Introducing competition can significantly improve negotiations. If you can present better offers from competitors or similar capabilities, this tactic will put pressure on Wallarm to align their pricing and terms more favorably. Highlight that other vendors are considered, emphasizing cost differences or additional value advantages they bring.
If applicable, focus on reducing the scope of your contract especially if there is a large price increase. Reinforce that your budget for renewal was not allocated considering the steep increase and that your company will reconsider partnerships if a balanced negotiation cannot be achieved. Use competitor offers as leverage.
If you plan to increase your usage, frame the increase in user licenses as a negotiation point. This tactic relies on economies of scale where your growing need for more users should reflect in lower per-user pricing, presenting this expectation as a key determinant for your contract renewal with Wallarm.
Discuss any costs associated with switching to competitors that may influence your decision. While considering Wallarm, if you indicate that you have identified significant costs to implement alternatives based on their offerings, it can provide a solid basis for negotiating a better deal, reducing the overall costs related to the purchase.
If Wallarm has proposed a renewal uplift, challenge this based on your initial contract terms. Use it to negotiate that since your company did not anticipate an uplift for the renewal, you expect stability in pricing for your forthcoming contract, especially given continued usage.