How Airbnb, Hilton & VRBO Solve Your Biggest MSP Problem (New Clients)
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Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.
Since this is social media and anyone can claim anything, here’s a quick rundown of my background:
Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.
Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
In this video, I break down how Hilton, Airbnb, and VRBO's advertising war demonstrates effective differentiation strategies that MSPs can use to stand out and command premium pricing.
I show you how identifying and leveraging your unique selling points can help you avoid the race-to-the-bottom pricing trap that commoditizes IT services.
CHAPTERS:
00:00 - The Importance of Differentiation
02:13 - Identifying Unique Selling Points
03:22 - Case Studies in Differentiation
05:28 - Airbnb's Unique Selling Proposition
06:58 - Hilton's Response and Strategy
09:58 - Vrbo's Unique Positioning
11:35 - Strategic Process of Differentiation
14:02 - Creating Unique Selling Points
