Introduce competition as a lever in your negotiations. Highlight that other providers are offering similar functionalities at lower rates, and this could encourage GuardRails to reconsider their pricing. Reiterate that you have received quotes from competitors that are significantly lower, which is a requirement for moving forward with any vendor at this stage.
If your contract renewal comes with significant price increases, and you discover you have reduced usage, leverage this as a focal point in your negotiations. Be clear that you expect your budget to align better with pricing, especially if you're scaling back your scope. Sharing data regarding your software's actual utilization can support your case.
During the negotiation process, you can bring up the topic of overage fees or any implementation costs. Stress that current economic pressures require clear, predictable pricing. Establish that any overages should be waived to build a stronger working relationship, especially if they are significant.
If you're planning to scale your usage significantly, make this a key part of your negotiation. Argue that due to the significant number of new users, your contract should reflect economies of scale which justify a lower per-seat price. This not only benefits your organization but helps GuardRails expand its user base.
Offer to be a reference or participate in a case study to demonstrate the benefits of using GuardRails. This not only illustrates loyalty and satisfaction with the products but may incentivize the vendor to provide better pricing strategies as you help contribute to their marketing efforts.
In your contract negotiations, emphasize the importance of having the auto-renewal clause removed. Many organizations require it for budgetary control, and this can be a bargaining chip for negotiating more favorable contract terms with GuardRails.