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Learner Reviews & Feedback for The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy by ESSEC Business School

1,031 ratings

About the Course

With a fixed capacity, a highly disposable product and high fixed costs, hotels are a natural candidate for the application of revenue management. Originally developed by the airlines in the 1970s, these analytics-based techniques help predict consumer behavior at the hotel’s market level so that the hotel can sell each room each night at the optimum price. With modern-day rising acquisition costs and distribution complexities, revenue management techniques have increasingly been adopted by both small and large hotel companies, making a comprehensive understanding of segmentation, forecasting and pricing an essential requirement for today’s hospitality professionals. The purpose of this course is to provide a core understanding of the fundamentals of revenue management, which ties into the larger picture of revenue strategy. The course is structured to provide an insightful look into Revenue Management. Created in conjunction with Duetto, this course is hosted by a group of revenue management leaders in both theory and with hands-on experience at properties around the world. Upon completion of the course students should be empowered with industry best practices, which can be applied across the vast diversification the hotel industry to empower those to optimize profits. Duetto delivers powerful revenue strategy solutions to the world’s leading hotels and casinos, combining unparalleled expertise with world-class cloud-based technology. Acknowledgement: Bela Nagy, Agnes Roquefort , Jonathon Liu, Frederic Toitot, Pierrick La Masne, Markus Keller - ACCOR Simone Truscello - ACE HOTELS. Richard Valtr - MEWS SYSTEM. Jean-Luc Chrétien - FAST BOOKING. Jeannette Ho - FAIRMONT RAFFLES HOTELS & RESORTS. Chinmai Sharma - TAJ HOTEL & RESORTS. Cindy Estis Green - KALIBRI LABS. Jason Thielbar - RED LION. Christopher Cooper - ROCCO FORTE. Rom Hendler - SANDS. Rafi Rejerano - AB Hotels. Riko Van Santen - KEMPINKI HOTELS & RESORTS. Vinod Sukhija - BANYAN TREE HOTELS & RESORTS. Olivier Flement - WALT DISNEY COMPANY. Cidalia Pinto Coehlo - LOUVRE HOTELS. Trevor Stuart-Hill - REVENUE MATTERS. Vincent Cusma, Marco Benvenuti, Eric Stoessel, Gayle Ehrean, Nevin Reed - DUETTO. Claire Bertrand, Vincent Chatain, Jessica Moses, Benjamin Six (ESSEC Business School), Emilie Dupré (IMAGE-IN), Gregory Halidy (TRIPLAY)...

Top reviews


Jul 31, 2017

very useful and rich with it content , the complimentary reading is awesome and indeed needed

the final exam is a bit hard , i do recommend it for people who are seeking knowledge in RM


Apr 30, 2022

I have been working in the hospitality industry for around 3 years. I found a lot of useful knowledge in the course. It is practical and informative. Highly recommend the course.

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226 - 250 of 261 Reviews for The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy

By Viktor M

Feb 15, 2020

Its a decentt course, but most of the additional readings have experied. Would not recommend to pay for this!

By Mohammad. A A

Jun 23, 2020

complementary reading items are not available and the segmentation part is quite vague to understand.

By Gwenael C

Sep 23, 2019

Too many links and references are broken or out to date... should be properly updated

By andres p c

Jun 3, 2020

Almost 90% of the complementary readings and videos are no longer available.

By Romain G

May 17, 2020

Some complementary articles and videos links are unavailable

By Paula v O

May 5, 2018

I found a lot of the questions 'misleading' or confusing.

By Nagraj N

Jan 23, 2019

This section was not that impressive as the first one.

By Fabiola M

Apr 30, 2020

Creo que el curso es muy teórico y poco práctico.

By Abdel F B

Apr 2, 2020

des liens annexes ne marchent pas

By Kurt J

Oct 27, 2019

A lot of links are not working

By Sandeep k

May 10, 2020


By Alexandra

Jan 29, 2020

The course is good for a very basic, very theoretical overview of what the revenue management steps are. The concepts can be presented in a biased form (by the sponsoring company), so take it with a grain of salt. The content is outdated (links and videos don't work; no engagement on forums). More details below.

What it does well: It's well structured; it uses industry specific terminology and topics; it touches on some issues that hotel managers deal with and summarizes some of the solutions.

Drawbacks: The university has partnered with different companies in the creation of this course, and the overall specialization. The companies are selling their products in a very subtle way, so they present some of the concept in a way that aligns with their agenda. As an example: Course 1 (not associated with any firm) equally highlighted the pros and cons of working with OTAs, while Course 2, sponsored by Duetto, mostly spoke about the negatives of OTA bookings.

95% of the articles don't exist anymore; 100% of the videos don't exist. There are too many typos in the practice tests, as well as the closed captions - unacceptable for a course published by a university. The course hasn't been updated in some years with current information or data. No current interaction in the forum.

Finally, the course is very theoretical. No practical examples of hotels, with quantitative exercises.

By Giorgio T

Jun 18, 2020

Io lavoro nel mondo dell F&b e ho scelto di partecipare a questo corso per imparare di più sull hotel management. Mi ha aiutato perché ho imparato un sacco di cose nuove riguardanti la gestione delle prenotazioni e come gestire diversi tipi di clientela.

Ho purtroppo trovato spesso il corso molto ripetitivo e non approfondito, sembra che i tutor rimandino sempre alle lezioni successive nelle quali in realtà non dicono nulla di nuovo.

L’esame finale è molto difficile e pratico; purtroppo non ti danno alcuna preparazione per affrontarlo con, per esempio, esercizi pratici.

L’80% dei links inoltre non funziona e penso che delle slides aiuterebbero molto chi appunto come me non lavora alla reception.

By Michelle R

Jun 5, 2023

The course material of this course felt lazy - the mid-course quizzes were very poorly written (tons of typos, pick multiple questions that did not say how many to pick, questions that were more about regurgitating the exact lecture words than any sort of comprehension of the course material) and I wish more had been similar to the final exam. The additional reading was at least 50% broken links due to the age of the course. Videos felt repetitive and while they introduced some key topics and really emphasized the importance of using them, they achieved very little depth or even examples of any of the topics.

By Sergei S

Jun 28, 2019

A lot of water. Too much of Duetto advertizing, editorials, articles, logos everywhere. Taking into account that I have paid for subscription - very disapointing. A lot of materials are out of date and links are broken. In fact you will listen for only Duetto's opinion all over the course. There should be some other options of supplemental materials and readings. And half of links leads to Duetto's White papers which is extremely boring. Just in case I sent a demo request to Duetto, but they declined it because they can not integrate with our Bookingsync CRS. Such a shame.

By Antonino S

Dec 10, 2017

Most of Duetto's external links do not work. Most of the videos just repeat over and over again the same things. Module number two above all is a bit chaotic and the tutor is not very succesfull in stimulating or thrilling into the argument. I'd say he's quite boring if compared with the first course or the other modules of the same course. (I'm not judjing his competence or skills, just saying my opinion as viewer).

The course should really give more concrete examples of segmentation and pricing strategies. Update all the external Duetto's links is also necessary

By Mauro V

Jun 3, 2020

There is a lack of hands-on exercises and that the majority of links does not show the content (at least 4 in every 5 are broken). This is a huge downstep from the first MOOC of the Specialization. There is no activity from the mentors in the forums. All of this combined makes the content of the videos alone insufficient to have a good grade on the final exam, although a bit of common sense helps when answering.

By Kundan S

Nov 16, 2015

The course is highly theoretical. Only good for coming to know the terms that are in use in the industry and their meanings. Very little take away from a practical perspective. Some live example or a case study to be incorporated where the students can apply the principles first hand.

By Juan J T

Apr 30, 2020

The theory of the course is very general, it does not show the practical aspects and some of the links do not work.

The videos are basically of a person speaking and do not provide data or graphic support (diagrams, bullet points, data, steps to follow ...)

Has let me down

By Riccardo V

Nov 8, 2022

All the materials were either not accessible because the link were not working anymore, or videos were removed from Youtube, or in case something was readable, it was in a terrible formatting (probably an old website of the co-producer Duetto?)

By Alex P

Oct 26, 2022

Good fundamentals of revenue management, but one of the instructors goofed up and straight up taught us incorrectly. Specifically on "Week 3", where he taught the wrong method and wrong formula in assessing model error.

By Kevin T

Jan 21, 2021

Lots of reading material is no longer available or relevant. This course especially needs an update given the large leaps in big data, ML, and AI improvements.

By Aurelien T

Jan 25, 2024

outdated, stays at concept level but not sufficient practical cases, the speaker's gesture is pretty annoying and not aligned with what he says

By mohammed n

May 12, 2020

It would be helpful if the final exam had an answer guide with details to correct mistakes atleast after receiving the certificate.

By Arun P

Jan 24, 2022

the presenter was bombarding the learners with his monologue.