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Charlie Delamare

Paid expert calls on hospitality SaaS, PMS & fintech GTM

For consulting firms, expert networks, and investors who need fast, operator-level insight into PMS, embedded payments, and GTM strategy in hospitality tech.

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  • Grew GTM Solutions from 4→38 people across presales, fintech solutions, and revenue operations at Mews
  • Drove €200k+ PMRR through embedded payments and fintech positioning, contributing to a $300M Series D
  • Hands-on operator experience as both a PMS customer (Palmers Lodge) and vendor (Mews)

Who I work with

I take calls via expert networks and directly. My background spans both sides of the hospitality tech market — as an operator and as a vendor — which makes me useful for fast, grounded due diligence and strategy conversations.

Consulting firms & expert networks

Guidepoint, GLG, AlphaSights, and similar — I'm comfortable working within your compliance process and billing model.

PE/VC and investors

Assessing hospitality tech, PMS, or embedded payments targets and need fast, operator-level due diligence input.

Product, GTM & strategy leaders

At B2B SaaS or hospitality tech companies navigating vendor landscape, GTM design, or pricing strategy.

Topics I cover

Based on direct operator and vendor experience — not secondhand research.

  • Hospitality PMS landscape — vendors, market dynamics, buyer priorities, and switching costs
  • Embedded payments and fintech products in hospitality SaaS
  • GTM, presales, and revenue operations in complex B2B SaaS
  • AI and automation for GTM, presales, and internal tooling
  • Pricing and monetisation models for hospitality SaaS and embedded payments
  • Scaling solutions and presales teams across multiple markets
  • Hotel operations and technology from an operator's perspective
  • Building and positioning a SaaS company as a fintech business

    • Call formats

    Pick the format that fits your need, or just describe what you're trying to work out and we'll figure it out together.

    Market & vendor landscape briefing

    60 min

    Fast-paced overview of the PMS or hospitality SaaS market. Covers vendor landscape, competitive positioning, and what hotel buyers actually care about.

    Sample questions

    • Who are the real competitors to [vendor X] in upper-midscale Europe?
    • What does a hotel actually evaluate when switching PMS?
    • What's the realistic TAM for embedded payments in independent and boutique hotels?

    GTM & pricing deep dive

    60 min

    Deep dive into go-to-market strategy, presales motion, revenue operations, or pricing in the context of hospitality SaaS or embedded fintech — useful for due diligence or product strategy.

    Sample questions

    • How do you structure a presales team for a complex, multi-module SaaS deal?
    • How are hospitality SaaS companies pricing embedded payments today?
    • What does a successful GTM motion look like for enterprise hotels in EMEA?

    Operator AMA

    45 min

    Open-format conversation drawing on experience as both a hotelier and a SaaS operator. Best for getting fast, unfiltered practitioner perspective.

    Sample questions

    • What would make a hotel switch PMS mid-contract?
    • What are the real blockers to fintech adoption in hospitality?
    • What does a best-in-class payments solution actually look like to a hotel operator?

    I don't share confidential or non-public information about my current employer.

    How it works

    1. 1

      Submit a request

      Use the booking link or send an email with your topic, timing, and whether you're routing via an expert network or booking directly.

    2. 2

      Confirm scope and compliance

      We align on the topic, I confirm I can speak to it, and we handle any expert network routing, NDA, or compliance requirements.

    3. 3

      45–60 minute call

      The call itself, plus an optional short follow-up via email if you have clarifying questions afterwards.

    I'm happy to work via expert networks like Guidepoint, GLG, or AlphaSights, or directly via your own process and billing.

    Independence & compliance

    • Independent advisory only — I don't share confidential or non-public information about my current employer.
    • Happy to work within your firm's compliance requirements and NDAs.
    • No commentary on material non-public information.

    Pricing

    These are paid expert calls.

    Typically billed via your preferred expert network or directly by invoice.

    Typical expert call rates available on request or via your preferred expert network.

    Ready to book?

    Book a paid expert call with Charlie Delamare on hospitality SaaS, PMS, embedded payments, or GTM strategy. Please answer the questions below so I can prepare.

    Please include: your topic, preferred timing, and whether you're routing via an expert network or booking directly.

    Book a paid expert callOr email me directly →

    Calendly intake questions

    1. 1.What topic or question are you looking to explore?
    2. 2.Are you routing this via an expert network (e.g. Guidepoint, GLG) or booking directly?
    3. 3.What's your role / organisation type? (e.g. consulting firm, investor, SaaS company)
    4. 4.Any compliance requirements or NDAs I should be aware of?