ExtraMile by KnowledgeNile is back with another extensive Q&A session to discuss the emerging innovations. Discover the newest technologies that are transforming diverse industries.
Today’s discussion revolves around revenue management systems and their importance to business growth. For this purpose, we are accompanied by Mario Mouraz, Revenue Analytics’ SVP EMEA & LATAM. Revenue Analytics is a pioneer in AI-powered revenue and margin solutions. It offers an automated process to enable actionable pricing recommendations, assisting hoteliers in delivering exceptional guest experiences.
Mário, with his extensive experience in the hospitality sector, aims to make revenue management systems accessible to hoteliers. He is also the Founder of Climber RMS, Revenue Analytics’ cloud-based revenue management system. With Mário’s guidance, the firm has been able to offer solutions to around 10,000 hotels across three continents.
Let us get a closer look at Mário’s professional journey, Revenue Analytics’ solutions, the integration of AI in revenue management, and more.
You’ve had a distinguished career spanning leadership, entrepreneurship, and innovation in hospitality tech. What would you say are the defining highlights of your journey so far?
Mario. I started my professional career as an intern at one of Portugal's top hotels. Excited and driven by the innovative spirit I’ve always had, I developed initiatives to increase average occupancy, focusing mainly on Indian tourists who were already visiting Europe, but not yet Lisbon.
To my surprise, I wasn’t offered a permanent position at the end of the internship even though it generated substantial revenue uplift. This became a turning point in my career, as I've decided to quit hotel ops, and it led me to become an entrepreneur.
Another life-changing experience was living for a year in Burkina Faso on less than 2 USD a day. This taught me something essential for anyone in business: resilience.
Founding Climber in Portugal was a natural consequence of these experiences and a decisive moment. Our goal has always been to democratize revenue management for small and medium-sized hotel groups, who were underserved by traditional RMS systems.
Over the years, with persistence and resilience, we scaled Climber to serve numerous hotels across Europe and Latin America, becoming market leaders in Brazil. Along the way, we proved that with the right technology, even independent hoteliers can adopt automation and make smarter pricing decisions.
Now, as part of Revenue Analytics, I have the privilege of helping shape a global strategy that combines Climber’s simplicity and agility with the scale and innovation of a leading industry player.
What major hurdles have you encountered along the way? How did you navigate or overcome them?
Mario. Over the years, we faced several challenges that forced us to adapt our business, such as relying exclusively on a single partner or a major client. However, the most significant experience (and the biggest challenge) turned out to be a great opportunity: the pandemic. In just one week, we lost around 90% of our clients.
The turnaround to keep Climber alive came through transparent negotiations with our team and the decision to expand into new markets. In 2020, we launched operations in Latin America, focusing mainly on Brazil. Fortunately, we were able to retain our highly skilled team. Within a few months, we not only recovered our previous client base but were back on a growth trajectory.
From that point on, we learned to balance rapid growth with staying true to our mission: simplicity and automation. I learned that the best way to overcome obstacles is to have the courage to explore new paths and focus relentlessly on delivering value to the client: providing fast results, designing intuitive products, and always keeping the needs of hoteliers front and center.
What makes proactive revenue management a critical lever for hotel performance, and what common pitfalls do companies face when they fail to invest in it?
Mario. Revenue is the lifeblood of hotels, yet too many still rely on gut feel or static reports. Proactive revenue management transforms data into a competitive advantage: it allows hotels to anticipate demand shifts, optimize rates in real time, and protect profitability even in volatile markets. When hotels don’t invest in this, they often fall into common pitfalls like over-discounting during slow periods or missing opportunities to capture revenue in peak demand windows. In today’s environment, where volatility is the norm, proactive revenue management is not a “nice-to-have” — it’s essential for survival.
With Revenue Analytics’ recent acquisition of Climber RMS, what strategic shifts — whether in product, positioning, or market focus — can we expect to see as the companies integrate?
Mario. The acquisition of Climber by Revenue Analytics marks an important strategic step for both companies. Together, we’ve expanded our global footprint, strengthening our presence in Europe and Latin America while accelerating growth in the U.S. On the product side, Climber’s ease-of-use and automation capabilities complement Revenue Analytics’ N2Pricing platform, giving us a portfolio that serves both SMB hotels and large enterprise chains. Our shared mission is clear: deliver powerful yet easy to use, intelligent pricing tools that are accessible to hoteliers everywhere. As we integrate, we’re accelerating innovation and bringing new AI-driven features to market even faster.
Now in your role as SVP LATAM & Head of SMB at Revenue Analytics, how has your perspective evolved, and what’s your vision for how the company will serve a broader and more diverse customer base?
Mario. Stepping into this new role has broadened my perspective. It’s no longer just about building a product; it’s about scaling a global strategy that serves hotels of all shapes and sizes. I now get to focus on two areas I’m deeply passionate about: expanding our reach in Latin America and ensuring that SMB hoteliers — often overlooked in the RMS space — have tools that are intuitive, affordable, and impactful. My vision is to empower every hotel, from a boutique B&B to a regional chain, to compete with the same sophistication as the largest global brands.
What opportunities do you see to push the boundaries of innovation in revenue management, especially as user expectations shift toward faster, more flexible, and automated solutions?
Mario. Revenue management is at an inflection point. User expectations are shifting toward faster, more flexible, and automated solutions. With tools like the AI Report Generator, we’re already moving from hours of manual data compilation to insights in seconds. Future innovation will be about giving hotels even more flexibility while continuing to automate repetitive tasks so teams can focus on strategy. The next frontier is personalization: systems that not only respond to demand signals but also adapt to each property’s unique context and guest base.
In what ways has Revenue Analytics’ N2Pricing solution raised the bar for smarter, more agile pricing strategies in hospitality — and how is it reshaping how hoteliers respond to market volatility and demand shifts?
Mario. N2Pricing has redefined what revenue management systems should deliver - certainty. It translates complex demand signals into clear, actionable recommendations that hoteliers can trust. In volatile markets, it gives hotels the agility to respond with precision, not just copying competitor rate moves, but making smarter, data-driven decisions. Hotels using N2Pricing are seeing measurable improvements in RevPAR while also saving valuable time. By eliminating manual tasks, revenue leaders can focus on strategy and leadership instead of spreadsheets, which is exactly what the industry needs right now.
The integration of AI in revenue management is accelerating. What’s your perspective on how AI can meaningfully enhance pricing and profit optimization in the hospitality space?
Mario. AI is transforming revenue management by acting as a force multiplier for revenue teams. It speeds up analysis, surfaces patterns humans might miss, and powers smarter decisions in real time. Importantly, AI doesn’t replace human expertise - it enhances it. The most effective approach is human + machine: AI provides precision and scale, while humans add context, judgment, and strategy. With this partnership, hotels can forecast more accurately, align rates with true demand, reduce leakage, and ultimately compete more effectively. Looking ahead, I see AI delivering continuous learning and compounding ROI, raising the bar for what’s possible in hospitality revenue management.
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