Presenting competition as a viable alternative can significantly strengthen your negotiation position. Indicate that you have received a lower offer from Osmos and emphasize your preference for OneSchema while citing the financial constraints imposed by your finance team. This tactic is particularly effective when explaining that renewal hinges on achieving more competitive pricing.
If there's an unexpected uplift in costs, explicitly require its removal based on your budgetary constraints. Emphasize that your financial planning does not account for uplifts, and point out that many suppliers offer better pricing with reduced scope. This approach can help mitigate costs and tailor the contract to better fit the current needs.
Emphasize the importance of removing the auto-renewal clause due to your company's financial policies. It is critical to communicate that this is a new requirement to facilitate future negotiations and enhance your leverage in discussions without committing to a longer-term deal. Many suppliers are amenable to this request if it means closing a sale.
Leverage your organization's growth in user base as a negotiating point. Assert that your company needs economies of scale as the number of users increases to shift the pricing model to reflect that growth. This can lead to a better pricing structure that accommodates your expanded usage while ensuring you receive discounts as you scale.
If your usage has changed and you can demonstrate reduced utilization of the software, leverage this to negotiate a reduction in price. This tactic is especially effective in discussions over flat renewals where costs are expected to decrease based on actual use rather than tier pricing.