How FullFunnel Helped Airbnb Launch a New Services Marketplace

The Challenge

Airbnb’s Services team was preparing to launch a new marketplace experience, designed to connect guests with in-market service providers. The initiative was ambitious: large geographic coverage, aggressive publish targets, and a short timeline. The team needed a partner who could move quickly, adapt to an evolving launch environment, and bring deep RevOps expertise to the table.

The Solution

Airbnb engaged FullFunnel to serve as an extension of their GTM and RevOps team. Our work included:

• End-to-End Lead Generation: We developed a rapid lead acquisition motion tailored to Airbnb’s priority markets, categories, and provider profiles.
• Flexible Execution Support: We scaled outreach and operations as the product and messaging evolved, staying in lockstep with internal teams.
• RevOps Consulting: We advised on CRM utilization, outreach tooling (Salesforce, MixMax), and long-term infrastructure improvements.
• Data Strategy: We introduced a scalable, geo-specific data collection framework to help Airbnb track, refresh, and expand market penetration efficiently.

The Results

✅ Airbnb hit its publish goals ahead of launch
✅ Thousands of high-quality service providers sourced and onboarded
✅ Real-time campaign pivots enabled by FullFunnel’s embedded support
✅ Ongoing strategic planning for long-term acquisition infrastructure

Client Feedback

“There was really no way we could have hit our publish goals without your help. There was just no launch without you guys. It was a great, really solid partnership. I appreciated how FullFunnel flexed when we needed it most—even when it went against your natural DNA to stay regimented and planned. You rolled with our punches, and we couldn’t have done it without you.”
– Bola Akinsanya, Head of RevOps, Airbnb Services