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Pacer embeds as the fractional Chief Revenue Officer for vacation rental property managers — delivering enterprise-grade pricing strategy, competitive intelligence, and portfolio optimization at a price independent operators can actually afford.
Company Overview
Pacer is a Revenue Management as a Service (RMaaS) platform for short-term rental (STR) property managers. We act as the fractional CRO — embedding our team and methodology into clients' operations to manage pricing, market analysis, and revenue strategy at scale.
Property managers running 10–500 homes cannot afford a $120K–$180K/year senior RM hire. Pacer delivers the same outcome starting at ~$38/unit/month — a subscription model with measurable, direct revenue impact within 60 days.
Jon Latorre spent years at Vacasa, helping grow the RM practice from 600 to 44,000 homes. That experience made one thing clear: the playbook that works at enterprise scale can be packaged and delivered to smaller operators — but nobody had done it as a service.
Most small to mid-size property managers either wing it (leaving 15–30% revenue on the table) or buy software and never properly configure it. Pacer closes that gap with a done-for-you model: the operator focuses on operations, Pacer drives revenue.
Key Metrics · March 2026
Unit economics: Blended ARPU is ~$38/unit/mo (TTM average) across 3,382 active units — TTM ARR is $1.34M — not all units have been at $38 for the full year. Pricing ranges from $24 to $250/unit/mo depending on portfolio size, market, and scope. Casago partnership alone represents 13× current portfolio if converted at similar rates.
Market Opportunity
The US short-term rental market generates over $100B in gross booking value annually, with ~2M active short-term rental properties in the US — approximately 800K of which are professionally managed by ~25,000 property management companies, up from ~8,000 a decade ago.
Industry consolidation is accelerating. PMs that managed 50 units in 2019 are running 200+ units today, driven by franchise models (Casago, Vacasa, AvantStay) and professional operators absorbing hobbyist supply. Scale creates complexity that demands professional RM.
| TAM | $1.2B+ ~2M US managed STR units × $50/unit/mo |
| SAM | $480M ~800K units in 20–500 unit PM portfolios |
| SOM | $24M ~40K units by 2028 (~60 RMs) |
International STR markets (EU, LATAM, AU/NZ) are a further 2–3× multiplier on the TAM. Pacer's current penetration: 3,382 / 800,000 SAM units = ~0.4% — captured with zero paid marketing.
When a PM doubles their portfolio, their pricing complexity more than doubles: more markets, more property types, more seasonality curves to manage simultaneously. The RM tools they used at 50 units break at 200. Pacer scales with them.
Pure software (PriceLabs, Wheelhouse) is table stakes — most operators buy it and underutilize it. Pure service (individual consultants) doesn't scale. Pacer occupies the middle: systematic service delivery on top of best-in-class tools.
Operators don't switch because switching means rebuilding their RM playbook, retraining staff on new tools, and absorbing revenue disruption during the transition. Pacer's retention profile reflects this lock-in.
Competitive Landscape
The honest picture: Pacer competes with a small set of boutique RM consultancies and a handful of individuals. None have enterprise distribution. None have Casago. The real competitive threat is property managers deciding to hire in-house — which Pacer addresses with a simple ROI comparison.
| Competitor | Pacer | FreeWyld Foundry | Rev & Research | VRM Advocate | Richer Logic |
|---|---|---|---|---|---|
| Scalable service model | ✓ | ✓ | — | — | — |
| Tool-agnostic (any PMS) | ✓ | — | ✓ | — | — |
| Enterprise RM pedigree | ✓ Vacasa 44K | — | — | — | — |
| Exclusive franchise channel | ✓ Casago 45K+ | — | — | — | — |
| Serves 30–500 unit PMs | ✓ | ✓ | ✓ | ✓ | — |
| Proven $1M+ ARR | ✓ | Unknown | Unknown | Unknown | Unknown |
| Tech-enabled delivery | ✓ | Partial | Partial | — | — |
Pacer holds an exclusive revenue management partnership with Casago, one of the fastest-growing STR franchise networks in North America. With 45K+ units in their network and aggressive expansion targets, Casago provides a distribution channel that no competitor can replicate — contractually locked.
This single relationship, if converted at Pacer's current average client size, represents a 13× expansion on current AUM.
Jon Latorre scaled Vacasa's revenue management practice from 600 to 44,000 homes. That's not a consulting credential — that's proven playbook validation at enterprise scale. Competitors are career consultants. Jon built one of the largest RM operations in the industry.
Pacer is not a solo consultant with a spreadsheet, and it's not a software tool that operators are expected to master on their own.
The model is service delivery powered by tooling: revenue management software like PriceLabs, Wheelhouse, etc. and property management software like Track, Guesty serve as the data and execution layer. Pacer's team acts as the strategy and oversight layer. This combination scales without a 1:1 headcount:client ratio.
As revenue grows, Pacer invests in proprietary tooling (currently in development) to widen the margin gap between headcount and AUM.
Business Model
| Contract Structure | Rate Range | Notes |
|---|---|---|
| Per-unit monthly fee | $24 – $250 / unit / mo | Varies by portfolio size, market, and engagement scope. Most clients fall in the $30–$60 range. |
| Percentage of gross revenue | 0.8% – 1.75% of gross rental revenue | Revenue-aligned model; preferred by larger operators with seasonal variability. Blended ARPU is ~$38/unit/mo (TTM average). |
Pacer sits as a service layer on top of existing tools — revenue management software like PriceLabs, Wheelhouse, etc. and property management software like Track, Guesty — that clients are already paying for. Pacer doesn't replace any existing tech stack; it maximizes the ROI of tools operators already own.
This means near-zero implementation friction: no new software to install, no migration risk, no retraining staff on unfamiliar platforms. The value is visible within the first 60–90 days in RevPAN improvement.
| Average units per client | 46 units |
| Blended ARPU (TTM) | ~$38/unit/mo (TTM average) |
| Average MRR per client | ~$1,515/mo |
| Average ARR per client | ~$18,180/year |
| Current client count | 74 PMs |
| Revenue per employee | ~$103K/year |
Growth Strategy
Casago's 45K+ unit network is the single largest near-term opportunity. PMs joining Casago's franchise model need revenue management from day one — Pacer is the exclusive provider. Converting even 10% of this network at current average rates represents ~$32M in ARR potential. Seed capital is primarily aimed at the operational capacity to onboard at scale.
74 current clients managing 3,382 units. Average PM in Pacer's client base is growing. Natural portfolio expansion = organic MRR growth with zero new sales effort. Each existing client that doubles their unit count doubles their Pacer subscription.
~25,000 professional PMs in the US. Pacer's current 74 clients represent 0.3% penetration. Structured outbound via industry conferences (VRMA, Hostaway Summit, DARM), referral programs, and direct LinkedIn/email campaigns targeting the 30–200 unit sweet spot.
Current client base skews US. STR markets in UK, Spain, Portugal, Australia, and Mexico are at similar inflection points. PriceLabs and Wheelhouse already operate globally — Pacer's methodology is market-agnostic. International expansion is a Phase 3 bet, not a Phase 1 distraction.
Pacer's long-term moat is not the service business — it's what the service business funds. As the RM operation matures, Pacer builds proprietary tooling that expands margin, deepens client lock-in, and eventually becomes a standalone revenue stream.
Pacer Portal is the internal operating system built from scratch by the team. It automates comp pulls, pricing reviews, and portfolio reporting — cutting manual labor per client from hours to minutes. This is the lever from 31% gross margin today to 63%+ at scale. The tool exists; seed capital accelerates its depth and reliability.
Pacer gives existing clients access to custom reporting and proprietary tools that help them run their business more efficiently, better understand portfolio performance, and level up their homeowner communication. Delivered as part of the Pacer service. Every existing client becomes an upgrade target with zero new sales effort. Higher ARPU from existing relationships.
Pacer starts marketing itself as the outcome-based alternative to PriceLabs, Wheelhouse, and other pricing software. Instead of paying for a tool and figuring it out yourself, you pay Pacer for the result — optimized revenue. While others sell pickaxes, Pacer mines the gold. This expands TAM beyond managed portfolios and creates a second growth vector entirely separate from headcount.
Proprietary tooling roadmap: Seed capital includes 30% allocation for internal product development — a client-facing dashboard with live RevPAN tracking, automated comp reporting, and a demand forecasting layer. This tooling expands margin, reduces manual work per client, and becomes a differentiation vector as the market matures.
The Ask
Use of Funds
| Category | Allocation | Amount | What It Buys |
|---|---|---|---|
| Casago Onboarding Capacity | 40% | ~$560K | Hiring RM staff, onboarding systems, and operational infrastructure to absorb Casago volume at scale |
| Product & Technology | 30% | ~$420K | Proprietary pricing models, client dashboard, comp-reporting automation, demand forecasting layer |
| Sales & Growth | 20% | ~$280K | Direct outbound to independent PMs, conference presence (VRMA, DARM), referral infrastructure |
| Operations Buffer | 10% | ~$140K | 18-month runway for core team; ensures optionality without forced bridge round |
Pacer is at a natural inflection point. The Casago partnership creates a distribution channel that requires operational capacity to capture. Without capital, Pacer onboards Casago clients slowly and risks losing exclusivity leverage. Speed matters here.
The $1.4M is not a survival raise — it's an acceleration raise. Pacer is profitable today at current scale. This capital is specifically for capturing the Casago opportunity before it becomes available to competitors.
Team
Jon built Pacer from a single insight: the revenue management playbook that works at enterprise scale is totally inaccessible to the 99% of property managers who can't afford a $150K hire. He's spent his career closing that gap — first inside Vacasa, now as Pacer's founder.
18 years of revenue management expertise across hospitality and short-term rentals. Led large revenue management teams at growing, funded businesses like Vail Resorts and Inspirato, where he built and scaled RM operations that deliver institutional-grade pricing strategy at scale.
9+ years in short-term rentals spanning every layer of the business — from reservations to portfolio-level pricing strategy. Former Director of RM at VTrips, one of the largest independent STR operators in the US.
Built Pacer's financial infrastructure for capital-efficient growth. Brings institutional finance experience to an operator-led business.
One of the most capable engineers in the STR space — 25 years in data and analytics platforms, with a rare ability to ship production-grade systems fast. AI-native by practice: leverages AI/ML to build at a pace traditional engineering teams can't match. Built Pacer Portal from scratch — a sophisticated operating system most teams would take years to ship.
Seed capital funds the operational hires required to absorb Casago volume. The model is not founder-dependent — Jon's role shifts from operator to strategist as the team builds out.
Why the founding team matters here: Revenue management in STR is deeply relationship-driven. Jon's network includes C-suite contacts at Casago, major PMS vendors, and the top 50 independent PM operators in the country. Those relationships cannot be replicated by a new entrant. Pacer's distribution advantage is inseparable from the founder's network and credibility.
We're raising $1.4M on a convertible note at $10M cap. Happy to share financials, reference clients, or walk through the Casago deal in detail.
Typical response within 24 hours · Based in the US · Available for video calls globally