About this ebook
In the wake of the COVID-19 pandemic, revenue management has undergone a profound transformation. No longer confined to pricing and inventory control, it now sits at the center of a broader commercial strategy. Leaders across revenue management, sales, and marketing must understand this shift—and adapt quickly to stay competitive.
Grounded in real-world application, this book emphasizes the growing importance of analytics—not just advanced modeling, but practical business insights that drive smarter, more holistic decisions. As automation and machine learning take over many tactical functions, revenue managers are increasingly called to think strategically, integrating revenue management with marketing, loyalty, and distribution.
The result is a new kind of revenue leader—one who combines analytical rigor with commercial vision. This book provides the foundation and perspective needed to thrive in that role.
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About the author
Dave Roberts is a recognized leader in the hospitality industry, especially in the areas of revenue management and analytics. Dave joined Cornell’s Hotel School faculty in the Fall of 2020. He teaches courses in operations and distribution. He previously taught graduate courses in business strategy and corporate finance at Virginia Tech. Dave retired from Marriott in 2019, after 23 years with the company. He was most recently the Senior Vice President of Revenue Strategy & Solutions, with global responsibility for revenue management, analytics, and sales systems. Prior to Marriott, Dave was a finance manager at American Airlines, and a technical consultant on missile defense for the US Department of Defense. Dave has a BS and an MS in Operations Research from Cornell, and an MBA with majors in Finance and Economics from Northwestern. He holds a U.S. Patent on a software product and has published several academic papers on such topics as forecasting, options pricing, and customer choice modeling. In his spare time, he enjoys martial arts and astronomy.
