Start with the operating model, not the system
A revenue management review should begin by understanding how the airline actually makes commercial decisions. Technology matters, but system capability alone does not explain performance. Organization structure, analyst responsibilities, escalation paths, market ownership and the interaction with pricing all influence the quality and speed of decisions.
Review workflows and decision rights
Look at the recurring work analysts perform, how priorities are set and where decisions require escalation. Bottlenecks often appear when teams have unclear ownership, inconsistent processes or too many manual checks. A useful assessment identifies where standardization can improve speed without removing necessary commercial judgment.
Examine forecasting and segmentation practices
Forecasts and segmentation should be reviewed in the context of the airline’s network and business model. The objective is not to force one methodology everywhere, but to understand whether current practices provide reliable decision support and whether analysts know when to challenge system outputs.
Measure the right things
Revenue management KPIs should help teams understand decision quality, process effectiveness and commercial outcomes. A balanced set may include forecast-quality measures, availability or control indicators, process measures and commercial performance metrics. The most useful KPIs are those that lead to action.
Assess technology fit and usage
A system may have strong functionality but still deliver limited value if workflows are poorly aligned, users do not trust outputs or the configuration no longer fits the airline’s needs. Review both technical capability and day-to-day usage before concluding that a technology replacement is necessary.
Turn the assessment into a practical roadmap
The final output should prioritize improvements. Some changes may involve governance or training, others process redesign, KPI changes or technology. A phased roadmap helps the airline separate quick wins from larger transformation initiatives.
Where to go next
If your airline is reviewing this area in more depth, explore the related PAX consulting service or the founder profile for more background on experience and areas of specialization.