Capstone Hospitality: Membership Sales Solutions

What Capstone Hospitality: Membership Sales Solutions does

Capstone Hospitality is a Jacksonville, Florida-based membership sales solutions company founded in 2009 that serves private clubs across North America, including private golf and country clubs, yacht clubs, and luxury resorts. The company places full-time Membership Sales Directors on-site at client clubs to drive membership acquisition, and also offers a remote membership sales model in which its team handles outreach, qualification, and conversion without an on-site presence. Complementary services include Membership Marketing (SEO, content marketing, video, digital campaigns), Executive Placement (recruiting for General Manager, Controller, Golf Professional, and F&B Director roles with a 12-month replacement guarantee), and Capstone Creative (drone photography, videography, traditional photography, and website design).

The company's central technology is DRIVE CRM, a proprietary membership-sales CRM platform with lead tracking, tour scheduling, automated workflows, real-time analytics, reporting, and AI-powered call recording analysis used for sales training. The platform is offered both as the operational backbone for Capstone's own embedded sales teams and as a subscription product for club clients, supported by an online Drive Training Platform for sales directors. New sales professionals complete a 14-21 day in-person training program at the Neptune Beach, FL training academy before client placement.

The business model is a hybrid of professional services and software. The majority of revenue is generated through embedded sales staffing engagements and complementary services (marketing, executive placement, creative), augmented by a recurring subscription component from DRIVE CRM licensing. Go-to-market is enterprise field sales targeting club GMs, boards, and ownership, initiated through a free risk-free club assessment. Compensation for deployed sales directors is $75,000-$130,000+ annually inclusive of base and uncapped commissions. Named partners include Hawks Ridge, Biltmore, Wellington, Marsh Landing, Copper Hill, Territory, Royal, Locust Hill, Audubon, Green Valley, Sunseeker, London House, and Waynesville.

Name

Capstone Hospitality: Membership Sales Solutions

Legal name

Capstone Hospitality

Website

https://capstone-hospitality.com

Company type

Private

Founded year

2022

Operating status

Operating

Headcount range

11–50 employees

Short description

Capstone Hospitality is a Jacksonville, FL-based company providing membership sales solutions to private clubs across North America through on-site and remote sales staffing, its proprietary DRIVE CRM, membership marketing, executive placement, and drone photography services.

Ownership category

akta.pro rank

Product category

Private Club Membership Sales Services

NAICS

Golf Courses and Country Clubs (71391)

SIC

Services-Mailing, Reproduction, Commercial Art & Photography (7330)

akta.pro primary industry

Guest Experience & Engagement (CRM, Messaging, Loyalty) (THALACAF)

Keywords

• Membership sales services
• Private club consulting
• Hospitality marketing solutions
• Executive club placement
• Club CRM platform

Headquarters

HQ city

Jacksonville

HQ country

United States

HQ region

North America

Offices2 records

Markets served

GTM type

B2B

Offering type

Services

Cost components

Personnel, Marketing or Sales, Technology or R&D, Operations, Infrastructure

Revenue model

1. Membership Sales Services: On-site and remote membership sales services where Capstone places and manages sales professionals at private clubs to drive membership growth, outreach, strategy, and accountability.
2. DRIVE CRM Platform: Proprietary CRM software licensing and support for clubs to manage membership sales processes with real-time analytics and reporting capabilities.
3. Executive Placement: Recruitment and placement of executive-level candidates (General Manager, Controller, Golf Professional, Food & Beverage Director) for private clubs with guaranteed replacement for up to 12 months.
4. Drone Photography and Videography Services: Capstone Creative provides drone photography, videography, traditional photography, website design, and digital marketing services for clubs and resorts.
5. Membership Marketing Services: Customized marketing solutions including SEO, content marketing, video production, and digital marketing to drive growth, increase revenue, and build thriving club communities.

Pricing tiers

Go-to-market motion2 records

Distribution channels3 records

Marketing channels6 records

Core offering

Capstone Hospitality provides outsourced membership sales and marketing services to private clubs, placing full-time sales professionals on-site or delivering remote sales coverage, backed by its proprietary DRIVE CRM. Adjacent offerings include customized membership marketing, executive search and recruiting for key club leadership, drone-based photo and video production through Capstone Creative, and an online training platform for club sales teams.

Product overview

Capstone Hospitality operates as a membership sales solutions company offering a portfolio of interconnected services for private clubs. The core offering is the proprietary DRIVE CRM platform, which serves as the central technology for tracking leads, managing the sales pipeline, and optimizing membership sales with real-time analytics. This platform is supported by on-site and remote membership sales services where Capstone places full-time sales professionals at client clubs. Complementary services include Membership Marketing (customized marketing solutions), Executive Placement (staffing for key club positions), and Capstone Creative (drone photography/videography sub-brand). An online training platform called Drive supplements traditional training with seminars and modules for sales directors.

Differentiator

Problem solved

Functional benefit

Brands

• DRIVE CRM: Proprietary CRM system empowering teams to track, manage, and optimize every step of the membership sales process with real-time analytics.
• Capstone Creative
• Capstone Drive

Products and services

• On-Site Membership Sales Dedicated, full-time Capstone sales professionals placed at the client's club to build pipelines, conduct tours, and close new members on behalf of the club.
• Remote Membership Sales Virtual/remote sales team that conducts outreach, qualifying, and follow-up with prospective members from Capstone's offices, supporting clubs without an on-site embedded team.
• DRIVE CRM Proprietary CRM platform tuned to club membership sales workflows, providing pipeline management, reporting, and activity tracking for both on-site and remote sales teams.
• Membership Marketing Customized marketing campaigns and demand-generation programs designed to feed qualified leads into the membership sales pipeline for private club clients.
• Executive Placement Executive search and recruiting service that places senior club leaders—Directors of Membership, COOs, and General Managers—into private-club roles.
• Capstone Creative In-house drone-based photo and video production service providing aerial and visual content used by private clubs for marketing and member communications.
• Drive Training Platform Online learning platform that provides ongoing sales training and enablement content for Capstone's sales staff and client-club sales teams.

Quantifiable outcome

• Over $1.4 million in projected initiation revenue for 2025 with 90+ new members at a North Florida golf club
• +3 more outcomes

Named customers13 records

Segments3 records

Ideal customer profiles1 record

Technology focussed Yes

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

AI capability6 records

Feature2 records

Partnerships

13 partnerships are on record, tiered core.

• Hawks Ridge Golf ClubcoreStrategic or Co-development PartnerTrusted partner golf club featured in Capstone's partner showcase. GM Jennifer Oliff provided positive testimonial for Capstone Creative drone services, noting the easy process and exceeded expectations.
• BiltmorecoreStrategic or Co-development PartnerFeatured partner club in Capstone's trusted partner showcase representing luxury resort properties.
• Copper Hill Country ClubcoreStrategic or Co-development PartnerAchieved remarkable membership sales triumph with 70 new memberships in 2023, transforming from previous years' performance through strategic partnership with Capstone Hospitality including initiation fee restructuring and operational enhancements.
• WellingtoncoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• Marsh LandingcoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• TerritorycoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• Royal Golf ClubcoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• Locust HillcoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• AuduboncoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• Green ValleycoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.
• SunseekercoreStrategic or Co-development PartnerFeatured partner yacht club in Capstone's trusted partner showcase.
• London HousecoreStrategic or Co-development PartnerFeatured partner club in Capstone's trusted partner showcase.
• WaynesvillecoreStrategic or Co-development PartnerFeatured partner golf club in Capstone's trusted partner showcase.

Scale indicators5 records

Recent moves6 records

Expansion highlights6 records

Direct peers

• GGA Partners: GGA Partners is an advisory firm to the golf, club, and leisure industry, offering consulting, executive search, and management services — comparable to Capstone's combination of membership sales services and executive placement offerings.
• McMahon Group: McMahon Group is a private club management consulting firm that helps clubs with strategic planning, governance, and membership development — directly overlapping Capstone's on-site and remote membership sales service for North American private clubs.
• MembersFirst: MembersFirst provides marketing, member engagement, and technology services tailored to private clubs, making it a direct comparable for Capstone's membership marketing and CRM-driven engagement offerings.
• Denehy Club + Leisure: Denehy Club + Leisure is a private club consulting firm offering strategy, marketing, and member-related advisory services to private clubs, comparable to Capstone's membership growth and marketing service portfolio.
• Northstar Club and Resort Advisors: Northstar is an advisory firm providing management consulting, sales, and operational support to private clubs and resorts — directly comparable to Capstone's on-site sales director and consulting engagements.

Emerging players

• Visual Edge: Visual Edge produces premium video, photography, and digital content for golf courses and clubs — an emerging player that overlaps directly with Capstone Creative's drone photography and video sub-brand.

Broad incumbents

• Clubessential: Clubessential is a broad private club management software platform with member, billing, and communications functionality. It overlaps Capstone's DRIVE CRM in the club software category but as a more comprehensive, established incumbent rather than a niche sales-focused tool.
• Jonas Club Software: Jonas Club Software provides full-suite club management software including member, accounting, and CRM-style functionality — a broader incumbent to DRIVE CRM within the same private club technology category.

Market position

Strengths5 records

Weaknesses4 records

Competitive moat5 records

Key risks4 records

Key highlights7 records

Customer concentration

• LinkedInlinkedin.com/company/capstone-hospitality

Revenue estimate

Valuation estimate

Number of profiles

Profiles5 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Capstone Hospitality: Membership Sales Solutions