October 2026

Why I publish my prices when nobody else in IT does

Go to any managed IT company's website and try to find their prices.

I’ll wait.

You won’t find them. You’ll find “contact us for a quote” and “customized solutions.” What that really means: the price depends on who you are and how much they think you’ll pay.

I put mine on the homepage. $150 to $300 per seat per month. Everybody sees the same number — the prospect, the competitor, everybody.

People in my industry think I’m crazy. Here’s why I’m not.

1. It respects the buyer’s time.

A business owner with 20 people doesn’t want a sales process. They want to know: what does this cost, and is it in my budget? If my price doesn’t fit, I’d rather they know in 30 seconds than after three meetings. That’s respect.

2. It filters for the right clients.

The buyer who wants the cheapest option was never my client. The buyer who sees the price, understands what “managed” means, and calls anyway — that’s my client. Published pricing is a filter, not just a number.

3. It forces me to be worth it.

When your price is public, you can’t hide behind vague value. Every month the client does the math: am I getting $200 a seat of value? That pressure made my service better. Hiding your price is hiding from that question.

4. It builds trust before the first call.

By the time someone calls me, they’ve already decided the price is fair. The conversation starts at trust instead of suspicion. That’s worth more than any sales tactic.

The objection I hear: “But Alan, your competitors will undercut you.” Let them. If someone’s entire strategy is being $20 cheaper, they were never competing with me anyway. I’m competing on being the company that shows up, answers the phone, and fixes the problem — and I can say that because my price is right there next to the promise.

Here’s the deeper thing. Most B2B companies treat pricing like a secret because they’re afraid. Afraid of competitors, afraid of losing the negotiation, afraid the number isn’t “right.” But the buyer can smell the fear. Transparency is confidence, and confidence closes.

Publish your prices. Or at least publish your starting point. You’ll lose the tire-kickers and keep the serious ones — and you’ll sleep better.

— Alan