During negotiations, present alternative options available in the market. Highlight that other competitors are offering similar functionalities at a lower price point. This can induce Lexion to either lower their pricing or add more value to your current offer. Make sure you mention the exact pricing you have received from competitors to strengthen your position.
Negotiate to have any indicated uplift removed from Lexion's pricing when renewing. Argument for this could be that you've observed no significant increase in usage justifying pricing uplifts. Reinforce the value you've gained from their services over the term. Back this claim with market comparisons to ensure a compelling request.
If you are looking to reduce the scope of your contract due to fewer users or less usage than previously anticipated, leverage this to negotiate a reduction in rate. Clearly communicate your concerns regarding the pricing adjustments when the scope is getting smaller, and set your budget expectations.
Before finalizing your purchase or renewal, review your current utilization. If you are underutilizing certain features, negotiate for a reduced price or altered contract terms that better fit your actual usage patterns. Challenge Lexion to provide usage reports and justify your asks based on real data.
Position your willingness to act as a reference for Lexion or to participate in a case study as a bargaining chip for pricing negotiations. Make it clear that your case study generates substantial marketing value for them and should be factored into your pricing discussions.
Emphasize the requirement from your finance/legal department to eliminate any auto-renewal clauses in the contract. This will provide you with flexibility in negotiating terms and pricing in future contracts, and should be positioned as a non-negotiable at this point in the agreement.