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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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In today's enterprise environment, managing the diverse array of endpoints and mobile devices has become a critical IT function. Unified Endpoint Management (UEM) platforms have emerged as the go-to solution for organizations looking to secure, deploy, and manage their device fleet from a single console. However, when it comes to procurement, many IT leaders and procurement officers struggle to understand the complex pricing models that vendors employ.
This guide breaks down the various pricing structures for UEM platforms, helping enterprise decision-makers navigate the procurement process with confidence.
Common UEM Pricing Models
UEM vendors typically employ several pricing structures, each with distinct advantages and considerations:
Per-Device Pricing
The most straightforward model charges a fee for each device enrolled in the UEM platform.
Typical range: $3-$9 per device per month
Best for: Organizations with clear device inventory and predictable growth
Considerations: This model can become expensive for organizations with multiple devices per user. Some vendors count each device separately, while others might offer bundles (e.g., one mobile + one laptop = one license).
According to Gartner, approximately 60% of UEM vendors use device-based pricing as their primary model.
Per-User Pricing
This approach charges based on the number of users, regardless of how many devices each person uses.
Typical range: $6-$15 per user per month
Best for: Organizations where employees use multiple devices
Considerations: While often appearing more expensive at first glance, this can be more cost-effective for companies with BYOD policies or where employees regularly use 2-3 devices.
Tiered Subscription Models
Many enterprise UEM providers offer multiple tiers of service:
- Basic tier: Device enrollment, inventory, and simple policies
- Standard tier: Includes security features, application management
- Premium tier: Advanced automation, integrations with SIEM tools, and AI-powered threat detection
Pricing difference: Premium tiers typically cost 50-100% more than basic tiers
Perpetual vs. Subscription Licensing
While the industry has largely shifted to subscription models, some vendors still offer perpetual licensing options:
Perpetual licensing:
- Higher upfront cost
- Annual maintenance fees (typically 15-25% of license cost)
- No automatic feature updates without upgrading
Subscription licensing:
- Lower initial investment
- Predictable ongoing costs
- Continuous updates and improvements
According to a 2022 Forrester study, over 85% of new UEM deployments use subscription-based models.
Hidden Costs to Consider
When budgeting for UEM implementation, several factors beyond the base license cost can impact total cost of ownership:
On-Premises vs. Cloud Deployment
Cloud-hosted UEM solutions eliminate infrastructure costs but may have higher per-device fees. On-premises deployments require:
- Server hardware and maintenance
- Database licensing
- Backup infrastructure
- IT staff time for system maintenance
Implementation and Professional Services
Enterprise UEM deployments often require:
- Implementation services: $10,000-$50,000 depending on complexity
- Integration costs with existing systems
- Custom policy development
- Training for IT staff
Add-On Modules and Capabilities
Many vendors charge extra for advanced features:
- Content management: $1-3 additional per device
- Advanced threat protection: $2-5 additional per device
- Telecom expense management: Often priced separately based on carrier connections
- IoT device management: May require separate licensing models entirely
Real-World Pricing Examples
While specific pricing requires vendor quotes, these examples illustrate typical enterprise scenarios:
Mid-sized Enterprise (5,000 devices)
- Microsoft Intune (part of EMS E3): ~$11/user/month when purchased as part of Microsoft 365 E3
- VMware Workspace ONE: ~$6-12/device/month depending on tier and volume
- MobileIron (Ivanti): ~$4-7/device/month with volume discounting
- IBM MaaS360: ~$4-8/device/month depending on features needed
Large Enterprise (25,000+ devices)
At this scale, enterprises typically receive significant volume discounts, often reducing per-device costs by 20-40% compared to list prices. However, large enterprises also commonly require premium tiers and add-on modules, partially offsetting these savings.
Negotiation Strategies for Procurement Teams
When procuring UEM solutions, consider these tactics to optimize your investment:
Multi-Year Commitments
Vendors typically offer 10-25% discounts for multi-year commitments. This approach also helps lock in pricing against future increases.
Bundle with Other Security Solutions
Many UEM vendors offer integrated security portfolios. According to Forrester, organizations can save 15-30% by bundling UEM with other security products from the same vendor.
Pilot Programs and Phased Rollouts
Start with a smaller deployment to:
- Validate the solution fits your requirements
- Gain negotiating leverage with proven success
- Identify which features actually provide value before purchasing enterprise-wide
License Optimization
Consider hybrid models that match your device profile:
- Per-user licensing for employees with multiple devices
- Per-device licensing for shared or single-purpose devices
- Special pricing for devices that require minimal management
Evaluating TCO Beyond License Costs
When comparing UEM solutions, look beyond the sticker price to understand total cost of ownership:
IT Staff Efficiency
More intuitive UEM platforms with better automation can significantly reduce operational costs. According to an IDC study, organizations reported 15-30% efficiency improvements after implementing modern UEM solutions, translating to substantial operational savings.
Security Incident Reduction
Advanced UEM solutions with robust security controls have demonstrated reduced breach likelihood. With the average cost of a data breach now exceeding $4.35 million (according to IBM's Cost of a Data Breach Report), security capabilities should factor heavily into TCO calculations.
Integration Capabilities
Solutions that integrate well with your existing technology stack reduce custom development and maintenance costs. According to a Gartner survey, integration issues account for approximately 30% of UEM project delays and budget overruns.
Conclusion: Finding the Right Fit for Your Organization
The ideal UEM pricing model depends entirely on your organization's specific needs and device environment. Consider these key factors when evaluating options:
- Device diversity: Organizations with multiple devices per user benefit from user-based pricing
- Growth projections: Factor in how your device count will change over the contract term
- Feature requirements: Only pay for capabilities you'll actually use
- IT resources: Cloud-based solutions reduce infrastructure needs but may cost more over time
- Existing vendor relationships: Leveraging current vendor partnerships often yields better pricing
By understanding these pricing models and considering the complete cost picture, procurement teams can make more informed decisions when selecting and negotiating UEM solutions that balance budget constraints with security and management needs.
Remember that the cheapest option rarely delivers the best value. The right UEM solution should streamline IT operations, enhance security posture, and support your organization's mobility strategy while providing predictable costs aligned with your budgeting approach.