Emphasizing the need to remove auto-renewal terms can provide necessary leverage during negotiations. It allows flexibility in future negotiations without the fear of being automatically enrolled in potentially unfavorable terms. Make it clear that the finance team requires this to ensure control over future expenditures and contract reviews.

Customers that emphasize the rarity and unlikelihood of multi-year contracts with new vendors can drive significant discounts. Highlight how your CFO is hesitant to commit long-term to new suppliers, and anchor the conversation around lower-cost alternatives. This tactic aligns your internal guidance to give you leverage in price negotiations.

Emphasize the need for economies of scale when planning to increase your license count. Vendors are often willing to reduce rates when they understand that considerable growth is anticipated. This models the expectation that increased usage should come with a decrease in cost per user.

Presenting competing vendor prices to the current supplier can effectively create leverage. Highlight specific competitor quotes and mention any additional value they offer. This creates a sense of urgency and necessity for the supplier to improve their terms to retain your business. Fuel the conversation with comparative quotes and highlight potential churn if an agreement isn’t reached.

If any product difficulties have been experienced during your term or usage, be proactive about raising them in the negotiation. Highlighting these difficulties can lead to additional discounts as they support the need for financial compensation due to inconveniences faced.