Key points
Creating an Effective MSP Pricing One-pager
- An MSP pricing justification one-pager translates technical activity logs into business outcomes for clients.
- The pricing one-pager format is perfect for highlighting measurable outcomes in front of stakeholders.
- Focus on client-relevant metrics like uptime, patching success, and incident prevention.
- Convert technical metrics that clearly align with the client’s compliance and operational objectives.
- Use automation to streamline data collection and reduce manual effort; for instance, NinjaOne has integrated IT reporting tools to simplify report generation, like automated exports and templates.
Pricing pushback is a common challenge for MSPs, as clients may focus on invoices and upfront costs rather than the proactive delivery of day-to-day IT services. Taking that into account, this guide shows how to communicate MSP pricing in a structured and actionable way, encouraging stakeholders to evaluate cost and business impact holistically.
Essential steps and considerations for creating a one-pager pricing justification
A well-organized single-page pricing justification can turn much of MSPs’ “invisible work” into tangible and business-friendly output. A simpler, easier-to-digest report also preempts objections, particularly in QBRs or renewal meetings.
Prerequisites for creating a pricing justification document:
- Ticketing and activity log exports from PSA/RMM tools
- Agreed client metrics that map to business value (for example, uptime %, tickets resolved, vulnerabilities patched, incidents prevented)
- A reporting template (Excel, Word, Power BI, or NinjaOne Docs)
- Establish a clear cadence for presenting the one-pager (monthly, quarterly, or at renewals)
With these in place, the following are the core steps for building a comprehensive presentation.
1. Identify key value metrics
The brief should be able to translate technical tasks into measurable outcomes so clients understand what they’re paying for. So to start, select metrics that resonate with clients and demonstrate clear value.
Here are some standard services and outcomes to highlight:
- Support tickets resolved to showcase responsiveness
- Patching success rate to highlight risk reduction
- Incidents are prevented or resolved proactively to emphasize proactive service.
- Backup success and failure rates to demonstrate data resilience
- Average response and resolution time to reinforce SLA adherence
You can use an RMM or PSA to monitor and pull data that are ready for inclusion in the one-pager.
2. Translate technical data into business language
Decision-makers often struggle to interpret raw technical data. To bridge this gap, MSPs should convert technical metrics into client-centric outcomes.
Instead of just stating hundreds of endpoints have been patched, there should be complementary input that the action led to reduced ransomware exposure risk, which usually resonates with the client’s compliance and operational objectives.
To maintain consistency internally and across IT environments, MSPs can compile a glossary of business translations for common log entries.
3. Build a standardized one-pager template
Don’t overthink or overcomplicate the template, especially since it’s a single-page outline. That said, here are some key inputs to consider:
- Header: Client name, service period, SLA summary
- Metrics section: Core KPIs in visual format (charts or icons)
- Highlights: Notable preventive actions or resolved risks
- Summary: One-paragraph narrative tying activity to business outcomes
Use visuals to clearly summarize key data, trends, and outcomes. These elements should always be used with a clear purpose, allowing you to maintain a focused document and a template that can be easily repeated or adjusted according to business considerations.
4. Automate data collection where possible
It’s not just templates that should be iterative. Look for opportunities to integrate autonomous monitoring and data gathering into the client’s framework. This approach is ultimately cost-efficient and resilient against drift and external threats.
Automation also adds integrity to your processes and significantly reduces the pressure on manual workflows. Check out this list of common IT processes and tasks to automate, apart from data collection.
For scalability, small teams can use scripts for formatting and summarizing logs. Large IT environments, meanwhile, can rely on an RMM for better coverage. Check this RMM FAQ board to learn more.
5. Present MSP justification reports during QBRs and renewals
Client-facing justification reports must be kept ready for recurring meetings. It’s an excellent way to build a culture of trust and transparency between the MSP and the client. At the right time, it should also lead to a natural conversation opener for renewal pricing and service upgrades.
NinjaOne integrations for creating one-page presentations
NinjaOne offers a comprehensive suite of IT reporting tools that can enhance the MSP workflow for creating client-facing documentation, including a one-page pricing justification.
Exporting data for summary reports
NinjaOne has robust support for exporting business-critical IT data, such as ticketing summaries, patching activities, and backup tracking. These reports can also be exported in a compliance-ready format that can be both straightforward and rich in detail.
Hosting templates and reports for consistency
Create reports using NinjaOne’s customizable templates and reuse them across clients for consistent processes and standardized presentation. You can also schedule daily, monthly, or quarterly reports and consolidate them seamlessly for professional presentation.
NinjaOne’s ability to integrate IT monitoring and reporting makes it easier for MSPs to communicate the measurable impact they have on their clients’ IT operations. Furthermore, this streamlines many IT reporting activities that empower IT administrators to focus on high-value tasks.
Use client-centric outcomes to communicate MSP pricing
Metrics that align with the client’s compliance and business objectives must be prioritized when creating a report, especially during pricing justifications and contract renewals. To clearly demonstrate the value of their work, MSPs should learn to translate technical data into measurable business outcomes.
Doing so ensures the report resonates with clients and that decision-makers can see where their actions are needed and how much value those commitments will bring.
