12Customer sequencing
DEMANDDemand24 steps
1INNOVATORΔ 0
Roaming Freelance Nomads
Business and work travelers ▸ Remote and digital-nomad workers
Incremental Cohort Requirements
Account setup and onboarding
•Basic email signups8
•Enter phone and emails8
•Save a card at checkouts18
Discovery and search
•Text address searchs8
•Core amenity checkboxess10
Trust, identity, and reviews
•Plain text reviewss10
•Basic host profiles8
Booking and secure payments
•Static availability calendars10
•One-tap instant confirms30
•Long-date range bookings20
•Nightly rate and totals15
•Plain-language hold notices8
Stay experience and issue resolution
•Amenity confirmation lists8
•Text house manuals8
•In-app host messagings12
2INNOVATORΔ 3
Bargain-Hunting Backpackers
Leisure travelers ▸ Solo travelers and couples
Incremental Cohort Requirements
Account setup and onboarding
•Terms checkboxs6
Discovery and search
•City name listing lists10
•Maximum price caps8
•Guest count filters8
•Home type toggles8
Trust, identity, and reviews
•Confirm email and phones8
Booking and secure payments
•Card entry per bookings18
•Scheduled release on check-in dates18
•Instant on-screen receipts8
•Address and host contacts10
•Static policy labels10
•One-tap cancel requests25
Stay experience and issue resolution
•Written entry instructionss8
•Direct host contacts8
•Written checkout lists8
•Key return instructionss8
3INNOVATORΔ 0
Cost-Saving Solo Consultants
Business and work travelers ▸ Short work-trip travelers
Incremental Cohort Requirements
No new requirements
4INNOVATORΔ 0
Budget-Stretched Young Families
Leisure travelers ▸ Families with children
Incremental Cohort Requirements
Discovery and search
•Guest count filters8
5INNOVATORΔ 1
Spontaneous Friend Crews
Leisure travelers ▸ Friend and group travelers
Incremental Cohort Requirements
Discovery and search
•Share a listing links10
Booking and secure payments
•Guest count entrys15
•Shareable summary links9
6INNOVATORΔ 1
Flexible City-Trial Movers
Extended-stay and relocating guests ▸ General
Incremental Cohort Requirements
Account setup and onboarding
•Upload photo and bios8
•Save one payment cards15
Trust, identity, and reviews
•Trust-signal badgess15
•Star rating and comments10
Stay experience and issue resolution
•Message-based change requests15
7EARLY ADOPTERΔ 14
Adventurous City Couples
Leisure travelers ▸ Solo travelers and couples
Incremental Cohort Requirements
Account setup and onboarding
•Guided signup with validations20
•Guided profile promptss20
•Manage multiple methodss34
Discovery and search
•Geocoded pin searchs30
•Map-based area browses35
•Adjustable price sliders25
•Bedroom and bed countss22
•Full amenity catalogs28
•Multi-select with labelss20
•Map-drawn area searchs35
Trust, identity, and reviews
•Upload government IDs30
•Verified-stay star ratingss30
•Verified identity badges35
•Suspicious-price warningss40
•Category ratings and promptss25
Booking and secure payments
•Date-picker validations25
•Confirmation with detailss45
•Saved card on files38
•Itemized fees and taxess32
•Visual payment timelines22
•Guest-confirmed arrivals30
•Emailed confirmations18
•Structured check-in guides26
•Date-specific refund breakdowns30
•Refund preview and confirmations40
Stay experience and issue resolution
•Timed check-in guides25
•Guided troubleshooting stepss28
•Structured guidebook sectionss25
•Push alerts and canned repliess30
•Structured task checklists28
•Lockbox code with confirms30
8EARLY ADOPTERΔ 0
Space-Seeking Vacation Parents
Leisure travelers ▸ Families with children
Incremental Cohort Requirements
Discovery and search
•Adults, children, and infantss25
9EARLY ADOPTERΔ 1
Location-Driven Business Trippers
Business and work travelers ▸ Short work-trip travelers
Incremental Cohort Requirements
Account setup and onboarding
•Upload ID photos10
Discovery and search
•Search around a places36
Booking and secure payments
•In-app chat with agents40
10EARLY ADOPTERΔ 1
Workspace-Seeking Remote Workers
Business and work travelers ▸ Remote and digital-nomad workers
Incremental Cohort Requirements
Booking and secure payments
•Weekly and monthly discountss40
Stay experience and issue resolution
•Wifi and access self-tests28
11EARLY ADOPTERΔ 1
Group-Trip Organizers
Leisure travelers ▸ Friend and group travelers
Incremental Cohort Requirements
Discovery and search
•Shared wishlists30
Booking and secure payments
•Guest breakdown and pricings35
•Add co-travelers by emails24
12EARLY ADOPTERΔ 3
Temporary-Assignment Guests
Extended-stay and relocating guests ▸ General
Incremental Cohort Requirements
Account setup and onboarding
•Save traveler and contact detailss25
Booking and secure payments
•In-app modification requests45
Stay experience and issue resolution
•Photo-matched walkthroughs25
•Pinned map recommendationss28
•Formal change request flows38
•Agent-assisted rebookings44
13EARLY MAJORITYΔ 16
Policy-Bound Corporate Travelers
Business and work travelers ▸ Short work-trip travelers
Incremental Cohort Requirements
Account setup and onboarding
•Secure password handlings38
•Guided document captures35
•Automated face matchs40
•One-tap and local walletss55
Discovery and search
•Adjustable radius and walk times48
•Travel time to your placess58
•Verified amenity detailss50
Trust, identity, and reviews
•Sortable, searchable reviewss50
•Response and reliability statss52
•Guided report with evidences30
Booking and secure payments
•Live availability with holds45
•Host-set booking guardrailss60
•Interactive breakdown with tooltipss50
•Auto-detected display currencys40
•Live hold status cards40
•Saved booking with calendar adds34
•Photo directions and in-app chats42
•Refund calculator with timelines50
•Reason capture and host notifications55
•Rebooking and graded refundss65
•Triaged priority supports60
Stay experience and issue resolution
•Photo-verified taskss48
14EARLY MAJORITYΔ 15
Safety-Conscious Hotel-Switchers
Leisure travelers ▸ Solo travelers and couples
Incremental Cohort Requirements
Account setup and onboarding
•Verified photo and identity badges48
Discovery and search
•Search-as-you-move maps55
•Total-price filterings45
•Bed-type breakdowns42
•Privacy detail filterss40
•Neighborhood character guidess55
Trust, identity, and reviews
•Match selfie to IDs58
•Photo authenticity checkss63
•Double-blind timed reviewss45
Booking and secure payments
•Multiple payment methodss58
•Verified check-in signalss55
•Mediated resolution centers60
Stay experience and issue resolution
•Unique codes per bookings50
•24/7 support escalations58
•Searchable, checked-in manuals45
•Auto-answers and escalations55
•Self-service rebooking tools64
•Photo-confirmed securings50
15EARLY MAJORITYΔ 2
Fit-Certain Family Planners
Leisure travelers ▸ Families with children
Incremental Cohort Requirements
Discovery and search
•Bed and room matchings45
Stay experience and issue resolution
•Guided room-by-room check-ins48
•One-tap amenity issue flags50
16EARLY MAJORITYΔ 2
Productivity-Reliant Digital Nomads
Business and work travelers ▸ Remote and digital-nomad workers
Incremental Cohort Requirements
Discovery and search
•Guaranteed amenity accuracys72
Booking and secure payments
•Staged long-stay paymentss62
17EARLY MAJORITYΔ 3
Consensus-Driven Travel Groups
Leisure travelers ▸ Friend and group travelers
Incremental Cohort Requirements
Discovery and search
•Group voting and commentss52
Booking and secure payments
•Named traveler rosters50
•Shared trip view for guestss40
•Instant modification with balance settlements60
18EARLY MAJORITYΔ 6
Between-Homes Relocators
Extended-stay and relocating guests ▸ General
Incremental Cohort Requirements
Account setup and onboarding
•Multiple methods and preferencess45
Booking and secure payments
•Charge in guest's currencys62
•Platform-mediated decisions65
Stay experience and issue resolution
•Guided rebooking and refunds58
•Curated local guidess50
•Instant date changess58
•Support mediations58
19LATE MAJORITYΔ 24
Managed-Travel-Program Employees
Business and work travelers ▸ Short work-trip travelers
Incremental Cohort Requirements
Account setup and onboarding
•Passwordless email options62
•Automated authenticity checks65
•Liveness detections68
•Verified secure paymentss78
Discovery and search
•Point-of-interest proximitys70
•Multi-stop proximity scorings78
Trust, identity, and reviews
•AI review summariess72
•Trusted-host statuss68
•Triaged safety responses55
Booking and secure payments
•Rules-aware availabilitys65
•Fraud-screened instant bookings80
•All-in transparent pricings68
•Personalized protection previews62
•Multi-channel confirmation with countdowns55
•Guided arrival with live supports60
•Policy comparison and coverage promptss70
•Extenuating-circumstances handlings75
•Evidence-scored fast resolutions80
•Insurance-backed protections82
•24/7 escalation with authoritys78
Stay experience and issue resolution
•Guaranteed instant relocations88
•Guided checkout flows70
20LATE MAJORITYΔ 24
Cautious Hotel Loyalists
Leisure travelers ▸ Solo travelers and couples
Incremental Cohort Requirements
Account setup and onboarding
•Rich trust profiles70
Discovery and search
•Neighborhood guides and clusterings72
•Budget-aware suggestionss68
•Group-fit matchings65
•Privacy-fit recommendationss62
•Character-match discoverys75
Trust, identity, and reviews
•Screen against watchlistss82
•Proactive fraud scorings85
•Verified, moderated review integritys70
•Reputation-driven trust automations80
Booking and secure payments
•Local methods and split pays80
•Adaptive release engines74
•Automated arrival-guarantees82
Stay experience and issue resolution
•In-app smart lock unlocks80
•Remote unlock and recoverys82
•Automated resolution and host actions80
•In-home smart guides72
•Guaranteed rapid responses75
•24/7 urgent safety lines40
•Smart-lock auto checkouts78
•Protected resolution centers80
21LATE MAJORITYΔ 4
Risk-Averse Traditional Families
Leisure travelers ▸ Families with children
Incremental Cohort Requirements
Discovery and search
•Group configuration fits65
Stay experience and issue resolution
•Verified condition baselines72
•Smart amenity verifications75
•Coordinated safety responses68
22LATE MAJORITYΔ 5
Salaried Remote Professionals
Business and work travelers ▸ Remote and digital-nomad workers
Incremental Cohort Requirements
Trust, identity, and reviews
•Earned status tierss55
Booking and secure payments
•Extended-stay agreement termss78
•Account credit balances42
Stay experience and issue resolution
•Guided handover checklists65
•Personalized bookable itinerariess74
23LATE MAJORITYΔ 6
Large-Event Party Planners
Leisure travelers ▸ Friend and group travelers
Incremental Cohort Requirements
Discovery and search
•Group trip planners74
Booking and secure payments
•Verified co-travelers with split pays75
•Co-traveler roles and identitys58
•Repeat-offender enforcements80
•Smart change suggestions and split handlings78
24LATE MAJORITYΔ 43
Corporate-Relocation Tenants
Extended-stay and relocating guests ▸ General
Incremental Cohort Requirements
Account setup and onboarding
•Role-aware onboarding and re-consents52
•Smart reusable travel wallets65
•Automate tax and payout compliances80
•Adaptive contextual coachings62
•Proactive stuck detections64
Discovery and search
•Flexible-date match engines78
•Smart saved alertss68
•Flexible trip planners78
•Guided 'anywhere' pickss80
•Smart search rescues75
Trust, identity, and reviews
•Run full background screens85
•Monitor identity continuouslys80
•Verified capture and auto-descriptions75
•Live capture verifications80
•Rapid resolution and enforcements82
•Screening-grade guest signalss70
•Proactive risk detections80
•Behavior-based guest scorings78
•Cross-platform trust enforcements85
Booking and secure payments
•Message-and-decide flows72
•Transparent FX with no surprisess82
•Stacking and referral engines78
•Global compliant onboardings80
•Flexible instant payoutss80
•Proactive rescue and bank coordinations75
Stay experience and issue resolution
•Automated night arrivals78
•Smart rebooking assists78
•Automated standards enforcements82
•Location-aware emergency dispatchs90
•Proactive dispute preventions78
•Mediated recovery services68
Marketplace growth and supply health
•Personalize the switch pitchs75
•Image verification at scales85
•Proactive risk detections88
•Rebooking guarantee and delistings80
•Adaptive enforcement tunings83
SUPPLYSupply16 steps
1INNOVATORΔ 0
Empty-house experimenters
Casual hosts ▸ Whole-home occasional hosts
Incremental Cohort Requirements
Account setup and onboarding
•Basic email signups8
•Add name and photos8
•Enter a bank accounts20
•Read a hosting guides10
•Explain the hold rules8
Listing creation and management
•Free-text title and descriptions8
•Upload and reorder photoss10
•Pin on map and type addresss12
•Pick type and guest counts8
•Manual price entrys5
•Flat cleaning fees8
•Tap dates open or blockeds8
•Set minimum nightss10
•Export calendar links18
•Preset rule toggless8
•Pick a standard policys10
•Written arrival notess7
Trust, identity, and reviews
•Confirm email and phones8
Booking and secure payments
•Manual bank details entrys15
•Manual release after check-ins20
•Simple payout lists15
Stay experience and issue resolution
•Written entry instructionss8
•Key return instructionss8
Marketplace growth and supply health
•Static earnings ballparks10
•Basic listing forms15
2INNOVATORΔ 2
Extra-cash room dabblers
Casual hosts ▸ Spare-room hosts
Incremental Cohort Requirements
Trust, identity, and reviews
•Star rating and comments10
•Guest star ratings10
Stay experience and issue resolution
•Shared arrival times6
•Text house manuals8
•In-app host messagings12
•In-app host messagings8
•Written checkout lists8
3INNOVATORΔ 3
First-rental pioneers
Professional and multi-property hosts ▸ Single dedicated-rental owners
Incremental Cohort Requirements
Account setup and onboarding
•Enter phone and emails8
•Upload photo and bios8
•Welcome tip cardss8
Listing creation and management
•Weekend price overrides10
Booking and secure payments
•Static availability calendars10
•One-tap instant confirms30
Marketplace growth and supply health
•Manual price and calendars12
•Manual document checks18
4INNOVATORΔ 1
Portfolio experimenters
Professional and multi-property hosts ▸ Multi-property hosts and managers
Incremental Cohort Requirements
Listing creation and management
•List switcher menus8
•Shared login handoffs10
•Copy existing listings9
5EARLY ADOPTERΔ 27
Trust-checking room sharers
Casual hosts ▸ Spare-room hosts
Incremental Cohort Requirements
Account setup and onboarding
•Guided signup with validations20
•Verify identity and contacts30
•Choose a payout methods40
•Walk through onboarding stepss30
•Show a payout timelines28
Listing creation and management
•Guided prompts and amenity checklists25
•Room labels and coverage promptss28
•Approximate area until bookings30
•Detail beds and bathroomss24
•Comparable-home guidances25
•Length-of-stay discountss28
•Drag-select date rangess20
•Add max nights and bufferss24
•Custom rules and guest limitss22
•Automated refund calculations30
•Photos and timed deliverys24
Trust, identity, and reviews
•Upload government IDs30
•Verified-stay star ratingss30
•Category ratings and promptss25
•Behavior category ratingss25
•Profile timeline and statss35
•Report button on guests10
Booking and secure payments
•Verified account linkings35
•Automatic scheduled payouts40
•Earnings summary and upcomings35
Stay experience and issue resolution
•Timed check-in guides25
•Coordinated meetup detailss22
•Structured guidebook sectionss25
•Push alerts and canned repliess30
•Structured issue reports28
•Structured task checklists28
•Lockbox code with confirms30
Marketplace growth and supply health
•Guided step-by-step builders35
6EARLY ADOPTERΔ 3
Weekend-away renters
Casual hosts ▸ Whole-home occasional hosts
Incremental Cohort Requirements
Listing creation and management
•Custom date-range pricings30
•Import external calendarss38
Booking and secure payments
•Damage claim submissions25
7EARLY ADOPTERΔ 14
Occupancy-chasing owners
Professional and multi-property hosts ▸ Single dedicated-rental owners
Incremental Cohort Requirements
Account setup and onboarding
•One-time code confirmations30
Listing creation and management
•Guided freshness promptss28
•Highlight recurring complaintss35
•Performance dashboards40
Trust, identity, and reviews
•Verified identity badges35
Booking and secure payments
•Date-picker validations25
•Confirmation with detailss45
•Auto-expiring requestss45
•Date-specific refund breakdowns30
•Refund preview and confirmations40
•Host penalties and public flags45
Marketplace growth and supply health
•Suggested price with ruless32
•Pre-publish photo reviews35
8EARLY ADOPTERΔ 3
Multi-listing jugglers
Professional and multi-property hosts ▸ Multi-property hosts and managers
Incremental Cohort Requirements
Listing creation and management
•Portfolio dashboards28
•Named co-host invitess32
•Choose what to copys26
9EARLY MAJORITYΔ 38
Safety-first live-in hosts
Casual hosts ▸ Spare-room hosts
Incremental Cohort Requirements
Account setup and onboarding
•Secure password handlings38
•Support multiple currencies and regionss60
•Preview earnings per bookings45
Listing creation and management
•Quality feedback and suggestionss48
•Quality checks and cover picks52
•Neighborhood description and highlightss50
•Sleeping arrangements and accesss46
•Suggested price ranges50
•Booking-time rule agreements42
•Per-listing and seasonal ruless48
•Structured check-in guides45
Trust, identity, and reviews
•Match selfie to IDs58
•Sortable, searchable reviewss50
•Double-blind timed reviewss45
•Double-blind guest reviews45
•Earned status tierss55
•Guided report with evidences30
•Damage claim with evidences32
Booking and secure payments
•Multiple payout optionss55
•Payout status trackings60
•Filtered reports and exports55
•Two-sided response flows45
Stay experience and issue resolution
•Unique codes per bookings50
•24/7 support escalations58
•24/7 urgent safety lines40
•Evidence-based claims38
Marketplace growth and supply health
•Photo and quality coachings50
10EARLY MAJORITYΔ 8
Peak-season earners
Casual hosts ▸ Whole-home occasional hosts
Incremental Cohort Requirements
Listing creation and management
•Seasonal price presetss55
•Custom fees and dealss52
•Near-real-time direct syncs62
Booking and secure payments
•Timed claim with host replys45
Stay experience and issue resolution
•Agent-assisted rebookings44
11EARLY MAJORITYΔ 36
Earnings-optimizing operators
Professional and multi-property hosts ▸ Single dedicated-rental owners
Incremental Cohort Requirements
Account setup and onboarding
•Risk-screen the detailss55
•Build a rich host profiles45
•Answer questions interactivelys48
Listing creation and management
•Default-open with far horizons34
•Photo quality checkss55
•Turn feedback into fixess58
•Guided pricing and tweakss62
Trust, identity, and reviews
•Reverse-image and address verifications60
•Response and reliability statss52
Booking and secure payments
•Live availability with holds45
•Host-set booking guardrailss60
•Refund calculator with timelines50
•Rebooking assistances60
•Rebooking and graded refundss65
•Platform-mediated decisions65
•Triaged priority supports60
Stay experience and issue resolution
•On-demand cleaning and refundss58
•Photo-confirmed securings50
•Support mediations58
Marketplace growth and supply health
•Calendar sync and seasonal ratess52
•Review-signal detections58
•Reliability scoring and rankings55
12EARLY MAJORITYΔ 6
Team-run operations
Professional and multi-property hosts ▸ Multi-property hosts and managers
Incremental Cohort Requirements
Listing creation and management
•Combined multi-calendars50
•Role-based permissionss55
•Saved listing templatess48
Marketplace growth and supply health
•Alerting and trend forecastings62
13LATE MAJORITYΔ 62
Wary homeowners letting strangers in
Casual hosts ▸ Spare-room hosts
Incremental Cohort Requirements
Account setup and onboarding
•Earn trust badgess65
•Automate tax and payout compliances80
•Track payouts and protection lives66
Listing creation and management
•AI-assisted description draftings78
•Guided capture and verifications80
•Auto-generated local contexts74
•Capacity validation and consistencys70
•Smart pricing autopilots85
•Enforced rule matchings70
•Extenuating-circumstance handlings72
•Smart-lock access codess74
Trust, identity, and reviews
•Run full background screens85
•Verified capture and auto-descriptions75
•AI review summariess72
•Trusted-host statuss68
•Verified, moderated review integritys70
•Screening-grade guest signalss70
•Reputation-driven trust automations80
•Triaged safety responses55
•Reimbursement and private flagss58
•Automated repeat-offender removals62
Booking and secure payments
•Global compliant onboardings80
•Flexible instant payoutss80
•Tax-ready analytics dashboards78
Stay experience and issue resolution
•In-app smart lock unlocks80
•Remote unlock and recoverys82
•Coordinated safety responses68
Marketplace growth and supply health
•Accuracy-verified listings72
•Status perks and search boosts58
14LATE MAJORITYΔ 15
Protective absent owners
Casual hosts ▸ Whole-home occasional hosts
Incremental Cohort Requirements
Listing creation and management
•Demand-responsive adjustments80
•Optimized fee strategys78
•Import personal schedules52
•Smart gap-filling ruless58
•Conflict detection and instant pushs80
Stay experience and issue resolution
•Self-service rebooking tools64
•Smart-lock auto checkouts78
15LATE MAJORITYΔ 52
Compliance-minded rental owners
Professional and multi-property hosts ▸ Single dedicated-rental owners
Incremental Cohort Requirements
Account setup and onboarding
•In-app masked contacts80
•Get guided by a mentors68
Listing creation and management
•Drift detection from stayss80
•Proactive issue alertss78
•Adaptive competitiveness engines88
Discovery and search
•Nearby dates that works55
•Nearby and flexible-date resultss55
Trust, identity, and reviews
•Live capture verifications80
•Cross-platform trust enforcements85
Booking and secure payments
•Rules-aware availabilitys65
•Fraud-screened instant bookings80
•Transparent FX with no surprisess82
•Rules-based promotionss60
•Repeat-offender enforcements80
•Evidence-scored fast resolutions80
•Insurance-backed protections82
•24/7 escalation with authoritys78
Stay experience and issue resolution
•Automated standards enforcements82
•Protected resolution centers80
Marketplace growth and supply health
•Smart dynamic pricings75
•Image verification at scales85
•Rebooking guarantee and delistings80
•Adaptive enforcement tunings83
16LATE MAJORITYΔ 14
Institutional property managers
Professional and multi-property hosts ▸ Multi-property hosts and managers
Incremental Cohort Requirements
Listing creation and management
•Portfolio command centers78
•Team management with payoutss80
•Linked template syncs72
Booking and secure payments
•Policy comparison and coverage promptss70
Marketplace growth and supply health
•Supply health dashboards40
•Smart pricing nudgess60
•Targeted supply campaignss63