Three tiers, real numbers, and the margin math that makes compliance-as-a-service profitable.
The most common reason MSPs don't launch a compliance practice isn't technical capability — it's not knowing what to charge or what to include. This playbook gives you a starting point. Adjust based on your market, your labor rates, and your client mix.
$800–$1,000/month
per client
Smaller clients (under 50 seats), single-framework requirements, limited IT complexity
$1,200–$1,500/month
per client (avg: $1,300)
Mid-size clients (50–200 seats), 1–2 active frameworks, clients with contractual compliance requirements
Everything in Essentials, plus:
$2,500–$4,000/month
per client
Enterprise SMB (200+ seats), regulated industries, clients preparing for formal audits or certifications
Everything in Managed, plus:
How many clients until this pays for itself?
| Clients | Monthly Revenue (Managed tier) | Est. Labor Cost (7h @ $75/h) | Blacksmith Platform Cost | Net Margin |
|---|---|---|---|---|
| 1 | $1,300 | $525 | $200 | ~$575 |
| 5 | $6,500 | $2,625 | $1,000 | ~$2,875 |
| 10 | $13,000 | $5,250 | $2,000 | ~$5,750 |
| 20 | $26,000 | $10,500 | $4,000 | ~$11,500 |
Labor cost uses a $75/hr blended rate (7h/mo midpoint for Managed tier). Blacksmith platform cost is $200/client/month (current MSRP). Your actual rates will vary.
Before you can sell Tier 1, you need: