In this scenario, introducing competitor pricing can be highly effective. Presenting a lower offer from a competitor creates urgency for the supplier to match or beat that pricing. Make sure to communicate that your company is weighing other SAS options and that price will be a significant factor in your decision. This often prompts better offers from your current supplier.
If considering a commitment to Metabase, leverage the negotiation with a multi-year contract request, emphasizing that your finance team rarely approves such commitments without significant discounts. This tactic plays on the rarity of multi-year deals and can drive favorable pricing in your current negotiation.
In the context of renewal, bring up any potential overages in your contract. By referencing the original agreement, you can negotiate that these fees are waived entirely, reinforcing your compliant usage metrics and emphasizing your loyalty to the product. If there have been service issues or evaluations of other options, this can strengthen your case.
If faced with an unexpected uplift, emphasize allocated budget limits and market standards for similar services. Express that your finance team was only expecting a modest increase, and that many providers offer better pricing structures for loyal customers, especially as usage expands.
If you are planning to increase usage with Metabase, use this growth potential to negotiate lower rates for added users. Explain that your organization needs to be rewarded for growth, and reinforce your position by challenging the supplier to offer more scalable pricing based on anticipated expansions.