Presenting competition as a leverage point can be highly effective in driving down costs. Share details of other vendors offering similar solutions at lower prices, emphasizing the need to find a competitive price to satisfy your finance team's constraints. Be transparent about the potential of switching vendors if a better offer is not met, thereby conveying urgency in the negotiation.
If uncertain about the value of the software, leverage a month-to-month agreement to test the product thoroughly before making a longer commitment. Explain that finance and leadership have limited visibility into ROI for long-term commitments, and thus prefer shorter agreements initially to evaluate before proceeding further.
You can negotiate for adding essential security features without substantial price increases by highlighting competing vendors offering similar features at no additional cost. This tactic keeps your budget intact while ensuring your security requirements are met, demonstrating both urgency and market awareness.
Push back on the perception that any discounts offered are one-time offers. Instead, articulate that your finance team has budgeted for a flat renewal based on historical pricing, suggesting a renegotiation of any perceived one-time discounts into continued savings.
In discussions regarding contract renewals, emphasize an expectation of no significant uplift as you expand the scope with YesWeHack. Leverage historical contract data to support your stance, promoting a renewal that meets budget constraints and preserves the value gained from the past agreement.