Address overage fees in your renewal conversation. By highlighting that overages are typically negotiable or can be waived, you can leverage the original agreement terms more effectively. Make sure to quantify how these overages impact your budget and connect that back to your overall need for cost effectiveness.
Anchor your negotiations around a request to remove uplift increases based on strict budget requirements. By emphasizing that the anticipated increase was not included in previous agreements and that your internal budget does not allow for such hikes, you can potentially secure a significant reduction or removal of uplifts.
By presenting competition and alternative pricing to Forethought, you can leverage this against your quoted rates. This tactic is particularly effective if you have a realistic company requirement to explore alternatives, which puts pressure on Forethought to offer their best pricing to keep your business.
Make it clear that your finance/legal teams require the removal of automatic renewal terms to ensure flexibility in future negotiations. This allows you to stop being locked into agreements that may not serve your business in the long run.
Offer to participate in Forethought's case studies or act as a reference for their solutions in exchange for better pricing or terms. This approach can build goodwill and pave the way for negotiated benefits that might not be available otherwise.
If your team has not seen the expected ROI from Forethought, present the need for a shorter term or month-to-month arrangement. This is likely to open up conversations around favorable pricing adjustments, particularly if upsell or adoption rates need reassessment.