This tactic involves leveraging competitors' quotes against the current supplier to create pressure for a better deal. When negotiating with UiPath, present to the salesperson that a competitor has offered a similar package at a lower cost or with additional features. Emphasize that while the team currently favors UiPath, budget constraints are leading the company to consider alternatives seriously.

When discussing the renewal of UiPath products, focus on the overage fees that may apply. These are often negotiable, especially if underutilization of licenses can be demonstrated. Highlight how overages will impact future budgeting and request waiving them entirely, positioning it as a way to foster a longer-term relationship.

This tactic is particularly relevant if there is an uplift in pricing proposed for the renewal. Customers should anchor their arguments on budget constraints, emphasizing that they did not expect such increases based on previous agreements. Make a strong case for negotiating a flat renewal price instead.

Removing auto-renewal clauses can give more negotiation leverage. When discussing contract terms with UiPath, clarify that your finance team has specific requirements around renewals and that you cannot accept auto-renewal terms. This ensures that the discussions in the future are more favorable towards adjusting contract terms to meet your needs.

Offering to participate in case studies or act as a reference can be a valuable give. If you offer to help UiPath showcase your business transformation or success stories, this can be exchanged for better pricing or contract terms. Additionally, ensure that any marketing rights included are clearly defined to avoid future disputes.

If your usage is set to increase significantly, use this as leverage in contract discussions with UiPath. Emphasize that this growth warrants a more favorable pricing model as you will be contributing to more consistent revenue over time. Focus on negotiating economies of scale for any additional user licenses.