What You Should Really Be Selling as a Solo MSP
Simple, focused offers are the secret to solo success.
So you’ve decided to go solo… but what are you actually selling?
Most MSPs skip this part.
They jump straight to tools, pricing, or trying to land clients—without ever defining a clear product.
But if your offer is fuzzy, your business will be too.
And when you’re running solo, clarity is everything.
This week, we’re tackling one of the most important—and most overlooked—parts of building a Solo MSP:
What should you actually sell?
The answer:
A focused, repeatable service for a specific type of client.
Let’s break it down.
Pick a Client, Then Pick a Platform
Before you can sell anything, you need to know who you’re selling to.
That starts with a clear Ideal Client Profile (ICP).
Forget the old MSP pitch:
“We help any small business with their IT needs.”
That doesn’t work anymore.
Clients want relevance, familiarity, and specific expertise—not a generic promise.
Here’s a better starting point:
👉 Microsoft 365 or Google Workspace Management for [specific industry]
This gives you a strong, scalable foundation.
Pick a platform. Pick a niche. Build around that.
Markets to consider:
Financial – RIAs, investment firms, accounting offices
Legal – Solo attorneys, small law firms
Real Estate – Title companies, mortgage brokers
Medical – Private practices, chiropractors, specialty clinics
Non-Profits – Religious, community, or local orgs
Example: Microsoft 365 Management for Law Firms
Not into Microsoft or Google?
No problem.
Swap in a tech vertical that solves a real business problem:
Cybersecurity for Financial Advisors
Cloud Admin for SaaS Startups
HIPAA Compliance for Private Practices
The key: stay focused.
Choose a client type and a core problem you’re built to solve—and make that your Product 1.0.
Forget Tools — Clients Don’t Care
Notice I haven’t said a word about your RMM, PSA, or security stack?
That’s intentional.
Too many MSPs waste months comparing tools, tweaking platforms, and chasing the “perfect” stack—without selling anything.
Here’s the truth: your clients don’t care.
They’re not asking:
“Which RMM are you using?”
They’re asking:
“Will we be more secure?”
“Can we work from anywhere?”
“Will this help our team be more productive?”
You don’t need ten vendors to launch.
You need a product that delivers real outcomes with minimal complexity.
Keep It Lean: The 1–2 Service Rule
This is where Solo MSPs win.
The most successful ones aren’t offering everything.
They’re focused.
Intentional.
Disciplined.
They’ve embraced what I call the zero complexity mindset—a minimalist, systems-first approach to service design.
Here’s the model:
Pick 1–2 core services you do really well
Build your systems around them
Ignore everything else
Yes, you’ll still handle support and requests.
But your actual product—the thing you market, package, and price—should be crystal clear.
Good examples:
✅ Microsoft 365 Management for Attorneys
✅ Cybersecurity Monitoring for Investment Firms
✅ Apple Device Management for Creative Agencies
That kind of clarity makes selling easier, delivery smoother, and growth more predictable.
It sounds simple—because it is.
And simple scales.
Up Next...
Now that you know what to sell, it’s time to design it right.
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