Lead Sourcing Changes
Expanding on our integrated lead sourcing function through the MAR<->HOT lead referral program, effective March 1, the U.S. Area Sales Organization will source former Starwood-branded hotels directly in ISAC. The requirement to “exhaust all opportunities” within Marriott before sourcing to former Starwood will be removed. We believe this change will address many owners’ requests that we make it easier for our customers to access both Marriott and former Starwood hotels, further delivering on the promise that our organizations are “Better Together.”
Our objective is to direct source leads in cases where customers are requesting access across brands. As such, Marriott’s U.S. Area Sales teams will follow the same cross-selling processes used to refer leads to franchised hotels and Managed by Marriott hotels that don’t participate in the Marriott Sales organization. Until we achieve the ultimate end state of having all associates working in one sales system, granting critical associates basic lead source functionality in ISAC ensures leads are sourced to the requested properties, and in return, customers receive cross-brand property responses expeditiously.
These changes will only apply to Marriott’s U.S. Area Sales Organization. Former Starwood sellers will continue to utilize Team HOT to source leads to other former Starwood hotels, as well as MAR<->HOT to source leads to Marriott-branded hotels. The accompanying referral fee structure will mirror the 10% currently in place under the MAR<->HOT program. If you have questions about lead referral process changes, please contact our Sales Support team at AskSales@marriott.com.
