Homeホーム / Insights / Pricing and contracts解説記事 / 料金・契約
No two vendors mean the same thing by “seat”「1席いくら」の“1席”は、各社で意味が違います
Send the same 10-person company out for quotes to the five vendors that charge by seat (Squarespace is left out here, because it bills per site) and the number of billable seats comes back as 4, 5 or 10. The headcount is identical in every case.
The order of unit prices and the order of total spend do not match either. The cheapest, monday.com Basic (annual billing, $9 per month equivalent), is sold in a block starting at 3 seats, and the next cheapest, Asana Starter ($10.99), charges the same rate for staff who never do anything but read.
Three terms are all you need
A seat (also called a user) is the unit of billing, and "one person, one seat" is each vendor's own policy rather than an industry rule. Three mappings cover the English labels: Member / Core Seat / User = the people you pay for; Viewer / View-only = internal staff who only read; Guest / collaborator = people outside your company. Domain means the part of an email address after the @ (for @example.co.jp, that is example.co.jp), and it decides whether Asana's free allowance applies.
| Vendor | Types of paid seat | Who can be added at no charge | How to read this row |
|---|---|---|---|
| HubSpot | 4 types (Core / Sales / Service / Revenue) | View-only seats (free, unlimited), Partner seats | Each product you buy brings its own seat type, so the invoice gains lines |
| monday.com | 1 type (Member) | Viewers are unlimited; guests depend on the plan | One line on the invoice. Internal readers and outside collaborators both have a free allowance |
| Asana | 1 type (everyone at the same price) | Guests (external domains only; no cap stated) | Internal read-only staff have no free allowance |
| Semrush | 1 type (1 user is included with the plan) | Guests (sharing at the level of individual assets) | A guest is not a seat that sees the whole product |
| Shopify | No concept of a seat | Collaborators (Shopify Partners only) | There is no per-seat price; the plan sets the ceiling on headcount |
Sources: HubSpot seat assignment and management / monday.com user types and pricing for guests / Asana guests FAQ and view-only licence / Semrush user management / Shopify user limits by plan (checked August 2026). Asana's pricing page says only that guests cost nothing extra and do not count toward your user total; it does not say they are unlimited.
The same 10 people — how many seats get billed?
The case below is 4 people entering data, 6 who only read, and all of them on the company's own domain.
| Vendor | Billable seats | What actually leaves the account in a year (annual billing, excluding tax) | The calculation, and how to read the figure |
|---|---|---|---|
| HubSpot | 4 | $2,160 | 4×$45×12. The 6 View-only people cost zero. The Hub subscription itself is charged separately |
| monday.com | 5 | $720 | Standard 5×$12×12. Even 4 people start at 5 seats. The 6 Viewers cost zero |
| Asana | 10 | $1,318.80 | Starter 10×$10.99×12. The 6 who only read are charged the same rate |
| Semrush | 4 | $3,028 | SEO plan on annual billing $117.33×12 = $1,408 plus 3 additional users 3×$45×12 = $1,620 |
| Shopify | Ceiling of 9 users | ¥528,000 ($3,588 at US list price) | Advanced ¥44,000×12. Grow (5 users) does not stretch far enough |
Sources: each vendor's pricing page (checked August 2026). Businesses in Japan are billed at the yen price, so Shopify is shown in yen first.
Every figure here is annual billing — one year paid in full at the point of contract. Against a display price of $12 a month, the number that reaches the approval request is $720. Across the four vendors priced in dollars the range runs from $720 a year (monday.com) to $3,028 a year (Semrush): $3,028 ÷ $720 = about 4.2 times.
Seats cannot be bought in the exact number you need
monday.com states it plainly: "Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5." A company of 4 is invoiced for 5 seats.
The same thing happens at Asana. Its pricing page states the rule as "Between 2 and 5 total users: add seats in increments of 1. Up to 30 total users: add seats in increments of 5. Up to 100 total users: add seats in increments of 10." A company of 7 pays for 10 seats. Rounding up is not a monday.com peculiarity.
The invoice rises without adding even one person
HubSpot is bought as packaged products (Hubs) added to the account one at a time. The FAQ on the pricing page puts it this way.
An organisation on Marketing Hub Professional that adds one Sales Hub Enterprise has every existing Core seat repriced at Enterprise. 4 seats ×($75 per month − $45 per month) = $120 more per month → $1,440 a year. The number of people added is zero.
monday.com has the same structure. The vendor states that "When bundling, each product can be on a different plan and have a different number of seats", and then that "For Enterprise accounts, all bundled products must be on the Enterprise plan." Semrush likewise varies the price of an additional user with the grade of the plan.
At HubSpot, people who only read cost zero, however many there are
The vendor also lists what these seats cannot do: saving reports, editing records, changing settings, managing tools, granting super admin permissions, and email logging (the feature that files a sales email onto the customer record automatically). A director, an accountant or an IT manager who reads the numbers and asks questions in a meeting is covered by a free seat; a sales assistant who also comments and turns items into tasks is not. Demoting a salesperson to a view-only seat to save money means their correspondence from that point on stops being recorded on the customer record.
Outside collaborators, and what happens when headcount falls
Asana's free guests come with a condition attached. The vendor's wording is "Guests do not contribute toward your overall membership count when upgrading an entire organization," which leaves open that a division — a contract covering only part of the organisation — may be handled differently. HubSpot's Partner seats and Shopify's collaborators both require the other party to be a certified partner. One question to the sales team is enough: is this person's email domain the same as ours, or are they a certified partner? Asana opens its free allowance on the first; HubSpot and Shopify only on the second.
When headcount falls, monday.com states that "To select a smaller plan, you'll need to deactivate users first." The other four vendors do not state on their own pages whether seats can be reduced part-way through an annual term.
Organisations this structure does not suit
monday.com does not suit a 1- or 2-person business: even one person on Standard pays $432 a year (3×$12×12). Asana runs expensive for organisations with many readers, since showing progress to a director puts that director on a full seat. Moving Shopify from Grow to Advanced costs ¥44,000 − ¥10,100 = ¥33,900 more per month, or ¥406,800 a year, and what that buys is room for more people rather than more features. At HubSpot, every additional Hub can move the unit price of the seats already in place. Semrush guests are shared at the level of individual assets, which does not suit showing analysis widely across the company.
Send this sentence before you ask for a quote
Seat increments and the conditions for free seats are as stated on each vendor's own pages (checked August 2026). Sources: support.monday.com "Plans and pricing for monday.com", "How does plan pricing work", "User types explained"; help.asana.com "Guests FAQ", "View-only licenses"; knowledge.hubspot.com "Manage seats"; help.shopify.com "Users and permissions plan requirements", "Collaborator accounts"; semrush.com/kb/1409-user-management
Sources: each vendor's own help and pricing pages (checked August 2026). Figures are annual billing and exclude tax; Shopify is in yen and the other four are in USD.
Giving the sales team a single headcount will not produce the right number. Send this sentence instead: "We have ___ people entering data, ___ people inside the company who only read, and ___ outside collaborators. Please tell us whether the readers and the outside collaborators fall inside a free allowance, the per-seat price if they do not, the number of seats we will actually be buying after rounding up, and the annual total." What creates the gap between these prices is the definition of a seat, not the difference in features.
Sources (checked August 2026)
- HubSpot: Seat assignment and management (View-only free and unlimited, what it cannot do, no email logging, Partner seats) / Marketing pricing (additional Core seat, Professional $45 per month and Enterprise $75 per month, the FAQ on the highest level across products, the basis for $2,160 and $1,440) / Product and Services Catalog (conditions for granting Partner seats)
- monday.com: Plans and pricing (minimum of 3 seats then multiples of 5, different plans and seat counts when bundling, all bundled products on Enterprise for Enterprise accounts, deactivating users before reducing seats) / How does plan pricing work (the example of 4 people billed as 5 seats) / User types explained (Viewers unlimited and not billable) / Pricing for guests / Pricing table (Basic $9 / Standard $12 / Pro $19, the basis for $720 and $432)
- Asana: Pricing table (Starter $10.99 / Advanced $24.99, seat increments, guests at no extra cost, the basis for $1,318.80) / Guests FAQ (definition of an external domain, the condition when upgrading an entire organisation) / View-only licence (Enterprise and Enterprise+ only)
- Semrush: User management (1 user as standard, additional users Pro $45 / Guru $80 / Business $100, definition of a guest) / Pricing table (current plan names SEO / Starter / Pro+ / Advanced, SEO annual billing at $117.33 per month equivalent and $139 monthly, additional users "from $45 per month", the basis for $3,028)
- Shopify: User limits by plan (Basic 0 / Grow 5 / Advanced 15 / Plus unlimited, the owner and collaborators excluded) / Collaborator accounts (collaborators are limited to Shopify Partners and do not count against the user limit) / Japanese pricing table (annual billing, Basic ¥3,650 per month / Grow ¥10,100 per month / Advanced ¥44,000 per month, the basis for ¥528,000 and ¥406,800)
The additional-user prices Pro $45 / Guru $80 / Business $100 come from the Semrush user management help article, while the plans currently purchasable from the pricing page are SEO / Starter / Pro+ / Advanced. Monthly billing costs more at every vendor (Asana Starter $13.49 per month, Advanced $30.49 per month; Shopify monthly billing, Basic ¥4,850 / Grow ¥13,500 / Advanced ¥58,500). For the treatment of tax, please check each vendor's own display page. Terms change, so confirm the current wording on each official page before you sign.
同じ10人の会社が、席で課金する5社（Squarespace はサイト単位の課金なので今回は外します）に見積もりを出すと、課金される席数は 4席・5席・10席 に分かれます。人数は同じです。
単価の順と支払総額の順も一致しません。最安の monday.com Basic（年払・月額換算$9）は最低3席からのまとめ買いで、次に安い Asana Starter（$10.99）は見るだけの社員にも同額が乗ります。
用語は3つだけ
席（シート／ユーザー）は課金の単位で、「1人1席」は各社の規約であって共通ルールではありません。英語の区分名の読み替えは3つで足ります。Member／Core Seat／User＝有料で数える人、Viewer／View-only＝社内の見るだけの人、Guest／コラボレーター＝社外の人。ドメインはメールアドレスの@より後ろ（@example.co.jp なら example.co.jp）で、Asana の無料枠の可否を決めます。
| サービス | 有料席の種類 | 無料で入れられる人 | この表の読み方 |
|---|---|---|---|
| HubSpot | 4種類（Core／Sales／Service／Revenue） | View-only 席（無料・無制限）、Partner 席 | 買った製品ごとに別の席が発生し、請求書の行が増えます |
| monday.com | 1種類（Member） | Viewer は無制限、Guest はプラン次第 | 請求書は1行。社内の閲覧者も社外も無料枠があります |
| Asana | 1種類（全員同額） | ゲスト（社外ドメインのみ。上限の記載なし） | 社内の閲覧者に無料枠がありません |
| Semrush | 1種類（1人目はプランに付属） | ゲスト（資産単位の共有） | ゲストは全画面を見る席ではありません |
| Shopify | 席という概念がない | コラボレーター（Shopify Partner のみ） | 席単価ではなく、プランが人数の上限を決めます |
出典：HubSpot 席の割り当てと管理／monday.com ユーザー種別・ゲストの料金／Asana ゲストFAQ・閲覧のみライセンス／Semrush ユーザー管理／Shopify プラン別のユーザー上限（2026年8月確認）。Asana 料金ページはゲストを「追加費用なし・ユーザー数に影響しない」とのみ記し、無制限とは書いていません。
同じ10人で、何席分の課金になりますか
入力する人4人、見るだけの人6人、全員が自社ドメインで揃えた場合です。
| サービス | 課金席数 | 年間で実際に出ていく額（年払・税別） | 計算式とこの数字の読み方 |
|---|---|---|---|
| HubSpot | 4 | $2,160 | 4×$45×12。View-only の6人は0円。Hub本体の料金は別 |
| monday.com | 5 | $720 | Standard 5×$12×12。4人でも5席から。Viewer の6人は0円 |
| Asana | 10 | $1,318.80 | Starter 10×$10.99×12。見るだけの6人も同額 |
| Semrush | 4 | $3,028 | SEOプラン年払 $117.33×12＝$1,408 ＋ 追加3人 3×$45×12＝$1,620 |
| Shopify | 上限9ユーザー | ¥528,000（米国価格では$3,588） | アドバンス ¥44,000×12。グロー（5ユーザー）では足りません |
出典：各社料金ページ（2026年8月確認）。日本の事業者には円建て価格が適用されるため、Shopify は円を主表記にしました。
いずれも年払い＝契約時に1年分をまとめて払う金額です。月$12という表示に対し、稟議に載るのは$720です。ドル建ての4社では、年$720（monday.com）から年$3,028（Semrush）まで、$3,028÷$720＝約4.2倍の開きがあります。
席は、ぴったりの人数では買えません
monday.com 公式は「料金プランは最低3席から始まり、そこからは5の倍数で増えます」（原文：Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5.）としています。4人でも請求は5席分です。
同じことが Asana でも起きます。料金ページは「2〜5人は1席刻み、30人までは5席刻み、100人までは10席刻み」（原文：Between 2 and 5 total users: add seats in increments of 1. Up to 30 total users: add seats in increments of 5. Up to 100 total users: add seats in increments of 10.）と定めています。7人の会社は10席分を払います。切り上げは monday.com だけの話ではありません。
人を1人も増やさずに、請求額が上がります
HubSpot は用途別のパッケージ（Hub）を別々に買い足す方式です。料金ページのFAQに、こう書かれています。
Marketing Hub Professional の組織が Sales Hub Enterprise を1つ足すと、既存のCore席すべてが Enterprise 価格に上がります。4席 ×（月$75 − 月$45）＝ 月$120増 → 年$1,440。増えた人数は0人です。
monday.com にも同じ構造があります。公式は「バンドルする場合、各製品は異なるプランと異なる席数を持てます」（原文：When bundling, each product can be on a different plan and have a different number of seats）としたうえで、「Enterprise アカウントでは、バンドルされた全製品が Enterprise プランでなければなりません」（原文：For Enterprise accounts, all bundled products must be on the Enterprise plan.）と定めています。Semrush も追加ユーザー単価がプランのグレードで変わります。
見るだけの人は、HubSpot では何人いても0円です
公式はできないことも挙げています。レポートの保存、レコードの編集、設定の変更、ツールの管理、スーパー管理者権限の付与、そしてメールの記録（営業が送ったメールを自動で顧客カードに残す機能）です。数字を見て会議で質問する役員・経理・情シスは無料席で足り、コメントやタスク化まで担う営業アシスタントは足りません。節約目的で営業担当を閲覧席に落とすと、その後のやりとりは顧客カードに残らなくなります。
社外の人と、減った人の扱い
Asana のゲスト無料には条件が付きます。公式は「組織全体をアップグレードする場合、ゲストは全体のメンバー数に算入されません」（原文：Guests do not contribute toward your overall membership count when upgrading an entire organization.）で、組織の一部だけを契約する division では扱いが変わる可能性があります。HubSpot の Partner 席と Shopify のコラボレーターは、相手が認定パートナーであることが条件です。営業に聞くのは1つで足ります。「この人のメールのドメインは自社と同じか、それとも認定パートナーか」。Asana は前者、HubSpot と Shopify は後者でしか無料枠が開きません。
人が減ったときは、monday.com が「小さいプランを選ぶには、先にユーザーを無効化する必要があります」（原文：To select a smaller plan, you'll need to deactivate users first.）と定めています。他の4社が年払いの途中で席を減らせるかは、公式に記載を確認できませんでした。
この構造が向かない組織
monday.com は1〜2人の事業者に向きません。1人で使っても Standard なら年$432（3×$12×12）を払います。Asana は見る人が多い組織に割高で、役員に進捗を見せるだけでも全員が通常席です。Shopify はグローからアドバンスへ上げると差額が月¥44,000−月¥10,100＝月¥33,900、年¥406,800で、増えるのは機能ではなく人数枠です。HubSpot は Hub を買い足すたび既存席の単価が動きます。Semrush のゲストは資産単位の共有で、分析結果を社内に広く見せる用途には向きません。
見積もりを取る前に、この一文を送ってください
席の刻みと無料枠の条件は各社公式の記載（2026年8月確認）。出典：support.monday.com「Plans and pricing for monday.com」「How does plan pricing work」「User types explained」／help.asana.com「Guests FAQ」「View-only licenses」／knowledge.hubspot.com「Manage seats」／help.shopify.com「Users and permissions plan requirements」「Collaborator accounts」／semrush.com/kb/1409-user-management
出典：各社公式ヘルプ・料金ページ（2026年8月確認）。金額は年払・税別、Shopify は円建て、他4社は USD が前提です。
合計人数を伝えても、正しい金額は返ってきません。次の一文を営業に送ってください。「入力する人が◯人、社内で見るだけの人が◯人、社外の協力者が◯人です。閲覧者と社外の人が無料枠に入るか、入らない場合の席単価と、実際に購入することになる席数（切り上げ後）を、年払いの総額で出してください。」金額の開きを作っているのは、機能差ではなく席の定義のほうです。
出典（2026年8月確認）
- HubSpot：席の割り当てと管理（View-only の無料・無制限、できないこと、メール記録の不可、Partner 席）／Marketing 料金（追加Core席 Professional 月$45・Enterprise 月$75、FAQの最上位連動、$2,160・$1,440の計算根拠）／製品・サービスカタログ（Partner 席の付与条件）
- monday.com：プランと料金（最低3席・以降5の倍数、バンドル時の別プラン別席数、Enterprise は全製品 Enterprise、席を減らす前のユーザー無効化）／プラン料金の仕組み（4人なら5席の例）／ユーザー種別（Viewer は無制限・課金対象外）／ゲストの料金／料金表（Basic $9／Standard $12／Pro $19、$720・$432の計算根拠）
- Asana：料金表（Starter $10.99／Advanced $24.99、席の刻み、ゲストは追加費用なし、$1,318.80の計算根拠）／ゲストFAQ（社外ドメインの定義、組織全体アップグレード時の条件）／閲覧のみライセンス（Enterprise・Enterprise+ 限定）
- Semrush：ユーザー管理（標準1ユーザー、追加ユーザー Pro $45／Guru $80／Business $100、ゲストの定義）／料金表（現行プラン名 SEO／Starter／Pro+／Advanced、SEO 年払 月額換算$117.33・月払$139、追加ユーザー「月$45から」、$3,028の計算根拠）
- Shopify：プラン別のユーザー上限（ベーシック0／グロー5／アドバンス15／プラス無制限、オーナーとコラボレーターは対象外）／コラボレーターアカウント（コラボレーターは Shopify Partner に限られ、ユーザー上限に数えない）／日本の料金表（年払 ベーシック月¥3,650／グロー月¥10,100／アドバンス月¥44,000、¥528,000・¥406,800の計算根拠）
Semrush の追加ユーザー単価 Pro $45／Guru $80／Business $100 はユーザー管理のヘルプ記事の記載で、現在の料金ページから購入できるプラン名は SEO／Starter／Pro+／Advanced です。月払いは各社で高くなります（Asana Starter 月$13.49、Advanced 月$30.49、Shopify 月払 ベーシック¥4,850／グロー¥13,500／アドバンス¥58,500）。税の扱いは各社の表示ページでご確認ください。提供条件は変更されるため、契約前に各公式ページをご確認ください。