18 April 2024

MSP Pricing model (Image by Freepik @BillionPhotos)

MSP pricing isn’t just for the bean counters; it affects you, too.  If we price our services right, we can reinvest in our team and tools.

That translates into top-notch support and solutions to keep your MSP business strategy humming. Mess it up, and everyone feels the pinch. So, how do MSPs set their prices?

There’s no magic formula, but we consider a whole bunch of factors – your business size, the complexity of your IT, the support levels you’ll need, and the spicy add-ons (like top-tier security).

Plus, different MSPs have their pricing models. Some charge by the device, others by the user, and some go for all-you-can-eat packages.

For instance, adopting a per-user pricing model might appeal to companies with numerous devices per employee, offering them cost-effective solutions.

On the other hand, value-based pricing aligns the MSP’s incentives with the client’s success, fostering deeper partnerships.

The tiered model’s flexibility also caters to varying client needs, allowing MSPs to segment their market effectively and customize their service offerings.

You should not only understand these models but also consider their strategic implications.

Whether aligning your MSP’s pricing strategy with client expectations or choosing a model that supports sustainable growth, your pricing decisions can significantly impact your MSP’s success.

Therefore, We encourage you to explore these models further. Let’s dive in and explore!

What is Tiered Pricing for MSP?

Tiered pricing stands out as a favored model among Managed Service Providers (MSPs), offering a structured approach that caters to varied client needs and budget ranges.

Essentially, this model breaks down service offerings into distinct packages or “tiers,” each progressively offering more comprehensive services at increased price points.

This approach facilitates clear communication of service levels. It allows clients to select a package that aligns with their specific requirements and financial constraints.

The core concept of tiered pricing involves segmenting services into categorized levels, commonly branded as Bronze, Silver, Gold, and sometimes Platinum, each with a delineated scope of services.

The Bronze tier might offer fundamental services like essential remote support and patch management, while higher tiers, such as Silver and Gold, incrementally add more advanced services like on-site support and after-hours emergency assistance, respectively.

This structure not only aids MSPs in catering to a broader client spectrum but creates upselling opportunities by demonstrating tangible value enhancements at each subsequent tier​​​​​​.

If you are a client of MSP, this tiered pricing supports your business needs. No need to pay for stuff you don’t use. Nor desperately need features that aren’t included.

Tiers give cost predictability. You know what you’re paying, even if you need extra support within that tier.

As your business scales, you can easily bump to a higher tier.  No need to go hunting for a whole new MSP.

How MSPs Roll: A Look at MSP Common Pricing Models

MSP pricing models are like different paths up a mountain. They all get us to the top (profitability), but the scenery changes along the way. 

Some paths are better for specific clients, and some fit our business style better. 

Each of these pricing models below has its strengths and contexts where it shines, and the choice among them depends on various factors, including the MSP’s service portfolio, market positioning, and client base preferences.

Let’s break down the four standard MSP pricing models to better understand and analyze each.

1. Per-User/Per-Device

This is the straightforward and traditional model of how MSPs make money. We charge you a flat fee for each user or device we support. It’s a favorite for businesses with predictable IT needs.

In the per-user or per-device model, MSPs charge a flat fee for each user or device supported, simplifying billing and forecasting for both parties.

This straightforward model makes it easier for clients to understand their costs and for MSPs to adjust pricing as client needs change.

However, it might not account for the actual workload or service complexity, potentially leading to misalignment between service costs and value​​​​​​.

2. Tiered Pricing

The tiered pricing model offers packages with escalating levels of service and support, such as basic, advanced, and premium tiers.

Picture those bronze, silver, and gold service packages. Clients pick the tier that fits their budget and needs. This offers flexibility and lets you upsell those premium features.

This pricing model also offers MSPs opportunities to upsell higher service tiers. However, careful package design is required to ensure each tier offers tangible value and clear differentiation​​​​​​.

3. Flat-Rate/All-Inclusive Pricing

With flat-rate or all-inclusive pricing, clients pay a single, predictable fee for a comprehensive suite of services.

This model is appealing for its simplicity and predictability, helping clients budget effectively and avoid unexpected charges.

However, MSPs must accurately assess costs to avoid underpricing services or eroding margins​​​​.

4. Value-Based Pricing

Value-based pricing aligns the MSP’s fees with the perceived value of the services provided, often encompassing a broader, more strategic partnership with the client.

This model can be highly lucrative and promote long-term relationships but demands a deep understanding of the client’s business and strategic goals to effectively demonstrate and deliver value​​​​.

Factors Influencing MSP Pricing

The pricing strategies of Managed Service Providers (MSPs) are intricate, designed to balance profitability with customer satisfaction.

Remember, the goal is to create value for your clients and sustain a profitable business model, fostering long-term growth and stability.

Let’s delve into five critical factors influencing MSP pricing, offering profound and applicable insights.

Factor 1: Cost of Service Delivery

This is the obvious one! We need to cover the cost of our techs, fancy tools, direct expenses like labor, software licensing, office rent, and all the stuff that keeps the lights on. 

Your MSP’s pricing is inherently tied to the cost of delivering your services. Ensuring these costs are covered while maintaining a healthy profit margin is crucial.

Moreover, leveraging automation and efficient resource utilization can significantly enhance profitability​​.

Factor 2: Market Demand

Understanding the demand for your services within the market is pivotal. We can charge more when IT skills are in high demand (as with any industry). It’s about supply and demand.

This comprehension helps pinpoint the optimal price point, aligning with what clients are willing to pay while ensuring your offerings remain competitive and desirable​​.

Factor 3: Client Budgets and Willingness to Pay

Aligning your pricing with clients’ budgets and the perceived value of your services ensures a mutually beneficial relationship.

It’s about striking that delicate balance where your services are priced within clients’ financial comfort zones while ensuring your margins are respected​​.

Factor 4: Value-Based Pricing

A value-based pricing model allows MSPs to charge based on the perceived value delivered to the client rather than just cost-plus or market-rate pricing.

This model can foster deeper client relationships, as it emphasizes the strategic benefits clients gain from your services. It allows for potentially higher pricing tied to higher perceived value​​.

Factor 5: Competition

We need to stay competitive. If other MSPs offer similar services for less, we need to explain our value or adjust accordingly.

A keen awareness of your competitors’ pricing strategies can provide invaluable insights. 

It can help you identify gaps in the market, refine your value proposition, and ensure your pricing remains competitive while undercutting your profitability.

Understanding what others in your space offer and at what price can guide you to position your services more strategically​​.

Which Pricing Model is Right For You?

Choosing the suitable pricing model for your Managed Service Provider (MSP) business is pivotal in determining your profitability and growth.

The diversity in MSP pricing models reflects the range of services offered and clients’ varying needs.

While some prefer the predictability of a flat-fee model, others might opt for the flexibility that tiered or usage-based pricing provides.

Let’s break down the pricing strategies from 2 different points of view.

MSP Company Pricing Model 

Each model has advantages and challenges, and the choice largely depends on your business goals, client base, and market position.

That’s why, before deciding on a pricing strategy, it’s crucial to have a comprehensive understanding of your service delivery costs.

This includes direct costs like labor and software licenses and indirect costs associated with maintaining your infrastructure.

A detailed cost analysis ensures your pricing covers these expenses while providing a healthy profit margin​​​​​​.

Understanding your client’s budget constraints and how they perceive the value of your services is vital.

Your pricing model should be flexible enough to cater to different client segments while ensuring they perceive the value they receive as commensurate with the costs​​​​.

As your MSP grows, your pricing model should be able to scale and adapt to changing service demands and market conditions.

Regularly reviewing and adjusting your pricing ensures it remains relevant and sustainable, fostering long-term client relationships and business stability​​​​.

Then, regardless of the model you choose, clear communication about your pricing structure and what it entails is crucial for building trust with your clients. Transparency in pricing fosters better client relationships and can reduce churn​​​​.

MSP Client Pricing Strategy

The main principle is balancing your business needs with the MSP’s pricing. Ask yourself some key questions below.

Do you have predictable IT needs? If things run smoothly most of the time, the ticket might be per-user or per-device.  You pay for what you use, no fuss.

Do you want budget certainty? Hate those unexpected bills messing with your cash flow?  Flat-rate plans give you peace of mind; even if a server explodes, we’ve got you covered.

Is your IT super complex? Tiered pricing could be your friend. Need just the basics? Opt for the bronze package.  Running a mini data center? Upgrade for more bells and whistles.

Is preventing downtime your top priority? This is where value-based pricing shines. Sure, it might cost more per month, but think about how much a major outage costs you in lost productivity – that’s where the actual savings come in.

For sure, the best MSP relationships go beyond a simple pricing plan. It’s a partnership. Open communication is critical. If your needs change, tell your MSP.

A good MSP will work with you to adjust the plan, not lock you into something that doesn’t fit anymore.


In wrapping up, understanding MSP pricing isn’t just a financial exercise; it’s about creating a sustainable partnership where value, trust, and service quality are paramount.

By selecting a suitable pricing model, MSPs ensure they can deliver exceptional service while maintaining a healthy business.

For you, as the client or IT professional, engaging with these models thoughtfully helps secure the IT backbone of your business effectively.

Remember, choosing an MSP pricing model should align with your strategic goals, operational needs, and market dynamics, fostering a relationship where both parties thrive.

By staying informed and engaged with your MSP’s pricing strategy, you contribute to a productive partnership poised for mutual success.