Case Study: Fairmont San Jose achieves 200% increase in awarded RFP value and faster response times with Cvent Competitive Set Dashboard

Fairmont San Jose Used the Cvent Competitive Set Dashboard to Get Answers About Their Group Business and Drive Significant Growth in Key Segments

Fairmont San Jose, a large luxury hotel with 805 rooms and 65,000 sq. ft. of event space, faced a fragmented and unpredictable group business that made growth difficult. The sales team needed better insight into patterns—many events were small (most under 75 rooms) and a large share of demand arrived in the same short booking window—so they sought a way to discover trends, optimize selling efforts, and improve response times.

By implementing Cvent’s Competitive Set Dashboard the team identified key patterns (60% of business was local, 27 companies drove 40% of demand, and over 40% of business booked within two months) and then optimized response workflows, redeployed sales resources, standardized communication, upgraded technology (video conferencing and bandwidth) and created targeted packages. The results were significant: average response time fell 46% (36.5 to 19.5 hours), awarded RFP value rose 200%, awarded RFPs increased 138%, awarded room nights grew 185%, and annual groups climbed from 600 to 856.

Fairmont San Jose

Marshall Jones

Director of Sales and Marketing