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Customers who anchor at a budget requirement significantly below the uplift percentage have seen the best result in lowering uplift at renewal. Require that the uplift is removed and the pricing for the add-on is reduced. Base this on your allocated budget.

Customers who present competition as an alternative have seen the best outcome in negotiations. Reiterate to the supplier you are negotiating with that a competitor has offered a lower price and consider discussing the unique features and benefits that the competitor provides to strengthen your case.

Engage in discussion about overage fees during the renewal conversation. By referencing the original agreement, buyers can negotiate to have these fees waived altogether, advocating for a more predictable cost structure based on actual usage.

If the ROI seems lacking or if there are concerns with the product, negotiate for a shorter contract term. Make it clear that your finance team is hesitant to commit, and a month-to-month or short-term contract is the only way to move forward.

Offer to become a reference or participate in case studies contingent upon favorable terms being reached. This can highlight your value as a customer and often leads to reduced pricing or improved conditions.

Customers have found that emphasizing the need to remove auto-renewal clauses due to finance/legal requirements can lead to better terms and conditions at renewal. Position this requirement as a necessity in the decision-making process.