Leverage the competitive landscape to secure better pricing by revealing that competitors quote lower prices for similar functionalities. This tactic is effective when you communicate that your finance team has authorized looking into alternatives due to the proposed pricing from Fellow. Stress the importance of appealing to both finance and internal decision-making to bring flexibility in terms and pricing.

Aim for removing any proposed uplift or additional charges on existing plans. Clearly state that consistent utilization should not result in increased costs, especially given past agreements should reflect stable pricing. Emphasize that your current negotiation should protect against unexpected increases and create a sense of urgency tied to upcoming budgeting decisions.

Address any potential overage fees in the negotiation. By discussing how your team has demonstrated significant use of the platform, request that any overage fees be waived, especially if your historical billing reflects a stable utilization rate. Reinforce that future growth will lead to increased spending, which justifies the removal of these temporary fees.

If faced with resistance from Fellow regarding pricing, consider proposing shorter contract terms such as month-to-month initially, effectively communicating that leadership requires this arrangement due to product concerns. Establish that the intention is only to engage in longer commitments once confidence in the product has been restored or positively assessed during a trial period.

If your organization anticipates considerable growth in users or utilization of Fellow, emphasize this during negotiations to secure discounts. Specify that your finance team expects a structure reliant on scalability and economies of scale, which should align pricing directly with usage spikes.