Channel Marker

May 2 2007   9:23PM GMT

MSP conference brings up lots of questions, and some answers too

Yuval Shavit Profile: YuvalShavit

SAN DIEGO — Day two of the CompTIA Managed Services Summit, which yesterday focused on research and trends for managed service providers, centered mostly around round-table discussions and Q&A sessions among MSPs — or those trying to break into the market.

At the top of priority list for nascent MSPs were questions about pricing and how to market managed services — either to existing clients who might be persuaded to upgrade from product purchases to service contracts, or to new customers altogether. Others asked for advice in effecting internal changes as they move from a more traditional reselling model to managed services.

How do you price a managed service?

There are three main approaches for pricing managed services:  a completely à la carte model in which the customer pays different prices for different levels of service; an all-inclusive, flat-price model; or a hybrid that lets customers pick among predefined levels of service.

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