commercetools

Customers who anchor at a budget requirement significantly below the uplift percentage have seen the best result in lowering uplift at renewal. You can approach this by requiring that the uplift is removed and the pricing for the add-on services is reduced based on the budget you have allocated for this renewal.

Introduce competition as a leverage point in your negotiation. Present any alternative providers who have offered better pricing for similar solutions and highlight their value proposition. Make it clear to the supplier that ongoing evaluation of alternatives is necessary for your procurement process.

It is beneficial to remove auto-renewal clauses to maintain flexibility. Explain to the supplier that your finance team requires non-auto renewal terms to assess future vendor relationships properly. This will provide you a more active role in negotiations in the future.

Propose participation in a reference call or case study as a value-add, contingent upon reaching agreeable terms that reflect the partnership's mutual benefit. Highlight that your endorsement could serve as a powerful marketing tool for them, in exchange for a discount.