What's Inside
Security Vendors Price on Fear. We Show You What the Market Actually Pays.
The cybersecurity vendor market has a pricing dynamic unlike any other enterprise software category: buyers are under compliance and board-level pressure to acquire products, the consequences of underbuying are visible and career-affecting, and most organizations lack any way to compare their pricing against peers. This creates a market where vendors can — and systematically do — charge substantially above what benchmark data says is achievable.
Our data from 450+ enterprise cybersecurity contracts, covering six major vendors across endpoint, network security, SIEM, and identity categories, shows that cybersecurity pricing has more variance than almost any other enterprise software category. The gap between what the least-informed buyers pay and what well-benchmarked buyers pay at the same contract value is typically 25–40%.
This report covers CrowdStrike (endpoint and identity), Palo Alto Networks (NGFW, Prisma Cloud, Cortex XDR), Zscaler (ZIA, ZPA, ZDX), SentinelOne (Singularity platform), Okta (workforce identity, customer identity), and Splunk (SIEM/SOAR). For each vendor, we provide real benchmark pricing data, achievable discount ranges by contract size, consolidation opportunities where vendors overlap, and negotiation leverage points specific to each platform.
450+
Enterprise security contracts analyzed
31%
Average savings vs initial cybersecurity proposals
6
Major vendors covered with full benchmark data
Table of Contents
- The Cybersecurity Pricing Dynamic: Why Fear Creates Pricing Power
- CrowdStrike Pricing Benchmarks: Falcon Complete, Identity Protection, Pricing by Module
- Palo Alto Networks: NGFW, Prisma Cloud, and Cortex Pricing Data
- Zscaler: ZIA and ZPA Per-User Benchmarks Across Contract Tiers
- SentinelOne: Singularity Platform Pricing vs CrowdStrike Comparison
- Okta: Workforce Identity Pricing, Customer Identity, and MFA Module Data
- Splunk: SIEM Pricing, Data Ingestion Economics, and Cloud vs On-Prem
- Cybersecurity Stack Consolidation: Where Vendor Overlap Creates Savings
- Renewal Negotiation Playbook: How to Negotiate When Your Stack Is Already In
Preview Finding: CrowdStrike Falcon Endpoint Protection pricing at the 5,000–20,000 endpoint tier ranges from $28–$62 per endpoint annually — a 2x spread for identical products. The determining factor is whether the buyer enters the negotiation with competitive benchmark data. Organizations that reference SentinelOne pricing data during CrowdStrike negotiations consistently achieve discounts 18–24% above the CrowdStrike standard volume discount. This report tells you exactly what to reference and at what stage of the negotiation.
Covered Vendors: What the Data Shows
CrowdStrike
Endpoint · Identity · Threat Intelligence
Avg. achievable discount: 22–34% vs initial proposal
Palo Alto Networks
NGFW · Prisma Cloud · Cortex XDR
Avg. achievable discount: 20–30% vs initial proposal
Zscaler
Zero Trust · ZIA · ZPA · ZDX
Avg. achievable discount: 25–38% vs initial proposal
SentinelOne
Endpoint · Identity · Cloud Security
Avg. achievable discount: 28–40% vs initial proposal
Okta
Workforce Identity · CIAM · MFA
Avg. achievable discount: 18–28% vs initial proposal
Splunk
SIEM · SOAR · Observability
Avg. achievable discount: 24–36% vs initial proposal
The Consolidation Opportunity Most CISOs Miss
The average Fortune 500 organization runs 6–12 cybersecurity vendors with significant product overlap. Endpoint agents from CrowdStrike and SentinelOne. Identity products from Okta and Microsoft. Network security from Palo Alto and Zscaler. Cloud security from Prisma Cloud and CrowdStrike Falcon Cloud Security. This overlap is expensive — both in direct licensing costs and in operational complexity.
Our consolidation benchmark data shows that enterprises who benchmark their cybersecurity stack holistically and approach vendors with a consolidation-or-replacement narrative achieve 28–44% savings compared to renewing existing contracts individually. The report includes a consolidation decision framework and specific negotiation scripts for each vendor pairing where overlap is most common.
Splunk Pricing: The Ingestion Model Problem
Splunk's data-ingestion-based pricing model creates a unique benchmarking challenge and a unique negotiation opportunity. Most organizations don't know what their actual ingestion volume is when they sign their first Splunk contract — leading to consistent overages that Splunk uses to justify price increases at renewal. Our benchmark data covers Splunk per-GB ingestion rates, enterprise license agreement (ELA) pricing by company size, the Splunk-to-Splunk Cloud migration discount opportunity, and how to use Microsoft Sentinel pricing as a negotiation lever with Splunk at renewal.
| Vendor / Product |
Typical Unit |
Published List |
Avg. Achievable |
| CrowdStrike Falcon Pro |
Per endpoint/yr |
$59.99 |
$38–$48 |
| Zscaler ZIA Business |
Per user/yr |
$108 |
$65–$88 |
| Okta Workforce Identity |
Per user/month |
$8 |
$5.20–$6.80 |
| Splunk Cloud (ingestion) |
Per GB/day |
$150 |
$82–$118 |
| Palo Alto Prisma Cloud |
Per workload/yr |
$18 |
$11–$14.40 |
Benchmark data from VendorBenchmark contract database. Enterprise agreements only. Data current as of Q1 2026.
