Presenting competition as a valid alternative has proved effective in negotiations. By reiterating that another company has quoted a lower amount, you can leverage this to negotiate better pricing or terms with Archer. Emphasize the competition and assert that your finance team is considering moving forward with the competitor unless a more competitive proposal is received.

If there is an impending price uplift upon renewal, you can anchor your negotiations around a budget requirement which is significantly below this uplift. Explain that the uplift was not included in previous agreements, and push for its removal in exchange for your continued partnership.

Pushing to remove the auto-renewal clause can be essential, especially if this is a new contract. Highlight the need for flexibility, indicating that your finance/legal teams require the option to evaluate the agreement thoroughly before any renewal takes place. Use this as leverage to get better terms.

Take advantage of the review of actual software usage. Request data from Archer on your usage to ensure that it aligns with your contract. If you find underutilization or that certain features aren’t being used, this provides a strong justification for negotiating a better rate or reducing your contracted scope.

If Archer is proposing an upgrade or additional features, leverage your budget constraints. Highlight that many competing products include necessary security features at no extra cost and ask for similar concessions or discounts on these upgrades.