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BCD Adds Pana to SolutionSource

By Elizabeth West / August 09, 2018 / Contact Reporter
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After launching its long-tail technology integration platform SolutionSource in February, BCD Travel has added Pana as a guest-travel tool.

Pana started its life in the managed travel space as a chatbot-powered travel assistant but changed course 12 months ago to chase a niche within the niche: facilitating travel program-compliant itineraries and data capture for nontraditional travelers like recruits, contractors and consultants. It also provides a communications channel that smooths booking and travel processes.

Since last year, Pana has sold its technology and service platform directly to corporates, getting traction with companies like Canadian e-commerce company Shopify, as well as tech-forward names like Quora and Segment.com. Shopify travel lead Nick Lalumiere told BTN his company had focused the technology on Shopify's intensifying recruitment needs. Candidates had been "doing a lot of back and forth with [internal Shopify] coordinators, and it took a lot of time." With the company expanding globally, international travel also was adding to the complexity. Pana's text- and chat-based system, Lalumiere said, allows candidates to speak directly with Pana agents rather than using Shopify's HR team and coordinators as go-betweens. And the platform provides a friendly on-brand experience that Shopify wants to promote to candidates.

All that stays in place with Pana's SolutionSource partnership, said Pana founder and CEO Devon Tivona. The difference between a direct relationship and one facilitated through BCD Travel, according to Tivona, is that onboarding and integrations will be easier through the travel management company channel. "We're going to work first with BCD to set up all the policy, supplier set, negotiated rates and duty of care," he said. "Clients will just need to do specific local recommendations if they choose to." Plus, the data: Because travel is booked on the BCD platform, the data is integrated directly into TMC reporting that will marry all the guest-travel volume and preferred supplier usage with traditional employee travel via BCD's DecisionSource platform. Pana fulfills direct client travel through Adelman.

For now, BCD has cornered the deep integration, even though Tivona underscored that Pana is a data-forward company that can provide its data to any TMC a direct client prefers. The "wild card," he said, is whether TMC partners are equipped to receive it. "Some of our direct customers pipe our data into tools like Domo." He also said more TMC integrations are on the way.

The decision to integrate with BCD first was driven by mutual customer demand and some mutual admiration. "SolutionSource is one of the coolest things I've seen a TMC do lately," said Tivona. Other long-tail technologies on that platform include FairFly, Freebird, Rocketrip, Taxeo, Tripbam and Yapta. BCD SVP of product planning and development Yannis Karmis praised Pana for turning "a typically manual, complex process into a simple, elegant experience for guest travelers."

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