Presenting competition as an alternative has shown to yield favorable outcomes for negotiations. In your case, emphasize that you are considering Dynamic Yield alongside similar products from competitors, particularly when evaluating price and terms. Highlight to the vendor that competitor quotes have been significantly lower, and convey that your finance team necessitates this as a factor in the decision-making process.
Multi-year contracts can be leveraged as a powerful negotiation tactic when pressed for discounts. Express to Dynamic Yield that your company typically engages in single-year contracts for new purchases and has recently faced challenges with previously signed multi-year agreements. If you plan for increasing your contract in the future, indicate that favorable multi-year terms could help solidify a partnership.
Talk with Dynamic Yield about your expected usage and the features that are directly pertinent to that usage. Highlight concerns over paying for unused features or capacity by requesting more transparency in pricing based on shared usage data. This tactic can assist in establishing a price that aligns more closely with your anticipated consumption.
To maintain leverage in future negotiations, insist that dynamic yield remove auto-renewal clauses from the contract. Articulate that this is now a requirement from your finance department to ensure flexibility and control over upcoming reviews and potential renewals.
Offering to act as a reference or participate in a case study can be a vital negotiation tactic. Emphasize that you believe in the value of Dynamic Yield and would be willing to advocate for them if they can provide agreeable terms. This can include pricing adjustments or added services that benefit your organization while enhancing their visibility.