Case Study: Leading Airline Company achieves 4.7% revenue lift and US$1.5M on six routes with PROS Willingness-to-Pay (WTP) solution

Airline Gains Ability to Accurately Forecast and Optimize Price-sensitive Demand

A top-tier, Middle East–based airline was losing revenue to “buy-down” behavior—high‑fare passengers switching to lower-cost fares—driven by low-cost competitors, pricing transparency and manual, unscientific demand management that over-allocated low-fare seats and under-allocated high-fare seats.

The airline added PROS’ Willingness-to-Pay (WTP) module to its revenue management, using price- and product-sensitive forecasting, competitive data and real-time dynamic pricing to optimize seat availability. In tests on six routes across three business-heavy markets, the solution delivered a 4.7% revenue uplift and about US$1.5M in additional fare revenue by enabling more high-yield bookings and better control of low-yield inventory.