Introducing competition as an alternative during negotiations has proven effective. Presenting a realistic situation that a competitor has quoted a lower price can compel the incumbent supplier to extend a better offer. Ensure to communicate the value that Maxon brings but emphasize the financial pressure from your finance team to seek cost-effective solutions before moving forward.
Highlighting that multi-year contracts with new vendors are rare for your organization can be a leverage point. Emphasize the need for significant discounts if you consider a multi-year deal, putting pressure on Maxon to provide attractive pricing upfront.
If there are indications that a significant rate increase is proposed for a renewal, leverage this to negotiate a decrease based on reduced scope. Articulate how the new features or licenses may not align with your budget and present a clear budget cap the finance team has set to compel them to rationalize pricing further.
Offering to participate as a reference or in a case study can be a useful tactic to explore. This commitment can offer Maxon positive marketing exposure, thus allowing you to negotiate for better pricing in return for your endorsement or case study participation.
If the usage of the current software has stabilised or reduced, leverage that fact to request a lower cost during negotiations. Clarify that the finance team demands a budget cap that reflects current usage levels without increases, thus leveraging the existing consumption patterns to optimize pricing.