1Password

The pricing gap between 1Password Business and Extended Access Management (XAM) is significant but justifiable for the right use cases. For 100 users, Business costs $9,588 annually (with negotiated deals from $6,088-$8,274), while XAM costs $16,788 annually (with deals ranging from $10,174-$13,800). However, the value proposition changes dramatically at scale. At 500 users, Business costs $47,940 (negotiated: $26,751-$35,955), while XAM costs $83,940 (negotiated: $44,740-$59,933). The financial break-even typically occurs when you consider the hidden costs of security incidents.

Multi-year contracts with 1Password offer substantial savings beyond the standard annual pricing. Our data shows that a 3-year commitment for 100 users costs $28,764 (compared to $28,764 for three separate annual contracts), but the real value comes in the negotiated rates. For annual contracts, the median negotiated price for 100 users is $8,274. However, with a 3-year commitment, we've seen deals as low as $16,827 for the entire term—that's equivalent to $5,609 annually, representing a 32% additional discount over the best annual deals.

Based on Vendr's pricing intelligence, 1Password Business shows significant discount scaling opportunities at key user thresholds. For 100 users, you're looking at a list price of $9,588 annually, with negotiated deals typically ranging from $6,088 (36% discount) to $8,274 (14% discount). However, at 500 users ($47,940 list price), the discount potential jumps dramatically—with deals ranging from $26,751 (44% discount) to $35,955 (25% discount). The sweet spot appears to be around 500+ users, where you can leverage enterprise-level negotiations. At 1,000 users ($95,880 list price), we've seen deals as low as $50,625 (47% discount). The key negotiation strategy is to bundle user growth projections into your initial contract.

Device Trust represents one of 1Password's most strategically important add-ons, with unique pricing dynamics. For 100 users, Device Trust costs $6,868 annually, with limited discount flexibility—deals typically range from $6,261 to $7,725, representing only 9-12% potential savings. The key to Device Trust negotiations isn't just price—it's packaging and implementation support. Since Device Trust requires significant IT integration, negotiate for included professional services, extended implementation timelines, and dedicated support during rollout.

The Teams Starter Pack at $239.40 annually (covering up to 10 users) offers exceptional value for small teams, but the upgrade decision to Business requires careful analysis. With minimal discount potential on Starter Pack (deals range from $177-$239), the focus should be on timing your upgrade strategically. The break-even point occurs around 8-10 users when you factor in Business plan features.

1Password's Guest Accounts feature presents an interesting pricing challenge that requires strategic thinking. While we don't have specific guest account pricing in our current data set, the feature is designed for external collaborators who need limited vault access. The key is understanding when guest accounts make sense versus alternative approaches. For companies with significant external collaboration needs, negotiate guest account pricing as part of your initial Business contract rather than as an add-on later.