How can we explain the sudden 30% decline in adoption rates for Sabre's GetThere corporate travel booking tool among mid-sized enterprise clients this quarter?

Introduction

The sudden 30% decline in adoption rates for Sabre's GetThere corporate travel booking tool among mid-sized enterprise clients this quarter is a critical issue that demands immediate attention. To address this problem, I'll employ a systematic approach to identify, validate, and resolve the root cause while considering both short-term and long-term implications.

Step 1

Clarifying Questions (3 minutes)

• Looking at the timing, I'm thinking there might be a seasonal component. Has this decline been observed in previous Q3 periods?

Why it matters: Helps distinguish between cyclical patterns and unique issues. Expected answer: No similar declines in previous Q3 periods. Impact on approach: If seasonal, we'd focus on mitigating cyclical effects; if not, we'd investigate recent changes.

• Considering the specificity to mid-sized enterprises, I'm curious about segmentation. Have we seen similar declines in other client segments?

Why it matters: Determines if the issue is isolated or part of a broader trend. Expected answer: The decline is specific to mid-sized enterprises. Impact on approach: If isolated, we'd focus on mid-sized enterprise-specific factors; if widespread, we'd look at system-wide issues.

• Given the magnitude of the decline, I'm wondering about recent product changes. Have there been any significant updates to GetThere in the last quarter?

Why it matters: Identifies potential internal causes for the adoption decline. Expected answer: A major UI overhaul was implemented two months ago. Impact on approach: If recent changes occurred, we'd scrutinize their impact; if not, we'd look at external factors or gradual issues.

• Thinking about competitive pressures, has there been any notable movement in the corporate travel booking market recently?

Why it matters: Assesses external factors that could influence adoption rates. Expected answer: A new competitor entered the market with an aggressive pricing strategy. Impact on approach: If competitive landscape changed, we'd analyze our market positioning; if stable, we'd focus more on internal factors.