AI for MSPs: Vendors profit from activity, not resolved tickets

A structural margin pressure is emerging as AI manufacturers bill MSPs for agent activity, while MSPs are paid by clients for resolved outcomes. Companies like ConnectWise and Super IT charge based on volumes of AI-driven attempts (agent activity, token usage), creating a financial disconnect—since MSP contracts tie revenue to tickets actually solved and kept closed, not the process steps taken.

ConnectWise introduced an RMM agent that automates diagnostics and ticket triage within its platform. Company-supplied data claims substantial efficiency gains: for one partner, 99% of over 7,000 tickets were evaluated in 30 days, but these metrics center on activity and hours "handed back," not the net number of tickets resolved. Shield Technology Partners’ analysis of its Forge platform found that higher pass rates from advanced models like GPT-6 increased the per-ticket cost, and that calculations often did not include the human review and correction required by agents’ errors.

Further developments reinforce this trend. Super IT’s North America plans charge for AI agent activity levels, and Cloudera’s industry survey found only 27% of enterprises can accurately measure AI spend, with just 23% reporting net-positive value. Vendor-reported metrics prioritize activity and recurring revenue, not actual outcome delivery—leaving MSPs to bear the impact of unresolved tickets on their margins.

The operational consequence is that MSPs must track the actual cost per resolved ticket—including failed agent attempts and human verification—to accurately set pricing models and protect profitability. Not accounting for this hidden cost can erode margins and obscure the real impact of automation initiatives. Accurate governance relies on updating pricing models and operational processes to reflect the full scope of AI-related costs and investments.

00:00 The Agent Is in the Ticket 

03:45 Billed for the Try, Not the Fix

06:40 What a Resolved Ticket Costs

11:14 Why Do We Care?

Supported by: 

Pax8
TimeZest 
CouchDrop.io(Oveka) 

About Business of Tech: The daily MSP news and analysis podcast for managed service providers and IT services leaders. Host Dave Sobel covers AI for MSPs, MSP pricing and profitability, MSP M&A and private equity, vendor partner programs, MSP cybersecurity and liability, and MSP operations — and answers the question every story raises: Why do we care? Produced by MSP Radio.

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