The Effective IT Monthly Expense is the calculated price your prospect could pay their current provider to cover the deficiencies you found.

It is based on the audIT score. The more that is wrong or missing with your prospect's IT, the lower the score. 

If they only score a 50 out of 100, it means they are paying to get only half of what they need. The question they should ask is how much will their current IT provider charge them for the other half? The answer could be double.

This creates a price anchor. So your prospect will compare your price with the effective IT monthly expense as opposed to comparing what they are paying. This will help you get past price objections and make more MRR.

Read more about the Effective IT Monthly Expense here.