In this podcast episode, host Adam Morris speaks with Ian Blake, an expert on differentiation strategies for Managed Service Providers (MSPs). They discuss the challenges service industries like MSPs face in standing out from the competition. Ian explains how logical thinking, common in the MSP space, can hinder differentiation and shares a compelling story of a restaurant owner who succeeded by focusing on what his top competitor did poorly. Ian discusses the 'Holy Trinity' of marketing—segmentation, targeting, and positioning—and emphasises understanding customer pain points, competition, and company strengths. They explore the importance of truth and customer feedback in building a unique value proposition, with examples of how clients have successfully differentiated themselves. The episode concludes with insights on the significance of client perception and creating memorable brand positioning.

00:00 Introduction and Podcast Welcome

00:03 Challenges of Differentiation for MSPs

01:02 Logical Thinking and Differentiation

01:46 The Restaurant Story: Learning from Competitors' Weaknesses

03:08 The Importance of Differentiation in MSPs

05:05 Segmentation, Targeting, and Positioning in Marketing

10:01 Understanding Your Market and Targeting

14:34 The Role of Customer Insights in Differentiation

20:10 Case Studies and Real-World Examples

28:35 Conclusion and Final Thoughts

Connect with Ian Blake on LinkedIn by clicking here –https://www.linkedin.com/in/ianblake1

Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/

Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/

Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/

We look forward to catching up with you on the next one. Stay tuned!