CRC Corporate Rates Club

CRC Corporate Rates Club is a platform specialized in the negotiation and distribution of corporate hotel rates for companies and business travel players.

As part of its development, CRC wanted to accelerate its establishment on the French market and structure an effective commercial system to address travel, purchasing and financial management decision-makers.

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The challenges of a Go-to-Market in B2B travel

In business travel, entering a new market means:

• Identifying the right target accounts
• Addressing decision-makers (Travel Managers, Purchasing Departments, CFO)
• Structuring an adapted commercial approach
• Generate qualified appointments
• Accelerate the sales cycle

A poorly structured Go-to-Market can lead to:

• A commercial cycle that is too long
• A lack of pipeline visibility
• Inefficient prospecting
• A loss of strategic opportunities

The key question then becomes:

How to quickly generate qualified leads while controlling B2B acquisition costs?

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The challenges faced by CRC

CRC was required to:

• Structuring your commercial presence in France
• Generate qualified leads from target companies
• Accelerate appointment scheduling
• Building a solid commercial pipeline
• Test and refine your positioning on the market

The objective was clear: to set up an agile and performance-oriented system.

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The solution implemented by HDB Solutions

HDB has deployed a lead generation system structured around SDRs dedicated to the French market.

Setting up a dedicated SDR

The device included:

• Identification and qualification of target accounts
• Multi-channel prospecting (email, telephone, LinkedIn)
• Making qualified appointments
• Reporting and pipeline monitoring

SDRs have been trained in the CRC offer, market positioning and the specific challenges of corporate travel.

Structuring the Go-to-Market France

HDB supported CRC in:

• The definition of priority targets
• Adapting the commercial discourse
• Lead qualification
• Continuous optimization of campaigns

The approach was results-oriented, with precise management of performance indicators.

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Deployment and operational organization

The system was structured around:

• Strategic alignment with business goals
• In-depth training in the CRC offer
• Regular monitoring of KPIs (lead volume, conversion rate, quality of appointments)
• Continuous optimization of discourse and targeting

The objective: to generate a qualified and actionable pipeline.

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Impacts and benefits for CRC

Thanks to this device, CRC was able to:

• Accelerating your Go-to-Market in France
• Generating qualified B2B leads
• Structuring your commercial pipeline
• Reducing the cost of acquisition
• Gain visibility on your commercial performance

SDRs outsourcing has proven to be a strategic driver of commercial development.

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Why outsource lead generation in B2B tourism?

In corporate travel, prospecting requires:

• In-depth knowledge of market players
• A targeted commercial approach
• Mastering long sales cycles
• Precise management of KPIs

Outsourcing allows:

• To quickly activate specialized resources
• To test a market without recruiting immediately
• To optimize costs
• To structure a solid pipeline

For business travel and corporate services players, outsourced SDR is becoming a growth accelerator.