Leverage competitive pricing by introducing alternatives to the vendor. It’s crucial to inform Capshare that you are considering competitive solutions and that their pricing is a significant factor in your purchasing decision. Present a compelling case that other options are more cost-effective to drive down their price.

As your usage of Capshare increases, negotiate for reduced costs per unit. Inform Capshare that you anticipate growth in user adoption and that their pricing should reflect this. This tactic not only ensures you get a better deal as you scale but also adds a layer of commitment for your long-term partnership.

If Capshare proposes a substantial uplift on renewal due to a price model change, leverage your budget constraints based on your previous contract amount. Emphasize your financial limitations and negotiate for a flat renewal rate or a decrease in uplift to meet your budget. This tactic should be anchored on current market rates and competitor pricing as justification.

Express your company's new policy regarding automatic renewals. By communicating that you need the automatic renewal clause removed due to financial requirements, you can use this stance to negotiate better terms without the pressure of being locked into an agreement.

Propose your willingness to act as a reference or participate in case studies as part of the negotiation for better pricing. This value-add can incentivize Capshare to provide you with a more attractive deal, reflecting your commitment to them as a trusted partner.