Presenting competitive offers as leverage in negotiations can significantly impact the pricing and terms you secure with Kibo. It's essential to indicate that you are exploring multiple vendors and highlight any competitor pricing to motivate Kibo to be more competitive. Ensure to clearly communicate that your finance team requires you to evaluate other options, particularly if their pricing or features don't align with your expectations.
If your organization plans to expand the use of Kibo’s services, emphasize the economies of scale that come with increased licensing or usage. This can be a strong negotiation lever to secure a better per-user cost or overall pricing structure, ensuring that your growth is reflected in lower rates as your user base expands.
Leverage the anticipated growth in your usage of Kibo's services to negotiate better pricing tiers. Clearly outline how increased transaction volume or user numbers should correspond with lower pricing, thereby justifying a request for cost reductions based on the principle of economies of scale.
Before finalizing discussions with Kibo, ensure that you have reviewed your current usage to confirm that you are not overpaying for unused features or services. Present this analysis during negotiations to advocate for a pricing adjustment that better reflects your actual use.
If there is a proposed price uplift, argue against it by referencing your usage and budget constraints. State that your organization has budgeted for a specific increase in spending that does not include any uplift, especially if you have not experienced a corresponding increase in service value or functionality.
To maintain negotiation leverage for future agreements, ask for the removal of any auto-renewal clauses from the contract. This will require more regular evaluations of Kibo’s offerings versus potential alternatives.