You should inform Mailshake that you are assessing several options and another competitor has quoted a lower price for similar functionality. This can drive leverage in negotiations as it emphasizes the need for competitive pricing. Be clear about the importance of pricing to your finance team and state that unless Mailshake can match or come close to the competitor's price, you may need to evaluate alternatives.

Highlight to Mailshake that your finance team requires removal of any auto-renewal clause in the contract. This tactic emphasizes that you want the option to review terms and pricing each year without being obligated to continue on a pre-set path, improving your negotiation leverage by ensuring that every renewal can be renegotiated.

If you anticipate increasing your user count with Mailshake, leverage this growth by negotiating for lower rates due to economies of scale. Communicate your intention to increase usage significantly, and set expectations that costs should decrease per user as your overall contract grows.

Consider negotiating for an annual upfront payment in exchange for a discount. Offering to pay for the full year upfront can help you secure better pricing and terms, allowing both parties to benefit from a more committed agreement.

Propose to Mailshake that you can act as a reference or participate in a case study in exchange for more favorable terms. This tactic can help improve your negotiating position as it adds value to Mailshake in the marketing space and can justify concessions on their pricing.