Commercial technology decisions with an airline perspective
Technology decisions in pricing, revenue management, sales and distribution need to support the commercial operating model, not the other way around. PAX Aviation Consulting helps airlines evaluate requirements and navigate commercial-system decisions with an experienced airline perspective.
Technology assessment
Review current commercial technology and its fit with airline processes, objectives and future needs.
Vendor selection
Support evaluation of potential technology providers and the commercial capabilities most relevant to the airline.
RFP support
Assist with structuring requirements, evaluating responses and keeping the selection process focused on business outcomes.
Implementation guidance
Provide commercial-side guidance during implementation so new technology remains aligned with processes, users and intended outcomes.
Cross-functional perspective
Connect technology choices with pricing, revenue management, sales and distribution requirements.
Start with the commercial operating model
A commercial-system project should begin with the airline’s business needs, not a list of vendor features. Before evaluating solutions, it is important to understand which decisions the system must support, how users work today, which processes need to change and what success should look like after implementation.
This makes vendor evaluation more disciplined and reduces the risk of selecting technology that is powerful in theory but poorly matched to the airline’s actual operating model.
Typical areas of focus
- Business requirements and capability assessment
- Current-state technology review
- Vendor evaluation and selection criteria
- RFP design and response assessment
- Commercial-side implementation guidance
- Alignment of technology with pricing, revenue management, sales and distribution
Independent, experienced airline consulting
Engagements are led by Frans van den Broek, Founder & Principal Consultant at PAX Aviation Consulting, bringing 35+ years of airline industry experience across commercial disciplines.
PAX Aviation Consulting brings more than 35 years of airline industry experience across commercial disciplines. Engagements are approached with a practical focus on the airline’s own context, priorities and operating environment.
Frequently asked questions
What kind of airline technology projects can PAX support?
Support can include commercial technology assessment, requirements definition, vendor selection, RFP processes and implementation guidance for systems used in pricing, revenue management, sales and distribution.
How should an airline prepare for a commercial technology RFP?
The airline should define business outcomes, operating-model requirements, integration constraints, user needs and evaluation criteria before comparing vendor features.
Can PAX help evaluate revenue management or pricing systems?
Yes. The evaluation can focus on commercial fit, workflow support, capability gaps, implementation implications and the way the system supports the airline’s broader operating model.
Why involve a commercial consultant in technology selection?
Technology decisions affect processes, roles, customer offers and commercial performance. A commercial perspective helps ensure the chosen solution supports the airline’s business model rather than only meeting technical requirements.