Introduce competing offers during negotiations, communicating to Portnox that you’re evaluating other providers. This tactic can leverage the urgency of securing a deal and push for better pricing or terms. Share that a competitor has offered a significantly lower rate, which makes it crucial for Portnox to respond with more appealing options.

Request to eliminate any auto-renewal clauses in the contract. Highlight that this is a new requirement imposed by your finance team to ensure flexibility in future negotiations. This endears a sense of trust with the supplier while maintaining leverage for negotiation.

Address pricing increases head-on by requesting the removal of proposed uplifts in the contract. Suggest that the overall budget for the upcoming period does not support an increase. Reinforce that stability in pricing can facilitate longer-term relationships.

Offer to participate in marketing efforts such as being a reference customer or contributing to a case study in exchange for better pricing terms. This tactic can enhance the value of your partnership while allowing you to negotiate for a lower rate.

Emphasize the need for a shorter contract term, citing the need to evaluate product efficacy and suitability. If Portnox is hesitant, suggest a month-to-month arrangement to assess the solution before committing to a longer-term deal, which can pressure them for better initial rates.