Laurent-David Hostyn: How to Build an MSP Pricing Model That Closes
Laurent-David Hostyn, founder of Pricing Pact, on MSP packaging. He explains why a single all-in price removes the buyer’s choice, and how Good, Better, Best works when each tier solves a different problem.
- → Why an all-in price removes buyer choice
- → Good, Better, Best when each tier solves a different problem
- → A few add-ons that guide the buyer
- → AI inside delivery, not as a line on the menu
What You’ll Learn From This Episode
“The all-in model removes buyer choice. When there’s only one option, the only question left for the prospect is whether to buy or not - and if the price feels high, they go to Google.”
10:01 · Laurent-David Hostyn“Good Better Best only works when each tier solves a different buyer problem. If the tiers just have more features, you’ve made it harder to decide - not easier.”
7:38 · Laurent-David Hostyn“Two or three well-chosen add-ons don’t just generate revenue - they guide the prospect. They’ll take the Silver pack plus the add-ons and end up spending more than Gold anyway.”
22:24 · Laurent-David Hostyn“Version your packaging like Apple plans the iPhone. The customer who buys today should know there’s a version 2 coming - and feel excited about it, not ambushed by a price increase.”
37:01 · Laurent-David Hostyn“AI belongs inside your delivery - not on your service menu. Use it to increase the perceived value of what you already sell. Don’t rush to launch an AI package your customers aren’t asking for.”
49:17 · Laurent-David HostynLaurent-David Hostyn
Laurent-David Hostyn
Founder, Pricing Pact
Laurent-David Hostyn didn’t come from sales or marketing. He’s an aerospace engineer who trained as a pilot, wanted to be an astronaut, and accidentally fell in love with pricing on his first consulting project. Now he’s one of the sharpest voices on MSP packaging and pricing strategy. As founder and CEO of Pricing Pact, he has spent 15 years working with hundreds of companies across multiple industries, specialising in value-based pricing and buyer psychology. He works with MSPs on the full commercial journey - from first prospect contact through to long-term customer upgrade strategy.
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