About Hostfully
Hostfully is a short-term and vacation rental management platform that helps property managers scale through automation, channel distribution, and digital guidebooks. Their sweet spot is property managers with five to thirty properties, but their customer base ranges from individual hosts with a single AirBnB listing to enterprise managers running close to a thousand.
“Our crowd is not easy. Our sweet spot is property managers with five to thirty properties. Platforms like ZoomInfo, platforms like Apollo, those won’t work for us. Most of the properties are owned by people like us who own a second property.”
Federico Dominguez, Head of Revenue Operations
The MAP Gauntlet
Hostfully had already been through the ringer. They had a friends-and-family discount on HubSpot and lost it. They migrated to Salesforce Account Engagement (Pardot) and quickly discovered the platform couldn’t keep up with what they needed.
The email builder was rigid. Sabrina, RevOps Specialist, was using ChatGPT to generate HTML, sending it to an external coder for fixes, then uploading it into Salesforce’s builder. Dynamic content was not realistic in Pardot, so she was cloning emails across 100+ audience segments to get anything approaching personalization.
“We have over 100 different audience segments, which is probably not the best use. But based on how our workflows are, it’s just easier to do a single segment for each audience that we want.”
Sabrina, RevOps Specialist
Lead scoring in Account Engagement was limited. The team was trying to aggregate data and make decisions based on signal rather than gut feel, but the tooling wouldn’t let them get there. Federico saw the same pattern everywhere: bad data in, manual workaround out.
“We’re trying to aggregate data and make data-based decisions versus marketing-based decisions. Conversion allows us to do that.”
Federico Dominguez, Head of Revenue Operations
Ads were another battle. There was no way to segment audiences based on intent signals or push contacts in and out of ad audiences in real time.
Choosing Conversion
Hostfully chose Conversion for the AI layer. Not just a better email builder, but a platform where the AI does the segmentation, the scoring, and the personalization that the team had been trying to assemble manually across multiple tools.
A dedicated Conversion deployment strategy team began rebuilding templates, configuring Salesforce field mappings, and wiring up integrations, including their Qualified chatbot.
AI That Changes How RevOps Works
What Conversion gave Hostfully was not merely incremental improvement over Pardot. It was a fundamentally different way of operating, where AI handles the heavy lifting that used to require manual workarounds, extra tools, or just didn’t get done.
Lead scoring that learns from language, not point rules
This was the big one. Federico’s team had been stuck with Account Engagement’s static scoring, manually assigning point values to actions, guessing at thresholds, unable to factor in the signals that actually mattered for Hostfully’s unusual audience. Property count, persona type, competitor interest, engagement patterns, none of it was usable in a traditional scoring model built for standard B2B.
Conversion’s AI-powered scoring works differently. The team describes their ideal customer in natural language: what a good lead looks like, what disqualifies someone, what signals matter most. The model scores retroactively across the full 200K-contact database, so the team can validate it against known outcomes before a single new lead comes in.
Federico’s reaction when he saw it in action:
“This is a problem. Where were you a year ago?”
Pedro, the CRO, saw the same opportunity:
“I think you guys are going to be able to help us improve that process, in a way we couldn’t conceptualize before.”
One template replaces 100+ cloned segments
Where Sabrina used to build separate emails for every audience permutation, Conversion’s AI-powered content blocks generate variations automatically. The AI normalizes inconsistent data (“Prop Mgr” and “Property Manager” become the same bucket) and decides which content variation each contact gets at send time. What used to require cloning 100+ segments and maintaining each one individually now runs from a single template.
Competitor-aware ad audiences
Conversion handles the segmentation and pushes audiences directly to paid channels so ad spend stops going to people who aren’t evaluating a competitor.
“I do see the value. I think you can customize a lot and way easier at the same time.”
Jaimie Anzelone, VP of Marketing
Building on the AI Layer
With the foundation in place, the team is already extending what the AI can do.
Sabrina is testing liquid markup for multilingual personalization, one template with conditional blocks for English and French content instead of cloning five separate versions. The team is building flexible templates that adapt by language, persona, and property type without creating duplicates.
On the enrichment side, Hostfully’s audience doesn’t fit standard B2B data providers. The team is exploring property-level personalization (their version of ABM), pulling in property count, listing details, and location data so emails and scoring can factor in signals that Apollo and ZoomInfo simply don’t have for their market. Product usage data is next: piping in-app signals into Conversion to trigger expansion campaigns and identify champions.
What’s Next
Hostfully is moving from a team that was making marketing-based guesses to one that’s making data-based decisions, with AI handling the scoring, segmentation, and personalization that used to require manual workarounds or separate tools. The cloning is done. The scoring model is live. Now it’s about expanding what the platform can do as the company grows.