Presenting competition as an alternative during negotiations has been proven to yield favorable outcomes. It’s vital to mention any alternative offers you’ve received, specifically the quoted price, as this leverage can assist in negotiating a better price with Redis Labs. You can mention that other providers have potentially better offers for similar services.
If the contract comes with an uplift, you should focus on negotiating to remove that uplift and leverage the current commitment level. Stress that your budget has not accounted for any uplift, and request consideration for fixed year-on-year pricing to enhance your long-term relationship.
Emphasize the need to remove any auto-renewal clauses from your contract. By doing this, you maintain the ability to evaluate alternatives and renegotiate terms on your upcoming renewal rather than being automatically locked in. This is especially critical given the importance of financial oversight and budgetary constraints.
Ensure that your usage matches what's contracted. You can validate this by requesting detailed usage reports from Redis Labs over the last year. Present your findings, especially if you discover underutilization; this can be used as leverage to negotiate for lower prices or better terms.
If new features charged at a premium are required, negotiate for a discount or a waiver on added costs. Highlight that many competitors offer robust security features at no additional cost, which can influence Redis Labs' willingness to modify their pricing.