CyberArk

When negotiating with CyberArk, position your deal within the context of competitive offerings. Note any documented lower bids from alternative vendors for similar services, and make it clear that your finance team is pushing for the best price possible. Present the best competing offer explicitly and the features it includes, which may help drive a more favorable deal.

Push back on any proposed price increases by highlighting budget constraints and the unexpected nature of the uplift. Present a case for flat/no increase pricing based on your consistent or growing contract volume. Reinforce the expectation set by your finance team that the pricing should remain stable, particularly when usage is expected to either hold or modestly grow.

Conduct a thorough analysis of current software usage and verify if last year's usage aligns with what is being billed for the current term. If there's an underutilization, leverage this data to negotiate lowering the price or adjusting the contracted amount to fit actual usage. Ensure that the CyberArk representative provides reported usage metrics to support your ask.

In your negotiation, emphasize a new policy where your organization doesn't endorse automatic renewals for any software, including this one. This requirement should help you negotiate a more favorable renewal without the fear of being caught in unplanned uplifts during the contract term. Be sure to clarify this new clause to prevent activation of auto-renewal.

Offer to be a reference for CyberArk or to participate in a case study, but make it contingent upon securing favorable pricing and contract terms. This tactic recognizes CyberArk’s need for customer visibility and public endorsement, while you gain leverage for better pricing in return.