< PrevNext > Dorian Stonie, Salesforce global travel senior manager The Bellwether By Elizabeth West / December 20, 2016 / Contact Reporter Share Salesforce's travel strategy—which relies on its Chatter platform as a continuous communication tool for travelers, tightly integrates mobile apps and has a high threshold for unorthodox travel plans—has its share of detractors. But if a travel manager for an innovation-minded, newly minted Fortune 500 tech company can't experiment with managed travel paradigms, who can? Stonie's aggressive pursuit of a program that is social, mobile and open has not only changed travel at Salesforce but also served as an innovation incubator for the industry.Salesforce was among the first to incorporate sharing economy providers into its program. Stonie saw the shifting demand but also recognized the necessity. Hotel inventory compression in the San Francisco area practically forced him to accept Airbnb, but rather than tightly managing exposure, Stonie helped Airbnb finesse its platform to form Airbnb for Business, along with Airbnb's managed travel dashboard. The dashboard precipitated a spike in corporate adoption, according to expense report analysis released by Concur last month.Stonie also has worked with Uber on its corporate offering. "They've been great partners for us," he said about his sharing economy ties. "There isn't a week that goes by that we don't do benchmarking or discussions with another travel manager about how we address this piece and incorporate nontraditional suppliers."Stonie has reimagined the role of all suppliers in the Salesforce program and works closely with them from a loyalty perspective. Salesforce's Supplier 360 program encourages preferred suppliers to build relationships directly with travelers via Chatter. Salesforce also extends travel program benefits to employees' leisure travel, leveraging that volume for negotiations. Suppliers view it as an opportunity to gain loyalty with high-value travel consumers. Stonie is looking to test that consumer-style relationship further in 2017 as he implements a closed-loop supplier-rating system for Salesforce travelers, which he also will use to inform his sourcing strategies.Stonie, whom BTN named the 2016 Travel Manager of the Year, admits that new ideas don't always work, but his willingness to be a first mover has shaped the future of managed travel. Agree with his strategy or not, it has become a bellwether for the industry.