By presenting competing offers from other event management software providers, you can leverage those lower quotes to negotiate a better price with Bizzabo. This includes quoting the competitor's pricing and any unique value they offer that Bizzabo might not. Highlighting financial constraints and indicating you prefer Bizzabo but must consider alternatives if price cannot be met increases pressure on them for better terms.
In the context of a budget that doesn't allow for the anticipated price increase, you can push back on the uplift by stating that the previous agreement did not include this clause. Argue that pricing should remain flat given continual usage. You can base this on typical industry practices where partners reward loyalty without uptick on established usage levels.
If you anticipate a significant increase in users requiring Bizzabo's services, frame your negotiation around the expectation of economies of scale. Outlining how the increase in usage should reflect lower unit costs will help you negotiate fees and contract terms that are favorable. Document any plans for growth and express that the pricing should reward this increase to retain your business.
Emphasize to Bizzabo that your finance department has decided against auto-renewals for all vendors to ensure that all contract terms are revisited, allowing for negotiation leverage each year. Make it clear this is a directive, not a preference, so it becomes a necessary point in your negotiation.
By stating that your finance/legal teams require all new contracts to exclude auto-renewal clauses, you can negotiate better terms and avoid unintended service continuations at inflated prices. Making this clear upfront prevents issues as the contract nears renewal in the future.
Propose to act as a reference or participate in a case study based on your satisfaction as a customer. This is a value-add that can help Bizzabo market their product. In return, you should ask for a discount to make the deal more appealing.