Presenting an alternative is an effective way to create leverage in negotiations. By comparing SolidWorks offerings with lower-priced competitors, you can pressure the provider to offer better pricing or terms. Emphasize that you need to evaluate options that fit within your budget constraints. This can lead to significant savings or improved conditions on your contract.
If you express that multi-year contracts are rare for your organization, you can create substantial negotiating leverage. Make it clear that without adequate discounts, your finance team is inclined toward shorter, more flexible commitments. This approach can incentivize SolidWorks to provide a discount to secure a long-term commitment.
By seeking the removal of uplift percentages, particularly with documented usage data, you can advocate for more favorable pricing terms while emphasizing the budget constraints set forth by your finance team. Highlight the possibility of increased usage in the next term to reinforce the case that solidifying current rates is beneficial.
During negotiations, address any potential overage fees from prior usage. This can serve as a foundation for requesting that these fees be waived or significantly reduced, especially if the previous contract outlined conditions that align with this request. Establish that equitable terms for growth are necessary for continued partnership.
Communicating a need to eliminate auto-renewal clauses will not only ensure negotiation flexibility but potentially contribute to better pricing structures as your company does not want to be bound to unfavorable terms without negotiation. Highlight this as a new requirement from your finance/legal teams.