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Tailscale

Tailscale is a zero config VPN for building secure networks. Install on any device in minutes. Remote access from any network or physical location.

|Visit tailscale.com

How much does Tailscale cost?

Median contract value
$27,000
per year
Based on data from 56 purchases, with buyers saving 16% on average.
Median: $27,000
$6,902
$108,000
LowHigh
See detailed pricing for your specific purchase

AI Quote Analysis

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How does Tailscale price and package their products?
View pricing on Tailscale's website
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Personal
$0Pricing Modelper active user/monthBillingMonthlyTerm LengthN/APopular FeaturesZero configuration VPN, peer-to-peer connections, secure networking.Add-Ons$0.50 per additional device/month

Compare prices for similar companies

Supplier
Tailscale
Teleport
Median Contract Value$27,000$41,004
Avg Savings15.53%29.2%

Negotiating with Tailscale

Negotiation Tips

Leveraging other competitors' pricing to strengthen your negotiation position is crucial. Ensure to gather quotes from comparable vendors and inform Tailscale that you are evaluating these options. Presenting a competitive quote can lead to better pricing or additional features from Tailscale, especially if they wish to retain your business.
Indicate to Tailscale that your finance department requires the removal of the auto-renewal clause to maintain flexibility and control over future budgeting and purchasing decisions. This action can provide leverage for negotiating better terms or discounts.
If Tailscale plans to impose a price uplift, make it clear that your budget is restricted, and you cannot accept increases. Emphasizing your reliance on budget constraints can potentially negate the planned uplift or lead to a fixed price agreement for renewals.
If your intention is to scale up the number of users significantly, use this growth as a leverage point to negotiate lower rates per user based on economies of scale. Highlight that Tailscale will benefit from this increased usage and ensure that their pricing reflects this growth.
If there are adjustments to Tailscale's pricing model, communicate that the new pricing should reflect the same or better value compared to previous arrangements. Keep the necessary budget parameters in mind while negotiating.

Considerations when buying Tailscale

OwnershipTailscale is privately held.
Fiscal year endDecember 31
Best months to buyJanuary, June
Payment TermsMonthly billing, Annual billing available
Upgrades/downgradesYes, Tailscale offers both upgrades and downgrades for its services, making it easy for users to adjust their resources as their needs change.
Redline thresholdRedline threshold estimate is $50k.

Vendr community insights for Tailscale

What real buyers recommend in the negotiation process

Company with 201-1000 employeesThis month
We looked at switching to Tailscale from the free version of Teleport once they moved everyone to a paid license. It's a great alternative but we needed a few functionality pieces that Tailscale couldn't provide.
Company with 201-1000 employeesThis month
Tailscale prices per active users which helps keep costs down. It's a third of the price of Teleport.
Company with 201-1000 employeesThis month
Tailscale's plans are based on active users rather than per seat. With annual plans you are buying a pool of credits for the year based on your expected users. Each month they look at how many active users you had the prior month and will deduct the monthly fees from your annual credit pool. If you anticipate growth during the term it is more beneficial to build some into your annual credit pol upfront.
Company with 201-1000 employeesThis month
Tailscale reaches out when you are at 80% of your credits for the year so you can avoid on demand charges. At this point you the option to add additional usage in an amendment or renew early.
Company with 201-1000 employeesThis month
We were looking at a new purchase of Tailscale. We leveraged the anticipated growth and timing of signature (end of October) to secure a ~39% discount for a 12 month term on Enterprise.
Company with 201-1000 employeesThis quarter
We were evaluating Tailscale to replace Teleport but they do not have the Just In Time features we need.
Company with 201-1000 employeesThis year
Tailscale is an alternative to Teleport without as many bells and whistles. They have a Slack integration but would have to have a 3rd party webhook to get Teams notifications for their JustInTime features.
Company with 201-1000 employeesThis year
We were looking to increase our number of credits as we were about to run out, as well as add a new product to our contract. We were able to leverage a quick turnaround in exchange for an additional 17% discount on top of the already 30% discount that was in place from our current contract.
Company with 201-1000 employeesThis year
We were able to leverage a quick turnaround to signature in exchange for an additional 17% discount on top of the already 30% discount that was in place from their current contract on a mid contract upgrade. We were adding on more credits as we were about to run out.
Company with 201-1000 employeesThis year
We wanted one of the features included in the enterprise tier, and found out that Tailscale will add features a la carte for $3/user. We were able to add this feature for no cost by agreeing to participate in a case study. We captured additional savings by moving from a month-to-month to an annual plan.
Company with 201-1000 employeesThis year
Tailscale has a new pricing system that relies on credits rather than users. This can allow for flexibility within teams that require more fluidity for their usage.
Company with 201-1000 employeesA while ago
We were able to reduce our rate from $18 to $15pu/pm on Premium due to the increase of users over the 12 month term. Net 30 payments
Company with 201-1000 employeesA while ago
We were able to get pricing per user/month reduced from $18 to ~$10.50 on a 1 year term on their new Premium plan, which was the closest option to the Business plan we were on. We were also able to get Net 45 payment terms approved giving us more flexibility.
Company with 201-1000 employeesA while ago
Tailscale changed their model from users to credits whereas the credits are reduced based on the active users each month. Be advised that the credits do not roll over and its important to get a usage report to stay conservative when purchasing the credits. We were able to recognize savings due to not all users being active each month and therefore allowing for savings even with a slightly higher cost per credit as compared to cost be user previously

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