How Do You Sell Compliance-as-a-Service (CaaS) to Reluctant SMBs?
When talking to prospects, focus on the risks that keep them up at night:
Insurance Eligibility: Can they actually get a payout if they are breached, or will their lack of controls void the policy?
Vendor Lock-outs: Are they losing contracts because they can’t pass a security questionnaire from a larger partner?
Operational Resilience: It’s not about "being compliant"; it’s about having a documented, repeatable process that ensures the business survives a "180" review (a complete pivot or retrospective assessment) of their security posture.
The MSP Engine: Aligning Sales & Operations for High-Margin Growth | Feat. Ashton Solutions
In this episode, host Andrew Moore sits down with the leadership team from Ashton Solutions—Travis Grundke, Jim Abbott, and Tom Foley—to pull back the curtain on how they’ve aligned their organization for over two decades. From the "6-week onboarding rule" to the art of saying "no" to bad business, this conversation is a masterclass in MSP maturity.
Key takeaways from this episode include:
The Power of Expectations: Why you must tell prospects about remediation projects before they sign the contract.
Process vs. Magic: How to transition from owner-led selling to a scalable, process-driven sales engine using the EOS framework.
The Actuarial MSP: Viewing your contracts through the lens of risk management and profitability.
The "Spider Sense": How to identify "red flag" clients before they ever touch your service desk.
The Future of AI: Moving past the hype to find real-world business outcomes for your clients.
Per-User vs. Flat Fee: What is the Best MSP Pricing Model?
One of the most defining decisions a Managed Services Provider (MSP) makes isn't technical—it's financial. How you price your services shapes not only your profitability but also your client relationships, your operational efficiency, and ultimately, your valuation.
Many MSPs still cling to legacy models: hourly billing, flat fees, or per-user pricing. But as client expectations evolve and the demand for transparency and results increases, it's time to rethink your pricing strategy. Should you stick with traditional models, or is it time to move toward value-based or outcome-based pricing?