Passion and Seamlessness: The Secret Sauce for Commercial Success
An Exclusive Interview with Bharath Satyavolu, Vice President, Commercial, for ONYX Hospitality Group
In a rapidly evolving hospitality landscape, the synergy between sales, marketing, revenue management, and distribution can no longer operate in silos. Instead, a seamlessly integrated ecosystem is pivotal for achieving commercial success. Bharath Satyavolu, Vice President of Commercial for ONYX Hospitality Group, Thailand’s premier management company for luxury hotels, resorts, serviced apartments, and luxury residences, shares his insights on building this ecosystem, fostering collaboration, and ensuring the brand’s position as a leader in the industry.
The Vision for Integration
“Passion and cohesivness,” Bharath begins, “are the secret sauce for commercial success. When sales, marketing, revenue, and distribution function cohesively, we create a well-oiled machine that not only drives results but also sets benchmarks for the industry.”
At Amari Colombo, ONYX Hospitality Group’s flagship property in Sri Lanka, this philosophy underpins every strategy. “We have a clear vision to align all commercial functions within the ecosystem. This means breaking down silos, ensuring cross-functional collaboration, and adopting a shared objective of delivering exceptional guest experiences with world-class standards, all while meeting financial goals,” Bharath elaborates.
Understanding the Ecosystem
In today’s digital era, the number of customer touchpoints has expanded, making it essential for departments to collaborate effectively. Bharath highlights this necessity:
“When revenue management, for example, operates in isolation from Sales and Marketing, we miss the opportunity to optimize pricing strategies in real time. Similarly, if sales teams are unaware of digital marketing campaigns, they overlook valuable leads. By integrating these areas and aligning them with our brand vision, we ensure that every initiative not only complements the others but also adapts to market needs—while steadfastly upholding the strength and consistency of our brand standards.”
Amari Colombo’s ecosystem thrives on advanced technology platforms that enable data sharing and insights across teams. This integrated approach allows the hotel to
- Tailor marketing campaigns to target high-value segments.
- Implement dynamic pricing strategies informed by real-time market trends.
- Optimise distribution channels to maximize revenue potential.
Challenges in Creating Cohesion
Building such integration isn’t without its challenges. Bharath shares that one of the biggest obstacles is changing traditional mindsets.
“Hospitality businesses have historically operated in silos. Shifting to a model where every function collaborates requires a cultural transformation. At ONYX Hospitality Group, we’ve invested heavily in training and fostering a culture of open communication,” he says.
Another challenge lies in technology adoption. “While there are excellent tools available, aligning them to our specific goals and ensuring that teams are proficient in using them takes time and resources,” Bharath adds.
The Role of Technology
Technology serves as the backbone of this integrated ecosystem. As with all properties at ONYX Hospitality Group, Amari Colombo has embraced advanced systems for revenue management, and digital marketing automation.
“These tools allow us to track customer journeys from the first touchpoint to post-stay feedback. By centralising this data, we create a unified view of each guest, which informs everything from pricing to personalised marketing,” Bharath explains.
The integration of artificial intelligence (AI) and machine learning has further enhanced their capabilities. “Predictive analytics helps us anticipate guest needs, while automated processes ensure efficiency without compromising the human touch,” he adds.
Success Stories from Amari Colombo
Amari Colombo’s commercial strategy has already delivered remarkable results. Bharath highlights a recent success story:
“We launched a targeted campaign focused on the primary markets driving demand for Colombo. By integrating dynamic pricing, engaging social media initiatives, and direct sales efforts, we aligned all functions to achieve impressive occupancy rates within the hotel’s first month of operation.”
Another notable achievement was the seamless integration of revenue management and distribution strategies for the hotel’s high-yield room categories. “Through in-depth analysis of market demand and the strategic use of dynamic pricing, we not only maximized occupancy but also significantly enhanced the hotel’s profitability,” Bharath explains.
Building the ONYX Legacy in Sri Lanka
As ONYX Hospitality Group returns to Sri Lanka with Amari Colombo, the focus is on creating a lasting impact. Bharath emphasises that the hotel’s commercial success will set the tone for future properties in the region.
“Amari Colombo is more than a hotel; it’s a statement of ONYX Hospitality Group’s commitment to Sri Lanka. By integrating commercial functions and maintaining a passionate approach, we’re not just achieving financial goals—we’re shaping a brand legacy,” he says.
The property’s strategic location in the Colombo commercial district, combined with its upscale offerings, positions it as a cornerstone of Colombo’s hospitality scene. Bharath notes, “Every aspect of the hotel, from its architecture to its service philosophy, reflects the ONYX Hospitality Group’s vision of blending tradition with modernity.”
The Importance of People
While technology and strategy are crucial, Bharath asserts that people remain the heart of commercial success.
“Our teams are passionate about what they do. This passion translates into seamless execution, whether it’s a marketing campaign, a sales pitch, or guest interactions. Investing in our people is non-negotiable,” he says.
Training programmes at Amari Colombo focus on developing cross-functional expertise. “We encourage our teams to understand each other’s roles. This fosters empathy, reduces friction, and creates a unified approach to achieving our goals,” Bharath explains.
Looking Ahead
The future of ONYX Hospitality Group and Amari Colombo is one of growth and innovation. Bharath shares his vision for the coming years:
“We’re constantly exploring ways to enhance integration. From leveraging new technologies to refining our strategies, the goal is to remain agile and ahead of the curve. At the same time, we’re committed to sustainability and creating positive community impact.”
As ONYX Hospitality Group expands its footprint in Asia where their expertise lies, Amari Colombo will serve as a blueprint for success. “What we’re building here is not just for today but for the future. Our integrated approach ensures we’re ready to adapt, innovate, and lead,” Bharath concludes.
Conclusion
In an industry where collaboration is often easier said than done, ONYX Hospitality Group is setting an example at all of the group’s properties, including Amari Colombo, of what’s possible. Under Bharath Satyavolu’s leadership, the integration of sales, marketing, revenue, and distribution has become the cornerstone of their commercial success.
With passion and seamlessness as their guiding principles, Amari Colombo is not just a hotel but a symbol of innovation, excellence, and the bright future of Sri Lanka’s hospitality industry.