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Why MSPs Don’t Show Pricing on Their Website and Why It Matters to Post Prices

Feb. 20, 2024 Business Insights

Managed Services Providers (MSPs) play a crucial role in today’s business landscape, offering a wide range of IT services that help companies operate more efficiently and securely. However, one common practice among MSPs is the reluctance to display pricing information on their websites. This approach has its reasons, but there’s also a compelling case for why posting prices can be beneficial. In this blog post, we’ll explore both sides of the argument to understand the implications for MSPs and their potential clients.

Reasons MSPs Hesitate to Show Pricing

1. Customized Solutions: MSPs often provide tailored services that cater to the specific needs of each client. Since IT requirements can vary greatly from one business to another, setting a one-size-fits-all price is challenging. By not listing prices, MSPs avoid setting incorrect expectations and encourage potential clients to engage in a conversation about their specific needs.

2. Competitive Concerns: Pricing information is valuable not just to potential clients but to competitors as well. MSPs might prefer to keep their pricing strategies confidential to maintain a competitive edge, fearing that revealing prices could lead to undercutting by competitors.

3. Value Proposition: Many MSPs focus on the value and quality of their services rather than competing on price alone. They worry that revealing prices upfront might lead potential clients to make snap judgments without understanding the full value of the services offered.

Why Posting Prices Can Be Beneficial

1. Transparency and Trust: Displaying pricing information can significantly enhance transparency, building trust with potential clients from the outset. It shows that an MSP is upfront about their pricing model, which can be a deciding factor for businesses exploring their options.

2. Streamlined Sales Process: Listing prices can help qualify leads before they even make contact. Businesses with specific budgets can immediately determine if the MSP’s services are within their financial reach, saving time for both parties by filtering out leads that are not a good fit.

3. Competitive Differentiation: While there’s a concern about competitors undercutting prices, being transparent about pricing can actually differentiate an MSP in a crowded market. It positions the MSP as confident in the value of their services and willing to be open about their pricing structure.

4. Empowered Decision-Making: For many businesses, especially small and medium-sized enterprises (SMEs), budget constraints are a critical factor in decision-making. By providing pricing information, MSPs empower potential clients to make informed decisions quickly, facilitating a smoother decision-making process.

Striking the Right Balance

The debate over whether to display pricing is not a one-size-fits-all issue. MSPs must consider their target market, service complexity, and competitive landscape. However, there are ways to strike a balance:

  • Price Ranges: Instead of specific prices, MSPs can list price ranges or starting prices for their services. This approach provides some level of transparency while accommodating the variability of customized solutions.
  • Value Highlighting: Alongside pricing information, MSPs can detail the value, expertise, and benefits that accompany their pricing, helping potential clients understand what sets them apart from competitors.
  • Consultation Offers: Encouraging potential clients to reach out for a more detailed quote can be an effective call-to-action. MSPs can combine this with transparent pricing strategies to cater to both price-conscious clients and those seeking tailored solutions.


The decision to post pricing information is nuanced for MSPs, balancing the need for transparency with the complexities of providing customized IT services. While there are valid reasons for withholding pricing details, the benefits of being upfront about costs — including building trust, streamlining the sales process, and differentiating in the market — are compelling. By thoughtfully considering how to present pricing information, MSPs can address the needs of potential clients while safeguarding their competitive edge and fostering a relationship based on transparency and trust.

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