This case reflects relevant executive work led by James Whiting before Travel Spark. It is presented separately from Travel Spark-delivered client mandates.
Scale and context
- Australian B2B wholesale market
- Commercial, product, contracting and sales team design
- Board-backed five-year growth plan
The challenge
A wholesale division needed to re-establish its Australian presence after trading had ceased. The business required a new strategy, investment case, team, product model, packaging capability and commercial logic for API distribution.
The work
Strategy and governance
- Built the Australian growth strategy and staged investment case
- Led structured board engagement and commercial planning
- Established measures for growth, margin, partners and execution
Product and organisation
- Designed the commercial team across sales, product and contracting
- Rebuilt packaging and product priorities for the Australian trade
- Created clearer accountability for commercial decisions
API and distribution
- Defined the commercial model and business rules for a land-only API stream
- Worked with technology teams on partner activation requirements
- Reduced dependence on manual quoting and bespoke onboarding
Outputs
- Wholesale operations re-established inside six months
- Board-aligned strategy and investment roadmap
- New commercial team and accountability
- Land-only API stream
- Faster partner activation and lower manual quoting dependence