Consider indicating to Glassbox Digital that you are evaluating several options available in the marketplace. If another competitor offers more favorable pricing or value, share those details with Glassbox. Highlight the exact price points and functionalities you require, emphasizing that finances are a determining factor in your decision-making process. This can encourage them to match or better their offer to retain your business.
You can express to Glassbox Digital that your finance team requires non-auto-renewal terms before agreeing to proceed. Emphasize the past discomfort with vendors that had auto-renew clauses which restricted your negotiating power. Requesting the removal of the auto-renewal clause will keep future costs manageable and provide leverage for ongoing negotiations.
Discuss with Glassbox Digital the need for additional security features, especially if they come at an added cost. Emphasize that while these features are essential from a security perspective, they have not been budgeted for, and other vendors are providing similar functionalities at no additional cost. Aim to negotiate for these security upgrades to be included in your current plan or at reduced rates.
Leverage the discussion around potential user expansion. As your user base grows, the expectation should be that your pricing model reflects these changes favorably. Emphasize the need for economies of scale, using your anticipated growth as leverage for negotiating pricing reductions per unit as you increase the number of users utilizing Glassbox Digital services.
Propose the possibility of acting as a reference or participating in a case study for Glassbox Digital as a negotiation tactic. This could enhance your offer and provide advertising value for them while helping secure a better pricing structure or added features. This is particularly beneficial if you have a good relationship with the vendor and would be open to showcasing their solution positively.
In light of budget constraints, stress the need for cost reductions in your negotiations. You can justify these reductions based on the value you derive from the current level of usage. It’s advisable to review your previous contract agreements to leverage historical costs and use them as a foundation for negotiating more favorable terms going forward with Glassbox Digital.