I know we'll always disagree on this...and I say this in a friendly way.
M365BP is really just..."the middle". Far from "Fort Knox"....
$26.60 per user per month on month to month plan, $22 if annual commit (even pay monthly..with annual commit)
Let's look at ...what Fort Knox is.
You start with an M365 E5 license...$68.40 on month to month, I think $54.something if annual commit.
E5 brings in extended identity and threat protection, with automated security. And a lot of other compliance controls.
And...you don't even get Teams with it, that's an extra.
And...if you want to properly be Fort Knox, you'll still bolt on an external automatic remediation service like BlackPoint at the endpoint, to monitor Defender even better, stack on another 8 bucks per user.
So you're over $70 bucks per person per month. But I'll drop the add on, and go annual commit with just an E5 license at $54. That's still over double what a M365BP m/m license is.
So currently...I just "left of center"...and when I finish adding EntraP2...I'll "roughly" be center. "Middle of the Road" if you will. Not extreme to the right. And I don't want (my clients) to be on the bottom of the slide rule for protection....not when I'm their MSP and problems fall in my lap.
But I'll add that I have a lot of non profit clients. And many of them don't know...they can get Microsoft donations/charity licenses....so they go with basic. Or...are unfortunately sold basic licenses...maybe standard. M365 Business Premium donation for non profits...licenses 1-10 are FREE. Beyond that, M365 Business Premium for non profit charity...$6.60 per user per month. Add on Entra P2...$3.60.
Yesterday and today I'm taking over management of a 365 tenant for a foundation, and their parent management company. The foundation branch had purchased O365E3 and Defender licensing at full cost...over 28 users. Scaling that down to the freebie 10 and 18 at $6.60 is saving them some cabbage each month!!! And they're getting more than they had before!
To me, at least "have the conversation with the client". Arm yourself with all the facts...not just a mundane sentence or two. Put on your consulting had and...consult! People won't buy what they don't know about! A lot of times you'll find yourself surprised...and they'll go for it without pushback. Yes sometimes they should be reminded that their business information is important...and should be protected. It's a shame to not at least try!
I remember a long time ago, I used to just "quote" what I thought the client wanted. I was afraid to quote the big fancy models. After a client bought a few basic computers from me, he saw a fancy one somewhere...and asked me..."why can't you get those?" I said "I can!" He followed up with "Well why didn't you show me THAT?" I had no answer..other than..I made an ASSumption.
To take the "analogy" that Brian quoted above...I would rephrase it my style...saying..."I'll take that broken bicycle..and I'll FiX IT....straighten the wheels, put on new tires, new brakes, a quality chain, I'll lube the chain, derailer, and gears, ensure the pedals are smooth.....put on a new comfy seat..and sent the rider off having fun...with a helmet on..FOR SAFETY!"