Surefire Strategies For Managed Services Pricing

By The Business Solutions Network

Four MSP (managed services provider) experts offer insights on some of the best ways to overcome managed services objections, establish competitive pricing, and more.

One of the biggest challenges VARs face in the initial stages of becoming MSPs is setting the price for their new offerings. On the one hand, they have the challenge of convincing customers to pay for IT services on a monthly basis. If the MSP aims too low, it won’t be profitable. If it sets the price too high, the customer may shop around for a lower price. At the opening panel discussion of Business Solutions’ 2016 Channel Transitions conference in Boston, four MSP veterans discussed this issue and shared tips and best practices for how to overcome sales objections, establish pricing, sell bundled solutions, and more. The featured panelists were: Scott Haselkorn, president, Haselkorn, Inc.; Tim Lasonde, president, NSK Inc.; Neil Holme, owner, Impact Business Technology; and Roger Michelson, VP, COO, and co-owner, BNMC.