Introduce competition as a solid alternative during negotiations. Present that you are evaluating other options that can fulfill the same needs, and explicitly state any competitive quotes you have received. This gives you leverage to negotiate better terms or pricing from Capshare.
Negotiate to eliminate any auto-renewal clauses in your contract. Emphasize the importance of having the option to evaluate your contract annually, giving you flexibility without commitment if the value does not meet expectations.
Push for a one-time discount by emphasizing that the proposed price exceeds your pre-established budget. This tactic might include discussions around previous pricing or planned budget allocations to secure a more favorable deal.
Propose your participation as a reference or in a case study contingent upon reaching agreeable pricing and terms. This adds value to Capshare and can be a negotiation lever for better pricing.
Conduct a market comparison against Capshare's quote to see if the pricing aligns with industry standards. If the quote is above the average contract value or if you find better alternatives, this can inform your negotiation discussions.