When negotiating with Blueshift, you should aim for the removal of any proposed uplift during your renewal. Emphasize that due to the current budget constraints, you were not anticipating an increase and that your company typically receives better pricing from long-term partners, especially if you're expanding your usage. Present this request firmly, outlining your internal budget expectations.
It's advisable to negotiate the removal of auto-renewal clauses in the contract. Convey that in order to meet your finance team's requirements, no agreements can include automatic renewals. Stress that this is a new requirement and reiterate your commitment to ongoing discussions for future renewals without being locked into the contract unintentionally.
Focus on securing a one-time discount in your contract negotiations with Blueshift. Indicate that while you recognize the value in the service, your finance team has only budgeted for a capped renewal amount. This request stems from the need to negotiate the financial support required to maintain the same services at sustainable pricing levels.
To further enhance your negotiation stance, present Blueshift with competing offers that provide the same functionalities at a lower cost. Make sure to emphasize the total value package of the competitors. This not only drives home the urgency for Blueshift to offer a better deal but also lays the groundwork for further negotiations if they are unwilling to meet your pricing needs.
Propose to participate in case studies or act as a reference in exchange for pricing concessions. Make clear that your organization would be honored to showcase successes with their platform, but you would expect this to be reflected in the financial terms. Such commitments can be persuasive and may lead to increased discounts on your contract.