Leverage competing quotes during negotiations to showcase your willingness to consider alternatives due to the substantial difference in cost. This tactic can help you secure better pricing or added features as it presents a concrete reason for negotiation.
If the pricing does not meet your budget expectations, push for a shorter contract term that allows for reevaluation at the end of the term. This gives you an opportunity to reassess your needs and negotiate further based on your growth and resource allocation.
Discuss the potential for waiving overage fees, referencing past usage and how your expected growth may drive future collaborations. This establishes that your aim is long-term usage and partnership, not just short-term costs.
Challenge any proposed uplift on pricing due to your projected growth or changes in feature usage. Emphasize market expectations and your budget constraints to negotiate a removal of the uplift or a reduction in costs.
If a growth in user count aligns with your planned contract, leverage this to negotiate a better per-user pricing model. Emphasizing economies of scale can help you achieve pricing reductions and better terms as your usage increases.