Abacum

Presenting competition as an alternative during negotiations has proven effective. Reiterate to your supplier that you have evaluated competitors that offer similar functionalities at a lower price. Highlight any specific offers or value-adds from these competitors that could influence your decision.

If you plan to significantly increase your user base or usage, emphasize this growth during negotiations. Showcase how scaling up your usage should come with economies of scale and lower pricing. Your finance team expects to see benefits from this growth reflected in pricing.

Discuss the removal of auto-renewal clauses as a requirement from your finance/legal teams. This provides flexibility in choosing not to renew without facing penalties or automatic price increases, giving you better leverage during negotiations.

If you have product concerns or uncertainties about ROI, push for a shorter contract term or month-to-month arrangement. This approach mitigates risk for both parties and may result in a more favorable rate while you assess the product's value.

Offer to be a case study or reference for the vendor's product in exchange for better pricing or terms. This commitment can be particularly persuasive if your company is seen as influential in your sector, increasing the perceived value of your partnership.