For the last two decades, MSP pricing has been built on predictability. 

Per-seat. 

Per-tenant. 

Per-user. 

Per-device. 

These models made sense in a world where technology value was relatively stable. You could deploy a system in 2024 and reasonably expect it to deliver similar value in 2025 and 2026. 

AI changes that assumption entirely. 

We are entering a world where software doesn’t just get maintained — it gets dramatically more capable over time. That changes everything about how MSP leaders should think about pricing, packaging, and customer engagement. 

AI Is Usage-Driven Value, Not Access-Driven Pricing 

AI platforms introduce something fundamentally new: value that scales with usage. 

The more customers use AI: 

• The more workflows they automate 

• The more productivity they unlock 

• The more embedded the platform becomes in their business 

• The more valuable the service becomes 

This is very different from traditional MSP tooling. Email doesn’t get 20x better year over year. Ticketing systems don’t reinvent how work gets done annually. RMM platforms evolve — but they don’t compound in value. 

AI does. 

And that means pricing anchored purely to “access” will eventually undershoot the real value being delivered. 

The Future Wallet Share Is Being Decided Right Now 

Here’s the leadership reality I’m seeing across the MSP ecosystem: 

The MSPs who activate customers early will capture future wallet share. The MSPs who wait will compete for it later. This moment is less about perfect packaging and more about establishing the AI relationship with customers first. 

Once AI becomes embedded in how customers work — across marketing, operations, finance, IT, and leadership — the platform stops being “another tool” and becomes infrastructure for decision-making and execution. 

That’s where long-term revenue expansion comes from. 

A customer that starts today with a $500/month AI starter pack may very realistically be investing $5,000/month in AI capabilities in the near future, not because pricing changes — but because usage, reliance, and value expand. 

That expansion rarely happens with traditional MSP services. It happens naturally with AI. 

Leadership Means Sprinting Before the Market Stabilizes 

One of the biggest leadership mistakes right now is confusing a successful year with the opportunity that exists. 

• AI adoption is still early. 

• Customer expectations are still forming. 

• Budgets are still flexible. 

That window will not stay open forever. 

The MSPs who move now will:

• Build internal AI capability 

• Develop customer success muscle 

• Create repeatable onboarding motions 

• Become trusted AI advisors to their customers 

Those advantages compound quickly. 

The “Easy Button” to Start 

This is exactly why we built Hatz AI the way we did. Not as a science project. Not as a complex AI integration effort. But as a simple activation platform for MSPs to bring AI to customers immediately. 

The goal isn’t perfection. The goal is activation. 

Start with: 

• Your first five customers 

• Real usage 

• Real workflows 

• Real value 

That’s where the learning happens. That’s where confidence builds. That’s where future revenue comes from. 

The Real Shift MSP Leaders Need to Make 

This is not just a product shift. It’s a mindset shift. 

From: 

“Charge for access.” 

To: 

“Capture value as usage grows.” 

 From: 

“AI as a feature.” 

To: 

“AI as a platform.” 

From: 

“Wait until customers ask.”

To: 

“Lead customers into the future.” 

The MSP leaders who understand this shift now will define the next decade of managed services. 

And the ones who sprint first will be very hard to catch.