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Woman featured in an Expedia customer story video outside a home in France.

Expedia Group. Building trust through real customer stories.

Making a global travel brand more relatable to independent accommodation partners.

A B2B customer story and sales video campaign featuring independent accommodation businesses and Expedia's local sales teams. We developed authentic, audience-specific stories to help prospective partners understand the people, relationships and value behind working with Expedia.

Explore the Campaign Customer Story & Case Study Production

The Campaign

01 Customer Story Campaign
02 UK & European Customer Stories
03 Sales Team Video Series

The Challenge

A global brand. A more personal connection.

Expedia needed to build trust with independent accommodation providers and make a global brand feel more relevant to the businesses it wanted to reach.

Rather than rely on corporate messaging, we built the campaign around real customer stories and local sales teams, helping prospective partners see businesses and people they could recognise themselves in. It is the same principle behind our B2B video production work: make the message useful and credible to the buyer, not just polished for the brand.

01

Build buyer confidence

Use genuine customer testimonials to show the value of working with Expedia through real partner experience.

02

Reach different buyers

Create customer stories across different accommodation types so sales teams had relevant content for different audiences.

03

Put people behind the brand

Introduce Expedia's local sales teams and the relationships behind its partnerships.

The Creative Idea

Different businesses. Stories buyers recognise.

Make Expedia feel relevant by showing prospective partners businesses like their own.

We built the campaign around different accommodation types, locations and customer perspectives, so each story felt specific to the audience rather than like one generic brand message.

Select a customer story to watch

01
Hotel Management The Tamburlaine · Cambridge

A recognisable perspective

The Tamburlaine. A hotel manager's story.

A perspective from inside hotel management, giving other hospitality businesses a story grounded in an experience they can recognise.

Recognition Relevance Customer Proof
02
Independent B&B The Parsonage · England

The Parsonage

An independent accommodation-owner perspective for smaller hospitality businesses.

03
Hospitality Partner The Priory Cellars · Bristol

The Priory Cellars

Another real hospitality perspective, widening the range of businesses represented in the campaign.

04
French Hospitality Partner Hotel Bord de Mer · France

Hotel Bord de Mer

A French customer perspective extending the campaign across Expedia's European partner audience.

05
Independent Hospitality Marie Colette · France

Marie Colette

A further independent customer voice, giving Expedia another distinct story for its European campaign.

One Campaign · Different Perspectives

The idea wasn't to find one customer who could speak for everyone. It was to build a collection of stories that gave different prospective partners someone they could recognise.

Sales Team Stories

Customer proof. People behind the partnership.

The customer stories showed what working with Expedia could look like. The sales-team films introduced the people behind those relationships.

By putting local representatives on camera, Expedia could make a global brand feel more familiar and more personal to prospective accommodation partners.

Expedia Group · Local Sales Team

The Buyer Question

Who will I actually be dealing with?

For an independent accommodation owner, the people behind the platform can matter just as much as the product itself.

The sales-team interviews gave prospective partners a chance to see and hear from the people they might work with, adding familiarity and reassurance before a sales conversation even begins.

Familiarity Reassurance Human Connection

Client Feedback

What Expedia thought of the work.

This is the first time the B2B arm of Expedia have worked with video and it wont be the last. Everyone has been so impressed with the outcome and MHF have been a joy to work with. We look forward to working on more projects in the future.

Start A Project

Got a customer story worth telling?

We help B2B teams turn real customer experiences into credible films that build trust, support sales and show what working with you is actually like.

Discuss A Project Explore Customer Story Production