By presenting the availability of alternatives and emphasizing the competing offers from other vendors, you can effectively drive down the pricing of Intruder's services. Highlighting the features of competitors while making clear that they might lose your business to these alternatives increases leverage.
Push back against any proposed uplifts in pricing for renewing your contract. Argument how an uplift does not align with your budget, especially considering the potential for additional usage growth due to the features provided with Intruder. A firm stance on this can lead to a better pricing agreement.
If you anticipate increased usage of Intruder’s services, put forward this expectation during negotiations. Emphasize how this rapid growth should result in cost reductions per user. This not only encourages better terms but also secures favorable pricing structures based on your expansion plans.
Request payment terms that align more favorably with your fiscal year and cash flow. Consider negotiating upfront annual payments for a discount or more flexible terms to avoid cash flow pressure.
Push for the removal of any auto-renewal clauses in the contract. Highlight how this is a requirement of your finance/legal teams to ensure accountability and flexibility for the future.
Offer to act as a customer reference or participate in a case study as a means to enhance your negotiation position. Position this as a value that warrants better pricing or terms.