Introduce competition as a valid alternative during your negotiation. Mention competitors that offer similar functionalities at lower costs, highlighting any additional value they might provide. This tactic can create urgency for AppCheck to improve their offer to retain your business.
Negotiate to remove any auto-renewal clauses in your contract. This provides you flexibility and ensures you can reevaluate your options in the future without being locked into a longer commitment. Use your finance team’s requirement for flexibility as leverage.
Anchor your negotiation around budget constraints and emphasize that you did not plan for any uplift in pricing. Stress that similar solutions already offer lower or stable pricing for the same services without additional costs.
If you are anticipating an increase in user numbers, leverage this growth as a reason for demanding lower per-user rates. Use this prospect as a way to justify a more favorable pricing model with AppCheck.
Offer to act as a reference or allow AppCheck to showcase your success with their service as part of their marketing efforts. This can be a strong bargaining chip to secure a better deal.