Introduce competition as a valid option during negotiations with Dragon Dictate. Highlight that another supplier offers similar functionalities at a lower cost, making it clear that your budget constraints compel you to consider other options. This could encourage Dragon Dictate to match or lower their pricing to retain your business.
Argue against any proposed rate increases (uplifts) by emphasizing that your ongoing usage and budget do not support increases. Assert that stability in pricing is essential, especially if your usage has remained steady or decreased. Point out that previous contracts did not mention these uplift clauses, which your finance team does not accept without justification.
Emphasize the necessity of removing auto-renewal clauses from the contract to maintain negotiation flexibility. Assert that finance and legal requirements prevent you from committing to an auto-renew unless it meets specific terms, which aligns with industry standards.
Offer to act as a reference or participate in a case study as a potential leverage strategy. Highlight the marketing benefits for Dragon Dictate and propose this in exchange for a discount or better pricing terms. This tactic underscores your value as a customer while establishing mutual benefit.
If you face challenges regarding budget or ROI, propose shorter term agreements or month-to-month options. This tactic emphasizes the importance of seeing results before committing long-term and can help you negotiate better pricing based on conditional renewal terms.