Wheelhouse Services: Battlecard and Plan to Win

Prepared Sun Oct 18, 2026 (MT) by CRO for Jon Latorre. DRAFT ONLY. Nothing here has been sent, posted, or shared. Research used public sources only, plus Jon's own Gmail and Attio (read-only) for Pacer-internal context, marked as such.

How to read this doc

• Sections marked INTERNAL stay inside Pacer. They name people, accounts, and Pacer clients.
• Sections marked EXTERNAL-SAFE can be adapted for prospects after Jon's yes. They contain no client names, no client or unit counts, no unverified numbers, and nothing negative about Wheelhouse or its people.
• [PLACEHOLDER: ...] means not verified. Do not fill it with a guess.

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0. TLDR INTERNAL

1. Wheelhouse Services is real, small, and Casago-born. Three named RMs on the public page, led by Shannon Higgins (Head of RM Services, ex-Vacasa Pricing & Yield Manager). Publicly launched Oct 2, 2026. Their clients are buying responsiveness and a named person. That is the bar to beat, not just expertise.
2. Lead line: "They tune price and min stay inside one tool. Pacer runs the whole revenue function." Public evidence backs Jon most clearly on fee strategy (no vendor services page lists it) and tool independence. RevMax and Beyond do list discounts, OTA-specific pricing, distribution and listing optimization, so there we win on depth, not absence (section 2b).
3. Correction to the brief: the $6.5M to $7.8M figure is Plumlee Gulf Beach Realty (a projection, "pacing almost 20% higher"), not Lewis Realty. Lewis Realty is +28.8% rental revenue, +20% booked nights, ADR $386 to $412 (+7%). The Wheelhouse Services page shows both in one block.
4. CasaCon (Nov 10 to 12, Hotel Monteleone, New Orleans) is the battlefield. Wheelhouse co-sponsors the welcome reception. Pacer is a registered vendor showcase. Lizz Hopson offered Pacer four Revenue Growth sessions. Jon asked for "Beyond the Algorithm" on Oct 14 and has no reply yet.
5. The Casago franchisee sheet (Jon's Drive, as of 9/25/26) drives the target list in section 5. The top three books: Casago Coastal NC with Key West, MBN Brands (Myrtle Beach and Hilton Head), and ACME/Jason Pratts. Only one row (Bolivar San Antonio) confirms Wheelhouse as its RMS. The column is mostly blank.
6. Casago's corporate side already sends franchisees an owner report ("made by Casago using KeyData and Claude," per Shane, relayed by Justin in ClickUp Oct 16). Our owner report has to beat that one, and Wheelhouse's charts, to be the demo hook.

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1. Snapshot of Wheelhouse Services INTERNAL, facts are external-safe if cited

Casago context that matters:

• Joe Riley became Casago CEO, effective with the end of the market transitions. Steve Schwab moved to Founder and Chairman. Riley: "our focus is on the continued success of our franchise partners and adding new markets." https://casago.com/blog/casago-leadership-transition-takes-effect-as-joe-riley-becomes-ceo/
• Every former Vacasa market has been sold to franchise owners or "other partners," with the final transitions in September 2026. https://www.thehostreport.com/news/casago-completes-sale-of-all-former-vacasa-markets and https://wire.scale-rentals.com/casago-completes-transition-of-former-vacasa-markets-to-local-ownership
• The Wheelhouse exclusive was signed by Casago corporate in July 2025, before most of these markets became independently owned franchises. Whether franchisees are contractually bound to Wheelhouse, or to Wheelhouse Services, is [PLACEHOLDER: confirm with Casago partnerships; Pacer is listed internally as Casago Preferred RM Partner].

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2. Team research INTERNAL ONLY

All public sources. These are facts, not judgments. The read at the end is internal inference, so treat it that way.

Shannon Higgins, Head of Revenue Management Services

• Title per the Wheelhouse services page and author page: https://www.usewheelhouse.com/services and https://www.usewheelhouse.com/blog/authors/author-shannon-higgins
• LinkedIn (public profile, via search index), based in Salt Lake City:
• Wheelhouse, Head of RM Services, Nov 2025 to present. Mandate: "Lead the creation and launch of a new Revenue Management Services department, owning process design, workflows, and scalable operating standards."
• Vacasa, Pricing and Yield Manager (East Coast), Mar 2025 to Dec 2025 (Finance & Accounting dept).
• Vacasa, Portfolio Analyst, Apr 2022 to Apr 2025.
• BS Mathematics, University of South Carolina. Tools: Looker, Tableau, SQL.
• Profile shows about 7.5 years total experience.
• Source: https://linkedin.com/in/shannon-higgins-034b85172
• She is also the hands-on RM on Lewis Realty. The client quote: "Shannon lets me know every week what's going on." https://www.usewheelhouse.com/blog/lewis-realty-case-study
• Note: the LinkedIn dates overlap (Wheelhouse from Nov 2025, Vacasa until Dec 2025). Kitchell dates the team to about Oct 2025. Minor, but worth knowing.

Jake Creasey, Senior Revenue Manager

• Page title "Senior Revenue Manager": https://www.usewheelhouse.com/services
• LinkedIn, based in Indonesia:
• Wheelhouse Revenue Manager, Jan 2026 to present.
• Onboarding Specialist & Revenue Manager, May 2025 to Dec 2025.
• Lead, Customer Success and Support, Sep 2019 to Apr 2025.
• Also lists Founder, Erudite Vacation Rentals (Apr 2024 to present), which offers "data-driven, daily revenue management for your Airbnb and vacation rentals."
• Source: https://linkedin.com/in/jakecreasey
• Wheelhouse author bio: https://www.usewheelhouse.com/blog/authors/author-jake-creasey
• RM on Plumlee: "I can't say enough about Jake." https://www.usewheelhouse.com/blog/plumlee-case-study

Chris (Christopher) Nauert, Senior Revenue Manager

• Page title "Senior Revenue Manager": https://www.usewheelhouse.com/services
• Public profile summary, via search index: Wheelhouse Staff Revenue Manager since May 2026. Before that at Vacasa: Revenue Analyst, Pricing & Strategy (Oct 2025 to May 2026); Revenue Specialist (Jan to Oct 2025); VIP Account Manager (May 2022 to Jan 2025); Homeowner Experience Account Manager (Jul 2021 to May 2022). Earlier he was at Marriott and Starwood in guest-facing roles.
• Source: https://linkedin.com/in/christopher-nauert-a41a3b1b8 (login wall on direct fetch; details from the search index snippet, so [PLACEHOLDER: verify on LinkedIn])
• Wheelhouse posted a "Staff Revenue Manager" opening in early 2026, reposted by John deRoulet: https://www.linkedin.com/posts/jderoulet_staff-revenue-manager-activity-7437235397136384001-yaAR

Adjacent Wheelhouse people (not named on the Services page)

• John deRoulet (JDR), Sr. Director of Revenue Management Education. Former Head of Revenue at Stay Alfred, where he built the RM and analytics team. He is the most senior RM voice at Wheelhouse publicly. https://www.usewheelhouse.com/blog/authors/john-deroulet
• Courtney Nauert, CRME, onboarding (Wheelhouse author page). She reshared the Oct 2 launch. https://www.usewheelhouse.com/blog/authors/author-courtney-nauert and https://www.linkedin.com/posts/courtneynauert_two-more-powerful-additions-to-wheelhouse-activity-7511883112151265280-5zLQ
• Andrew Kitchell, CEO of Wheelhouse (Casago press release).
• Mike Horan wrote both Services case studies (marketing). https://www.usewheelhouse.com/blog/authors/mike

Internal read (inference, do not repeat externally)

• The bench is thin and young in leadership roles. The head of the function was a Vacasa analyst until early 2025 and in her first manager-level pricing role for about 9 months before Wheelhouse. One senior RM came up through Wheelhouse support. The other moved into pricing in 2025. That supports Jon's view that the RM leadership is not deep. Jon's Vacasa operating pedigree (scaling RM across 100+ acquisitions) is a real contrast. Let prospects see it in how we run an audit, not in anything we say about them.
• Challenge to the "crush them" framing: both case studies are about responsiveness, education, and a named person who answers fast. Neither is about RM sophistication. If our RM response times and weekly cadence aren't visibly as tight, we lose on the thing they're actually selling. Fix that before we attack anything else.
• Capacity is the likely constraint. Three named RMs, with the head also carrying a book. If Casago pushes Services to its franchisees, they will either hire fast (watch the job posts) or stretch. [PLACEHOLDER: monitor Wheelhouse careers page for RM postings]
• Jake Creasey's concurrent RM business is a public fact. Do not use it. Using it against them would read as a smear.

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2b. Category: tool-vendor services teams INTERNAL ONLY

Jon's view: Beyond, RevMax and Wheelhouse services teams tune price and min stay inside their own tool. None of them work fee-to-rate ratios. None go as deep as Pacer on merchandising, promotions, OTA programs, reviews, owner support, or Portal-style tooling. Below is what each public service page actually says, checked Oct 18, 2026.

On "feed rate ratios": I read this as fee-to-rate ratios, meaning cleaning, service, pet and other fees relative to the nightly rate and total guest price. A second reading is possible: rate "feeds" to channels, meaning OTA rate parity or channel markups. If Jon meant that one, the evidence changes. RevMax lists "OTA Specific Pricing." [PLACEHOLDER: Jon to confirm meaning]

Wheelhouse Services

• Page: https://www.usewheelhouse.com/services
• What it lists:
• pricing strategy
• ongoing optimization of "pricing, rules, and strategies"
• market intelligence
• performance and forecasting
• strategic guidance
• daily performance review and intake vs plan
• weekly pickup reports, audit rotation, a "settings, segments & tags" review, booking window adjustments, and a season breakdown
• monthly client report and a 1-hour call
• special event pricing ("adjust rates and minimum stays")
• end-of-month settings review
• Tool: "backed by Wheelhouse's pricing technology."
• Supports Jon's view: strongly. Everything listed is rate, min stay, settings, and reporting inside Wheelhouse. The page says nothing about fees, merchandising or photos, OTA programs, or reviews.
• Doesn't fully support it:
• The Lewis Realty case study credits "last-minute discounting" that "cascades" (https://www.usewheelhouse.com/blog/lewis-realty-case-study). That's a discount strategy, though one configured inside the pricing tool.
• The same case study credits owner-facing graphics.
• "Strategic Guidance" on "the bigger questions" is open-ended.

Beyond Guidance ("Beyond Services")

• Page: https://beyondpricing.com/products/guidance
• What it lists:
• a dedicated revenue manager ("not a shared queue")
• weekly strategy sessions
• personalized rate recommendations
• market analysis and comps
• booking pace and ADR/occupancy vs market
• "rates to move, restrictions to adjust"
• owner-conversation answers
• and the line "Expertise that goes beyond pricing: restriction settings, distribution strategy, and listing-level optimization"
• Tool: the page doesn't say outright that Guidance requires Beyond's pricing tool, but it's presented as a Beyond product. [PLACEHOLDER: confirm whether Guidance works on non-Beyond tools]
• Beyond's other products: Relay (OTA distribution), Signal (direct booking site), Listing Lens ("optimize your online listing"), and Owner Hub ("projections and reporting"). Source: https://beyondpricing.com/blog/our-journey-to-beyond and site navigation.
• Supports Jon's view: partly. The page names no fee strategy, no fee-to-rate work, no promotions, no OTA programs (Genius, Preferred Partner and the like), and no review workflows.
• Doesn't support it:
• Guidance explicitly claims "distribution strategy" and "listing-level optimization," which is merchandising-adjacent.
• Beyond sells listing optimization and owner reporting as separate products.
• Don't claim Beyond is price-only.

RevMax Full-Service ("RevMax Services")

• Pages:
• https://getrevmax.com/full-service/
• https://getrevmax.com/revmaxs-full-service-revenue-management-model-more-than-dynamic-pricing/
• https://getrevmax.com/pricing/
• What it lists:
• "Advanced Research & Reporting" with "detailed weekly reporting to stakeholders"
• pricing strategy management
• "OTA Specific Pricing" (adjusted by market and inventory type)
• "Discount Management" (booking windows, return guests, occupancy levels)
• nightly minimums and gap capture
• "Digital Marketing Strategy": "review your digital presence to ensure messaging and features are in-line with strategy and conversion"
• weekly strategy calls and training
• owner-friendly reporting and branded rental projections via LSI Premium
• Tool: professional management is the 1.5%-of-room-revenue tier, bundled with the RevMax RMS (pricing page).
• Supports Jon's view: on fees (none listed, and no fee-to-rate work), on reviews (none), and on OTA programs (channel-specific rates, but no program participation).
• Doesn't support it:
• RevMax plainly lists discount strategy, OTA-specific pricing, and a digital presence and messaging review.
• It also offers branded owner projections.
• Don't say RevMax ignores promotions or listing content.

Net read for Pacer

Bottom line: fee strategy and true tool independence are where the public evidence backs Jon cleanly. Reviews and OTA programs are next. On merchandising, promotions and owner reporting, the competitors at least claim something, so we win on depth shown in an audit, not on saying they don't do it.

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3. Where Pacer wins EXTERNAL-SAFE

Lead line: They tune price and min stay inside one tool. Pacer runs the whole revenue function.

The softer version, for decks and anywhere a competitor is in the room: "Most revenue services tune price and min stay inside one tool. Pacer runs the whole revenue function, on any tool."

Pacer is the embedded revenue management function for STR operators, AI-enabled.

Win themes

1. The whole revenue function, on the tool you already use. PriceLabs, Beyond, Wheelhouse, RevMax or others. No migration, and no conflict from grading our own software. Your strategy stays yours if your tool changes.
2. Fee strategy, including fee-to-rate ratios. We design cleaning, service, pet and other fees against the nightly rate, length of stay, and how each channel displays total price. The goal is a guest price that converts and a fee structure that protects your margin. [PLACEHOLDER: Jon-approved one-line example]
3. Merchandising, promotions and OTA programs. Listing content, photo selection and order, and AI-assisted captions. A promotional calendar built around your demand curve, plus decisions on which OTA programs to join, when, and at what cost.
4. Reviews and owner support, for your team. Review trends tied back to rate and listing decisions. Owner-ready reporting. A white-label automated owner report, in progress, that your team sends under your brand. We equip your team for owner conversations. We don't contact owners. [PLACEHOLDER: confirm review workflow scope]
5. Pacer Portal plus AI, with humans owning strategy. Your team sees its own data in Pacer Portal, with attribution down to the unit and night. AI handles routine diagnostics and reporting. Your revenue manager owns the decisions.
6. Operator pedigree, risk-free partnership. Built by an early Vacasa revenue leader. Free portfolio audit first, no lock-in.

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3b. Proof points EXTERNAL-SAFE wording, with approval flags

Jon's background (sources: Pacer context file; https://www.pacerrev.com/about ; https://linkedin.com/in/jonlatorre)

• Early Vacasa team member. Helped scale Vacasa from 600 to 44,000 units across 16 countries, leading a 55-person organization managing $2B+ in revenue across 100+ acquisitions.
• At Vacasa: Senior Manager, Regional Portfolio Analytics (2015 to 2018), then Sr Director, Revenue Analytics, West Coast and International (2018 to 2022), per LinkedIn.
• Founded Pacer in Dec 2022. It operated as STR Consulting and rebranded to Pacer in Apr 2025 (https://www.linkedin.com/posts/jonlatorre_pacer-vacationrentals-revenuemanagement-activity-7320862073335214081-MmKR).
• Flag: Jon's LinkedIn About says "scaling Vacasa from 800 to 40,000+ units." The context file and pacerrev.com say 600 to 44,000. [PLACEHOLDER: Jon to pick one version]. This draft uses 600 to 44,000.

Track record

• Operating since 2022, with Pacer revenue managers running portfolios on PriceLabs, Beyond, Wheelhouse and RevMax.
• Exclusive Revenue Management Partner of Key Data. Preferred Revenue Management Partner of Casago (both public on https://www.pacerrev.com/about).
• [PLACEHOLDER: one Jon-approved same-store RevPAR result, with methodology footnote]

Scale (qualitative only, no client or unit counts)

• "Portfolios from boutique to enterprise, across the US, Canada, Mexico and Europe."
• [PLACEHOLDER: Jon-approved scale wording]

Internal flag, not for external copy:

• The public pacerrev.com/about page currently shows a portfolio count ("43 qualifying portfolios"), "50+ markets," and the retired PriceLabs directory rating.
• It also says "10 to 500 units," while the Pacer context says under 20 units is not a fit.
• This battlecard uses none of these. Jon may want the site fixed before CasaCon.

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4. Objection handling EXTERNAL-SAFE talk tracks

Rules for every track:

• Acknowledge the point.
• Never knock the other team.
• Bring it back to the whole revenue function.
• Offer the free audit.

1. "Casago says we should use Wheelhouse."

Keep Wheelhouse. We work on top of it every day. Casago gives you the platform. We run the revenue function around it: fees, merchandising, promotions, OTA programs, owner reporting, and the rates and minimums too. A free audit of your setup will show you where the extra revenue is.

Internal: confirm franchise terms first. [PLACEHOLDER]

2. "We already pay for Wheelhouse software."

Good, you don't pay for a second tool with us. The question is who owns everything the tool doesn't touch: your fee structure against your rates, your listing content, your promo calendar, your OTA programs, and the reporting your team takes to owners.

3. "Their services team comes bundled with the software."

Bundles are convenient. Before you compare, list what the service actually covers. If it's rates, minimums and reports inside one tool, compare that to a team that runs fees, merchandising, promotions, OTA programs and owner support as well, on whatever tool you choose.

4. "Look at the Lewis Realty results."

Good results, and congrats to that team. For any results, ours included, ask: is it same-store, is it full-year actuals or on-the-books pace, and what was the starting point? Then let's audit your portfolio against your own baseline.

5. "Nobody knows Wheelhouse (or Beyond, or RevMax) better than they do."

On the software, agreed. Revenue is bigger than the software. A lot of it comes from fees, listing content, promotions and channel programs that sit outside the pricing tool. That's the part we run.

6. "We'll use the free API and AI tools and do it ourselves."

If you have the people, great. We're AI-enabled too. The difference is that our team owns the outcome every week, across the whole revenue function, not only the rate calendar.

7. "Their service already covers discounts, distribution or listings." (RevMax and Beyond do list these.)

Good, then you know they matter. Ask how deep it goes. Are fees set against rate by channel? Is the promo calendar tied to pace? Are OTA program decisions made on cost and lift? Is review feedback going back into the listing? Our audit shows you that depth on your own units.

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5. Target list INTERNAL ONLY

Primary source: Jon's Drive sheet "Copy of Pacer (Casago franchisees/operators as of 9.25.26)", Sheet2: https://docs.google.com/spreadsheets/d/1HO6BGuNsA-nWWyL3N6Z-bkKLuL5fNlwe-IGV3-aGqLA/edit . It has 102 rows, and 46 of them have unit counts. Sheet1 is broken (every cell is #REF!), so ignore it. A clean CSV export is at /workspace/competitive/wh/casago-sheet-targets.csv. Unit counts come from the sheet, are internal only, and appear to be the units moving in the Vacasa transition, not the operator's whole portfolio. For example, Big Bear shows 41 in the sheet vs "340+" in press.

Selection logic: the 150 to 1,500 unit sweet spot first. Existing operators and franchises (people who already run RM somehow) rank ahead of greenfield. I excluded rows marked CW (Pacer win), CL (lost), and divestments. The sheet's RMS column is blank for almost every row, so Wheelhouse usage is assumed from the Casago exclusive. [PLACEHOLDER: confirm each target's pricing tool]

PMS matters for the pitch. Wheelhouse Advanced LOS is Streamline-only (Track in beta), so Guesty operators can't get it from Wheelhouse today. See /workspace/los-pricing/los-teardown.md.

Top 10 (Casago sheet, ranked)

Next 10 (150 to 400 units, or warm)

• Gunnsmith Holdings (Daytona Beach / New Smyrna), Tim Smith, 217, Streamline, existing franchise. Public: https://www.businesswire.com/news/home/20260113608841/en/Casago-Expands-Volusia-County-Presence-With-Proven-Local-Franchise-Leadership
• Bolivar Vacations, Felipe Caldeira: San Antonio 111 plus Freeport/Crystal Beach 91, Streamline. The sheet marks the San Antonio RMS as Wheelhouse, the only confirmed Wheelhouse user on it. Casago POC Scott Klein. Public: https://shorttermrentalz.com/news/casago-franchise-bolivar-vacations-takes-on-90-former-vacasa-homes/
• NC Sugar Mountain (Molo Group), Joe, 253, Guesty, greenfield. Casago POC Laura Bowers.
• Anna Maria Island, 233, Guesty, existing operator. Attio "Casago Anna Maria Island," no deal.
• SA-BE (Belize), 198, Guesty. The sheet shows Sales Status "Introduction," so this one is already in motion.
• Sierra Sol Elevated Stays (Gilwest), 172, Guesty. Casago POC Magen Storrie.
• Elevat3 Inc (Casago San Diego), Bert King, Dave Carter, Erik Trogden, 158, Streamline, existing franchise. Public: https://shorttermrentalz.com/news/casago-san-diego-takes-on-150-former-vacasa-homes/
• Roofstock, Craig Rashkow, 579, Guesty, greenfield. An institutional owner, so pitch NOI, not ADR.
• DSK (TN Middle / Compass Ventures), Abe, 130, Guesty.
• Unwind LLC (Coeur d'Alene), Edward Johnson, 61, Guesty. Already a stale deal in Jon's pipeline. Small but warm.

Enterprise strategic (above our 500-unit sweet spot; Jon's call)

• (Avari) Highline, Ashley Horsley, 6,300, Guesty. Avari has two speakers on CasaCon Revenue Growth panels (Jen T, Sarah Reynolds), and Zach (Breakout/Avari) is on Jon's VRMA follow-up list.
• Trivest, 5,578, Guesty, greenfield.
• First Chair, 3,687, Streamline, greenfield.

Casago-owned books (route through Casago, not cold)

• Mexico (S. Schwab), 439, Streamline. VA (S. Schwab), 178, Streamline. These are tied to Casago's founder and chairman. Handle only through the Casago relationship.

Off-sheet: left Casago, still on Wheelhouse

• Fort Lauderdale, Andres Gonzalez. Streamline plus Wheelhouse. The sheet note says they planned to go independent of Casago by May 15, 2026. A meeting already happened. Now that they're outside the Casago exclusive, this is the cleanest "keep your tool" pitch on the list. [PLACEHOLDER: current status]

Wheelhouse Services clients and Wheelhouse software accounts (public, not Casago)

• Plumlee Gulf Beach Realty (Indian Shores / Indian Rocks Beach FL), a Services client. Long-term winback. https://www.usewheelhouse.com/blog/plumlee-case-study
• Lewis Realty (Topsail Island NC), a Services client. Long shot. https://www.usewheelhouse.com/blog/lewis-realty-case-study
• Frias Properties (Aspen / Snowmass), a software client whose reservations manager is "temporarily" covering RM. Prime upsell target for Wheelhouse Services, so get there first. https://www.usewheelhouse.com/blog/frias-properties-case-study
• Aunt Bug's (Smoky Mountains), VTrips (multi-market), and Property Valet (Canada). Software accounts with in-house RMs. Lead with the independent audit. Case studies are under https://www.usewheelhouse.com/blog/

Defend list (do not prospect; protect)

• Sheet marks CW: Cardinal Summit Capital (Dave Williams), Austin Proper (Andy Ross), Peak House (Boise/McCall), Fredericksburg/Highland Lakes, Shane Doyon (SD, Colorado Springs), Heber City, Island Park/Yellowstone (Lisa Robb; the sheet notes "massive influence in the legacy Casago ecosystem").
• Attio "Customer" lifecycle: Casago Highland Lakes, Yellowstone, Long Valley, Heber City, Select Stays, Gulf Shores, Northern Colorado.
• The two lists don't fully match. [PLACEHOLDER: Justin to reconcile] Action: Justin and Shaugnessy check in with each before CasaCon. Lisa Robb is the obvious first ask for a reference or a panel seat.

Casago-side POCs from the sheet (meet at CasaCon)

Laura Bowers (most Southeast and coastal books), Stephanie Stirling (California, ACME, KEM, San Diego), Autumn Scarlett (Idaho, Pacific Northwest, Remington), Magen Storrie (Texas, Sierra Sol), Scott Klein (Bolivar), Yolanda Cooper, Andrew Ellis. These people steer franchisees toward vendors. Win them and they become introducers.

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6. CasaCon, Nov 10 to 12, 2026 INTERNAL

Verified logistics

• Hotel Monteleone, 214 Royal Street, New Orleans, Nov 10 to 12, 2026. The event opens with a welcome reception at the Carousel Bar. https://www.casagocasacon.com ; https://www.cvent.com/venues/new-orleans/hotel/hotel-monteleone/venue-f2f7d92c-b17c-4bcf-81da-9826b45df132
• Sponsors (Casago social posts, mirrored at https://www.travelagents10.com/US/Unknown/376920025723986/Casago):
• Wheelhouse and Ximplifi are Marquee Sponsors co-sponsoring the welcome reception.
• Guesty is a Marquee Sponsor.
• PriceLabs and KeyData are Breakout Room Sponsors.
• Casago says "70+ markets" are in the room.
• Pacer is registered as a vendor showcase (Whova confirmation, Oct 14) with a standard 6 ft table. Keagan has the shipping details (Gmail thread "Your Registration Confirmation for CasaCon").
• Revenue Growth track sessions Lizz Hopson offered Pacer (Gmail, Oct 14). PriceLabs has right of first refusal to moderate.
• "Profit by the Unit: Performance, LTV & Owner Retention." 11/11, 10:45 to 11:30. Lauren Wiseley (Impact/First Coast), Jen T (Avari), Laura Hancock (Casago).
• "Beyond the Homeowner: B2B Lead Gen..." 11/11, 1:30 to 2:15. Includes "a candid look at when it's time to move from an in-house revenue manager to a fractional model." Sarah Reynolds (Avari), Zak Reid (Casago). Lizz asked for suggested partners for this panel.
• "Know Your Market, Grow Your Doors." 11/12, 10:45 to 11:30. Vuestay, Kenny (Casago).
• "Beyond the Algorithm: The Human Edge in Dynamic Pricing." 11/12, 1:30 to 2:15. Jon asked for this one. No reply from Lizz since Oct 14. Boomerang resurfaced it today.

Who to meet (priority order)

1. Joe Riley (new Casago CEO) and Casago partnerships/franchise support. Goal: clarify how Pacer fits next to the Wheelhouse exclusive. [PLACEHOLDER: who at Casago owns vendor partnerships now]

2. Top 10 targets in section 5: A. Norris (Coastal NC / Key West), MBN and Dwell (Daniel), Jason Pratts (ACME), Jason Evjen (Columbia/Orlando), Blake Daily (Stayvest), Molly Gray Hooper, Jatin Kanji and Lauren Wiseley (Impact). 2b. Casago franchise-side POCs from the sheet: Laura Bowers, Stephanie Stirling, Autumn Scarlett, Magen Storrie, Scott Klein.

3. Avari (Jen T, Sarah Reynolds), on two panels. Zach from Jon's VRMA list is at Breakout/Avari.

4. Laura Hancock, Zak Reid, Kenny (Casago corporate panelists). Find out whether one of them is the "in-house RM team" that built Casago's owner report.
5. KeyData (our Exclusive RM Partner, breakout sponsor). Co-host conversations in their room only if KeyData and Casago agree.
6. Existing Pacer Casago clients from the defend list. Get one of them to sit on a panel or join a table conversation.
7. Wheelhouse team. Be cordial. They're a Marquee Sponsor, Casago's exclusive partner, and our secondary tool vendor. No sniping.

Demo angle: the owner report

• Show the white-label owner report as an early preview, in progress. No ship dates. Justin's bar (ClickUp, Oct 16): beat the Casago-provided owner report, and recreate the report Shane described.
• Demo flow, 3 minutes at the table: 1. Here's the owner report your team sends under your brand. 2. Here's the unit-by-night attribution behind it. 3. It works the same whether you're on Wheelhouse, PriceLabs, or Beyond.
• [PLACEHOLDER: Jon decision, live data (with client permission) or anonymized mockup]
• [PLACEHOLDER: engineering readiness, owned by Jason Abbott, not Jon]

Conversation openers (operator-credible, no knocks)

• "How are owners reacting to rates since the Vacasa transition?"
• "Who on your team owns revenue day to day right now?"
• "When an owner asks why their July looks soft, what do you send them?"
• "Are you running LOS and fee strategy, or just nightly rates?"
• "Want a free audit of your Wheelhouse setup? We work on it every day."

Event rules and etiquette (do not break)

• Don't host a competing event during the Wheelhouse/Ximplifi welcome reception or during programmed sessions without Casago's written okay.
• Don't solicit inside other sponsors' breakout rooms. Book table time through whatever Casago and Whova offer. Jon already asked Lizz whether franchisees can book vendor time.
• Nothing at the booth or on stage that names or compares Wheelhouse. On a panel, talk about the "human edge" in general terms: judgment, overrides, owner communication.
• Confirm with Lizz any swag, signage, or off-site dinner rules. [PLACEHOLDER]

Follow-up cadence (drafts for Jon's yes, never auto-sent)

• Same day: a short personal note referencing the conversation, with the free audit offer.
• Day 3: audit kickoff request (read-only data access, client-approved).
• Day 10: audit readout call with an owner-report preview built on their portfolio.
• Day 21: proposal, or a polite close-the-loop.
• Log every contact in Attio with the tag CasaCon-2026 [PLACEHOLDER: tag exists?]

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7. 30 / 60 / 90 day plan INTERNAL

Days 0 to 30 (Oct 19 to Nov 17), win CasaCon

• Jon: approve this battlecard and the external one-pager. Captain is handling the Lizz panel nudge. Name a client panelist for "Beyond the Homeowner."
• Justin: defend-list check-ins. Make sure our RM response time and weekly cadence are at least as visible as Wheelhouse's (daily review, weekly pickup, monthly report and call).
• Shaugnessy: one Casago-franchise case study with a same-store footnote and client permission [PLACEHOLDER]. CasaCon booth materials. A meeting list from the top 10.
• Jason Abbott: owner-report preview, demo-ready. Feasibility of Pacer running on the Wheelhouse RM API/MCP (free through at least year end) for clients who stay on Wheelhouse.
• Keagan: clarify Casago partnership terms vs the Wheelhouse exclusive. Shipping and logistics.
• CRO: enrich Attio for the top 10 and the 219-market list. Draft pre-event intro notes for Jon's yes.

Days 31 to 60 (Nov 18 to Dec 17), convert

• Run free audits for every CasaCon conversation that says yes. Target [PLACEHOLDER: audits started], then proposals.
• Publish the external one-pager: "Keep your tool, add the RM function."
• Decide go or no-go on a Wheelhouse API integration based on Jason's feasibility read.
• Watch Wheelhouse careers and LinkedIn for RM hires, which signal Services capacity.

Days 61 to 90 (Dec 18 to Jan 16), compound

• Owner budget and 2027 rate-setting season. Push the owner report as the reason to switch before peak booking windows.
• Re-touch Plumlee and Lewis Realty with content (no hard sell) ahead of their review cycles [PLACEHOLDER: renewal timing unknown].
• Track the win/loss record vs Wheelhouse Services in Attio. Update this battlecard.
• Success metrics: [PLACEHOLDER: Jon to set targets for Casago-franchise wins and audits].

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8. Open questions for Jon

1. Source of "Rather not build? Expert revenue management, done for you." It isn't on the public pages. Keep it in the brief?
2. Do Casago franchise agreements bind franchisees to Wheelhouse, or to Wheelhouse Services? What exactly does Pacer's "Preferred RM Partner" status cover?
3. Owner report demo at CasaCon: live data with permission, or anonymized mockup? What will engineering have ready?
4. Which existing Casago client can join a panel, or be named as a reference?
5. The Pacer cadence to publish against Wheelhouse's daily, weekly, and monthly list.
6. Should we pursue running on the Wheelhouse API (a partner posture) or stay neutral?
7. Casago sheet gaps: the RMS column is blank for almost every row, and POCs are missing for Oleander Isle, KEM, and Remington. Is there a newer version than 9/25, or can Casago fill it in?
8. Enterprise rows (Avari Highline, Trivest, First Chair, each 3,000+ units): pursue at CasaCon, or park?
9. Fort Lauderdale (Andres Gonzalez): did they go independent, and are they still on Wheelhouse?
10. "Feed rate ratios": is it fee-to-rate ratios (the reading this draft uses) or channel rate feeds and parity?
11. Approved wording needed: a fee-strategy example, the scope of the review workflow, a same-store RevPAR proof point with footnote, scale wording, and the Vacasa numbers (600 to 44,000 or 800 to 40,000+).
12. pacerrev.com/about still shows a portfolio count, "50+ markets," the retired PriceLabs rating, and "10 to 500 units." Fix it before CasaCon?

9. Lizz Hopson panel nudge

Captain is handling this one. It's not drafted here.