Presenting competition as an alternative during negotiations has proven effective. When introducing the fact that competitors offer lower pricing or additional value, it increases your leverage significantly. Communicate to Pulse that you are considering options from other suppliers that can also meet your needs within budget constraints.
Highlight that your finance team has only budgeted a specific amount for the purchase and emphasize that any discount should not be viewed as a one-time offer. Instead, push for a structure that carries the one-time discount over to future renewals to maintain a budget-friendly approach.
Negotiating a price-lock agreement allows you to secure the current price for the duration of the contract. This strategy can protect you from price increases and provide budget stability, particularly when dealing with software suppliers like Pulse who may not communicate future price changes effectively.
By arguing against any proposed uplift in pricing during the renewal or initial purchase, you invoke a stance that echoes your interest in long-term partnership while expecting stable pricing amidst growth. Show that your usage should warrant better pricing, especially since you're looking to expand your utilization of Pulse in the future.
If you plan to increase the number of users or usage within Pulse, leverage this growth by negotiating a better unit price or discount. Present your expected growth plans clearly and anchor your ask around economies of scale to ensure competitive pricing.