Stay-N-Sleep Business Rewards empowers corporate teams to connect in person to develop stronger relationships and build lasting memories through the power of shared experiences To strategically promote customer loyalty and drive CLV the product aims to: •Reward customers for investing in the power of human connection. •Recognize guests are unique and deliver personalized services. •Reduce time consuming aspects of business travel like booking trips and managing finances.

1. PRODUCT SCHOOL
PREPARED BY: TANISHQ
MISHRA
BUSINESS TRAVEL
LOYALTY PROGRAM
PITCH

2. •Premise & Problem Statement
•Market research
•Business Case
•User Persona
•Proposed solution
•Product Design
•Product Prototype
•Details of the Program
•Competitive Analysis
•Key Success Metrics
•Go-To-Market Strategy
•Potential Pitfalls & Mitigation Strategy
•Wireframes
Agenda

3. Stay-N-Sleep is a pseudo vacation rental online marketplace company and the world’s largest
marketplaces for unique, authentic places to stay and things to do offering over 2 million
accommodations and tens of thousands of handcrafted activities, all powered by local hosts.
Recently, the company has seen a massive spike in the number of guests inquiring about a loyalty
program and getting rewarded for choosing Stay-N-Sleep for their trips. Additionally, Stay-N-Sleep
has seen an increase of interest for their corporate benefits for business travelers.
The executive team knows that it costs them five times more to acquire new customers than it does
to retain current customers. And, existing customers are 50% more likely to try their new products
and experiences as well as spend 31% more than new customers.
Stay-N-Sleep has served 20M+ guest arrivals and has 200+ local experiences. The average
Stay-N-Sleep guest spends 5.5 days and spends up to $1,045. The fastest-growing guests are
business travelers. Stay-N-Sleep empowers businesses to reimagine how their employees travel and
explore each city during their non-business hours.
Premise & Problem Statement

4. Research Reference
Business Travel Market By Industry
Global Business Travel Market is expected to reach $2001B by 2028 & the Corporate Segment is
expected to reach ~$520B
Market Research

5. Annual one time enrollment fee for loyalty program
10% commission on each transaction via corporate card
What we know:
•Market Share for loyalty program = 50% are more likely to try a new product i.e 50% of 20M(Existing
customers) = 10M
•Average fee = Guests spend 5 nights * $80/night = $400/trip on average
Market Share Annual enrollment fee
for loyalty program
Annual projected
revenue
Total annual
projected revenue
Business Case
Market Share Avg fee Annual projected
revenue
10M $399 $3.99B
$4.4B
10M $400 $400M

6. Emily : Senior Consultant at BCG
•To get meaningful rewards that are easy to see and redeem as well as company
negotiated discounts on accomodations & services
•To receive personalized curated experiences and unique stays option to enjoy the trip
•To easily see and manage all financial aspects of the trip through mobile device
•I don’t get rewards or company discounts for dollars spent
•I can’t book stays other than hotels and miss out on exploring local experiences and cities
•I can’t submit travel claims and manage financial expenses through mobile
NEEDS : WHAT I WANT IS ...
PAIN POINTS : WHEN I BOOK WORK TRIPS WITH STAY-N-SLEEP TODAY...
GOAL : MAKE BUSINESS TRIPS EASIER AND MORE FUN!
User Persona

7. Stay-N-Sleep Business Rewards empowers corporate teams to connect in person to develop
stronger relationships and build lasting memories through the power of shared experiences
To strategically promote customer loyalty and drive CLV the product aims to:
•Reward customers for investing in the power of human connection.
•Recognize guests are unique and deliver personalized services.
•Reduce time consuming aspects of business travel like booking trips and managing finances.
Proposed Solution

8. Mobile First
Personalized Curated
Experiences
Reward Flexibility
STEP 1: CHOOSE DESTINATION,
BOOK UNIQUE STAY + EXPERIENCE
STEP 2: EARN AND REDEEM POINTS
STEP 3: ENJOY YOUR SOLO OR TEAM
TRIP
Statistics referenced from Forbes
Product Design of the Loyalty Program

9. Sign Up
Earn Points
Redeem Rewards
Additional Benefits
Free
Enrolled Business
Traveler
Channel partners + Future
trips & experiences
4k bonus points on sign up
2 points for every dollar spent
Enrolled Corporate
Annual
Enrollment Fee
8k bonus points on sign up
2x points when you book trips
with your team
Corporate pricing + Manager can
distribute points to employee's
Product Prototype
●
●
●
●

10. 0
6
Experiences by
location
Admin dashboard
2 points per dollar
spent
Chat, email, phone
support
12
24/7 + Priority
Bonus points
$299 via corporate
card
Dashboard +
One-click download
trip expense report
Filter on curated
experiences
25
Bonus points
$399 via corporate
card
Dashboard + Expense
report + unique
reimbursement ID
Personalized
recommendations +
curated itinerary
24/7 + Priority +
White-glove services
Customer Service
Annual Fee
Brand Partnerships
Experiences
Reward Flexibility
Financial Management
Explorer Insider Elite
Tier Level Details of the Loyalty Program
Pizza Restaurants

11. Pizza Restaurants
Reward redemption on favorite brands
One-click download trip expense report
Exclusive Perks and invitations to local events
Dedicated concierge assistant & white-glove
services for solo and team travels
Unique ID to integrate with corporate facing tools
Pizza Restaurants
STAY-N-SLEEP
AIRBNB/
BOOKING.COM
HOTEL CHAINS
(MARRIOTT ETC.)
SERVICE
Competitive Analysis

12. RETENTION
•Subscription Renewals YoY
•Net Promoter Score
ACTIVATIONS
•DAU to MAU Ratio
•Conversion Rate of users
to annual subscribers
REVENUE
•Average Revenue Per User
•Customer Lifetime Value
ENGAGEMENT
•Number of purchases made per
customer via corporate card
•Points redemption rate
Key Success Metrics
04
01 02
03

13. •Initiate with a closed •After performing a
Beta Launch (selected product-market-fit
users)assessment we will
•General Launch after reach out to -
iterating on feedback Business Travelers &
Corporates
•Landing Pages (with •Initial email •Customer Acquisition
intuitive benefits, point announcement for Cost (CAC)
system, enrollment)current SnS users •User Adoption
• Tiered subscription(500K+ subscribers for •User Engagement
•Corporate credit cardsegment 1, 300K+ •Conversion Rate by
subscribers for segment channel
2 from Q1-Q3)•Time spent on app
•Launch retargeting •Returning users
campaigns for those •ROI
engaged with promotion
via social media
Step1: Launch
decision
Step 2: Who to
reach
Step 3:Sales &
pricing strategy
Step 4: Marketing
strategy
Step 5: Identify
your metrics
Go-To-Market Strategy

14. Value
Usability
Feasibility
Business Viability
Customers don't want to pay for
tiered services
Loyalty Program is not as intuitive as
we expected
The AI models are not accurate enough to
give personalized recommendations
Implementing concierge services will require
to change our self-service customer model
Loyalty Program can be rolled out to the users
that are keen for being rewarded and upsell the
tiered services to test the product
Demo the product to new
users and take feedback
AI model needs to have large sample data and
well trained, test accuracy through different
models before deployment
Consider contracting with the Ritz-Carlton
company to train top level customer concierge
representatives
Potential Pitfalls & Mitigation Strategy

15. Unenrolled Guest Enrolled Guest (Elite Level)
Wireframes - Home Page

16. Unenrolled Guest Enrolled Guest - Explorer
Level
Enrolled Guest - Insider
Level
Enrolled Guest - Elite Level
Wireframes - Rewards Page