Customers who present competition as an alternative have seen the best outcomes in negotiations. Reiterating that you are considering a competitor's offer can create pressure on the supplier to match or improve upon it. Present details such as pricing discrepancies and additional value adds from competitors to strengthen your position.

Emphasizing a commission structure that promotes growth can be a high-leverage point. Suggest that you are prepared to increase your commitment or license level in exchange for reduced rates on multi-tier commissions, which can help secure a mutually beneficial deal.

Removing auto-renewal terms can provide needed leverage in negotiations, ensuring you can evaluate the performance and value of the agreement before deciding to continue. Highlighting internal finance requirements against auto-renewals can strengthen your negotiating position.

Addressing overage fees upfront allows you to negotiate these costs from the beginning of your contract. For instance, if there are any constraints in usage, express your concern that overages should be waived or capped to promote better budgeting and cost-efficiency.

Propose your participation in a reference call or case study as a value-add, contingent upon favorable terms. By agreeing to assist the company in showcasing their product strengths, you can leverage this goodwill to negotiate better pricing or terms.