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Professional Services Team – 2016 Planning

Strategy – How are we going to do it

• Best of breed API and integration tools• Dedicated development and support team• Performance monitoring and reporting• Improved process to deliver faster time to

revenue

Mission

STRATEGY

VALUES

Mission – Extend the platform far and wide with: • Public API• Adapter Framework

Values – How will we play the game• Connection (including the Toolbox)• Gravity• Flow

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Professional Services Team – Value Statement

The success of a platform strategy is determined by these factors:Connection

How easily others can plug into the platform to share and transact. Requires a Toolbox

GravityHow well the platform attracts participants, both producers and consumers. Creates a Network Effect.

FlowHow well the platform fosters the exchange and co-creation of value. Produces Customer Outcomes.

https://hbr.org/2013/01/three-elements-of-a-successful-platform

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Professional Services Team: Value Statement

Connection

Rooms to be sold Places to sellFlow

$$ $$

Gravity

4

Professional Services Team: Toolbox

OTA Partner-built

Supplier Partner-built

LeisureLink Professional Services

LeisureLink Professional Services

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Connection -> Gravity -> Flow -> New Opportunities

Toolbox

Connection

Gravity

Flow

Opportunities

APIs and integrator tools

Fast and easy integration

Network effect: the place for vacation rental ecommerce

Faster time-to-revenueMore bookings

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Professional Services Team: Goals and Metrics

ConnectionAPIs

• Quantity: Expand features and scope to support platform objectives• Quality: Become the standards for VR APIs• Volume: Increase the number and efficiency of calls

GravityIntegrations

• Quantity: Number of Integrations• Cost: Lower cost per integration

FlowIntegrations

• Speed: Faster time to revenue• Reliability: Ensure availability and performance• Insights: Measure value derived from each integration

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Professional Services Team: Connection

"Thousands of applications and websites rely on our APIs, which is why Sabre processes over 1.5 billion transactions per day at peak times"

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Professional Services Team: Connection

ToolboxLeisureLink API and Dev Portal enabling partner and app developer access to the vacation rental ecommerce ecosystem

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Professional Services Team: Gravity

Partners Recommend LeisureLink• API features• Ease of integration• Technical excellence• Analytics and Insights• Travel and Vacation Rental

industry knowledge and experience

“You guys are the only integration partner besides

Homeaway that picks up the phone and works with us.”

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Professional Services Team: Flow

Operational Improvements• Faster Time-to-Revenue• More automation, less manual

effort• More monitoring, fewer outages

and failed transactions• Travel and Vacation Rental

industry knowledge and experience

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Professional Services Team: Outcomes

2015 Results:• Limited Public API features• 3 major OTAs integrated• 7 other OTAs integrated• 11 PMSs integrated• Heavily dependent on

humans• Fastest PMS TTM is 8 weeks• No bulk upload

Cost

Number of Integrations

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Professional Services Team: Outcomes

2016 Objectives:• Expand Public API features• Remove technical obstacles

to integration• Move CLL and CVR supply

and distro to new APIs• Reduce manual steps• Reduce PMS TTR to <4

weeksCo

stNumber of Integrations

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Professional Services Team: Process

Software Development Process for API and Adapters:

Agile/Scrum 2-week development cycles with demos and stakeholder feedback

Integration and Certification Process:

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Professional Services Team: ProcessPhase 1: Business Discovery

Phase 2: Technical Discovery

Phase 3:Design & Develop

Phase 4:Test & Certify

Phase 5:Onboard & Alpha

Phase 6:Beta & Production

Time Range Varies widely 2—4 weeks 4—8 weeks 3—6 weeks 1—3 weeks Performance-driven

• Signed NDA• Signed

contract• Partner

performance metrics targets

• Warm intro of integration team

• Cohort analysis (as needed)

• Certification project plan and lead assignment

• Credentials for partner API/system

• Environment for dev, integration, test, sandbox and production

• SOW/estimates by adapter development team

• Incremental adapter testing/certification

• Report progress towards target dates

• Resolve Integration technical issues

• Business and Technical certification

• Business and technical SOPs

• Business training

• Monitoring and reporting in place

• Alpha launch at low volume

• Beta launch at higher volume, but still less than target prod volume

• Incremental onboarding through Beta Launch

• Regular monitoring and reporting

• Turn over to business and technical operations

Design & Develop Start to Certification Complete:

7 - 14 weeks

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Professional Services Team: Process

Phase 3 and 4 Success Factors• LL technology maturity and stability – features,

performance, availability• Integration team skills, experience, and focus• PMS interface design• PMS environments availability, performance,

configuration, etc.• PMS priority and resources• PMC interest and commitment

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Professional Services Team: Process

Phase 5 and 6 Success Factors• LL process maturity: onboarding; OTA listings;

bookings• Integration team skills, experience, and focus• PMS environments availability, performance,

configuration, etc.• PMS priority and resources• PMC interest and commitment

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Go-to-market maturityPhase 1“Proof of value prop”

Phase 2“Earn the right to grow”

Phase 3Integration Machine

• Focused delivery team• Identified vendor

alternatives•Created integration

and certification process

Items

TimingMarch - June 2015

• Move projects to completion

• Identify gaps: tools and process

• Partner with business development and operations to streamline process

• Track, measure and report performance

• Identify ways to scale• Select API framework

and plan implementation

July - Dec 2015

•Build adapter team•Build API team• Implement best-of-

breed API•Create adapter

framework• Prepare to support

Phase 2 and 3 platform architecture• Establish efficient and

effective operating ratio FTE:contractors•Monitor and track

adapter performance:•Availability• Transaction

volume1H 2016

• Demonstrate improvement in features, throughput, cost and cycle time

• Increase level of automation and performance in integrations

Phase 4Performance Improvement

TBD

Professional Services Team: Plan and Timing

We are here . . . . . . going here

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Professional Services Team: Keys to Success

• Best of breed Public API and System Integration tools

• Automated self-service developer portal• Availability and Performance SLAs,

monitoring and reporting• Full-time dedicated team of developers

• Maintain current and future LL-built adapters

• Enhance adapters to support partner requirements

• Develop new adapters for major partners

Team Values• Focus – deliver value sooner• Courage – undertake greater

challenges• Openness – express what we’re

doing, what’s in our way, and our concerns

• Commitment – we control our destiny so we’re committed to success

• Respect – we share successes and failures; respect each other and earn respect

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Appendix

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Professional Services Team: Mission

“We are a platform company. Platform companies do one thing well: they harmonize the multiplicity of interests.”

Satya Nadella, Microsoft CEODreamforce 2015

Expedia.com generates 90% of its revenue through APIs

The Strategic Value of APIs, January 2015 HBRhttps://hbr.org/2015/01/the-strategic-value-of-apis

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Platform + Partners = Platformula