For any organization dedicated to security, commissioning a penetration test is a vital step. But navigating the quoting process can be surprisingly complex. A common and completely understandable starting point for many is to gather quotes from various vendors to establish a working budget.
If this sounds like your process, you’re in good company. It’s a logical way to approach any new service.
However, when it comes to a highly specialized service like a penetration test, this approach can unintentionally obscure what you’re actually buying. The price tag on a proposal doesn’t always tell the full story. This guide is designed to demystify the process, helping you look beyond the numbers to find a security partner that’s the perfect fit for your needs.
Think of it like buying a car. You wouldn’t simply ask for the price of “a car.” You’d first consider your needs: do you need a family-friendly SUV, an economical commuter car, or a high-performance sports car? Each serves a different purpose and is engineered differently. Comparing them on price alone doesn’t help you get the right vehicle for your life.
Similarly, not all penetration tests are created equal. Here are the key factors that shape the value and effectiveness of a security assessment.
Looking Under the Hood: What Defines a Quality Penetration Test?
Understanding these six areas can empower you to ask the right questions and evaluate proposals based on the true value they offer.
1. The Role of Manual Testing vs. Automated Scans (or AI pen test) An automated scan is a great tool for quickly identifying known vulnerabilities, like a spell-checker for your code. It’s an important part of the process, but it can’t replicate human intuition. A manual penetration test is where skilled engineers think creatively like an attacker. They explore business logic flaws and chain together minor issues to uncover major risks, something a simple scan can’t do.
- A good question to ask: “What is your balance between automated scanning and hands-on, manual testing?”
2. The Importance of a Proven Methodology A structured testing methodology (like, Google Pen Test guidelines, PTES or OWASP standards) acts as a blueprint for the engagement. It ensures the assessment is thorough, consistent, and that no stone is left unturned. When a vendor follows a clear process, you can be confident in the quality and reliability of the results.
- A good question to ask: “Could you walk me through the methodology you follow during a typical engagement?”
3. A Shared Understanding of Scope A truly effective test requires a deep understanding of what’s being tested. A partner should invest time with you in a scoping call to understand your application’s architecture, its business purpose, and your specific concerns. A price given without this conversation may be based on assumptions, potentially overlooking critical areas of your system.
- A good question to ask: “What does your scoping process look like to ensure the test aligns with our business risks?”
4. The Team’s Breadth of Experience When you hire a penetration testing firm, you’re hiring the team’s collective expertise. Look for engineers with a broad and deep foundation in all areas of information security, not just offensive tools. Testers who understand defensive strategies, cloud architecture, and incident response can provide more practical, insightful recommendations that strengthen your overall security posture.
- A good question to ask: “What is the background of the engineers who would be working on our project?”
5. The Benefits of a US-Based Team For many organizations, working with a US-based partner is a significant advantage. It ensures clear communication across similar time zones and a team that is deeply familiar with US data privacy regulations (HIPAA, etc) and compliance standards. It provides an extra layer of trust and accountability when dealing with your most sensitive systems.
- A good question to ask: “Where are your security engineers located?”
6. The Value of Full-Time Employees Knowing exactly who is testing your systems is fundamental to trust. A firm that uses vetted, full-time employees offers a high level of accountability, consistency, and a shared commitment to quality. This creates a more cohesive and reliable partnership compared to models that rely on a transient, crowdsourced workforce.
- A good question to ask: “Are the penetration testers full-time employees of your company?”
A Better Approach: From Price-Shopping to Value-Hunting
Choosing a security partner becomes much clearer when you shift the focus from price to value. A simple, three-step approach can help you find the right fit:
- Define Your Needs First: Before you ask for a price, consider your goals. What are you trying to protect? What are your compliance needs? What level of assurance does your organization require?
- Ask Deeper Questions: Use the questions above to engage vendors in a more meaningful conversation. Their answers will reveal far more than a number on a page. Ask to see a sanitized sample report to understand the quality of their deliverables.
- Evaluate for Partnership: The ultimate goal is to find a partner who is invested in your security. Look for the vendor who demonstrates a genuine understanding of your needs and a commitment to helping you succeed.
We believe an informed customer is the best partner. A penetration test is more than a transaction; it’s a collaborative investment in your security and resilience. If you’re ready to discuss what true security value looks like for your organization, we’re here to help guide the conversation.
