Leverage quotes from competitors to negotiate better rates with Cloudcraft. Ensure you have alternative options and communicate their pricing and functionality differences to exert pressure during negotiations.
Utilize your need for additional users as a negotiating lever by emphasizing economies of scale. Make it clear to Cloudcraft that with the increase in users, your expectation is to receive a more favorable per-user rate.
Discuss the possibility of waiving any potential overage fees in exchange for committing to a longer-term deal or guaranteeing increased usage. This not only adds certainty for Cloudcraft but also could secure cost savings for you.
Emphasize the requirement from your finance department to eliminate the auto-renewal clause. This can strengthen your negotiation position by ensuring flexibility to evaluate other options before committing to another term.
Offer to participate in a case study or act as a reference for Cloudcraft. In exchange, request a discount or more favorable terms. This creates a mutually beneficial relationship, emphasizing your value as a customer.