Lacework

Lacework's add-on structure includes several high-value components that significantly impact total cost: Infrastructure as Code (IaC) Security, Kubernetes Insights, Additional Storage (180 days), and the Signature Success Plan. Vendr's data reveals these add-ons can increase total contract value by 40-60% if not properly negotiated. The Additional Storage add-ons for both Account Security and Workload Security are particularly expensive on a per-GB basis. Standard retention is typically 90 days, but extending to 180 days can cost $15-25 per GB annually. For organizations generating 10TB+ of security data monthly, this becomes a $150,000-$250,000 annual expense. The Lacework Signature Success Plan, while valuable for complex deployments, carries a premium of 15-20% of your base license cost. However, Vendr data shows this can often be negotiated down to 8-12% or bundled with multi-year commitments at no additional cost. Negotiation Strategy: Bundle add-ons into your initial negotiation rather than purchasing separately. Request tiered storage pricing where older data (60+ days) costs significantly less. For IaC Security and Kubernetes Insights, push for inclusion in Enterprise packages above certain seat thresholds—many customers secure these at no additional cost with 500+ seat commitments.

Lacework's QuickStart Standard service appears as a separate line item in many quotes, but Vendr's data shows this $15,000-$25,000 service is frequently negotiable or bundleable. For deals over $150,000 annually, 67% of customers secure QuickStart at no additional cost, while smaller deals can often negotiate 50-75% discounts on implementation services. The Signature Success Plan, priced at 15-20% of annual license value, provides dedicated customer success management and priority support. However, our analysis shows the standard support included with Enterprise licenses is sufficient for most organizations. The premium support primarily benefits companies with complex multi-cloud environments or aggressive deployment timelines. Professional services beyond QuickStart (custom integrations, advanced configuration) typically cost $1,500-$2,200 per day. Lacework often bundles 10-20 days of additional services into enterprise deals as a negotiation sweetener. Negotiation Strategy: Request QuickStart inclusion as a "partnership investment" for deals over $100,000. For the Signature Success Plan, negotiate a 6-month trial period to evaluate value before committing to annual fees. Structure professional services as credits rather than fixed deliverables—this provides flexibility to use services for ongoing optimization rather than just initial implementation. Many customers secure 25-40% more services value through credit-based arrangements.

Lacework's pricing structure creates a critical decision point between their Enterprise Agent Package and Enterprise Agentless Package. Vendr's analysis shows the agentless approach often provides better ROI for specific use cases, but the pricing isn't straightforward. The Enterprise Agent Package includes multiple billable dimensions: Standard Agent seats, Workload Security agents, and potential overage charges. For a typical 200-agent deployment, you're looking at base costs plus per-agent fees that can escalate quickly with cloud-native environments where workloads scale dynamically. The Enterprise Agentless Package (Multicloud) offers flat-rate pricing that's particularly advantageous for organizations with 500+ cloud workloads. Vendr data indicates that agentless packages typically cost 20-30% less than equivalent agent-based coverage when protecting more than 300 workloads, due to the elimination of per-agent licensing complexity. Negotiation Strategy: Request detailed TCO modeling from Lacework comparing both approaches for your specific environment. Push for hybrid pricing that allows switching between agent and agentless coverage without penalties. Many customers secure 15-20% additional discounts by committing to agentless-first deployment with agent fallback options.

Vendr's data reveals significant volume discount opportunities with Lacework Enterprise that many buyers miss. For 100 seats, you'll pay list price of $98 per seat annually ($9,800 total) with minimal discount potential. However, at 500 seats ($49,000 list), discount opportunities jump dramatically—you can achieve 21-35% discounts in the median range, bringing your effective cost down to $31,850-$38,710. The sweet spot emerges at 1,000+ seats where Vendr data shows 35-46% discounts are standard, reducing the $98,000 list price to $63,798-$76,538. For enterprise deals over 2,000 seats on 3-year terms, we've seen discounts reach 72-76%, bringing costs down from $588,000 to $161,700-$276,360. Negotiation Strategy: If you're planning gradual expansion, negotiate upfront for higher seat counts with unused seat banking. Lacework often agrees to 18-24 month ramp periods, allowing you to secure volume pricing immediately while growing into the seats. This approach can save 15-25% compared to expanding seat counts annually.

Vendr's renewal data reveals a critical insight: Lacework's discount structures heavily favor multi-year commitments, but the optimal term length varies by deal size. For contracts under $100,000 annually, 2-year terms typically yield the best discount-to-flexibility ratio, achieving 15-25% discounts while maintaining reasonable exit options. For enterprise deals ($200,000+ annually), 3-year terms unlock significantly better pricing—our data shows 35-50% discounts are achievable, compared to 20-30% on annual terms. However, the 4th year discount improvement is marginal (typically 2-5% additional), making 3-year terms the sweet spot. Renewal timing is crucial: Lacework's fiscal year ends January 31st, creating Q4 (November-January) opportunities for additional concessions. Vendr data shows 12-18% better pricing during this period, particularly for deals closing in January. Negotiation Strategy: Structure renewals with annual true-up mechanisms rather than fixed 3-year commitments. This allows you to capture multi-year pricing while maintaining flexibility for growth. Include "right to expand" clauses that lock in your negotiated per-seat pricing for additional users added during the contract term. For renewals, initiate discussions 6-9 months early to leverage budget cycle timing and avoid auto-renewal penalties.

Vendr's competitive analysis shows Lacework typically prices 15-25% higher than Prisma Cloud and 20-30% above Wiz for comparable cloud security coverage. However, Lacework's unified platform approach often provides better value when you factor in reduced integration costs and operational overhead. For mid-market deals (200-500 seats), Lacework's list pricing averages $95-105 per seat annually, while competitors like Crowdstrike Falcon Cloud Security come in at $75-85 per seat. However, Lacework's pricing becomes more competitive at enterprise scale (1,000+ seats) where their volume discounts are more aggressive. The key differentiator is Lacework's behavioral analytics engine, which competitors struggle to match. When positioned correctly, this justifies a 10-15% premium over pure compliance-focused solutions. Negotiation Strategy: Present competitive quotes during negotiations, but focus on TCO rather than per-seat pricing. Lacework often responds with enhanced discount structures or additional services (like extended support or professional services credits) rather than matching competitor pricing directly. Request a "competitive displacement" discount if migrating from another platform—this can yield an additional 10-15% off negotiated rates.