Introduce competitor quotes and highlight specific advantages to create urgency for price reductions. Presenting evidence of lower pricing from competitors can significantly impact negotiations, especially if they provide similar functionalities, which may lead the supplier to offer more competitive pricing.
Push back against any proposed price increases or uplifts citing budget constraints or market standards. Emphasize that you were not expecting an uplift and many other suppliers do not impose uplifts, which can lead to negotiating lower prices or no uplift at all.
Request to remove any auto-renewal clauses to ensure you're not locked into a contract without a review. This tactic provides leverage for future negotiations and aligns with internal policies regarding spending and vendor commitments.
Offer to participate in case studies or serve as a reference for the vendor in exchange for pricing accommodations. Highlighting your willingness to provide marketing testimonials can add value to the negotiation.
Use any past product or service issues with Sophos as leverage for negotiations. Highlight these issues to stress the need for better pricing or terms in compensation for the service disruptions encountered.
Identify alternative software solutions in your market that meet your needs. This tactic reinforces your willingness to consider various options when negotiating, which may push Sophos to provide a more favorable offer.