March Suthamwutinan, Sales Director, APAC, Agilysys
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TDM has started a series of interviews under the theme ‘Going Beyond’ that bring to the forefront 'a behind-the-scenes look' at the expertise of Agilysys APAC team members across product engineering, services, HR, and sales, highlighting how each function plays a strategic role in delivering value to hospitality clients.
This series of interviews explores how these teams contribute to key business outcomes — enhancing the guest experience, driving RevPAG, enabling seamless, interoperable solutions, etc. — while providing a deeper understanding of the people, processes, and innovation that power Agilysys’ impact across the hospitality sector.
In the last Part 4 of the ‘Going Beyond’ series TDM interviews March Suthamwutinan, Sales Director, APAC, Agilysys on how he helps hospitality providers identify and implement technology solutions that drive revenue, enhance the guest experience, and support long-term growth. He offers insights into the evolving needs of clients in the region, the importance of interoperability and scalability in hotel tech, and how Agilysys positions itself as a trusted partner in delivering seamless, future-ready solutions.
Travel Daily Media (TDM): As Sales Director at Agilysys, what does a typical day look like for you, and how do you approach helping hospitality clients find the right technology solutions to meet their business goals?
March Suthamwutinan (MS): A typical day for me starts with listening. My approach is centred on asking the right questions - not pitching straight away. Once I build rapport and understand who I’m speaking with, I let prospects share openly their goals, challenges, and how things operate at their property. That’s when the real insights come out.
Because I spent nearly a decade working in hotels myself, I have a strong appreciation of day-to-day operations. I know the realities of the front desk, the pressure of guest expectations, and the balancing act of managing both service and business targets. This background helps me translate those operational pain points into technology solutions that can help.
Many hotels have a common set of evolving requirements - whether it’s automating manual tasks, improving guest satisfaction, or scaling efficiently. For example, a few years ago, AI wasn’t on anyone’s radar. Now, it’s becoming a critical part of conversations. My job is to help clients see how the right solutions - tailored to their unique context - can help them not only solve today’s problems but prepare for what’s next.
TDM: With hospitality providers increasingly focused on seamless guest experiences and revenue growth, what are the key challenges they face when evaluating new technology - and how do you help them navigate these decisions?
MS: Many hoteliers I speak with find tech migrations daunting. Their first thought is often, “How much time is this going to take away from my guests?” The perception is that system integration is complex, disruptive, and something to avoid unless necessary.
Because I’ve worked in hotel operations and with service providers, I understand that mindset well. Operators are focused on guest satisfaction and hitting revenue targets. When evaluating new systems, their first question is often: “How will this help me do my job better?”
That’s why I don’t lead with product specs. I help them visualise how technology can simplify — not complicate — their lives. It’s about showing that with the right solution, processes can become more seamless and efficient, not more burdensome. And I avoid technical jargon. Talking about integrations and APIs doesn’t resonate with non-IT hotel staff. Instead, I frame it in terms of operational benefits: less switching between systems, smoother workflows, better guest data.
Ultimately, I meet them where they are. Many operators are risk-averse — and understandably so. So, my role is to empathise, educate, and guide them toward a solution that feels achievable and future ready.
TDM: Interoperability and flexibility are becoming essential in modern hotel tech stacks. How do these factors influence sales conversations, and how does Agilysys meet client demands for scalable, future-ready solutions?
MS: Interoperability is now a must-have. Hotels want systems that work together without the headache of custom integrations or data mismatches. That’s why it’s a central part of my conversations with prospects.
Agilysys has an advantage here, we’re a cloud-native platform. That means our solutions are secure, scalable, and built for a world that’s changing fast. Five years ago, no one was talking about AI in hospitality. Now, it’s everywhere - and everything is about data.
The fact that our POS and PMS sit on the same unified platform means seamless data flow. There’s no risk of integration failure or inconsistent reporting. Everything speaks the same language, so hotels can get accurate, clean data across departments; which is critical for analytics and personalisation.
Importantly, hotels don’t have to rip and replace everything overnight. We support a crawl-walk-run approach - allowing properties to modernise at their own pace. That flexibility is key for operators who are cautious about change but still want to move forward.
TDM: Looking ahead, what trends are shaping hospitality technology buying decisions in APAC, and how is Agilysys positioning itself to support hoteliers in delivering exceptional guest experiences while boosting profitability?
MS: In a data-driven world, hotels are asking how they can use the information they already have to create more relevant, efficient guest experiences.
But personalisation doesn’t always mean high-touch service. In APAC especially, traveller needs are diverse. A business guest in Bangkok might just want a quick mobile check-in and a quiet room - that’s still personalisation. Meanwhile, a leisure guest in Phuket might want spa recommendations and bespoke experiences. Understanding those nuances is key.
At Agilysys, we support this through our unified platform and Intelligent Guest Profile (IGP), which helps hotels build a 360-degree view of every guest. Clean, connected data is what makes true personalisation possible - whether that’s recommending services proactively or simply making a stay smoother.
Hotels need to be able to respond quickly and intelligently, and that’s only possible if their systems speak to each other. We give them the tools to do that.
TDM: What does 'Going beyond' mean to you?
MS: ‘Going beyond’ means something different in operations than it does in technology. In a hotel, it’s about remembering a guest’s name, anticipating their needs, and creating a meaningful experience. But in hospitality tech, going beyond is about enabling those moments and making it easier for staff to deliver standout service.
As someone who’s been on both sides, I see it as my job to reduce complexity, not add to it. Hotel teams are already managing huge volumes of data and juggling priorities. If I can offer a solution that helps them make faster, more informed decisions — that’s going beyond.
I also don’t see myself as just a vendor. I want to be a partner. That means digging deep into each property’s unique context, understanding their real goals, and making thoughtful recommendations. It’s not just about solving today’s problem - it’s about helping them grow, improve, and thrive. That’s what going beyond looks like to me.
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