When I first started building software for the safari industry, I thought the biggest challenge would be technical.

I was wrong.

The hardest lessons I’ve learned over the years haven’t been about code or platforms. They’ve been about people, processes, and the realities of how safari businesses actually work.

What I misunderstood at the beginning

Early on, I believed efficiency alone would drive change. If quoting became faster and bookings easier, adoption would follow naturally.

What I underestimated was how deeply embedded existing workflows were,  and how much trust underpins the safari industry. Pricing structures, supplier relationships, and operational habits don’t change easily, even when better tools exist.

I learned quickly that software has to fit the industry, not ask the industry to adapt to it.

What safari businesses really struggle with

Working closely with DMCs, lodges, and experience providers has revealed a consistent set of challenges.

Time pressure is constant. Manual processes creep into every corner of the operation. Availability uncertainty slows decision-making. Admin expands quietly until it consumes entire teams.

None of these issues feel dramatic in isolation. Together, they quietly limit growth.

What struck me most was how often businesses blamed demand or competition, when the real constraint was operational capacity.

Why speed matters more than sophistication

One of the most important lessons I’ve learned is that safari operators don’t ask for complex tools. They ask for clarity and speed.

They want to respond confidently. To know availability instantly. To send quotes without hesitation. To confirm bookings without chasing emails.

Speed, in this context, isn’t about rushing. It’s about removing unnecessary friction. When systems are designed around safari workflows, speed becomes a natural outcome rather than a forced one.

The decision that reshaped everything

Choosing a commission-based pricing model wasn’t a commercial experiment. It was a philosophical decision.

I realised that if EasyOTA was going to be genuinely useful to the industry, our success had to be aligned with our partners’. Fixed fees and gated support created distance. Alignment created trust.

That decision changed how we build, support, and prioritise the platform,  and it continues to shape how we think about growth.

What I’m taking into 2026

As we move into 2026, I’m carrying a few clear principles forward.

Listen before building. Respect existing relationships. Design for reality, not theory. And never forget that safari businesses are built on trust, not transactions.

The technology will continue to evolve. But the goal remains the same: help safari businesses work better, grow sustainably, and focus on delivering exceptional experiences.

Book a demo to see how we support success in our partners.