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No MSRP for MSPs: How IT Pricing Really Works
About Georg Dauterman:
Georg believes in the fusion of technology and creativity. With a background in both fields, he started his career in IT departments of publishing and advertising agencies, realizing the critical need for tech aligned with business goals. Joining Valiant in 2004, Georg's expertise and passion for efficiency brought industry recognition. He holds a history degree from Queens College and serves on Datto's Global Partner Advisory Board. Beyond his leadership role, Georg enjoys exploring culinary skills, fitness, and outdoor adventures with his family.
About Megan Quick:
Megan is a member of the Valiant Marketing & Sales team, assisting in demonstrating the value of our services and ensuring positive experiences for prospective clients. When not working with technology, she is a theater production manager and performer, producing her own comedy shows, and is an avid writer. Megan has a B.A. in Theater from Sewanee: The University of The South.
What you'll learn about in this episode:
- The history, transition, and philosophy behind managed service pricing — from the "break fix" model of the early 2000s to today's flat-rate MSP structure, and why the shift happened.
- What an MSP stack is and why standardization across tools, vendors, and configurations is essential for consistent, scalable service.
- How MSP pricing is built, including factoring in people, tools, insurance, training, travel, and environment complexity.
- Why $150–$250 per end-user per month is the current market benchmark, and what it means if someone quotes lower.
- Why you shouldn't have to think about your IT systems when it's done right, and how truly "invisible" IT is backed by clear, measurable outcomes.
- The single most important question to ask any MSP before signing: not what's covered, but what's not covered.
- Red flags to watch for when evaluating an MSP, including unwillingness to provide references and vague definitions of scope.
- Why chemistry and cultural fit matter just as much as technical capability when choosing a long-term technology partner.
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By Megan QuickAbout Georg Dauterman:
Georg believes in the fusion of technology and creativity. With a background in both fields, he started his career in IT departments of publishing and advertising agencies, realizing the critical need for tech aligned with business goals. Joining Valiant in 2004, Georg's expertise and passion for efficiency brought industry recognition. He holds a history degree from Queens College and serves on Datto's Global Partner Advisory Board. Beyond his leadership role, Georg enjoys exploring culinary skills, fitness, and outdoor adventures with his family.
About Megan Quick:
Megan is a member of the Valiant Marketing & Sales team, assisting in demonstrating the value of our services and ensuring positive experiences for prospective clients. When not working with technology, she is a theater production manager and performer, producing her own comedy shows, and is an avid writer. Megan has a B.A. in Theater from Sewanee: The University of The South.
What you'll learn about in this episode:
- The history, transition, and philosophy behind managed service pricing — from the "break fix" model of the early 2000s to today's flat-rate MSP structure, and why the shift happened.
- What an MSP stack is and why standardization across tools, vendors, and configurations is essential for consistent, scalable service.
- How MSP pricing is built, including factoring in people, tools, insurance, training, travel, and environment complexity.
- Why $150–$250 per end-user per month is the current market benchmark, and what it means if someone quotes lower.
- Why you shouldn't have to think about your IT systems when it's done right, and how truly "invisible" IT is backed by clear, measurable outcomes.
- The single most important question to ask any MSP before signing: not what's covered, but what's not covered.
- Red flags to watch for when evaluating an MSP, including unwillingness to provide references and vague definitions of scope.
- Why chemistry and cultural fit matter just as much as technical capability when choosing a long-term technology partner.