By presenting competition and their quotes to AppCheck, you create leverage in the negotiation. Inform them that similar offerings from competitors are available at a lower price. This method emphasizes the importance of cost-efficiency as your Finance team is inclined to find less expensive alternatives. Use specifics about what competitors are offering to strengthen your case.

Anchor negotiations by challenging any proposed uplift, particularly if it was not explicitly stated in the previous agreement. Stress that your finance team operates under strict budgets and is not accustomed to uplifts on renewals, especially when usage remains stable. The attempt should be to argue for stable pricing as a reward for continued partnership without unnecessary increases.

If AppCheck presents any overage fees, push to have these waived, particularly if you have a historical record of low usage and are expecting growth. Remind them that your business benefits from predicting costs accurately in budgeting, and that their service should accommodate your scaling needs without penalizing for growth.

Communicate to AppCheck that as part of your internal requirements, the auto-renewal clause must be removed to provide flexibility. This will demonstrate your commitment to evaluating options annually, and help maintain competitive pressure on the supplier in future negotiations.

Analyze AppCheck's proposed pricing against market averages, leveraging specific competitor quotes. If their pricing falls below industry standards, use it as a negotiating chip to argue for lower rates or additional services at no extra charge. Historical data on average prices for similar services should be prepared as backup.