memoryBlue achieves 106% of goal set by a Global Travel Marketplace
Founded in 2008, this global online marketplace for short-term rentals, homestays, and experiences operates in over 220 countries worldwide. As of 2022, the platform supports over four million hosts and more than 150 million users. The company has grown profoundly since its inception, reaching a valuation of $86.5 billion as of 2020.
The Challenge
The customer required a team of specialist sales development representatives to recruit, onboard, and orient short-term rental hosts across the globe to become ambassadors for the platform. Following this, the initial project required persuading and working with the newly recruited ambassadors to record a video introduction — something the customer admitted was “no easy pitch.”
Finally, the team had to ensure the ambassadors completed a Learning Series in a timely manner. There was limited time to execute, meaning the memoryBlue team had to ramp quickly and begin delivering results immediately.
The Goals
- Recruit, onboard, and orient current super hosts as ambassadors for the customer across multiple regions (Spain, Portugal, Italy, UK, USA & LATAM)
- Representatives were required to coordinate video introductions from all new ambassadors
- Finally, they worked with ambassadors to complete a Learning Series
Super hosts were platform users recognized for going above and beyond in the level of service provided. The main task of this phase was for the memoryBlue team to reach out to these super hosts and recruit them as ambassadors.
In their new role as ambassadors, they were expected to act as mentors for new hosts in their region via a messaging platform and coach them toward achieving super host status.
The Solution
- Using targeted and tailored messaging, the team of expert SDRs engaged with hosts within the ideal target profile to influence them into becoming ambassadors for the customer
- Established relationships with key hosts prior to training and onboarding so they could successfully transition into ambassador roles
- Worked as an extension of the customer’s internal teams, providing clear visibility and regular communication regarding activity levels, solutions, and results
- Maintained consistent communication with new ambassadors to ensure all deliverables were completed in a timely manner, including video introductions and the Learning Series
The Result
- 106% of goal achieved in the first project
- 358 videos generated at a 70% conversion rate
- 50% of total Learning Series completions driven by agents
- memoryBlue agents converted 32% of all new ambassadors during the initial project
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