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 — and in this episode, he’s pulling apart the models most MSPs are running and showing what good actually looks like.

What you’ll learn:

• Why the all-in model removes buyer choice and creates churn risk

• What Good, Better, Best looks like when the buyer journey is built properly

• How add-ons bridge the price gap and guide prospects toward the tier you want

• Whether you should publish pricing on your website — and what to show instead

• How to version your packaging over time using the Apple iPhone model

• Why AI belongs inside your delivery, not on your service menu

• How to plant upgrade seeds in the first sales meeting that pay off months later

About Laurent-David Hostyn

Laurent-David Hostyn is the founder and CEO of Pricing Pact, a packaging and pricing consultancy for MSPs and B2B SaaS companies. Over 15 years he has worked 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.

About Harvest!

Harvest! The MSP Sales Show is the podcast for MSPs who want to grow smarter from the clients they already have. New episodes weekly, hosted by James Steel and sponsored by Salesbuildr — the quotation and proposal platform for MSPs.

Chapters

0:00 — Introduction

1:38 — Misconception: the aerospace engineer who ended up in pricing

4:16 — The all-in problem — why one pack, one price holds you back

7:38 — Good, Better, Best done properly

16:08 — Live example: transforming an all-in into a tiered model

22:24 — The add-on strategy

25:45 — Should you put your prices online?

33:24 — How packaging improves the proposal and quoting process

37:01 — Versioning — the iPhone model for MSP pricing

44:57 — Projects and one-off revenue — same principles apply

49:17 — Pass the Pitchfork: how to price AI services

58:02 — Industry Manure: the all-in myth

59:55 — Yell & Bam: Pricing Pact and how to work with Laurent-David

Links

→ Laurent-David Hostyn on LinkedIn: linkedin.com/in/laurentdavidhostyn

→ Pricing Pact: pricingpact.com

→ Salesbuildr (episode sponsor): salesbuildr.com

→ Subscribe to Harvest!: salesbuildr.com/podcast

Tags

MSP pricing, managed services pricing, MSP packaging, good better best pricing, value-based pricing, MSP sales strategy, IT channel sales, MSP growth, pricing strategy, managed services, MSP business, Laurent-David Hostyn, Pricing Pact, Harvest podcast, MSP revenue, IT managed services, pricing for MSPs, MSP proposals, Salesbuildr