Presenting the competitor’s offering can provide leverage during negotiations. If you've received quotes or proposals from alternatives, make clear to Friendbuy how their pricing compares negatively to what you've found. Use this as leverage to push for reduced pricing or additional benefits.
Address potential overage costs proactively in your conversation with Friendbuy. Emphasizing the need for flexibility in the pricing model, especially regarding referral program usage metrics, can urge them to negotiate down or waive overage fees altogether.
Given that Friendbuy has a strong product offering, you can leverage the ability to not renew automatically as a negotiating tactic. Make it clear that your finance team requires a clear and open renegotiation process on renewal. This should encourage them to be flexible in pricing to avoid losing you as a customer.
Propose your participation in a reference call or case study as a value-add contingent upon reaching agreeable terms. This tactic can promote goodwill and provide a basis for favorable pricing.
Negotiate for a one-time discount upfront, stating clearly that your financial department is constrained and you need the current offer to reflect this while highlighting that you've seen similar offerings at lower rates.