Introduce other competitive products or quotes you received that demonstrate better pricing or enhanced value. Make it clear that your finance team has indicated a need to consider alternatives if a satisfactory agreement cannot be reached. This shows urgency and can put pressure on Kofax to provide better pricing or terms.
Negotiate the removal of any expected annual uplift. If Kofax is proposing an uplift to current pricing, leverage your previous budget discussions or market comparison to push back on the necessity of this uplift given the current usage levels. Highlight your expectation for stable pricing when growth is accompanied by additional service needs.
Emphasize the need to remove automatic renewal clauses from the contract as a requirement based on your finance and legal team's policies. Making it conditional for agreement can enhance your negotiation position and provide leverage for more favorable terms.
If Kofax is proposing additional upgrades or increased service tiers, push back by indicating that many competitors include similar security features at no additional cost. Highlight concerns around pricing for essential features that should ideally be included in current rates to avoid elevated costs.
Suggest that in exchange for favorable pricing or terms, you are willing to act as a reference or participate in a case study. This can be compelling for Kofax as they often seek customer success stories to showcase their products. Make this contingent on reaching an agreement that reflects your desired pricing.