Your clients need clarity on what they're paying for—and the difference between a quick scan and a deep-dive test can mean thousands of dollars and vastly different security outcomes. Getting your pricing right separates firms that win contracts from those that lose deals or undersell their expertise.
The Cost Difference: Scans vs. Tests
Vulnerability scans typically run $500–$3,000 per engagement for small-to-mid businesses, depending on scope and tool licensing. A full penetration test ranges from $5,000–$25,000+ for SMBs, and $50,000–$150,000+ for enterprise environments. The gap reflects time investment: scans take 4–16 hours; pen tests span 40–200+ hours across reconnaissance, exploitation, and reporting.
Scans are automated point-in-time checks. Pen tests are manual, adversarial exercises where testers actively exploit findings to prove real-world risk. That methodical approach justifies the premium.
Understanding Vulnerability Scanning Pricing
Vulnerability scans work best as recurring services—monthly or quarterly—because they detect new exposures in real time. Many firms price them as monthly retainers ($300–$800/mo) to build predictable revenue and keep clients continuously informed.
Pricing factors include:
- Target scope: Number of IPs, websites, or applications scanned
- Depth level: Surface scan vs. credentialed (authenticated) scan, which reveals more
- Compliance drivers: PCI-DSS, HIPAA, or SOC 2 scans often cost 20–30% more due to stricter reporting
- Tool and licensing: Nessus, Qualys, Rapid7, or Tenable platforms have per-scan or per-asset fees that roll into your pricing
A credentialed scan of a 50-asset network typically costs $800–$1,500; an unauthenticated scan of the same network runs $400–$800. If you're licensing tools yourself, factor in annual subscriptions ($2,000–$10,000/year for mid-market tools) when calculating margins and quoting clients.
Penetration Test Pricing Breakdown
Full pen tests demand higher rates because testers are skilled labor. A typical breakdown:
- Scoping call and planning: 2–4 hours (often free)
- Reconnaissance and enumeration: 8–20 hours
- Exploitation and post-exploitation: 15–40 hours
- Reporting and remediation guidance: 8–15 hours
At $150–$250/hour (industry standard for pen testers), a 60-hour engagement nets $9,000–$15,000. For firms in high-compliance sectors (finance, healthcare), rates climb to $200–$350/hour.
Scope matters enormously. A single web application pen test: $3,000–$8,000. A full network pen test across multiple segments: $15,000–$40,000. A red-team engagement (simulating a persistent, multi-stage attack) with social engineering and physical components: $25,000–$100,000+.
When Clients Choose Each Option
Scans fit:
- Budget-conscious small businesses starting a security program
- Compliance checkbox requirements (vendors, auditors)
- Ongoing monitoring between full tests (annual pen test + monthly scans is a common model)
- Cloud infrastructure and rapid deployment environments where change is constant
Pen tests fit:
- Critical infrastructure assessments (before major deployments)
- High-risk environments (payment processing, healthcare systems)
- Proof-of-concept after a breach or incident
- Clients who've already run scans and want to know if findings actually lead to compromise
Positioning Your Offer
The shrewdest approach: bundle scanning and testing into tiered packages. Offer a "Security Baseline" package (quarterly scans + annual pen test) at $4,000–$6,000/year for SMBs. Upsell "Security Plus" (monthly scans + two annual pen tests) at $10,000–$15,000/year. This locks in recurring revenue, demonstrates ongoing value, and makes testing feel less like a one-off cost.
Transparency on what each service doesn't cover also builds trust. Clarify whether reports include remediation guidance, retesting after fixes, or scope limitations (e.g., "excludes third-party integrations" or "internal network only").
Listing your services on platforms like Mercoly helps you get found by decision-makers searching for these exact offerings, win qualified leads who already understand your niche, and close deals faster by showcasing your service packages and pricing directly.
Frequently Asked Questions
Q: How often should a client run vulnerability scans versus penetration tests? Scans should run monthly or quarterly to catch emerging threats; pen tests are typically annual or before major system changes, though high-risk organizations may test twice yearly.
Q: Can I use vulnerability scan findings as part of a penetration test proposal? Yes—present scan results as a pre-engagement baseline to justify testing depth and explain which vulnerabilities your testers will attempt to exploit manually.
Q: Should I charge extra for remediation support after a pen test? Many firms include 30–60 days of remediation guidance in the base fee, then charge $100–$200/hour for extended support or retesting, which incentivizes quick fixes and adds revenue.
Start positioning these services clearly in your sales conversations—your prospects are ready to invest once they understand what each service delivers.