You are PM for Airbnb. Should you enter the business travel market?

Airbnb is evaluating whether to launch a major B2B enterprise push ("Airbnb for Work 2.0") to aggressively compete with Marriott and Hilton for corporate business travelers and digital nomads. Define the strategic roadmap.

Context

Corporate travel is a $1.4 Trillion global market with high-margin, predictable weekday occupancy. However, corporate travelers prioritize consistency, instant check-in, billing integration (Concur), and strict safety SLAs.

Clarifying questions to ask first

Are we targeting 1-night solo corporate trips or multi-week project stays and group offsites?
Do we integrate with corporate travel booking tools like SAP Concur and Navan? (Yes).

How to approach it

Analyze Corporate Traveler vs Leisure Traveler Needs (Instant check-in, dedicated workspace, high-speed Wi-Fi verification, single corporate invoicing, duty-of-care compliance)
Segment Corporate Travel: Solo Sales/Consulting Road Warriors (hotels win) vs Extended Stays / Relocations vs Team Offsites & Retreats (Airbnb wins)
Identify Core Product Deficits: Lack of standardized check-in desks, inconsistent Wi-Fi, expense management integration, and corporate tax receipting
Formulate a 3-Year B2B Product Strategy: Focus on Extended Stays (30+ days) and Team Offsites rather than 1-night road warrior hotel displacement

Framework: Corporate Travel TAM & Persona Segmentation -> Structural Deficits vs Hotel Incumbents -> Strategic Positioning (Where to Play & Win) -> Product Roadmap & GTM

Sample answer

Competing with hotels for 1-night road warriors is a losing battle (friction of keys, no room service, inconsistent desks)
Airbnb has an unbeatable natural monopoly in two lucrative B2B sub-segments: 1) Company Team Offsites/Retreats and 2) Employee Relocations/Multi-Week Project Stays
Creating an enterprise "Work-Certified" tier solves duty-of-care compliance

Focus 80% of B2B product investment on: 1) Verified Wi-Fi speed & ergonomic workspace filters, 2) Concur/Expensify central corporate billing, 3) Curated large homes for team offsites with breakout rooms

Executive strategy: Do NOT compete for 1-night solo business trips. Dominate the high-growth B2B niches: Team Offsites and 30+ Day Employee Relocations with Concur enterprise billing and Work-Certified host badges.

What interviewers look for

B2B vs B2C Traveler Jobs-to-be-Done
Corporate Expense & Duty-of-Care Integrations
Segment Selection (Offsites/Relocation vs 1-Night Road Warriors)
Host Incentive & Certification Program