Present competition quotes as viable alternatives to the vendor, emphasizing that your finance team is requiring competitive bids to proceed. Highlight that you are evaluating lower quotes from competitors, which can apply pressure on the vendor to match or improve their offer. Make it clear that the current pricing will need to align with what competitors are offering in order for you to move forward with Open Raven.
Negotiate to remove any auto-renewal claim from the contract since it is essential for your finance and legal teams to review each contract on its merits annually. This creates leverage for negotiation, allowing you more flexibility in future negotiations and possibly securing better pricing as you negotiate how to set up the contract.
Focus on customizing the contract terms based on actual usage to avoid overpaying for unused features or services. Ensure that the pricing reflects your organization's current and projected usage accurately, which can help in negotiating lower overall costs.
Bring attention to any expected uplifts in pricing during the renewal process. Emphasize that your budget only allows for a minimal increase and explain the necessity of securing fixed rates that do not escalate based on previous terms, especially when other providers may not impose such uplift costs.
Offer to act as a testimonial or case study for Open Raven to help bolster their marketing efforts, contingent upon securing a favorable pricing agreement. This adds value for the vendor while potentially allowing you to negotiate lower rates in return for your commitment to promote their service.