Sales Intelligence Brief · PT Trinusa Travelindo · July 13, 2026
⚠ Quotation expired yesterday ★ Marriott deal signed 11 days ago
⚠
Quotation Expired Jul 12 — Day 2. Act Today.
The 30-day commercial quotation issued June 12, 2026 expired yesterday. Cyliani must reach out today to confirm Traveloka's evaluation status and re-issue an extended quote (valid through Aug 12). Every day without follow-up risks the conversation going cold.
★
Perfect Entry Hook: Marriott Partnership Signed Jul 2 (11 Days Ago)
Traveloka became Marriott's Certified Online Travel Partner, connecting 10,000+ hotels across Asia-Pacific. The signing representatives were CFO Yady Guitana and VP Commercial Tejveer Singh Bedi — WIZ.AI's two primary targets. Congratulating them on this deal is a completely natural, non-salesy opening to re-engage.
Key Metrics
Monthly Active Users
40–50M
140M+ app downloads
2024 Net Profit Growth
5×
$37.7M · turned cashflow positive
Target IPO Valuation
$5–6B
2026 window · GIC + Temasek backed
Indonesia BNPL Market
$8.6B
2025 · +13.5% YoY growth
TPayLater Snapshot
Loans facilitated6M+ total
Current marketIndonesia (OJK licensed)
Expansion planThailand, Vietnam
Core painLow activation rate on eligible users
CS situationFull AI, but quality complaints public
WIZ.AI Fit Assessment
Solution fit
★★★★★
Reference quality
★★★★★
Language (Bahasa ID)
★★★★★
Compliance fit
★★★★☆
Entry cost barrier
Minimal
ARR upside potential
$150K+
Company Overview
Legal namePT Trinusa Travelindo
HeadquartersJakarta, Indonesia (registered Singapore)
Founded2012
CEOFerry Unardi (co-founder)
CategoryTravel + Lifestyle Super App + Embedded Finance
App downloads140M+ (largest homegrown OTA in SEA)
Monthly active users40–50M (2025 data)
Indonesia OTA market share~70%
Operating marketsID · VN · TH · PH · MY · SG
Headcount~5,000 (post-AI restructuring Feb 2026)
Funding raised$3B+ (Tiger Global · GIC · Temasek · Expedia)
User Demographics (2025)
Gen Z / Millennial
65% of traffic
Family travel segment
30% of revenue
Silver Economy (50+)
12% new users
B2B / SME (new)
Growing fast
Aspirational travelers, above-average income, mobile-first (90%+ of bookings via app)
Behavioral Profile
  • ✈
    High-intent travelers
    Travel 2–4× per year; higher avg. ticket than Indonesia consumer baseline
  • 📱
    Mobile-first
    90%+ book via app; WhatsApp is primary communication channel
  • 💳
    TPayLater activation gap
    Large pool of approved-but-never-activated users — timing and outreach are the bottleneck
  • ⚡
    Narrow conversion window
    Best activation moment is at checkout; post-booking touchpoints are critical
  • 🗣
    Bahasa Indonesia native
    Core users prefer mother-tongue conversations; localized outreach outperforms English significantly
Indonesia BNPL Competitive Landscape — Every Major Player Is a WIZ.AI Client
★
Traveloka's BNPL competitors are already using WIZ.AI. Traveloka is the last major holdout.
SPayLater (Shopee), GoTo PayLater, and Kredivo — all of TPayLater's direct competitors — are WIZ.AI clients. They are actively using AI outbound calling to activate BNPL users in Indonesia right now. Every week without WIZ.AI is a week Traveloka falls further behind on activation efficiency. This is the most compelling urgency argument in the deck.
BNPL Player WIZ.AI Status What They're Getting Traveloka Gap
SPayLater (Shopee)
Largest BNPL in Indonesia
 ✓ WIZ.AI Client AI outbound activation, Bahasa ID, at scale Falling behind
GoTo PayLater
Gojek + Tokopedia ecosystem
 ✓ WIZ.AI Client 7M calls/month · 40% cost reduction Falling behind
Kredivo
Indonesia pure-play BNPL
 ✓ WIZ.AI Client User activation + repayment reminders Falling behind
Akulaku
SEA BNPL + digital bank
 ✓ WIZ.AI Client Collections + activation outbound Falling behind
TPayLater
Traveloka — travel-embedded BNPL
 ✗ Not yet a client Missing AI-powered activation → Opportunity
Source: WIZ.AI internal client data. Use this table in sales conversations — it's the most powerful proof point available.
CS Quality Gap — An Upgrade Story, Not a Replacement Story
⚡
Users publicly complaining: "Traveloka has no real customer service, everything is handled by AI"
Source: Facebook (5 months ago). Traveloka has already committed fully to AI-based customer service — but the execution quality is drawing complaints. WIZ.AI's pitch here is not "replace your AI with ours" but "upgrade what you already have." Human-bot hybrid, 98% indistinguishable from human, handles complex cases gracefully. This is a CS quality improvement story with cost reduction as the bonus — not the reverse.
Financial Snapshot
2024 Net Profit
$37.7M
5× YoY growth · cashflow positive
2025 Net Margin
~4.3%
Profitability still in optimization phase
Target IPO Valuation
$5–6B
2026 window · not yet formally filed
High-Value Strategic Signals
🤖
Feb 2026 — Strategic AI Layoffs (5–10% of workforce)
Source: Tech in Asia, PhocusWire (Feb 2026). Traveloka cut 5–10% of its workforce under the banner of "workforce evolution focused on capabilities, technology and growth," while continuing to hire AI and tech talent. This is the clearest possible signal: Traveloka's leadership has already decided to run on AI. WIZ.AI isn't selling them on AI adoption — we're offering to execute the strategy they've already chosen.

Sales angle: "You've made the call to go AI-first. Our job is to help you execute faster than your competitors — all of whom are already using WIZ.AI."
🏨
Jul 2, 2026 — Marriott Certified OTA Partnership (11 Days Ago)
Source: TTG Asia, Hospitality Asia Media, Traveloka LinkedIn. Traveloka is now Marriott's certified OTA partner, giving direct access to 10,000+ Marriott properties across Asia-Pacific. Signed by Yady Guitana (CFO) and Tejveer Singh Bedi (VP Commercial).

More premium hotel inventory → higher average booking value → each TPayLater activation is worth more → WIZ.AI ROI per activated user goes up. Use this news to re-open the door: congratulate, then connect the dots.
📈
IPO Preparation Mode — CFO Needs to Show Margin Improvement
Source: Digital in Asia (Jun 2026), Business Times (Dec 2025). Traveloka is weighing an IPO at $5–6B valuation. Pre-IPO, CFO Yady Guitana needs to present a clean P&L trajectory to investors. WIZ.AI's GoTo Financial case (40% cost reduction, quantifiable in dollars, per-call billing model) is exactly what a pre-IPO CFO wants to show in an earnings brief. This is not a procurement conversation — it's a P&L optimization conversation.
🌏
SCB 10X JV — Thailand Fintech Expansion Underway
Traveloka has formed a JV with Thailand's SCB 10X for digital financial services. TPayLater expansion into Thailand and Vietnam is confirmed. WIZ.AI has existing channel partnerships in Thailand (AWN) that could support Traveloka's geographic TPayLater rollout — a natural expansion conversation after the Indonesia pilot succeeds.
What These Signals Mean for WIZ.AI
  • 1
    IPO + AI layoffs = CFO needs "do more with less" evidence now
    GoTo Financial case (40% cost cut, 7M calls/month) is exactly what Yady Guitana needs on the P&L before filing
  • 2
    Marriott deal = higher ticket bookings = TPayLater activation worth more
    With premium hotel supply added, each activated TPayLater user generates more revenue — ROI model improves automatically
  • 3
    AI CS complaints = upgrade story, not sales pitch
    Don't lead with cost. Lead with "your competitors are running better AI than yours — we can fix that in 4 weeks"
  • 4
    Thailand/Vietnam expansion = mid-term contract increments
    WIZ.AI in TH via AWN channel — TPayLater expansion is a natural follow-on after Indonesia pilot
★
Two Key Contacts Confirmed by Marriott Deal Signing (Jul 2, 2026)
Yady Guitana (CFO) and Tejveer Singh Bedi (VP Commercial) were publicly named as signatories of the Marriott partnership announcement. Identity, title, and seniority are verified via multiple news sources. These are the two decision-makers for the TPayLater WIZ.AI project.
TS
Tejveer Singh Bedi
Vice President of Commercial, Traveloka
Primary TargetTPayLater Growth OwnerMarriott Deal Signatory
Cares About
TPayLater activation rateGMV growthPartnership expansionChannel efficiencySpeed to market
Likely KPIs
Monthly new activationsTPayLater GMVCPA per activationFirst-transaction rate
Opening line: "Congratulations on the Marriott partnership — 10,000+ premium properties means each TPayLater activation is worth more than ever. GoTo PayLater — your direct competitor — is already using WIZ.AI to run 7 million AI outbound calls per month in Indonesia with a 50% conversion lift. We can have you live in 4 weeks in Bahasa Indonesia."
YG
Yady Guitana, CFA
Chief Financial Officer, Traveloka
Budget Decision-MakerMarriott Deal SignatoryPre-IPO P&L Owner
Cares About
Margin improvementOpex reductionIPO P&L narrativeQuantifiable ROIVendor risk
Sales Materials
GoTo: -40% costPer-call billing$4K setupISO 27001Monthly invoicing
Core narrative: "WIZ.AI is one of the fastest ROI improvements available to Traveloka before the IPO filing. Per-call billing, no minimums, first-month data visible on the P&L. GoTo Financial published a 40% cost reduction case — full P&L numbers available. SPayLater, GoTo PayLater, and Kredivo are all already using us."
CI
Caesar Indra
President, Traveloka
Escalation PathStrategic Conversations
Business president responsible for overall commercial strategy. Spoke on AI and digital transformation at TravelVoice in 2025. Engage at this level if VP Commercial + CFO track is blocked after two full weeks, or if the intent is to frame this as a strategic partnership rather than a procurement decision. Appropriate for a Steve Deng–led high-level letter.
FU
Ferry Unardi
CEO & Co-Founder, Traveloka
Last ResortFounder-to-Founder
Stanford CS graduate, deep technology background, the visionary behind Traveloka's AI transformation strategy. Only appropriate after: ① VP Commercial + CFO track yields no substantive progress for 3+ weeks AND ② Caesar Indra escalation has also stalled. Steve Deng initiates as Head of Global Key Accounts, framing as peer-level strategic conversation.
Three Sales Angles
Angle A · The IPO Efficiency Story
Compress operating costs before the IPO filing. AI outbound is the fastest lever.
Traveloka is targeting a $5–6B valuation IPO. CFO Yady Guitana needs to present continuous margin improvement to investors. WIZ.AI's per-call pricing model (zero fixed cost) combined with GoTo Financial's 40% cost reduction case is a story that writes itself into an IPO prospectus.
Talking Points
  • GoTo Financial: 7M calls/month, 40% cost reduction — full numbers available to share with CFO
  • Per-call billing only; no monthly minimums; zero risk on cost structure
  • $4,000 one-time setup — visible on P&L in month one
  • AI replaces incremental outbound headcount — direct Opex impact
  • SPayLater, GoTo PayLater, Kredivo all on WIZ.AI — your competitors are ahead
Angle B · The AI Transformation Accelerator
You've already committed to AI. We help you execute faster than your competition.
Traveloka proved its AI commitment with the February 2026 workforce restructuring. But AI transformation requires the right tools — WIZ.AI has already been validated in Indonesia's BNPL market across multiple clients. There's nothing to prove; just a decision to make.
Talking Points
  • SPayLater, GoTo PayLater, Kredivo, Akulaku are all WIZ.AI clients — the category has decided
  • 98% of users cannot distinguish AI from human — solves your existing CS quality complaints
  • 4-week go-live, no Traveloka engineering commitment beyond integration kickoff
  • Bahasa Indonesia native — not translated, built from the ground up for Indonesia
Angle C · The TPayLater Revenue Multiplier
Marriott premium supply just raised the value of every TPayLater activation. Capture it now.
With 10,000+ Marriott hotels now accessible on Traveloka, average booking values are rising. Each newly activated TPayLater user now has higher LTV. The ROI on every AI outbound call just improved — and the timing is perfect for a campaign targeting existing approved-but-inactive users.
Talking Points
  • SeaMoney case: +50% conversion uplift — same user profile as TPayLater high-intent travelers
  • Estimated CPA $1.50–$3.00 per activation (50K pilot, 40% connect rate, 15% conversion)
  • Marriott premium properties → higher avg. order value → better unit economics per activation
  • Thailand/Vietnam TPayLater expansion — WIZ.AI can follow with Thai/Viet language support via AWN
Three-Week Sprint Plan
1
Today (Jul 13) — Cyliani re-engages; quote extended to Aug 12
Email subject: "Following up on TPayLater AI activation — congratulations on Marriott." Open with Marriott congratulations, connect it to elevated TPayLater ROI. Attach extended quotation (valid Aug 12) + GoTo Financial one-pager. Key ask: confirm who internally owns the TPayLater activation KPI.
Owner: Cyliani · Deadline: today · Expected outcome: reply and status confirmation
2
This week — Identify the Champion
The single most critical unknown: who owns TPayLater activation rate internally? Ask directly. If Tejveer Singh Bedi is confirmed as the growth owner, reach him directly via LinkedIn InMail (title + Marriott signing give high confidence). One targeted InMail plus the email follow-up is the right approach this week.
Owner: Cyliani + Steve · Deadline: Jul 18
3
Week 2 (Jul 21–25) — Custom Demo with ROI Model
45-minute session: live Bahasa Indonesia Talkbot demo (BNPL activation scenario) + custom ROI model populated with Traveloka's own numbers (need: estimated inactive eligible users, current CPA). Invite Tejveer Singh Bedi + Yady Guitana simultaneously — address growth and finance in one session. Lead with "your competitors are all on WIZ.AI" competitive table.
Owner: Cyliani + Presales SE · Target: Jul 22
4
If stalled by Jul 22 — Steve Deng escalates to Caesar Indra
Steve Deng (Head of Global Key Accounts) sends a direct high-level message to Caesar Indra (President) framing a 30-minute strategic conversation. Lead with WIZ.AI's unique position in Indonesia's BNPL ecosystem — GoTo Financial, SPayLater, Kredivo, Akulaku are all clients. One paragraph, no attachments, ask for a call.
Owner: Steve Deng · Trigger: No meaningful progress by Jul 22
5
Week 3–4 — Lock Pilot, Define KPIs, Target Aug 15 Signature
Pilot scope: 10,000 users, 2-week run, pre-agreed KPIs (activation rate, CPA, connect rate). Small, fast, proof-first approach — not a big contract, a fast win. Post-pilot Phase 2 proposal ready: scale to 50K users + add repayment reminders + collections. ARR expansion path from <$50K to $150K+ fully framed.
Owner: Cyliani + Steve · Target signature: Aug 15, 2026
📋
The Bottom Line
This deal does not require convincing Traveloka that they need AI outbound — they've already decided (Feb 2026 layoffs are the proof). It requires putting the right numbers in front of the right people at the right moment. Marriott gives the opening. GoTo Financial gives the proof. The competitive table (all BNPL rivals on WIZ.AI) gives the urgency. $4K entry cost makes the decision trivial. The initiative is entirely on WIZ.AI's side.