Introduce alternatives effectively by showcasing competitor quotes during negotiations. Inform the supplier that other products are being evaluated, thereby asserting financial constraints imposed by your finance team. This tactic can lead to better pricing or terms from Kantata by leveraging the competitive landscape.
Negotiate to remove or reduce any planned budget uplift during renewal. Articulate your understanding of current market trends and prior agreements, and express the importance of stable pricing in alignment with underutilization.
Emphasize the necessity to remove any auto-renewal clauses, citing internal finance policies that require flexibility to reassess vendor relationships before the renewal period. This can help enhance negotiation leverage in evaluating the product's value.
Offer to act as a reference or participate in case studies in exchange for pricing concessions. Demonstrate how this could mutually benefit both parties while stressing that this creates additional work that needs to be compensated through better pricing.
Review historical usage patterns to ensure that the purchased scope matches actual use. Engage Kantata representatives in discussions informed by this analysis to argue for reductions in costs tied to features or licenses that are not utilized.