This tactic involves leveraging competing offers to drive down pricing or secure better terms. By presenting a quote from a competitor, you can illustrate your need for a better deal to move forward with CoreOS. Restate explicitly how other vendors have offered similar functionality for a lower price. This will create urgency for CoreOS to match or beat the competitor's price.
Anchor your negotiation on a budget requirement significantly below the proposed uplift by CoreOS. Push for the removal of unapplause d uplift and stress that previous agreements did not include such increases. Emphasize that, under this new agreement, the pricing should remain flat while usage increases, allowing for economies of scale to be leveraged.
By emphasizing the necessity of excluding auto-renewal clauses due to internal financial requirements, you can create leverage to negotiate more favorable terms. Highlight that your finance team has mandated a clean separation in contract renewals to ensure careful evaluation at the end of each contract period, stressing that this is not negotiable.
Utilize budget constraints and any known issues to negotiate for lower costs. If your organization has not fully utilized CoreOS functionalities or if product issues exist, present these as points to lower the total cost without changing scope. Reference any specific issues faced during the past term as justification for the price decrease.
Propose to act as a reference for CoreOS, which can be leveraged as a bargaining chip in exchange for discounts. This involvement offers the potential for increased marketing visibility for them, and they should reciprocate with reduced pricing or additional perks tied to your agreement.