Introduce competition as a tactic to negotiate better pricing. If Epicor is not the only option, present quotes or proposals from competitors to emphasize the need for more favorable terms. This may involve benchmarking against other ERP software offerings.
Address any potential overage fees during negotiations, especially if there is a history of usage that does not justify such costs. Use examples from the existing contract to argue for waiving overage fees to keep budget predictable.
If the current offer includes multi-year commitments, emphasize the need for shorter terms due to uncertainty in the return on investment for this new technology. This helps maintain flexibility and allows reassessment after an initial period.
Negotiate the removal of any automatic renewal clauses in the contract. This gives your company greater control over the ongoing relationship and negotiation terms in the future.
Conduct a quick internal review on the proposed pricing against industry standards and competitor quotes. This evaluation can help determine if the pricing from Epicor reflects a fair market value, leading to a strategic approach in negotiations.