MSP

Packaging and pricing Microsoft 365 security assessments as an MSP

EntraGUARD·2026-07-27·8 min

Plenty of MSPs can run a security assessment. Fewer turn it into a repeatable, profitable service line. The gap is rarely technical — it is packaging and pricing. Here is how to structure the offer.

Plenty of MSPs can run a Microsoft 365 security assessment. Fewer can turn it into a repeatable, profitable service line. The gap is rarely technical — it is packaging and pricing. Here is how to structure the offer so it sells and holds margin.

Sell the outcome, not the scan

Clients do not buy "an audit". They buy reduced risk they can see, a report they can hand to their own board or customer, and the confidence that nothing is quietly drifting. Frame every part of the offer in those terms. The scan is the mechanism; the outcome is the product.

Three tiers that map to how clients buy

One-time assessment — fixed scope, fixed price. Low friction to say yes to, and it sets the reference point. Price it to be an easy first purchase, not to be your margin.
Recurring posture monitoring — monthly or quarterly, the same baseline, with the score trend and regressions. This is the recurring revenue and the stickiness. Price per tenant, per month.
Remediation and advisory — the findings become a backlog you bill against, project by project. This is where the assessment pays for itself several times over.

The assessment is a wedge, not the revenue. The one-time audit's real job is to create a prioritised, framework-referenced list of things that are wrong — which is a remediation pipeline and a reason for the recurring subscription. Priced as a loss leader, it funds everything after it.

Anchor the price to what it replaces

A manual assessment by a consultant is days of expensive time. A breach is catastrophic. A compliance failure loses a contract. Your automated, repeatable assessment sits far below all three while delivering the framework mapping and the evidence a manual review would. Price against the alternative the client is actually weighing, not against your cost to run it.

Make delivery cost near-zero

Margin on recurring work lives in delivery cost. Per-client branded reports, a fixed baseline applied across the fleet, and a monthly run that takes minutes rather than a day are what keep the subscription profitable at the tenth client and the fortieth. If each monthly report costs you half a day, the model does not scale; if it costs you minutes, it prints money.