP MARKET SHARE 6% 8/9 BG 5% 9/9 BL 4% 9/9 BG

ROOM NIGHTS MARKET SHARE 3% 9/9 BL 2% 9/9 BG 3% 9/9 BG

RFP FAIR SHARE INDEX BASED ON MEETING SPACE 42 9/9 BG 32 9/9 BL 31 9/9 BG

ROOM NIGHTS FAIR SHARE INDEX BASED ON MEETING SPACE 19 9/9 BL 17 9/9 BG 19 9/9 BG

RFP FAIR SHARE INDEX BASED ON SLEEP ROOMS 83 7/9 BG 63 9/9 BL 62 9/9 BG

ROOM NIGHTS FAIR SHARE INDEX BASED ON SLEEP ROOMS 37 9/9 BL 34 9/9 BG 38 9/9 BG

RESPONSE RATE 100% 1/9 AG 100% 1/9 AG 100% 1/9 AG

RESPONSE RATE BY PLANNER DEADLINE 100% 1/9 AG 88% 6/9 BG 88% 6/9 BG

BID RATE 50% 5/9 BG 52% 3/9 AG 53% 3/9 AG

TURNED DOWN RATE 50% 5/9 BG 48% 5/9 AL 43% 4/9 AG

PLANNER DECLINED RATE 60% 8/9 BG 58% 9/9 BL 65% 9/9 BL

AVERAGE RESPONSE TIME 00 Days 11 Hours 24 Mins 4/9 AL 00 Days 15 Hours 17

Mins 1/9 AL 00 Days 21 Hours 56 Mins 2/9 AG

Cvent Performance KPI's 71% 59% 94%

CONNECT HOTELS AND RESORTS


99122

88 81 57 32 78 83 54 25113 105105 121

10183 56 33 79 79 56 25

104 115

$248$273

$245$208 $220 $218 $207 $226 $229 $223

$250 $259

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250

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Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 Jan-17 Feb-17CompSetRateSpectrum CompSet MyProp YourRate

PROPOSEDADRCOMPARISONvs.COMPETITIVESET- BYEVENTSTARTDATE

You 1234

5

6 78

-200

0

200

-300 -200 -100 0 100 200 300

ADR

TotalRFPs

RFPs - ADR Plot (Next 6 Months)

Size ofthebubbleis

Thank You

Cvent Analytics and Data Science

Software

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