Highlight the existence of competitors who may offer similar solutions at a lower cost. This tactic emphasizes the need to remain competitive in pricing while showcasing your preference for Clumio. Utilize this tactic by clearly stating that you are evaluating several options, and share how much a competitor has quoted for a similar service. This could strengthen your negotiation position for better pricing or terms.

Negotiate to remove any proposed uplift on rates during the renewal process. Discuss your expectations with the current budget and ground them on historical pricing that did not include such uplifts. For example, mention that you were not anticipating any uplift based on previous agreements and highlight how competitors manage pricing effectively without uplifts.

Emphasize the need to remove auto-renewal clauses from the contract, as it is a requirement from your finance/legal teams. This gives greater control over future negotiations and allows for flexible decision-making, ensuring future dates align with organizational evaluations and assessments.

Leverage your organization's growth potential and express how significant growth in users or data will equate to a demand for economies of scale in pricing. Highlight that this growth necessitates better pricing arrangements to avoid increasing costs, anchoring on the importance of getting additional discounts as your usage scales.

Propose your willingness to act as a reference or participate in a case study in exchange for pricing concessions. This builds a mutually beneficial relationship where you can help Clumio market its services while securing a better deal for your organization.