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The TMC Shake-Up:

What Corporates Want in 2026


In a recent State of the Industry survey by BTN, more than 60% of buyers surveyed said they haven’t changed TMCs over the past 3 years. An additional 9% said they went out to bid but stayed with their incumbents. Despite the lack of movement and publicly owned TMCs boasting 90% + retention rates, the survey quoted satisfaction level with TMCs are lower than any other category i.e. airlines, hotels, ground transport etc.


Travel Programme

So, with 3-5 years of inertia, buyers are now getting hungrier for innovation but are also wary of a full-scale change. BTN's view is that partial segmentation of travel programmes will allow buyers to diversify risk, test new entrants and still maintain their leverage with incumbent TMCs.


What’s emerging isn’t a dramatic wave of full-scale TMC replacements. For some, it’s not about a full switch, instead they are taking a far more strategic, modular approach: segmenting parts of their travel programme to test new providers, technologies, and service models while maintaining continuity across the rest of their operations.


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This cautious but deliberate shift signals growing demand for fresh thinking, flexibility, and partnership diversity in 2026.


“Large organisations are realising they don’t have to change everything to drive change,” says Nick Bettles. “By testing segments of their programme with emerging TMCs, they can explore new service models, sustainability tools, or booking technology without full disruption. It’s a smarter, lower-risk way to innovate.”

This approach reflects a new mindset: progress without disruption.

Flexibility and Partnership Diversity Are Rising Priorities


This trend signals a broader move towards flexibility and partnership diversity. Corporates are looking for suppliers who:

  • Understand how to integrate into complex global ecosystems

  • Offer specialist capabilities beyond traditional fulfilment

  • Bring fresh thinking to areas where legacy systems may fall short

  • Complement — rather than replace — existing global TMC partners


Global eco system

It’s a quiet form of de-globalisation, too. In some cases, organisations are selectively shifting elements away from large global TMC contracts and towards agile regional partners who offer higher touch service or niche expertise.


As corporates shift towards modular TMC setups, they’re looking for partners who can add specialist value without disrupting existing systems. Blue Cube Travel fits this perfectly, offering boutique agility supported by a wider, fast-expanding global network. This gives buyers the freedom to modernise small parts of their programme with confidence and low risk.


“What buyers want right now is targeted value and not upheaval,” says Nick Bettles. “Blue Cube can step into very specific parts of a programme and make an immediate impact, whether that’s through specialist service, smarter tech, or new ways of supporting travellers. We fit into existing ecosystems, we don’t replace them. And because we’re part of a wider group that’s growing fast, clients get access to broader capabilities without losing the personal touch we’re renowned for.”

In a market demanding flexibility, innovation and low-risk experimentation, Blue Cube Travel delivers the targeted enhancements corporates want — backed by a broader group investing in the future of business travel.


If you require further information or insight into this topic, please contact us:


Phone: 020 8948 8188

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