Introducing competition is a powerful tactic. Communicate that you are evaluating Pilot AI against competitor offerings. Provide specific competitive quotes or functionalities to press for better pricing or terms. It's essential to express that although you prefer Pilot AI, the price difference mandates reconsideration.
Identify any product concerns relevant to your previous engagements or expected delivery from Pilot AI. These can be leveraged to negotiate better terms or pricing if there have been service-related issues that caused frustrations.
Discuss overage fees upfront during the negotiation. Highlight your company's past usage patterns and forecasted growth, making the case for waiving overage fees, especially if you're committed to expanding your usage of Pilot AI's functionalities.
If apprehensive about committing to a long-term contract, negotiate for monthly terms. Establish that your finance team's expectation involves evaluating ROI over shorter timeframes. This strategy can drive better terms and find a sustainable balance for both parties.
Offer to partake as a reference or in a case study contingent on receiving agreeable terms. This commitment can enhance your leverage while negotiating better deals as it signals a partnership and support for Pilot AI's market efforts.