Hotel Tech Insider: Agent-ready revenue & upselling

What happens when hotels stop focusing on selling—and start focusing on removing friction?

In this episode of Hotel Tech Insider, Erik Tengen, President of Hospitality at Plusgrade and co-founder of Oaky, shares how hotels can drive profitable growth by rethinking the guest journey end-to-end. The conversation explores why the industry is shifting from RevPAR to total revenue, how pricing and timing shape guest decisions, and why small, well-timed actions matter more than complex data strategies.

Erik also looks ahead to agentic AI and what it could mean for how trips are planned, booked, and managed—highlighting why hotels and vendors need to prepare now for a future where AI agents act on behalf of travelers.

The takeaway is simple: when experiences feel thoughtful and friction is removed, revenue follows.

Listen to the full episode HERE