Since you are considering Zerocopter among other suppliers, it’s critical to leverage that competition during negotiations. Remind the supplier of the available alternatives and provide details about competing offers, specifically focusing on pricing and any added value that could strengthen your case. This will pressure the supplier to reconsider their terms to retain your business.

If your organization is inclined towards a commitment, consider discussing multi-year subscription options. Make it known that multi-year commitments are rare and emphasize the need for significant discounts to justify that commitment. This positions you to negotiate a more favorable pricing structure, as suppliers are more motivated to retain a long-term client.

Stressing the need for shorter-term agreements can provide leverage when examining your ROI with Zerocopter. Communicate that your leadership team has not observed the expected returns over the past term and thus requires a month-to-month or short-term renewal rather than committing long-term until more value can be demonstrated.

If there have been product concerns or issues during your use of Zerocopter services, highlight these during negotiations to request further concessions on pricing. Specific examples will be more convincing than general complaints, as they highlight the need for better pricing in light of previous service levels.

Discuss any overage fees that may apply in your negotiations with Zerocopter upfront. To strengthen your argument, reference your previous agreement and the expected growth, suggesting these fees should be waived as a demonstration of goodwill and confidence in a future partnership.