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Zscaler’s Price Increase: What Informed IT Buyers Are Doing to Stay Ahead
Zscaler just kicked off its new fiscal year—and if you’re an enterprise IT buyer, there’s a good chance your next renewal will come with sticker shock.
As of August 1, 2025, Zscaler has implemented substantial price increases across many of its core offerings. According to NPI’s pricing intelligence, some SKUs are now 35%+ more expensive than just a month ago. The increases are affecting both new and renewing customers, especially those making tier changes or adding advanced threat modules.
If Zscaler is in your information security stack, here’s what you need to know—and what smart buyers are doing right now to mitigate impact.
Where Zscaler’s Price Increases Are Happening
Zscaler hasn’t made any public announcements about across-the-board price hikes—but recent transactions tell a different story. NPI is seeing steep increases in:
- Zscaler Internet Access (ZIA): Now quoted at $8–$12 per user/month
- Zscaler Private Access (ZPA): Ranging from $6–$10+ per user/month
- Add-ons like ZDX and Workload Communications: Especially expensive when bundled with new AI-driven and Zero Trust capabilities
Buyers are encountering inflated quotes—often without clear justification. If you have a renewal or expansion coming up, these changes could hit your IT budget hard unless you tackle them proactively.
How Informed IT Buyers Are Staying Ahead
The good news? You still have leverage. Here’s how strategic buyers are managing Zscaler’s pricing surge:
1. Benchmark Early and Often
Before any negotiation, validate your quote against current market pricing. Even small differences in per-user rates can snowball into major cost increases over multi-year deals. Identify line-item-level disparities and develop a strategy for closing the gaps.
2. Scrutinize Tier Changes
Zscaler’s most advanced features are increasingly locked behind higher service tiers. While upgrades may seem like a security win, they’re often accompanied by automatic price jumps. Be sure the value justifies the cost—and push back if it doesn’t.
3. Push for Modular Flexibility
Don’t accept bundled upgrades by default. Ask for à la carte access to specific features so you can avoid paying for capabilities your team doesn’t need.
4. Negotiate Multi-Year Price Protections
If you’re signing a multi-year agreement, demand caps on annual increases. Without these protections, you’re exposed to compounding price hikes that can significantly inflate TCO.
5. Use Competitive Alternatives as Leverage
Even if you plan to stick with Zscaler, having credible quotes from competitors strengthens your position. It shows the vendor you’re informed—and that they’ll have to earn your business.
Final Thought: Don’t Let Zscaler Price Increases Steer the Deal
Zscaler’s pricing moves may be aggressive, but that doesn’t mean you have to accept them at face value. The IT buyers who come out ahead will be those who:
- Start planning early
- Challenge assumptions
- Benchmark with precision
- Negotiate with confidence
Need help building your negotiation strategy? NPI’s deal intelligence and advisory services can give you the data and guidance you need to reduce spend—without sacrificing capability. Contact us to learn how to align your next Zscaler deal with what the market is really paying.
