When negotiating your contract with Cyberhaven, it's important to emphasize the desire to remove any auto-renewal clauses. This provides you with increased flexibility and leverage during future negotiations, ensuring you aren't locked into a decision without reviewing the market options at renewal time. Make it clear that your finance and legal teams are requiring this change for any agreements moving forward.
Leverage competitor pricing during negotiations with Cyberhaven. If you've received more favorable quotes from other providers for similar functionalities, share this information to apply pressure. Mention that your finance team is pushing for a competitive bid and that Cyberhaven's price needs to align or be better for you to proceed. This tactic can significantly enhance your negotiating position.
Push back against any proposed uplift charges in your renewal agreement by referencing your budget and the market standards. Emphasize that you are expecting a flat renewal price given the current contract scope, and reference that uplift adds unnecessary strain to your budget's forecasting. Use this as a strong negotiation point to secure a more favorable rate.
If your organization anticipates significant growth in user count, leverage this during negotiations to push for lower per-user rates. Convey to Cyberhaven that your scale of growth demands more favorable pricing terms reflective of economies of scale. If you can commit to a multi-year relationship that illustrates your expected growth, you could potentially secure more significant discounts.
Propose to Cyberhaven that your company can act as a reference or participate in case studies highlighting the use of their product. In exchange for this exposure, you may request pricing concessions or additional benefits. This tactic showcases your commitment to fostering a long-term relationship while collaboratively seeking a better deal.