Stay22

Tel que promis, voici la première capsule de ma conversation avec Jean-Luc Sanscartier de SBI Groupe, organisée avec Nate Zroh de StoryEngineers. On a parlé de pas mal de choses autour du go-to-market et de la tech, mais celle-ci touche à un moment que je trouve encore fascinant : qu’est-ce que ça fait, concrètement, de trouver le product-market fit? Chez Stay22, je l’ai vraiment senti au début de 2023. Hamed Al-Khabbaz venait de lancer Nova, notre nouveau produit destiné notamment aux travel bloggers et créateurs de contenu de voyage. Et soudain, toute la game a changé. Avant, une grosse partie de notre travail consistait à expliquer notre valeur, convaincre, démontrer pourquoi notre produit méritait une place. Puis Nova arrive. Les partenaires voient immédiatement la valeur. Ils en parlent entre eux. Les références organiques commencent à arriver. Notre outreach devient plus efficace. Notre marketing devient plus efficace. Les conversations commerciales deviennent… beaucoup plus simples. Et j’ai réalisé quelque chose : notre problème n’était plus tellement de convaincre notre ICP. C’était surtout de l’identifier le plus grand nombre le plus vite possible et de réussir à entrer en contact avec lui. Quand tu sais que ton ICP, une fois exposé au produit, a de fortes chances d’être intéressé, toute ta stratégie GTM change. Ça a évidemment beaucoup fait grandir Stay22. Mais personnellement, ça m’a aussi beaucoup appris. On peut avoir le meilleur sales playbook, les meilleures séquences, le meilleur marketing… À la fin de la journée, tout devient infiniment plus facile quand le produit crée une valeur évidente pour le marché qu’on essaie de servir. Tout commence par là. 🎥 Première capsule ci-dessous. D’autres suivront.

We're hiring for 8 roles at Stay22 across engineering, product, RevOps, and sales. I do the final interview in every single one. Here's the cheat sheet to land one: 1. Culture fit matters more than your resume We'll check you can do the job (that part's non-negotiable). But past that, I don't care if you came from a Fortune 500, a tiny startup, or built something on your own. What I care about is that you align with our values and that your working style fits the team you’ll be joining. 2. Ask ALL the questions We don’t hand our new hires a complete onboarding doc. (It’s a hill I’m willing to die on, even though HR is close to taking me down on that one.) If you're too worried about looking “dumb,” or feel uncomfortable asking for help, you'll have a harder time here than someone who just puts themselves out there. 3. We need you in Montreal (except for 1 role) We’re looking for an APAC commercial lead and that’s the only remote position. The rest are in-office. We offer some flexibility, but we believe you work better with people you trust. And trust is built faster when you know your team and share experiences together. Plus, we have some pretty cool office perks (ice rink, anyone?!). 4. We want drivers, not passengers One of our values is DWIFT (do what it f*cking takes), so we want people who see what needs to happen and go do it, instead of waiting to be told what to do next. The bar is high. But clear it, and you're joining a team of 100+ people already blasting past $50M ARR, building the future of monetization for creators and publishers. Click here to apply https://lnkd.in/ezYX4mFG — PS. Here’s a sneak peek into the kind of company and culture you’d be stepping into!

Company culture changes. It should. A 10-person company, a 50-person company and a 130+ person company do not have the same needs, the same demographics, the same rituals, or even the same definition of “fun.” What shouldn’t change are the values underneath it. At Stay22, ours are still very simple: #DWIFT : do whatever it fucking takes. (ya, I said it!) #CARE : care deeply about the outcomes of our partners, clients, suppliers, allies and each other. #CURIOUS : stay curious about the market, the plan, the team, leadership, what’s working, what isn’t, the products and how we can make it better. Those things are foundational. How we express them? That can absolutely change. When I joined Stay22, we were maybe 15 people. At the depths of the pandemic, I’m not even sure we were 10. Today, we’re 130+ and the company does an outstanding job creating community around that reality: volleyball tournaments, board game nights, charity runs, social events, you name it. Case in point: this weekend there was a run supporting Down syndrome causes, with Rami Nuseir pparently moonlighting as the DJ. Stay22 showed up, subsidized participation and contributed financially. That stuff matters. #respect 🫡 Did I go? Nope. And the honest answer is that I rarely go to most of these things anymore. Not because I care less. My own reality has simply evolved too. I’m a father of three, I teach #bjj 🥋, I run Pavilion in the 514, my life is fuller, my interests are different, my calendar is uglier, and the ways I express care, curiosity and commitment today are not the same as they were six or seven years ago. Does skipping board game night make me a bad culture fit? I certainly hope not. Culture is not everyone doing the same things together; rather, it’s people with very different lives still behaving from the same core values.

Dear Experience Marketplaces, this one is for you! 🧨 💥 Since I joined Stay22, experiences have been a big topic for me. I've watched the vertical and its brands grow rapidly, during and after my stint at both GetYourGuide and Headout. Stay22 has dabbled in the vertical and plan to expand our efforts in the vertical, but.. There's this massive topic holding us back: 𝗠𝗼𝗯𝗶𝗹𝗲 𝗔𝗽𝗽 𝗔𝘁𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 When in GetYourGuide, building a loyal app user base wasn't the core focus. That has dramatically changed in the past 5 years. Brand marketing exploded - billboards, TV spots, massive awareness campaigns and sponsorships. Now more people than ever are downloading experience apps or have them already installed. I admit, I only really understood this problem after leaving the experiences industry. It was an issue we thought we didn't have.. Hotel OTAs like Booking and Expedia? They figured this out years ago. They've built proper mobile attribution, web-to-app routing, partner sub-IDs, deep links, cross-device tracking. When someone converts in the app after reading an article, the publisher who drove the conversion gets credited. Experiences providers like GetYourGuide or Headout? Not so much. They still rely on browser cookies and standard tracking parameters. If a user clicks a partner link on mobile, gets prompted to open the app - attribution breaks. The partner gets nothing. No credit. That revenue just disappears. 60-80% of most websites' traffic nowadays comes from mobile devices. Where do you think most conversions come from? ;) At Stay22, we're excellent at converting that mobile traffic, on apps or mobile web. This attribution gap is why we've held back on the whole world of experiences. We want to change that. Viator have already made changes to their app attribution tracking which is amazing to see! GetYourGuide, Headout - is app attribution on your roadmap in 2026? Content creators & Publishers - are you aware of this? *𝘰𝘩 𝘮𝘺 𝘴𝘸𝘦𝘦𝘵 𝘺𝘰𝘶𝘵𝘩, 𝘴𝘱𝘰𝘳𝘵𝘪𝘯𝘨 𝘵𝘩𝘦 𝘣𝘢𝘯𝘨𝘴..𝘴𝘩𝘰𝘶𝘭𝘥 𝘐 𝘨𝘰 𝘣𝘢𝘤𝘬? ;)

15x-ing a company doesn't happen by mistake. It takes crazy, passionate, competitive people working together with a common dream and having fun doing it. That's what we've built at Stay22. I came back a day early from vacation last week to organize our first internal beach volleyball tournament. Six teams, 30 players, out on the sand at Jeanne-Mance Park on a Friday afternoon. And yes, my team (the Net Assassins) took home the win (shoutout to Melina Mehrmam, Justin Tran, Nicole Svoboda & Nooralmustafa Abbas). 😎 But that's not the point. The point is we work with some incredible people. People who know how to compete, let loose, and connect beyond spreadsheets and boardrooms. It all started three years ago when I suggested we join Techaide, a charity tournament organized by Centraide du Grand Montréal to help underserved communities access technology. We had 12 people on that first team. Yesterday, we played in our third TechAide tournament. Four teams. $4,000 raised for the cause. What started as a random idea has become a core part of our culture. Caring about each other, competing together, picking each other up after a dropped pass, cheering each other on — that's what going to work is really all about. Oh, and we're hiring, including on my Supply team. If this sounds like your kind of place, check out our open roles: https://lnkd.in/gPVMzyPq Can't wait to run it back next year. 🎩