Breaking into the Indian hospitality tech market isn’t simple. It’s huge, fragmented, and fiercely aggressive. However for individuals who perceive the panorama, the rewards might be vital.
Promoting tech options in India takes greater than product. It takes persistence, native information – and above all – presence. India is dwelling to roughly 2.5 million obtainable rooms throughout an extremely various hospitality spectrum, from price range stays to luxurious resorts. But, regardless of the size, a lot of the market nonetheless depends on on-premises property administration methods. This presents a transparent alternative for cloud-based suppliers: not simply to develop with the market, however to interchange the outdated methods which can be already there. For RMS, the entry level was the price range and mid-scale section – an area much less dominated by international tech giants and extra open to alter.
However convincing giant lodge chains to make the shift to cloud know-how wasn’t easy. Many operators nonetheless run standalone methods that don’t share visitor knowledge between properties. Which means company returning to the identical lodge model in a unique metropolis are handled like first-timers. Loyalty programmes are underused, acquisition prices keep excessive, and visitor experiences undergo. RMS’s pitch to those inns was easy: cloud methods can unify visitor profiles, enhance loyalty insights, and minimize distribution prices – all whereas supporting speedy progress for hoteliers.
The staff began by figuring out chains with over 100 properties that have been nonetheless utilizing on-premises options. Two main gamers agreed to trial RMS’ know-how. That early traction made all of the distinction. In India’s hospitality circles, status carries actual weight, so with excessive visibility and trusted names on board, the remainder of the market began paying consideration.
India isn’t one homogenous market. It’s a posh mixture of regional economies, visitor expectations, and value factors. RMS centered on Tier 1 and Tier 2 cities like New Delhi (NCR), Mumbai, Bangalore and Pune, the place the typical day by day charge sits between ₹5,000 and ₹20,000 and occupancy charges can attain 70%. These metrics signalled a powerful return on funding for inns trying to modernise their tech stack.
However even with the proper targets and powerful product match, pricing stays a significant hurdle. In India, hospitality tech is usually priced far decrease than in Western markets. Sub-$50 per property per 30 days just isn’t uncommon, lower than 1 / 4 of what the identical resolution may cost elsewhere. Which means tech suppliers should be each versatile and sensible of their strategy, specializing in long-term worth and scalable progress.
Relationships are every part. It is a face-to-face market the place a video demo gained’t seal the deal. We knew our staff needed to be current, meet decision-makers in particular person, and comply with by way of with constant, glorious service. One misstep can tarnish a model’s identify straight away, however the identical applies to those that succeed from the get-go. Good service spreads quick, particularly in such a close-knit sector the place everybody is aware of everybody.
Right now, RMS works with greater than 100 inns in India, up from simply three in 2021. It’s taken persistence and a transparent understanding of what Indian lodge operators really want – dependable assist, versatile pricing, and methods that really work for his or her operational actuality. Cloud know-how is catching up rapidly in India, and RMS is well-placed to experience that wave. However this isn’t a plug-and-play market. It’s one the place having your boots on the bottom nonetheless issues, maybe now greater than ever.