Presenting competition as an alternative has shown to yield positive outcomes in negotiations. Share that other vendors are offering competitive pricing and similar functionalities. Make sure to outline the stark price differences and any extra value that competitors provide, reinforcing the need for Data Theorem to match or beat that offer.

During your negotiation, anchor your budget goals firmly, especially if you foresee a price increase in your current offer. Clearly communicate to Data Theorem that you did not anticipate an uplift in the costs for your existing services and state that most suppliers provide more favorable conditions as a part of expanding their service offerings. This can help to mitigate or even eliminate any proposed uplift.

Removing the auto-renewal clause from your contract can provide flexibility and leverage in future negotiations. This request can stem from internal policy changes or requirements from your finance/legal teams. Stress that this is a new requirement established in your organization, which can foster goodwill for future negotiations.

Propose your willingness to be a reference or participate in case studies to highlight your interest in a strong partnership with Data Theorem. This tactic can give you leverage to negotiate better pricing or terms, especially if personalization and marketing rights are not already included in the contract.

If you experience product concerns or cannot identify a satisfactory ROI, anchor the discussion around the need for shorter terms. This tactic often leads to negotiating lower prices as vendors may want to demonstrate the product's value before securing long-term commitments.