The Practical MSP
LogMeIn, Part of the GoTo Family of Products
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The Practical MSP is a business-focused podcast from LogMeIn, part of the GoTo family of products, aimed at Managed Service Providers who want to scale their IT businesses sustainably. Each episode tackles the day-to-day realities of running an MSP, including pricing strategies, hiring top talent, and assembling the right technology stack. Honest conversations with industry experts offer real-world perspectives and actionable advice rather than high-level vision talk. The show is designed to help MSPs build a future-ready operation today.
Epizódok
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Navigating MSP Pricing Strategies, with Shawn Walsh from Encore Strategic 29.09.2026 29pIn the inaugural episode of LogMeIn's The Practical MSP podcast, our host, Jen Six, talks MSP pricing with Shawn Walsh, former MSP CEO turned coach at Encore Strategic and author of The Pumpkin Plan for Managed Service Providers. Walsh says many MSPs underprice due to undervaluing expertise and relying on peer consensus rather than actual costs. He recommends targeting 55-65% gross margin (service revenue minus fully burdened tech salaries and tool costs) and aiming for best-in-class 20% EBITDA and 20% year-over-year growth, noting “10% is the new zero” for reinvestment. He favors per-user pricing, avoiding hourly billing, and transitioning clients by building a cost-based managed services offering and emphasizing proactive security and insurance requirements. His top growth hack? Budgeting and reviewing budget-to-actual monthly, with quarterly trend reviews and price adjustments when costs rise. He advises winning deals by differentiating through better boardroom-focused messaging, not lower prices, and offers a per-seat pricing calculator via email.Connect with GoTo:https://www.linkedin.com/company/GoToLearn about LogMeIn:https://www.logmein.comConnect with Jen on Reddit:https://www.reddit.com/user/Jen_LMI_ResolveEmail Shawn Walsh to get his all-in seat MSP pricing calculator:[email protected] to GoTo's Practically Tomorrow podcast:https://open.spotify.com/show/4vzi4XBsNeydH26yp5Via4
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