Get an inside look at how to build and package Compliance as a Service for your clients. We’ll outline the possible strategies you can use in discussions with clients and highlight information from our Compliance Bootcamp.
In this article, we’ll discuss:
You’ve finally figured out how to incorporate compliance services into your MSP.
You’ve got workflows. You’ve got the tools. You are about to take over the world, but then — you remember that the work isn’t over yet. It’s time to package those services for your clients.
Oh. No.
While the technical aspect is in your wheelhouse as an MSP, the business approach may be trickier.
The need for businesses to meet regulations in their industries is only increasing as cybersecurity vulnerabilities continue to threaten everyone.
That’s why MSPs are reporting an increasing need to adopt Compliance as a Service to meet client demands. In our 2025 MSP Trends report, we found that high-earning MSPs of all sizes offered and wanted to grow Compliance as a Service.
While the technical aspect is in your wheelhouse as an MSP, the business approach may be trickier. So let’s dive into what MSPs should consider when packaging Compliance as a Service.
When it comes to offering compliance services, MSPs need to break down the potential expenses into recurring costs and project-based costs.
Monthly recurring costs
Typically, recurring costs are calculated per user or per device, depending on the client’s environment. Some recurring revenue factors to consider include:
Compliance monitoring & maintenance
Security
Audits
Incident Response
Project based costs
Project-based costs are usually dependent on the size of the organization and complexity of the environment. Examples of Compliance as a Service projects include:
Initial evaluation
Policy
Audit preparation
Ongoing audit support
In ScalePad’s Compliance Boot Camp, we outline the packaging and pricing process in more detail and specifically outline pricing strategies. You can even try out our interactive Compliance Pricing Calculator!
| Pricing Model | Pros | Cons |
|---|---|---|
| Fixed-Fee | • Predictable revenue and costs for clients • Simplified billing • Encourages MSPs to be efficient | • Risk of scope creep • Risk of underestimating cost of delivery • Rigid structure with less flexibility |
| Per-User | • Scalable revenue • Predictable budgeting for clients • Encourages comprehensive “full-stack” coverage (opportunity to upsell) | • Complexity in tracking users • Potentially unpredictable revenue with user fluctuations • Pricing is tied to users, rather than service efficiency |
| Hourly Rate (with a baseline minimum) | • Flexible hybrid billing for projects with variable scopes • Transparent costs (clients only pay for exact amount of time worked) | • Unpredictable revenue • Potential for higher costs • MSP is not incentivized to work efficiently |
| Monthly Retainer (MRR) | • Stable monthly cash flow • Client retention • Predictable workload • Offering an “all or nothing” stack ensures comprehensive coverage at a price that works for you | • Potential underutilization if clients don’t take advantage of full value • Scope definition must be clear to avoid disputes • Risk of client complacency (clients pay a flat rate and “check out”) |
| Project Based | • Clear deliverables • Motivates timeliness based on project milestones • Flexibility for complex projects or one-time initiatives | • Scope changes lead to additional negotiations and roadblocks • Variable revenue affects cash flow • Risk of underestimating effort |
| Value Based | • Higher margins • Projects align with client needs • Competitive edge by focusing on value delivered | • Complex value assessments can be difficult to quantify • Requires strong justification and clear communication • Misalignment can strain client relationship |
Of course, every client is different so MSPs need to be able to customize packaging for the business they serve, and the future clients they may onboard. A large segment of your pricing should be customizable.
While many clients may need just the essentials, some cases may request cybersecurity compliance services specific to certain frameworks.
MSPs can even offer bundles for those who want recurring services and project-based services based on their needs. Bundles would include monthly recurring services and project-based services at varying levels.
Letting your clients know they are getting more value for a reduced price will help build trust and ensure contract renewals in the future. As they rely more heavily on your services, they will feel confident that they are getting good value for their money.
Recurring services could also be tiered, where higher price tiers include bundles at lowered combined rates.
Multi-year contract commitments could also be incentivized through discounts.
One-off, on-demand services could also be offered at premium rates.
Once you get your packaging plan locked in, selling it to clients is the next step. When negotiating contracts, there are a couple of things to consider.
Not every client will be ready for implementing higher security standards and practices, from a budget standpoint or otherwise, so be sure to assess what makes a client a good fit for those offerings.
Here are some additional tips for negotiating contracts and terms for Compliance as a Service:
See how ControlMap helps MSPs manage, package, and deliver compliance services all from one easy-to-use platform by booking a quick chat with a product specialist to learn more.
