Eliminate setup fees — This removes any initial barriers or sales objections. You don’t want potential customers dropping out before negotiations, do you?;

No appliance fees — As an MSP, you’re maintaining the hardware, so why charge an appliance fee? Butler said that your backup solution is a complete hardware/software backup replacement;

No cancellation fees — Don’t charge your customers a cancellation fee for your service. “No one likes the cell phone model,” he said. If your customers don’t like your service, allow them you can cancel at any time. Don’t hit them up with additional costs;

No upgrade/downgrade cost — Allow businesses to grow without charging additional fees. Charge your customers for what they use and move them into the right size appliance as their business changes; and

All services included — Make sure that you included all of your services into your offering. Butler said that “file restores all the way down to disaster recovery (DR) planning and testing” should be included. Don’t make it more difficult on your customer.