How Spotnana programs are priced
Spotnana, founded in 2019, licenses a cloud-based Travel-as-a-Service platform to TMCs, corporations and other travel sellers. Booking, servicing tools, content connections and data sit on the platform; a TMC or servicing partner provides agents, ticketing and fulfillment. Depending on the arrangement, a corporation may contract with Spotnana directly, with a TMC that runs on Spotnana, or with both.
Unbundling is the main commercial difference from a traditional TMC. In a bundled contract the transaction fee pays for technology and service together. Here, the license and the service are priced separately, which lets you see what each costs and, in principle, change the service provider without changing the platform. The audit risk is the reverse of bundling: the same activity priced on both invoices, or a low license headline next to fulfillment fees nobody added up. Our Navan vs. TravelPerk vs. Spotnana teardown compares the architectures.
Spotnana and fulfillment partner fee lines to audit
| Fee line | Typical contracted range we see | What to verify in your contracts | Red flag on the invoices |
|---|---|---|---|
| Platform license | Per trip or annual; normalize to $ per trip | Volume tiers, minimums and what counts as a trip | Minimum commitment above your actual volume |
| Online fulfillment or ticketing | $0–$6 per trip | Whether the partner charges for online trips at all | Online fulfillment fee plus a license fee for the same task |
| Agent-assisted booking | $25–$50 | Partner’s offline definition and channels | Assisted fees on self-service bookings |
| Exchange, refund, void | $20–$45 | Which changes travelers can make online | Agent fee on an online-eligible change |
| NDC change servicing | $0–$25 | Whether NDC changes are self-service for your top carriers | NDC fee on every ticket rather than per agent touch |
| After-hours service | $15–$40 | Which party provides 24/7 support and bills it | After-hours fees from both parties |
| Implementation and integrations | One-off, quoted per project | HR feed, single sign-on, expense and card integrations | Integration fees billed again at renewal |
| EDIFACT surcharge exposure | $12–$24 per segment | Share of your air segments still booked through a GDS | Surcharges on carriers you believed were on direct NDC |
Total cost per trip: the seven-line model
Compare a Spotnana-based program with your current one only on all-in cost per trip. Illustrative program, not a client: 3,000 trips a year, 80% online, 1.6 air segments per trip and 0.14 exchanges per trip, with an illustrative license of $7 per trip and a one-off $30,000 implementation amortized over three years. Replace every assumption with your own quotes.
| Cost line | Formula | Illustrative annual cost |
|---|---|---|
| Platform license | 3,000 trips × $7 | $21,000 |
| Online fulfillment | 2,400 online trips × $3 | $7,200 |
| Agent-assisted bookings | 600 trips × $35 | $21,000 |
| Exchanges and refunds | 420 × $30 | $12,600 |
| NDC servicing on agent changes | 150 × $15 | $2,250 |
| Remaining EDIFACT surcharges | 4,800 segments × 10% × $15 | $7,200 |
| Implementation, amortized | $30,000 ÷ 3 years | $10,000 |
| Total | Sum of lines ÷ 3,000 trips | $81,250 ($27.08 per trip) |
Run the same seven lines for your current program, including GDS surcharges you pay today, and compare totals rather than the license with your old transaction fee. Our TMC pricing model comparator applies the same logic across transaction, management-fee and subscription models.
Direct NDC connections: verify coverage, do not assume it
Spotnana states that its platform connects directly to airline NDC content. Direct connections can remove the per-segment EDIFACT surcharges some carriers apply, which matters most where a few carriers dominate your air spend. The audit is route by route: list your top ten carriers and top 20 city pairs, then confirm for each whether NDC fares are bookable, whether your corporate discounts apply in that channel, and whether exchanges and refunds can be done online. Gaps become your remaining-surcharge line in the model above. Background on carrier surcharges is in our NDC surcharge guide.
Contract clauses to demand in a Spotnana-based program
Because two parties bill you, the most valuable clause is one that sits in both contracts.
Schedule R · Responsibility and billing matrix
The attached matrix lists every service in the program, the party that performs it and the party entitled to bill for it. No party may charge for a service assigned to the other. Any service not listed is included in the platform license unless both parties and Client agree otherwise in writing.
Clause 11.2 · Portability
Client may appoint a different servicing partner on the platform on [90] days’ notice, and Supplier shall transfer profiles, policies, negotiated rates, unused credits and booking history to that partner at no charge.
Clause 6.4 · Split service levels
Platform availability and booking-flow performance are measured against Spotnana’s commitments; agent service levels are measured against the servicing partner’s. Each party’s service credits apply to its own fees.