Enterprise Bundles Squeeze Obsidian

The main risk is that large security vendors can turn adjacent products into a low friction add on, while Obsidian still has to win a separate budget line. When a customer already has a multiyear Microsoft, CrowdStrike, or Palo Alto deal, the security team can often switch on overlapping controls through the same contract, the same console, and a discounted credit pool or bundle, which makes a standalone purchase much harder to justify.

• CrowdStrike Falcon Flex lets customers commit spending once, then draw it down across the portfolio over time, including new modules later. That matters because agent governance or SaaS security can be positioned as another Falcon workload, not a new vendor approval process.
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• Palo Alto sells cloud and security products through credit based Prisma bundles and enterprise agreements, then cross sells newer products like Prisma AIRS off that installed base. In practice, a customer can buy broader AI and SaaS controls inside an existing platform program instead of opening a separate Obsidian deal.
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• Microsoft has gone even further by including Security Copilot for eligible Microsoft 365 E5 and E7 customers. Once core identity, endpoint, and data security tools are already bundled into the Microsoft estate, any overlapping governance layer faces both a pricing disadvantage and a workflow disadvantage.
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This pushes the market toward a platform versus specialist split. The winners will be the products that either plug obvious gaps the big suites still miss, or deliver enough better coverage and enforcement that customers accept running a second console and paying outside the enterprise agreement.