The Challenge
An ambitious launch, on a short timeline.
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 Approach
An embedded extension of Airbnb's GTM and RevOps team.
Airbnb engaged FullFunnel to serve as an extension of their GTM and RevOps team across four workstreams.
Layer 1
End-to-end lead generation
We developed a rapid lead acquisition motion tailored to Airbnb's priority markets, categories, and provider profiles.
Layer 2
Flexible execution support
We scaled outreach and operations as the product and messaging evolved, staying in lockstep with internal teams.
Layer 3
RevOps consulting
We advised on CRM utilization, outreach tooling (Salesforce, MixMax), and long-term infrastructure improvements.
Layer 4
Data strategy
We introduced a scalable, geo-specific data collection framework to help Airbnb track, refresh, and expand market penetration efficiently.