When negotiating with Mimecast for the DMARC Analyzer, it is vital to present alternative solutions that are competitively priced. Showing that you are considering other options can create urgency and push for better terms. For this tactic, you could say you are evaluating offers from other suppliers that provide similar functionalities at lower prices.

In your negotiations, emphasize the need to remove auto-renewal clauses. This can create leverage for future negotiations and ensure you maintain control over renewals. Make it clear that your finance team requires non-auto renewing contracts as a standard policy.

Highlight any product issues or limitations you've experienced with the DMARC Analyzer. This tactic can help you negotiate a better price or additional support. Provide specific examples of how these issues impacted your organization to strengthen your position.

Offer to serve as a reference or participate in a case study in exchange for favorable pricing or terms. This can provide the vendor with valuable marketing content while potentially securing you a discount or better service terms.

When you receive the 'Best and Final' pricing from the vendor, utilize the pricing gut check tactic to ensure the rates align with market standards. Engage internal consultants or resources to validate that the pricing is competitive.