Total Monthly Recurring Revenue
$65,625
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Chapter 6
MSP Pricing Guide: How to Price Compliance and Risk Management Services Effectively
Price compliance and risk management services effectively with recurring, project-based, and flexible models.
MSP Pricing Guide: How to Price Compliance and Risk Management Services Effectively
Chapter 6
As businesses face growing regulatory demands and security threats, Managed Service Providers (MSPs) are uniquely positioned to deliver compliance and risk management services that provide both peace of mind and competitive advantage. But to succeed, MSPs must do more than just offer these services—they must price them effectively.
This guide breaks down the key MSP pricing models, strategic considerations, and real-world cost structures to help you build a profitable, scalable, and client-focused compliance-as-a-service (CaaS) offering.
6.1
Why Pricing Matters for Compliance & Risk Services
Unlike traditional IT support, compliance and risk services require ongoing oversight, regular audits, policy updates, and incident response readiness. That means pricing must reflect the value, complexity, and recurring nature of these services.
Effective pricing:
Aligns with client expectations and budgets
Enhances perceived value and trust
Ensures healthy margins for long-term growth
Scales with your MSP’s capacity and client size
6.2
Pricing Strategies
| Pricing Model | Pros | Cons |
|---|---|---|
| Fixed-Fee |
|
|
| Per-User |
|
|
| Hourly Rate (with a baseline minimum) |
|
|
| Monthly Retainer (MRR) |
|
|
| Project Based |
|
|
| Value Based |
|
|
6.3
Pricing Considerations
Monthly Recurring Costs (MRC)
Compliance Monitoring & Maintenance⌄
- Continuous Monitoring: ongoing monitoring of systems and processes.
- Automated Reporting: regularly generate and review compliance reports.
- Policy Management: regular updates and reviews of security policies.
- Training & Awareness: continuous training on compliance best practices.
- Vulnerability Management: regular scanning and patch management.
Cost Structure
- Typically charged per user or per device, depending on complexity and size.
- Average range: $50 to $150 per user/device per month.
Security Information & Event Management⌄
- Log Management: collect, manage, and analyze security logs.
- Threat Detection & Response: 24/7 monitoring and incident response.
Cost Structure
- Often based on data volume or events per second.
- Average range: $1,000 to $5,000 per month.
Regular Compliance Audits & Assessments⌄
- Internal Audits: quarterly or semi-annual status checks.
- Gap Analysis: review against the target compliance framework.
Cost Structure
- Can be included in the MRC or charged separately.
- If included, expect an increase of $500 to $2,000 per month.
Incident Response & Remediation Support⌄
- On-Call Support: experts available for incidents or compliance issues.
- Remediation Plans: support creating and executing gap remediation.
Cost Structure
- Typically included in a comprehensive MRC package.
- May also be an additional $500 to $1,500 per month.
6.4
Pricing Calculator
This Compliance Pricing Calculator will help you determine how much revenue your MSP can generate based on your number of clients, devices per client, fixed monthly fees, and one-off compliance projects.
Compliance Pricing Calculator
Add your responses to a few questions about your current environment.
We don't collect data from this calculator, so your responses and results are confidential.
Total Annual Recurring Revenue
$787,500
One-Off Services Revenue
$12,500
6.5
Pricing Examples
15-Seat Client
One-Time Projects⌄
Considering the smaller scale (15 seats), the cost for each one-time project is on the lower end of the standard range:
Internal Compliance Evaluation: $3,000
Pre-Audit Preparation: $5,000
Ongoing Audit Support: $2,500
Policy & Procedure Development: $2,000
Total One-Time Costs: $12,500
Monthly Recurring Costs (MRC)⌄
Due to the small scale (15 seats), the price per user is slightly higher at $125 per month:
Continuous Compliance Monitoring & Maintenance: $1,875
Security Information & Event Management (SIEM): $1,500
Regular Compliance Audits & Assessments: $500
Incident Response & Remediation Support: $500
Total Monthly Recurring Costs: $4,375
Summary of Quoted Prices⌄
Total One-Time Costs: $12,500
Total Monthly Recurring Costs: $4,375
6.6
Strategies For Negotiating Contracts and Terms:
Don’t be afraid to say no!
Compliance is expensive to implement. Clients who want the cheapest price are more likely to not buy into the process and instill a culture of compliance, which can make them difficult to work with long-term.
Remind clients the risk is theirs.
You can only show your clients the risks and offer recommendations, but they need to decide their risk level based on their own comfort — and how much they’re willing to pay to safeguard against these risks.
Bundle all services together at a flat rate.
Offering clients an “all or nothing” stack makes it easier to ensure comprehensive coverage (minimizing risk) and clear contract terms (managing client expectations).
6.7
Budget Considerations
Grants:
Depending on your client’s location and industry, there are a variety of grants available to help support SMBs on their journey to compliance. If you can source these grants for your clients, you can help them find the necessary funding to cover the cost of your services — and further justify your value.
Pricing Tiers:
Depending on the size of each individual client you serve, you may want to consider various pricing tiers. These tiers allow a lower entry point for smaller businesses who cannot afford top-tier services, but still need assistance with compliance and risk management. By accommodating these SMBs with an accessible solution at a lower price point, you can nurture the relationship and upsell them to more comprehensive services as their business grows.
Scalability & Flexibility:
As your MSP grows and your clients’ needs evolve, you want to be flexible enough to accommodate these changes. This can include hiring additional technicians, expanding IT infrastructure, and adapting to new compliance regulations that may develop in the future.
Interactive tools