Presenting competition as an alternative during negotiations has proven effective for many buyers. By showing that a competitor provides similar functionality at a lower cost, you can pull pricing down and achieve more favorable terms. Make sure to clearly indicate the value offered by the competitor to strengthen your negotiation stance.

If you anticipate significant growth in your number of users for Avnio, leveraging this expected increase can help you achieve better pricing. Stressing volume growth typically leads to lower per-user rates due to economies of scale, which is appealing for the vendor as well.

Highlighting the rarity of multi-year contracts for your organization can help in negotiations. Stress that your finance team rarely approves such commitments without significant discounts, which encourages the vendor to offer better terms.

If you plan to decrease your usage or if Avnio's proposed rate increase is above your budget, make it clear during negotiations. Emphasizing that the anticipated budget does not accommodate an uplift can lead to a more favorable outcome.

Removing auto-renewal from the agreement can significantly strengthen your negotiating position, as it provides you with flexibility and control over future terms. Stress that this is a new requirement by your finance team to ensure they are comfortable with the deal.