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Airbnb Case Study – From Zero to a Billion Bookings

Airbnb case study - from zero to a billion bookings

Traveling has become a huge part of people’s lives and Airbnb has made it extremely easy for the same. Think of Airbnb as a super creative friend who totally changed how we travel. Instead of just booking hotels, they made it possible for regular folks to rent out their places to travelers. It’s like staying at a friend’s place, even if you’re thousands of miles away.

Airbnb changed how we think about travel. They didn’t just give us a place to stay. They made it special by having hosts from all over the world offer unique stays. It wasn’t just about a bed; it was about making you feel like you belong, making new friends out of strangers, and making any place you visit feel like your own home.

This Airbnb case study zooms in on how Airbnb became such a big deal. We’ll explore how they made smart choices, used cool marketing tricks, and cared about the people using their service. It’s all about how Airbnb went from a cool idea to a worldwide sensation.

About Airbnb

Airbnb started in 2008 when Brian Chesky, Joe Gebbia, and Nathan Blecharczyk, who used to be roommates, came up with the idea. The name comes from “Air Bed and Breakfast.” They wanted to help people find places to stay using the internet.

Instead of regular hotels, Airbnb focuses on homestays, places that aren’t hotels but feel like someone’s home. It began in San Francisco as a cheaper option to hotels under the website By 2022, it became worth $38 billion and now in 2024, it became worth $87.31 billion.

Now, it’s in over 200 countries, offering not just affordable stays but also fancy rentals. It started in India, in around 2016, where lots of young people love to travel. India is one of Airbnb’s top three markets because of its 400 million millennials who enjoy exploring.

Airbnb growth chart

Airbnb – Business Model

Airbnb operates with a non-traditional business model involving various stakeholders like guests, hosts, employees, shareholders, and communities.

Airbnb sees its partners as the hosts who provide places to stay. In economic terms, these hosts are like suppliers, while the guests or travelers are the customers. Brian Chesky, the CEO, said in an interview with The Verge that these partners have a relationship with the company similar to customers.

The company’s competitive edge lies in its emphasis on the motto ‘Live like a local,’ aiming to integrate travelers into communities, fostering a sense of being good neighbors wherever they go.

Competing against platforms such as Tripadvisor,, Agoda, and VRBO, among others, Airbnb stands out by offering its partners $1 million in damage protection, a benefit not commonly provided by its competitors, as noted by Brian Chesky.

Recent Trends

Post Covid Travel Urge

Spending nearly two years mostly at home, unable to move around much, really stressed people out. So, when the COVID-19 vaccine became available in 2021, and things got a bit less scary, lots of folks suddenly wanted to go on trips. Many were even ready to spend more on travel than on anything else.

After feeling like they missed out on two years of fun and exploration, people were eager to break free from their dull routines during lockdown. 

Travel didn’t seem like a luxury; it felt like something everyone needed. That’s why we’re seeing a big increase in demand for vacation rentals, not just in one place, but all over the world. 

Increasing Business Travelers

As companies embrace the new normal of working from home, an increase in business-related travel has been observed since last year. Global corporations are sending their employees to headquarters for meetings and training sessions. 

This surge in business trips is making the business districts in major cities busier once more. People are seeking places to stay for short trips and so it brings a massive opportunity for businesses such as Airbnb.

Increased Family Trips

Family trips are becoming hugely popular, so places perfect for families saw lots of visitors. Spots with cool things for kids, like zoos, museums, and theme parks, got busier with families going on vacations this year. Some families, especially those with older kids, liked booking longer stays in quieter countryside areas.

A study by the Family Travel Association (FTA) found that 85% of parents wanted to travel with their kids in 2022 and the next year. What’s interesting is that 45% of them also planned to travel with other relatives, not just their immediate family. This trend of family and extended family travel is likely to keep going strong until 2024.


Boost Brand Awareness: Increasing the visibility of Airbnb across digital platforms can help reach more potential hosts and guests globally. It’s about making sure everyone knows about Airbnb and what it offers.

Enhance User Engagement: Creating engaging content and interactive experiences online can encourage users to spend more time on Airbnb’s platform, increasing the likelihood of bookings and interactions.

Expand User Base: Targeting new demographics and markets through digital channels can help Airbnb reach a broader audience, diversifying its user base and increasing bookings.

Improve Customer Experience: Using digital tools to provide seamless and personalized experiences for both hosts and guests can enhance satisfaction, leading to positive reviews and repeat bookings.

Drive Direct Bookings: Encouraging users to book directly through Airbnb’s platform, rather than through third-party channels, can increase revenue and build stronger relationships with users.

Optimize Conversion Rates: Using data-driven insights to refine the user journey and website experience can increase the likelihood of turning visitors into actual bookings.

Strategies Used to Improve Brand Awareness

User-Generated Content

Encouraging users (both hosts and guests) to share their experiences, photos, and reviews on the platform. This content acts as authentic testimonials, showcasing the unique stays and building trust among potential users.

Airbnb operates as a location-based listing platform, enabling users to add properties and create new web pages that gain search engine visibility for different locations and travel-related keywords.

Airbnb hosts (managing vacation rentals) implement independent marketing strategies beyond the platform. Many maintain their Facebook business pages and run targeted ad campaigns.

Hosts actively share photos, reels, and content related to their stays on their Instagram profiles. The #airbnbhost hashtag has amassed over 743k posts at the time of writing.

Airbnb engagement

Travelers frequently share vacation snapshots on their social media, tagging Airbnb’s brand pages. This engagement helps them connect with their genuine audience, boosting the platform’s visibility and awareness.

Airbnb instagram engagement

Social Media Platforms 

Leveraging various social media marketing channels like Instagram, Facebook, Twitter, and TikTok to engage with users, share visually compelling content, run targeted ads, and interact with the audience in real-time.

In the travel industry, maintaining a steady social media presence is essential. Besides actively using its Instagram account, Airbnb collaborates with numerous travel bloggers. These partnerships aim to tap into the influencers’ audience and create buzz.

Airbnb engaging post

Airbnb acknowledges its users by showcasing some of the tagged social media posts on its own page. Additionally, several celebrities have their vacation rentals listed, and their extensive social following contributes significantly to Airbnb’s word-of-mouth initiatives.

Referral Programs 

Offering incentives or discounts to existing users who refer new users to Airbnb. This encourages word-of-mouth marketing and expands the user base through personal recommendations.

Airbnb achieved tremendous success with its referral program, witnessing a staggering 900% annual growth upon its launch.

Utilizing existing users and their audience through referrals proved to be a savvy strategy, offering rewards to both parties upon successful referrals.

Under Airbnb’s comprehensive referral program terms, customers receive travel credit. Given the audience’s sensitivity to pricing, many eagerly join the program to save on their vacation stays.

Mobile-Friendly Marketing Strategy 

Optimizing the Airbnb experience for mobile devices to ensure seamless browsing, booking, and interaction on smartphones and tablets, reflecting the shift in user behavior towards mobile usage.

Airbnb actively persuaded users to install their application and employed a unique linking infrastructure that steered users to specific in-app content based on location and user preferences.

Airbnb mobile app layout

This approach utilized a mobile linking solution called ‘Branch,’ favoring brands by enabling deeper links within digital ads. Every paid ad by Airbnb integrates Branch links, guiding existing app users directly to relevant content within the app.

For new users clicking the link, they’ll be directed to the website, encouraging them to download the app. As more users download the app over time, the planned activation of Branch links for users will gradually take effect.

Video and Virtual Tours 

Creating engaging videos and virtual tours of properties to provide immersive experiences for potential guests. These visuals offer a better understanding of the accommodations, enhancing trust and confidence in bookings.

Airbnb’s marketing strategy involves creating video content across various platforms, including maintaining a presence on YouTube, the widely popular video site. Additionally, they offer virtual tours as part of their online experiences, which proved to be an effective strategy, especially during the pandemic.

Virtual tour

On their YouTube channel, Airbnb showcases captivating vacation stays and provides travel tips akin to typical travel-focused channels. They also utilize YouTube paid ads. According to their CFO’s statement to the MarketingWeek blog, their ad spending prioritizes brand-building initiatives over conversions or performance.

In a featured case study by Google on Airbnb, the company employed ad sequencing to tailor YouTube ads based on targeted traveler types. This approach personalized their customer acquisition efforts, shifting the focus away from pure sales tactics.

Furthermore, Airbnb incorporates other social media platforms like TikTok, Instagram reels, and YouTube shorts into its digital marketing mix.

Local Partnerships 

Collaborating with local businesses, tourism boards, or cultural institutions to offer unique experiences and curated recommendations. These partnerships enhance Airbnb’s offerings and connect users with authentic local experiences.

Airbnb has enlisted numerous local partners to assist their hosts with various services. These services encompass ensuring a seamless experience for both hosts and guests during stays, handling post-guest cleaning, capturing professional photographs, managing properties, and more.

The company primarily focuses on nurturing additional hosts, allowing service providers aiding in this goal to officially register with Airbnb as partners.


  • In 2022, Airbnb achieved a 40% year-on-year revenue increase, totaling $8.3 billion.
  • As of 2020, Airbnb boasted 200 million users, although there hasn’t been an updated count since then.
  • The year 2022 witnessed a 31% surge in Airbnb bookings, reaching a total of 393 million compared to 2021.
  • Airbnb featured 6.6 million listings managed by four million hosts during the same period.
  • Airbnb marked a significant turnaround in its financial performance, reporting a net income of $1.8 billion, a remarkable improvement from the $352 million loss in the prior year.
  • The total number of worldwide listings on Airbnb reached 6.6 million, reflecting a 9.9% increase compared to the figures from 2021.

Key Takeaways

1. Customer Success Relies on Managing Expectations

Airbnb diligently built trust among its users on both the supply and demand sides. Managing expectations regarding listed properties was crucial, as mere photo additions didn’t suffice.

Ensuring a sense of safety was a priority.

Airbnb introduced insurance options through its AirCover initiative, offering hosts coverage of up to $1 million. In Airbnb’s words:

“Host liability insurance, a part of AirCover for Hosts, provides Hosts with $1 million in coverage in the rare event you are found legally responsible for a guest getting hurt or their belongings being damaged or stolen while they’re staying at your place. People who help you host, like Co-Hosts and cleaners, are also included, so you can feel confident hosting on Airbnb.”

Implementing such customer experience strategies, alongside its branding and marketing mix, became essential in fostering trust among participants in the marketplace.

2. Utilizing and Leveraging Existing Customers

Your current customers adore your product. They have their own group of friends and followers, which you can always use for your marketing plans. 

Airbnb did this well by running its referral program, encouraging user-generated content, and showcasing what its customers posted on social media.

Airbnb makes it easy for its customers to share more travel stories in their social groups. You can do the same by focusing on different user groups and using the marketing strategies discussed in this case study to reach them.

3. Building Trust Through Shared Experiences

Airbnb encourages guests and hosts to share their experiences, creating real stories and showcasing special stays. This builds trust with people who might use the platform.

Moreover, when hosts do their own marketing and travelers share their Airbnb experiences on social media, more people see and learn about Airbnb. This helps Airbnb reach a real audience and become more well-known.

4. Make Customers Hooked to Your Brand

Airbnb’s slogan, ‘Live like a local,’ is really nice and welcoming. It catches the attention of modern travelers who love exploring and trying new things.

Airbnb’s message is all about joining in with local life and sharing things. This idea helps people feel more comfortable about meeting new folks and being part of different communities.

The main idea is to give customers a homely feel in their social media posts as well as the website and applications. This enables them to visit you every time they feel like traveling. 

Another aspect is to use trending topics to create effective story-telling.

Barbie-themed promotion


Consumers see Airbnb as one of their top favorite brands, which is crucial for Airbnb’s success. The brand continuously works hard to craft outstanding and unforgettable experiences for its clients, making it a preferred choice in the global market.

Airbnb’s digital marketing strategies serve as an excellent example for struggling startups. They’ve smartly handled their digital marketing by exploring various business communication strategies and continue doing so even now.

In today’s digital age, marketing depends a lot on digital plans, and marketers are getting more skilled with technology. Are you interested in knowing what digital marketing can do for your business or career? Check out our very informative Certified Digital Marketing Master Program.

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