Introducing competition as an alternative during negotiations often leads to better outcomes. Highlighting that another vendor offers a similar solution for a lower price can create leverage. Make sure to disclose the competitor’s quote and convey the urgency set by your finance team to get the best price from Odoo.
Emphasizing the need to remove auto-renewal from the contract can be pivotal. Convey to Odoo that your finance/legal departments require this to proceed with the purchase. Removing this clause creates negotiation flexibility and should be a strategic aim during the discussions.
Anchor your discussions around expecting no uplift for the renewal. If the uplift feels inappropriate given your firm's current budget constraints or market conditions, use this leverage to negotiate a flat renewal price. It’s effective to reference competitors who offer better terms, strengthening your argument.
Offering to act as a reference or participate in a case study can serve as a valuable 'Give' during negotiations. Suggest that in exchange for participating in marketing materials, you would like to see favorable terms or pricing that benefits your company.
Highlight that any previous discount was considered a regular pricing structure rather than a one-time offering. Emphasize that your current budget aligns with this expectation, and push for the negotiation of a similar pricing structure moving forward.