MSP FIELD NOTES / 03 · FREE WHITEPAPER
Price the service. Not the workflow.
An engineer has built a useful automation. What can you actually sell, what will it cost to support and who owns the outcome? Turn the working flow into a clear service offer.
Six pages. Practical checklists. A clear next step.
A useful flow needs a service model.
01 / SCOPE
Write down what the customer buys
Define the outcome, included volume, support window, customer responsibilities and change boundaries.
02 / COST
Count the work after the demo
Use a worked unit-cost model covering review, exceptions, maintenance and platform usage.
03 / PRICE
Test the price against a bad month
Check how exception volume changes contribution, then prepare the engineer-to-owner handover.
FROM TECHNICAL CHAMPION TO SERVICE OWNER
Give the technical champion a commercial case.
Use the worksheets to connect a real customer problem with a bounded pilot, a supportable offer and a price you can explain.
All financial figures are illustrative planning assumptions, not customer results, guaranteed savings or recommended market prices.
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