Bring up competitors that offer similar functionalities at lower prices. Emphasize your need to evaluate all options and how pricing is critical for decision-making. This tactic allows you to leverage better pricing or terms from Fellow if they know you have cheaper alternatives.
In your negotiation, make it clear that your finance team now requires that auto-renewal clauses are removed. This way, you maintain maximum leverage during next year’s negotiation, especially in light of potential scope changes or price increases.
Since Fellow is positioning itself as a secure meeting assistant, use any security compliance requirements or features as leverage. You can push for reduced pricing on the add-ons or upgrades, insisting that many competitors provide similar security features included in their base offerings.
Since you are negotiating renewal of functionality with Fellow, emphasize your expectation that pricing should remain flat, even as they propose an uplift. This tactic strengthens your position since you'll be able to showcase a history of fixed costs while aiming for a flat renewal.
If you anticipate additional team users needing access to Fellow, communicate that to the vendor. Request a more favorable per user pricing structure that accounts for your growth, reinforcing your commitment to their product while negotiating for better rates.