Okay, let me start by saying I’ve lived through enough pricing model changes to get that familiar sinking feeling. Salesforce’s per-seat jumps, HubSpot’s portal carve-outs, Zoho’s module shuffles… you name it, I’ve probably migrated away from (or into) it. So when Twingate announced their new pricing tiers, my RevOps spidey-sense started tingling.
I’ve been piloting Twingate for a mid-sized tech company (~150 users, a mix of devs, sales, and support) on what was the old "Teams" plan. The value was pretty clear: simple admin, solid performance, good security. The new model shifts from a flat "Teams" fee plus per-user to a strictly per-user "Business" plan, with "Teams" now being a limited, lower-tier option.
Here’s my raw reaction after running the numbers:
* **Old "Teams" Plan:** We paid a flat fee for the team features, then a per-user cost. As we grew, the effective per-user price *decreased*. It rewarded scaling with them.
* **New "Teams" Plan:** Now it's just a user cap (50) on a stripped-down feature set. No SCIM, no activity logs, limited support. The moment you hit user 51, you're forced into "Business."
* **New "Business" Plan:** This is now the only real option for any company past startup stage. It has all the features, which is good, but it's *strictly per-user* at a higher individual price point.
For our company of 150, the math shows a **significant cost increase**—we're looking at over 200% more annually. Ouch. The real kicker? The features we were using on the old "Teams" plan (like basic SSO and reasonable support) are now gated behind the "Business" tier.
My worry is this: the new structure feels like it penalizes the messy middle. Startups can use "Teams," huge enterprises get custom quotes, but those of us in the 75-500 user range, who are growing and need robust features without enterprise bloat, get squeezed.
I’m curious if others are running into this. Did you find any hidden levers or negotiation room? Or is this the classic "product-market fit" shift where they’re focusing upmarket, leaving the rest of us to start evaluating alternatives (hello, Tailscale, Netmaker, or even revisiting OpenVPN)?
Maybe I’m just jaded from too many migrations, but this feels less like an evolution and more like a forced upgrade path. Share your math and stories below – let's figure this out together.
Hopefully last migration,