When negotiating with Nutanix, highlighting offers from competitive providers can effectively pressure them into lowering their contract pricing. By stating that another vendor offers a similar product with lower costs, you can leverage that information to strengthen your bargaining position. Make sure to remain honest about your interest in switching providers if the negotiations do not yield favorable terms.
Emphasizing the removal of auto-renewal terms during the negotiation phase will give you added leverage. This tactic allows you to prevent unexpected price increases in the future and makes it clear that you'll require substantial negotiation before any agreements can be finalized. Stating this as a requirement of your finance/legal teams is a strong approach.
As you scale your usage of Nutanix products, leverage this growth to negotiate better rates. By anchoring your request for lower unit costs around projected increases in usage, you establish a framework where Nutanix understands that growth should be met with proportional cost savings, promoting a long-term partnership.
Offering to pay for the entire year upfront can sometimes coax Nutanix to offer a discount on the total contract value. This tactic improves cash flow for them, and often results in immediate savings for you. Make sure to propose this tactic only if your financial situation allows for it.
If there have been any issues with Nutanix's products during your current contract, highlighting them can be a key leverage point in negotiations. Discuss how these issues affected your operations, and tie this into your negotiation for better pricing or terms as compensation for those difficulties.