On today's episode, Connor Swalm (CEO - Phin Security) dives into the complexities of differentiation in a crowded MSP (Managed Service Provider) and vendor market with guest Alex Farling (Co-Founder - Empath). 

They unpack the challenges and strategies for standing out, the importance of understanding your customers' pain points, and actionable advice for MSPs to find what truly sets them apart.

Takeaways:

1. Identifying True Differentiators: It's critical to move beyond common claims about culture and customer service and focus on the unique outcomes you can deliver better than anyone else.

2. Engage and Understand Clients: Successful differentiation starts with understanding how money moves through your clients' businesses and then tailoring your pitch to solve specific pain points.

3. Strategic Planning: The significance of proactive, strategic planning and budgeting in transforming customer relationships and creating a compelling value proposition.

4. CEO Involvement in Sales: The role and impact of CEO participation in the sales process can’t be underestimated, helping to ensure the company’s message and value are consistently conveyed.

Connect with Alex on LinkedIn: https://www.linkedin.com/in/alexjfarling/ 

Website: https://empathmsp.com/ 

Connect with Connor Swalm on LinkedIn: linkedin.com/in/connor-swalm/

Phin Securities Website: phinsec.io/