guavaHow can an IT services firm start selling AI services?
Use AI on your own delivery first, then sell what your team has proved to clients you already serve: readiness, rollouts and governance. Guava’s Implementation & Offer Launch ($35,000, 3 months) gets your own team packaging, pricing and delivering them. Most firms start with a $4,000 AI Assessment.
Four steps
- 1. Use it yourself Put AI on your own work first: proposals and SOWs, status reports and documentation. Measure hours back per consultant per week in your PSA. How to roll it out
- 2. Get your own house in order Write your AI policy, inventory what your consultants already use, and clean up what your tools can reach. AI policy and client data
- 3. Package what works Turn what your team proved into services your clients can buy alongside the work you already do, with a scope and a fixed fee. On Microsoft 365, that’s often Copilot readiness and a rollout.
- 4. Keep it running Sell governance as a recurring service: an AI acceptable-use policy for each client, an inventory of the AI tools and agents in use, access and connector reviews, and a quarterly review.
What happened at one firm
Most recently, as Chief AI Officer, I took an SF-based tech staffing company from placements to AI services it sold to the clients it already staffed. Its offer tiers: an Assessment, then an implementation, then ongoing support. Two in three of its Assessments became larger implementations, and 80% of the implementations stayed on for ongoing support. That’s one firm, not a forecast for yours. See the track record
Which AI model?
I test models on MSP Bench, my private benchmark of how well an AI looks after a managed IT provider: 100 hidden problems and $1,000,000 at risk. It isn’t a test of your firm, and it’s the closest I have. As of , Claude Opus 5.5 leads it, protecting $883,722 on average across its runs. Which AI model is best for an IT services firm?
How Guava does it
- AI Assessment $4,000, 2 weeks. Where most IT services firms start: every workflow ranked Build, Pilot or Don’t build. Credited in full toward what comes next.
- AI Rollout $25,000, 3–6 weeks. Your own team using AI on real work, which is what you’ll be selling from.
- Implementation & Offer Launch $35,000, 3 months. Working AI inside your systems, your team trained to deliver AI services across Copilot, Claude and ChatGPT, and those services packaged and priced for your clients.
- Ongoing Optimization & Governance $4,000 a month, cancel anytime. Your team learns to run governance itself, and to offer it to your clients.
Fixed fees, agreed in writing before work starts, and you own everything built. See the engagements
Questions IT services owners ask
Will Guava deliver AI services to our clients for us?
No. I don’t white-label or work under your brand. I coach your own team to deliver it, so by the end your people run it without me.
What should we sell first?
Usually what your clients already use. If they run on Microsoft 365, Copilot readiness and a rollout tend to come first, then governance as the recurring piece.
Do our consultants need to be AI engineers?
Not for readiness, rollouts or governance. Those lean on knowing your clients’ systems, which your consultants already do. Custom builds on Azure AI Foundry, Amazon Bedrock or Vertex AI take engineering.
How long does it take?
Implementation & Offer Launch takes 3 months. Most firms do an Assessment and a Rollout first, so the services they sell come from work their own team has already done.
More questions IT services owners ask
Talk it through.
Twenty minutes on what your clients are already asking for. Prefer email? romeo@workwithguava.com