Presenting competition as an alternative strategy during negotiations can significantly strengthen your bargaining position. By demonstrating that other competitors offer similar functionalities at a lower price, you can influence Netsparker's pricing and terms in your favor. Reiterate the competitive landscape and explicitly state the names and quotes from these alternatives to amplify the urgency for better terms.
Negotiate the removal of any auto-renewal clauses in your contract. Emphasizing that such clauses present a risk of unplanned renewals and budgeting issues can compel Netsparker to provide more flexible contract terms. Frame the conversation in a way that shows your company's finance and legal teams require this adjustment for compliance and risk management.
Request the waiver of any overage fees during the negotiation process. Highlight that a company in your industry typically does not charge for overages and that your expectation aligns with this practice. If there are data or demands reflecting additional usage, frame this as a growth opportunity that warrants waived fees.
When discussing the contract duration, you can use the rarity of multi-year contracts in your organization as leverage. Highlight your company's normative policy of short-term commitments to receive additional discounts or favorable renewal conditions. By framing multi-year agreements as unusual and risky, you can press for better pricing for shorter terms.