In the managed services world, bundling has long been considered the gold standard. All-in pricing. One predictable monthly fee. Simplicity for clients and stability for MSPs. But despite the widespread push toward bundled services, many MSPs still ask: Which is better, bundled vs. à la carte MSP services?
The question isn’t purely academic. In a fiercely competitive market, flexibility can feel like a differentiator. Maybe a prospective client balks at your full stack and only wants support for email and endpoint protection. Do you turn them away? Or do you build a lighter plan?
Let’s look at both sides.
The Case for Bundling vs. A La Carte
Bundled service offerings simplify everything:
- Fewer service variations to manage
- Clearer internal processes
- More predictable billing
From a security standpoint, bundling also ensures that all clients receive your full protection stack. This reduces the risk that a client suffers a breach because they opted out of a key layer like DNS filtering or EDR.
Clients also benefit. Many don’t want to spend time evaluating the technical differences between services. They just want “IT to work.” An all-in bundle gives them peace of mind. You can communicate the value as a comprehensive solution, rather than just a list of line items.
Perhaps most importantly, bundling helps you grow recurring revenue. You’re not nickel-and-diming clients or giving them the option to remove items that protect your margins. The bundled approach protects both profitability and performance.
The Case for À la Carte vs. Bundling
The all-or-nothing model can sometimes backfire, especially with cost-sensitive prospects or clients in niche industries. Some may already be loyal to in-house tools or vendors, so they just want to fill a specific gap. Turning those clients away could mean missing out on revenue altogether.
Offering à la carte services can also lead to broader engagement. For example, a client might start by hiring you just for Office 365 support. Over time, you build trust, uncover vulnerabilities, and show them the value of layering in backup, patching, and more. It’s a longer play but it can pay off.
Additionally, in a maturing MSP market, some clients are more sophisticated. They may want to compare vendors and customize their IT stacks. Offering flexibility may be key to winning those accounts.
Operational Complexity and the Cost of Choice
There’s a hidden cost to offering too many choices: operational friction. Every unique configuration you offer becomes a new service path your technicians must support. Troubleshooting, reporting, and onboarding all become more complex. When something breaks, the client might blame you even if it’s tied to a service they opted out of.
You will also need stronger documentation, more robust SLAs, and clear communication about what is and isn’t included. Without that, scope creep becomes a real risk.
A Hybrid Approach
Some MSPs find success in taking a hybrid route. This involves offering bundled “tiers” as the default, but allowing limited customization in rare cases. For example, you might offer three service levels — Basic, Standard, and Premium — but allow the client to remove a line item if they sign an acknowledgment of the increased risk.
This keeps your processes streamlined while still capturing revenue from clients who may not fit into a one-size-fits-all mold.
Final Thoughts
There’s no right answer. Bundling creates stability, reduces risk, and scales better. À la carte can open doors and build relationships that eventually grow. The key is to know your market, margins, and your team’s capacity.
If you’re considering moving away from one model or adding flexibility, start with a business impact assessment. How will this affect your profitability, processes, and ability to deliver consistent service? Make sure the answer is grounded in strategy, not just client preference.
After all, the best pricing model is the one that serves both your clients’ needs and your business goals.
Next Steps
- Want more helpful guidance on this topic? Check out our Pricing and Bundling Answer Center for more information.
- Have a question for our experts? Send it to editors@channelpronetwork.com.
ChannelPro has created this resource to help busy MSPs streamline their decision-making process. This resource offers a starting point for evaluating key business choices, saving time and providing clarity. While this resource is designed to guide you through important considerations, we encourage you to seek more references and professional advice to ensure fully informed decisions.
Featured image: iStock
