Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

Stop Selling Seats. Start Selling Value

31 Aug 2026 · 0 min

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Wes Spencer argues MSPs should stop pricing by the seat and start charging for the value they deliver. Some MSPs successfully price above $300 per seat by clearly communicating what customers actually get, not just counting how many devices they support.

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