Your Microsoft 365 clients expect setup—but they'll pay significantly more for the extras that keep their environment running smoothly. Add-on services transform a one-time implementation into a recurring revenue stream and deepen client relationships.
Identify High-Demand Add-Ons
Start by auditing what your current M365 clients actually need beyond the baseline setup. Migration support, security hardening, compliance configuration, and user training consistently rank as the services businesses will budget for immediately after deployment. These aren't nice-to-haves; they're gap-fillers that clients recognize they can't skip.
Common high-value add-ons include:
- Email migration assistance from legacy systems or competing platforms (typically $50–$150 per user)
- Advanced security configuration (MFA rollout, conditional access policies, DLP rules—$2,000–$5,000 per engagement)
- Mailbox management and archiving setup ($100–$300 per mailbox)
- Teams governance and channel structure design ($1,500–$3,500 depending on org size)
- OneDrive and SharePoint optimization (file structure, retention policies, permissions review—$1,500–$4,000)
- Compliance and eDiscovery readiness (especially for regulated industries—$2,500–$7,500)
- User training and adoption programs (custom documentation, video walkthroughs, ongoing support—$3,000–$8,000 for a small org)
- License optimization and cost audits ($1,000–$3,000 to audit and recommend savings)
Bundle and Position These as Packages
Don't sell add-ons piecemeal in your initial proposal. Instead, create tiered service bundles that feel intentional and address real pain points. A typical framework:
Essentials Package covers migration, basic security enablement, and 90 days of email support. Price this at 40–50% of your initial setup fee.
Professional Package adds governance design, user training, and compliance scoping for mid-market clients. Typically 60–80% of setup costs.
Enterprise Package includes all of the above plus quarterly reviews, advanced security monitoring, and dedicated success planning. Position this at 100–130% of setup costs.
This approach helps clients understand what they're buying and makes upselling feel natural rather than transactional.
Build Training Into Every Engagement
One of the easiest add-ons to scale is structured user training. Most SMBs get M365 licenses but never fully use them—a gap you can monetize. Offer tiered options: group sessions ($300–$600 per session), role-specific training ($500–$1,200), or self-paced documentation bundles ($200–$400). Many clients spend more time struggling with features they've already licensed than the cost of a training program would have been.
Create Maintenance and Monitoring Services
Once M365 is live, clients need ongoing support. Rather than reactive hourly billing, offer tiered support plans: Bronze ($300–$500/month for email ticketing), Silver ($600–$900/month for priority support and monthly reviews), or Gold ($1,000–$1,500/month for 24/7 coverage and proactive audits). These plans generate predictable revenue and reduce churn.
Position Compliance and Security as Separate Revenue
Regulatory requirements—HIPAA, GDPR, SOX, or industry-specific rules—almost always require add-on work beyond setup. Offer compliance assessments, documentation templates, and audit-ready configurations as premium services. A single HIPAA or GDPR readiness engagement can run $3,000–$8,000 depending on complexity.
Sell These Services on Your Mercoly Profile
When you list your Microsoft 365 and Google Workspace setup services on Mercoly, you can break out add-on packages separately so prospects see the full scope of what you offer. This transparency builds trust and makes it easier for customers to compare your complete service catalog against competitors.
Track and Refine Pricing
Monitor which add-ons close fastest and which ones require the most explanation. If license optimization consistently stalls deals, reduce the price or bundle it into your base package. If compliance work books out three months ahead, raise your rates.
Frequently Asked Questions
Q: How soon after setup should I propose add-on services? A: Present them in your original proposal, not after the fact. Bundle them into tiered packages so clients choose at the outset rather than feeling surprised by upsells later.
Q: Can I sell add-on services to clients who set up M365 themselves? A: Absolutely. These clients often realize mid-project they need help with migration, training, or compliance—a perfect entry point for your services.
Q: What add-on service should I prioritize first? A: Start with user training and support plans; they're easiest to deliver, scale quickly, and have high perceived value relative to cost.
List your full service menu on Mercoly today to attract clients actively searching for both setup and add-on support.