Leverage competitive offerings to strengthen your negotiation position. Brands using similar tools at a lower cost can influence pricing and terms with Momentum. Advise them that while you prefer their features, your finance team mandates comparison with competitors even if you are likely to renew.
Advocate for the removal of the auto-renewal clause in the contract to ensure negotiation leverage during future renewals. This is particularly crucial given the function of the software and your need for flexibility due to budget constraints or potential downturns.
Request clarification on discounts being labeled as one-time offers, pushing for a reduction instead. If the discount was not specified contractually, it should be considered recurring, which can provide significant savings if negotiated correctly.
Propose participation in a case study or act as a reference in exchange for lower pricing. This approach not only showcases your commitment to the partnership but can also yield substantial discounts.
Document any product concerns or functional issues during negotiations. Use these points to negotiate a discount that reflects the value you're missing due to these shortcomings.
Challenge any proposed price increases by discussing prior agreements that did not include such uplifts. Articulate that any uplift must be removed to align with your budgetary expectations and prior agreements.