Presenting competition as an alternative has proven effective in negotiations. Highlight any competitive offerings you have received, especially if they align with the same functionalities you seek. Emphasize that the price difference directly impacts the consideration from your finance team, prompting the current vendor to potentially adjust pricing or terms favorably.
Removing auto-renewal clauses is crucial, especially in negotiations with finance approvals. Make it clear to the vendor that your finance/legal team necessitates no auto-renewal in order for you to proceed with the agreement, stressing the flexibility it gives your team in managing future budgets.
Argue that no terms indicate the discount is a one-time offer, suggesting you should carry the discount over into subsequent terms or renewals. Leverage the lack of clarity around pricing to propose that the financial expectations set by your finance department hinge upon the applicability of current pricing adjustments.
Negotiate the removal of any projected pricing increase for renewal. Present the case that your actual growth and usage patterns warrant a flat renewal instead of an uplift, especially if product use hasn’t drastically changed. Your finance team’s budget constraints should support this argument.
Address any concerns over product reliability or usability in your negotiations. Use specific issues encountered as leverage for additional discounts or a renegotiated deal. Be prepared to outline how these product issues impacted your experience, which supports a case for a better price.