Presenting competition as an alternative during the negotiation process has proven to yield significant concessions. Inform ThreatQuotient about the rates and value of competitors, emphasizing your preference for their solution while indicating that budget constraints lead you to explore alternatives. Highlighting competitive offerings can create urgency for ThreatQuotient to improve their proposal.
When facing a proposed uplift upon renewal, emphatically state that your budget anticipates no increase in costs given current usage. Leverage your existing relationship and the competitive landscape to push for a removal of this uplift, indicating that such increments aren’t typical among similar vendors.
Removing auto renewal clauses from the agreement is crucial for maintaining future negotiation flexibility. Stress to ThreatQuotient that your finance/legal departments require the absence of automatic renewals to increase transaction agility, as it allows for an open evaluation of alternatives before any renewal decision.
Offering to be a case study or reference client can be a strategic 'give' that leads to favorable terms. Communicate your willingness to promote ThreatQuotient's services publicly, which can lead to a discount in exchange for your advocacy and potentially create a lasting partnership.