Ramp

Presenting competitors' offers can significantly increase your chances of negotiating better terms with Ramp. By showcasing that another company has provided a lower quote for similar services, you create a sense of urgency and competition which speaks directly to Ramp's sales incentives. Clearly communicate the competitor's offer, focusing on how Ramp's service aligns with your company's needs while emphasizing the financial pressures from your finance team.

Negotiate against the proposed uplift by anchoring at a much lower expected increase based on your budgeting and similar contracts with other suppliers. It’s important to communicate that an uplift was not agreed upon initially. You should highlight the anticipated budget and the expectation to either remove the uplift entirely or secure a very minimal increase. This tactic can tie directly to your evaluation of usage and cost savings goals.

If you're not completely sold on the platform or are facing challenges, propose a shorter commitment. This tactic helps you evaluate the effectiveness of the Ramp services without a long-term commitment, and it puts pressure on Ramp to provide better terms to earn your continued business. If compliance issues or ROI concerns arise, it’s key to mention these during negotiations.

Emphasize the necessity of removing auto-renewal clauses as part of the negotiation for your contract renewal. Highlight that this is a requirement from your finance department to mitigate potential risks. Removing this clause keeps your options open for evaluation and gives you leverage during future contract discussions.

Assess your current usage of Ramp's services thoroughly. Present data-driven insights into your usage patterns to challenge any suggested price increases, particularly in relation to active user licenses. If certain features or licenses are underutilized, leverage that information to push for cost reductions or reconsiderations of the feature scope.