Introducing competition as a point of leverage can be highly beneficial in your negotiation with Klenty. By demonstrating that you are considering alternatives that offer similar functionalities at lower prices or more favorable terms, you can exert pressure on Klenty to match or improve their offer. Be clear about the value adds from competitors and the financial constraints your team faces to stress the importance of pricing in your decision-making process.
If Klenty's pricing includes an annual uplift, pushing back against this uplift can help in keeping costs manageable. Emphasize your budget expectations and how typical partners provide better pricing as usage grows rather than increasing costs. This tactic can assert that while you're willing to expand your usage or licenses, stable pricing is critical to move forward, especially in the context of renewals.
Requesting to remove automatic renewal clauses from your contract can give you flexibility and control over future negotiations. It’s vital to communicates this as a requirement, potentially quoting internal compliance requirements or finance controls enforcing this change. Making this request upfront can prevent being locked into unfavorable terms next year.
If your expected usage or need from Klenty has diminished, reiterating this during your renewal discussions could allow you to negotiate favorable terms that reflect this descope. By anchoring this discussion around budget limitations regarding the potential uplift you're facing, you could set the stage for rate talks that compensate for a lesser scope in exchange for maintaining the partnership.