Presenting competition as an alternative during negotiations has proven to yield strong outcomes. In this case, refer to other cybersecurity solutions that offer similar features at lower prices. Highlight the stark differences in pricing and the pressure from your finance team to secure a better deal with Abusix. This tactic can help emphasize urgency and prompt the supplier to reconsider their pricing.
Removing auto-renewal from the contract can increase your negotiation power. Stress to Abusix that your finance team no longer supports automatic renewals, requiring explicit consent before renewal. This will give you the flexibility to renegotiate terms effectively before contractual obligations enforce renewals.
If you intend to scale up, emphasize the need for economies of scale and the need for price reductions as the number of users increase. Present a strong case that greater user numbers should warrant lower per-user costs, reinforcing the benefits of your growing partnership with Abusix.
Push for the removal of any proposed uplift in pricing. Assert your stance that your budget only accounts for flat spending, especially in light of the economic shifts. This can lead to reductive pricing adjustments while ensuring continuity in service utilization.
Offer to participate in a case study or serve as a reference in exchange for better pricing. Given the marketing angle, this could appeal to Abusix’s appetite for positive testimonials, thus balancing the negotiation with added value for both parties.