Present competitors as viable options in negotiations to enhance bargaining power. If a competitor offers similar functionalities at a lower price, reference that to motivate Icertis to evaluate pricing or improve terms. Honesty about your evaluation of alternatives can create urgency for the vendor to solidify a favorable deal.
After establishing a competitive landscape and possible lower quotes, formally request a 'Best and Final' offer from Icertis. This tactic pressures them to present their most competitive pricing and terms considering the alternatives you have explored and may favor.
If the pricing from Icertis reflects a significant uplift despite a descoping of services, leverage this to negotiate a better rate. Clearly articulate that a large rate increase doesn’t align with the current scope or market standards, and that you expect a more favorable adjustment.
Introduce the notion of viable competitors during negotiation discussions to pressure Icertis. This could include claiming that other applications deliver similar functionalities at potentially lower rates—using this information strategically to enhance negotiating power.
Address any proposed uplift in pricing head-on during negotiations. Since your organization has budget constraints, argue against the proposed uplift, offering that it should be removed due to scope reduction or previous agreements not indicating such increases.
Offer to participate as a case study or act as a reference for Icertis as part of the negotiation. This can be leveraged as a value-added practice to negotiate better pricing and terms for the product uses, essentially providing marketing advantages to Icertis.