Mastering IT flat rates: Calculation, implementation and growth – Module 2

The IT flat rate is on everyone's lips – but How do you actually implement them successfully in your system house?
In this presentation you will get an honest, first-hand insight: From the classic "firefighting mode" to a scalable business model with predictable revenues, stable processes and sustainable growth.
You'll learn how we achieved the complete transformation – including all the challenges, mistakes, and lessons learned. Instead of theory, you'll get practical experience. concrete insights into real contracts, calculations and tools, which come directly from practical experience.

This is not just about technology or prices, but about the crucial question:
How do you create a business model that relieves you of some of the burden as an entrepreneur while simultaneously enabling your growth?

Your benefit

After the seminar you will be able to:

• Your own IT flat rate Build or optimize in a structured way
• one Profitably calculated flat rate create
• Make it easier and more convincing for your customers to switch to the model
• Your internal processes on Aligning efficiency and scalability
• Avoid typical mistakes during introduction and implementation

Agenda

Introductions:

• Company size (number of employees & cost coverage through contract revenue)
• Already using a flat rate plan?
• What excuses do you or your customers have against the topic?

1. Your starting point: From a traditional systems integrator to a flat rate

• Why reactive IT support is holding you back
• The typical problems in day-to-day business
• The turning point: Why the decision to adopt a flat rate changed everything

2. Understanding the IT flat-rate model

• Difference to classic managed services
• How to create a simple, easy-to-understand offer
• Clear delineation of services through a positive list

3. Calculation in practice

• How to calculate your flat rate cleanly and profitably
• Differences between existing and new customers
• Use of an IT flat-rate calculator
• Typical mistakes – and how to avoid them

4. Implementation in your company

• Gradual transition of your existing customers
• Clear positioning: Why "only a flat rate" works
• How to easily explain the model in sales.

5. Operational Implementation & Processes

• How standardization can make you more efficient
• Which processes truly make the difference
• Practical tools and approaches (e.g., monitoring, automation)

6th Workshop: Implement your IT flat rate directly
Interactive & practical – feel free to bring your own customer examples.

Part 1: Calculating your customer flat rates

• You are analyzing a real customer
• You derive a suitable pricing structure.
• You use a calculator for your specific calculation.
• You will recognize typical risks and optimization potential.

Part 2: Transitioning Your Managed Service Portfolio

• You are evaluating your current portfolio
• You decide: What belongs in your flat rate – and what doesn't?
• You develop a strategy to convert your existing customers.
• You will learn proven methods from practical experience.

Part 3: Your Benefits Argumentation & Sales

• Why customers really buy your flat rate
• The most important benefits (predictability, transparency, partnership)
• How to handle objections confidently
• You develop your own line of argumentation.

Part 4: Exchange & Feedback

• You discuss your results
• You will receive practical feedback.
• Open Q&A session

7. Your results from practice

• How to achieve predictable sales
• How you can build your team effectively
• How to sustainably improve your customer relationships

8. Q&A + Best Practices

• Open Q&A session
• Exchange of experiences with other participants

Appointments
25.08.2026 
27.08.2026
each day from 2:00 PM to 5:00 PM

Special content / added value

• Insight into a genuine IT flat rate contract
• Exemplary Calculation (including Excel/calculator logic)
• Argumentation guide for sales
• Examples of an invoice from an Ext-Com customer
• Lessons Learned from the complete conversion of a systems integrator

Preparation:

• Excel list with top 5 customers with DL revenue of the last 12-24 months, if possible with separate managed service share.
• Current Managed Services Portfolio
• Tools stack and partners in an Excel list (ERP/ticketing system/RMM/CRM/manufacturer)

Target group:

• Companies that already use managed services with their customers and want to take the next step
• Managing Director and/or Sales Manager
• 5 – 100MA system houses
• The number of supported end customers should be in the range of 5-150 PC workstations.

Lecturer:
Micha Pfisterer is the founder and managing director of Ext-Com IT GmbH From Germering near Munich. His journey began at the age of 16 when he took the plunge into self-employment – initially as a one-man show, now with a team of over 40 employees. With his clear vision of "IT for medium-sized businesses – simple, secure and at a fixed price," he has consistently geared his systems house towards a scalable IT flat-rate model, thus enabling sustainable growth.
In 2024, his company was awarded the title of best IT service provider in Germany – a result of clear processes, high customer focus and a strong team.
In addition to his work as an entrepreneur, Micha also shares his experiences in the podcast „System House Whispers“continued, in which he speaks openly about challenges, strategies and real insights from everyday system house life.
His focus: practical solutions, clear structures and a business model that works not only for customers – but also for you as an entrepreneur.