Present competitors as alternatives during negotiations, particularly highlighting competitive pricing. This tactic works best when you can leverage quotes from other suppliers that offer the same functionality at a lower cost. Emphasis on the financial constraints that force you to consider alternatives will strengthen your negotiating position.
When negotiating, focus on your requirement for more user licenses and how that impacts pricing. Emphasize the need for economies of scale in your subscription structure, which should lead to reduced costs for additional users. The vendor benefits from your growth as much as you do, leading to a favorable outcome for both parties.
Highlight specific security features or updates that may not have been included in the previous contracts and push for these to be offered without an additional charge. Bring up the added expense caused by the necessary upgrades in your environment, which can compel the vendor to offer better pricing or terms in exchange for your commitment.
Insist on removing any auto-renewal clauses during negotiations. Explain that it is now a requirement laid down by your finance or legal teams. By doing this, you gain more control over your future engagements with the vendor, which could result in better long-term terms.
Push back on the presented uplift percentage during renewal conversations. If you only anticipated a small increase, argue that most vendors offer stable or reduced pricing as the partnership grows. Insist on the removal of uplift clauses unless significant justifications can be offered for increases.