In the wake of measurement woes and data privacy initiatives muddying digital targeting capabilities, a number of companies have pivoted to become less reliant on targeting customers via third-party cookies to generate quick sales via performance marketing. Instead, they've become more focused on boosting brand awareness to re-familiarize customers with their brand.

Airbnb is one of those companies that has made that pivot, moving up the marketing funnel to more brand awareness tactics to bring new customers to Airbnb, said Hiroki Asai, global head of marketing at Airbnb. Notably, the company has recently been grappling with local government efforts to squash short term rentals and consumer backlash over increased pricing. In the midst of those things, the company is looking to carve out its own share of voice and better own its brand narrative.

“We have a lot of messages that we want to put out there that are our messages,” Asai said on the most recent episode of the Digiday Podcast. “When you’re over reliant on those performance channels, you end up either reacting to other people’s messages, or in that vacuum, other people will just create stories and messages about you that you can't control."