Presenting competition as an option during negotiations can lead to better outcomes. By introducing the idea of alternatives, you put pressure on Blackbaud. If they know you're considering other suppliers that offer better pricing or features, they may be more willing to negotiate. Clearly communicate what competitor X offers in terms of pricing and additional value to leverage this tactic.

If you are seeking multi-year commitments, use this as leverage to negotiate a discounted rate. Mention that your finance team typically does not prefer multi-year contracts but may consider them if a significant discount is offered. This can create urgency for Blackbaud to provide a competitive rate, underlining that multi-year agreements are rare and costly for your budget planning.

Negotiate to waive any overage fees during the renewal. Remind Blackbaud that rewarding your growth with a flexible pricing model can strengthen your partnership. Emphasize that if your usage consistently increases, overages are a barrier to continued growth with them.

Push to have the auto-renewal clause removed to retain negotiation leverage. Explain that your finance/legal teams have mandated that all new purchases must be devoid of auto-renewal provisions to ensure they are flexible with budgeting and risk management in the future.

Address the uplift percentage during renewal discussions. Firmly position that you do not expect an uplift due to your existing usage and a desire to maintain costs. Emphasize that other suppliers do not apply uplifts for current customers scaling their offerings which could set a precedent for your negotiation.