This tactic involves leveraging quotes from competitors to negotiate a better price or terms. By presenting a lower offer from a competing service that provides similar functionalities, you create an incentive for the supplier (PhishFort in this case) to match or beat that offer. Ensure that the alternative solution is credible and that your finance team is pressing for the best value based on this competition.
Removing auto-renewal clauses can provide you with greater flexibility during the negotiation process and ensure you have full control over the renewal terms. This can also pressure the supplier into providing more favorable pricing terms as you won't be automatically bound to another term. Communicate that your finance/legal teams require the removal of this clause to approve the renewal.
Highlight that any proposed uplift on pricing is not aligned with previous agreements and leverage this point to negotiate for a stable or lower renewal pricing. Given your past experiences and current usage, you can argue that uplifts should be waived or minimized.
If you are increasing the number of users or the scope of services utilized, use this as leverage for securing better rates. You can argue that growth should be rewarded through reduced pricing per user or usage, leading to overall lower costs. It's beneficial to make sure the supplier sees this as an opportunity for a long-term relationship that could expand further.
Discuss your security needs and preferences. If the pricing for upgraded features is higher than expected, you can highlight that many competitors include security features at no extra cost and suggest there should be negotiation due to this expectation. It's essential to articulate your budget constraints and emphasize the need for sensitive upgrades that fall within that budget.