PRICING GUIDE

Managed Services
Pricing Guide 3.0
Industry Best Practices
PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0

INTRODUCTION MSPs are in a perfect

position to continue to
HOW TO RE AD THIS DOCUMENT
shift SMBs away from
For the IT service provider: This document provides an overview of managed services
hourly rates and into fully
and a strategy for moving away from break/fix hourly service rates to a predictable,
profitable managed services business model.
managed services.

For the managed service provider: This document provides an overview of how
SolarWinds MSP has priced and packaged its remote monitoring and management
software (RMM) and how our business support, automation tools and free monitoring
licenses can help you take your business to the next level.

THE MANAGED SERVICES MARKET

The need for managed services continues to grow. The reason for this growth is
the reliance of SMBs on their ever-evolving IT infrastructure without the IT budgets
and skill sets to manage the environments. MSPs find themselves in a good
position to continue to shift SMBs away from hourly rates and into fully managed
services. Moving to a model with consistent monthly fees provides stable IT costs
for the customer and predictable recurring revenue for the provider. The next
section outlines the managed services market at different levels of IT management
maturity.
STAGES OF IT MANAGEMENT

Threat Monitoring
High
Managed »» Responsive: Customer pays an
hourly rate as issues occur

Proactive »» Proactive: Customer contracts

Recurring Revenue
Business Valuation
Reactive
out a checklist for preventative
Profitability
maintenance

»» Managed: Customer outsources

Low High
Maturity IT on a fixed-fee or all-you-can-
eat contract

»» Threat Monitoring: Customer

has multiple layers of security
which are purchased according
to core areas of concern

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PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0

MSP PROGRAM OVERVIEW

Broken down, the stages of IT management maturity contain different services,
software, and support that can be positioned to your clients separately or as
packages.

REACTIVE À LA CARTE* PROACTIVE MANAGED THREAT

MONITORING

IT SERVICES Customer- Specific Software Performance Advanced Monitoring Remediation

Initiated Provided Monitoring Routine Maintenance Services
Remote Light Monitoring Routine Maintenance Monthly Reporting
& Onsite Automated Monthly Reporting Monthly Review
Support Maintenance Quarterly Review Unlimited Remote &
Billed Remote & Onsite Support
Onsite Support

SECURITY Existing Managed Antivirus Managed Antivirus Managed Antivirus Security

Software Managed Patch Managed Patch Managed Patch Operations Center
Support Managed Mail End-User Security & End-User Security & SIEM Management
Data Risk Data Protection Data Protection Threat Hunting &
Assessment Core Network Core Network Detection
Web Protection Infrastructure Infrastructure
Maintenance Maintenance
Managed Mail Managed Mail
Risk Management

BACKUP Existing Managed Backup Backup Management Disaster Recovery as a n/a

Software Managed Managed Documents Service
Support Documents Managed Backup

CLOUD Office 365 ® Procure Office 365 Infrastructure Application & SaaS- n/a
Support Managed Office 365 Management Based Management

PROFESSIONAL Project Work Project Work vCIO / vCTO vCIO / vCTO / vCSO vCISO
SERVICES Procurement Procurement Infrastructure / Growth Security Analysis &
Assistance Assistance Planning Reporting
Reporting

* À LA CARTE: MOVING FROM REACTIVE TO PROACTIVE

What is À La Carte? A French phrase meaning ‘by the card’ allowing you to sell
different managed services on a line-by-line basis. By selling these services, SMBs
effectively shift from hourly rates into proactive services and help drive more
recurring revenue. Managed with a proper RMM solution in place, you can proactively
manage everything in your customers’ environment, including servers, workstations,
and network devices.

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PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0

HOW TO BUILD RECURRING REVENUE WITH

MANAGED SERVICES
Many IT service providers are focused on reactive IT, creating an opening for
managed service providers to build recurring revenue. Here is a list of services (and
suggestions on how to price them) you can provide to help build monthly recurring
revenue.

Asset tracking licenses help you

YOUR SERVICE YOUR AVERAGE YOUR AVERAGE
MONTH’S REVENUE MONTHLY COST get your foot in the door with
(PER USER*) (PER DEVICE*) more businesses. Once you have

ASSET TRACKING gathered information about their

FREE FREE networks and built some trust,
Asset/software/hardware reporting
you can create opportunities to
MANAGED PATCH upsell these customers with à la
Windows® patch management $5 per device $3 per device carte options to build additional
Patch status reporting
monthly recurring revenue.
Third-party patch management

MANAGED SECURITY Most of your reactive customers

Industry-leading AV protection
will likely just want the basic
$3 per device $1 per device
AV monitoring & updates services (Backup, Antivirus,
AV threat/status reporting Patch). You shouldn’t have to pay
MANAGED WEB PROTECTION for monitoring licenses when

Threat protection against phishing,

you aren’t collecting revenue for
botnets, spam, etc. $3 per device $1 per device monitoring. Our pricing model
Restricted website access gives you the flexibility to set the
User reporting on activity
pricing strategy that works best
for your business.
MANAGED MOBILE
Mobile management & support $3 per device $1 per device
Mobile reporting

MANAGED BACKUP
$100–150 per server,
Off-site storage to secure data center Call for details
Backup status reporting or $40+ $/gb hosted
Local encrypted backup

MANAGED COMPLIANCE
Monthly vulnerability & compliance $4 per IP $1 per IP
reporting

*Pricing may vary by jurisdiction and is subject to change without notice.

** Volume discounts available

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PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0
HOW TO PRICE & PACKAGE MANAGED SERVICES
The 4 P’s of Marketing: Price, Packaging, Place, and Promotion. Leveraging all 4 can
get you ahead of the market and offer highly competitive services at the right price.
Here we discuss packaging the various MSP offerings.
A LA CARTE
Managed Antivirus: $3
• Enterprise-class AV Software
• AV Monitoring
• AV Management
• Monthly Reporting
Managed Patch: $5
• Windows & 3rd Party Patch
Monitoring
• Windows & 3rd Party Patch
Management
• Patch Reporting
Managed Backup: Servers
$150, Workstations $20
• Local Image-based Backup
Solution & Offsite Storage
• Backup Monitoring &
Management
• Monthly Reporting
Managed Mail: $3
• Spam & Virus Filtering
• Optional Archiving
Managed Documents: $3
• Hourly cloud file/folder
backup
• Unlimited Storage
Managed Office365: $3
• Backup of deleted files
Data Risk Assessment: $3
• Vulnerability, PCI, PAN, and PII
scanning
• Monthly Reporting
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PROACTIVE
Servers: $100
• Advanced Performance
Monitoring
• Scheduled Preventative
Maintenance
• License & Asset Management
• Managed Patch
• Managed Antivirus
Network Devices: $25
• Firewall Monitoring &
Management
• Router/Switch Monitoring
• Other SNMP Devices
Workstations: $25
• Advanced Performance
Monitoring
• Scheduled Preventative
Maintenance
• License & Asset Management
• Managed Patch
• Managed Antivirus
• Managed Mail
• Managed Documents
Support Inclusions:
• Additional Support Billed at
T&M Rate
• Quarterly Business &
Technical Review
I’m a huge advocate for the simple
fact that it is clear, concise and to the
point on what you are getting. No smoke
and mirrors.
MANAGED
Servers: $250
• Advanced Performance
Monitoring
• Scheduled Preventative
Maintenance
• Key Application Maintenance
• Device Optimization
• Configuration Management &
Enforcement
• License & Asset Management
• Managed Patch
• Managed Antivirus
• Managed Backup
• Data Risk Assessment
Network Devices: $65
• Firewall Monitoring &
Management
• Router/Switch Monitoring
• Other SNMP Devices
• Data Risk Assessment
Workstations: $65
• Advanced Performance
Monitoring
• Scheduled Preventative
Maintenance
• License & Asset Management
• Configuration Management &
Enforcement
• Device Optimization
• Managed Patch
• Managed Antivirus
• Managed Mail
• Managed Backup
• Data Risk Assessment
Support Inclusions:
• Unlimited On-site and Remote
Support
• Monthly Business & Technical
Review
– Bud Dewayne,
Owner, ByteWorks
THREAT MONITORING
Threat Monitoring Service:
$200/Log Source
Log Sources (Core Areas of
Concern):
• The Network (Firewall Syslog)
• The User (Active Directory)
• Administrative Access (DHCP)
• Mail (O365/Google)
• The Endpoint (Antivirus)
Program Inclusions (for all
Areas of Concern):
• Security Operations Center
Services
• SIEM Management (Security
Event Monitoring & Alerting)
• Threat Hunting & Detection
• Security Analysis & Reporting
Additional Services Available:
• Network Intrusion Detection
Systems (NIDS)
• Security Business Risk
Assessment & Alignment
• Endpoint Detection &
Response (EDR)
• Identity Access Management
(IAS)
• Security Policy Creation
• Compliance Monitoring &
Reporting
• Data Access Controls
• Advanced Threat Intelligence
• Penetration Testing
• Anti-Phishing
• Security Control
Recommendations
• Risk Program Management
• Cybersecurity Leadership &
Strategy (vCISO)
• Cyber-insurance
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PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0

SOLARWINDS MSP PRODUCT FAMILY

Additionally, SolarWinds MSP offers more products to help MSPs expand their
services and bring in more revenue. From cloud-first backup to email protection to
data breach risk intelligence, SolarWinds MSP offers comprehensive IT and security
solutions for your MSP.

TAKE CONTROL MSP MANAGER RMM

REMOTE ACCESS & TICKETING & MONITOR. MANAGE.
SUPPORT BILLING AUTOMATE.

»» Connect typically in »» Ticket management »» Device monitoring

seconds
»» Customer portal »» Health & performance alerts
»» Cross-platform
»» Password management »» Drag-and-drop automation
»» Support mobile devices
»» Technician scheduling »» Integrated patch, AV, backup
»» Session transfer
»» Customer billing »» Integrated remote control
»» Session recording
»» Accounting integration »» Business reports
»» Performance dashboard

Unlimited sessions Unlimited tickets Free business coaching

300 devices Unlimited billing

BACKUP MAIL ASSURE RISK INTELLIGENCE

RAPID, CLOUD-FIRST EMAIL PROTECTION & SECURITY RISK
BACKUP & RECOVERY ARCHIVING ASSESSMENTS

»» Modern, cloud-first backup »» Robust antivirus and anti- »» Data breach risk
spam protection communicated as financial
»» Protects servers,
impact
workstations, documents, »» 24/7 built-in email
and Office 365® email continuity »» At-risk data discovery

»» Powerful web-based »» Compatible with most »» Deep vulnerability scans

console email services
»» Inappropriate access
»» No appliance or storage »» Encrypted email archiving discovery and alerts
hardware required
»» Branding for you and your »» Risk trending reports
»» Private cloud with worldwide customers
»» PCI DSS, PAN, PHI, and PII
data centers
»» Multiple worldwide data scans
»» Full encryption centers

*Pricing may vary by jurisdiction and is subject to change without notice. Pricing in USD and as of
January 1, 2019.
** Volume discounts available

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PRICING GUIDE | MANAGED SERVICES PRICING GUIDE 3.0

SOLARWINDS MSP HAS THE PEOPLE AND RESOURCES TO HELP YOU SUCCEED

YOUR SOL ARWINDS MSP PARTNER DE VELOPMENT TE AM

SALES ENGINEERING ONBOARDING PARTNER DEVELOPMENT

Our team of sales engineers helps
new partners get up to speed on the
SolarWinds MSP platform and helps
experienced partners master their skills.
We’re here to help you get started:
»» Business and technical onboarding sessions
»» Full support portal
Our partner specialists help IT service
providers succeed in managed services
and provide business coaching to
experienced MSPs.

»» Business resources to help you grow

»» Account management services

GROW YOUR MSP BUSINESS WITH FREE TR AINING

MSP PLAYBOOK BUSINESS PLAN MARKETING RESOURCES

Your guide to packaging your services into Your SolarWinds MSP team will help you Free marketing templates and resources
a repeatable scalable business. develop a strategy to grow your business. to help you position your business and
start attracting new customers.

MSP INSTITUTE EVENTS

View our library of business and technical Learn the latest trends and network with
training, including videos, webinars, blog your peers at one of our in-person events.
posts, and other content.

SolarWinds is a leading provider of powerful and affordable IT infrastructure management software. Our products give
organizations worldwide, regardless of type, size, or IT infrastructure complexity, the power to monitor and manage the
performance of their IT environments, whether on-premises, in the cloud, or in hybrid models. We continuously engage with
all types of technology professionals—IT operations professionals, DevOps professionals, and managed service providers
(MSPs)—to understand the challenges they face maintaining high-performing and highly available IT infrastructures. Targeted
for MSPs, the SolarWinds MSP product portfolio delivers broad, scalable IT service management solutions that integrate
layered security, collective intelligence, and smart automation. Our products are designed to enable MSPs to provide highly
effective outsourced IT services for their SMB end customers and more efficiently manage their own businesses. Learn more
today at solarwindsmsp.com

© 2019 SolarWinds MSP Canada ULC and SolarWinds MSP UK Ltd. All rights reserved.

The SolarWinds and SolarWinds MSP trademarks are the exclusive property of SolarWinds MSP Canada ULC, SolarWinds MSP UK Ltd. or its
affiliates. All other trademarks mentioned herein are the trademarks of their respective companies.