Anchor at a budget requirement significantly below the uplift percentage proposed by Forescout. Emphasize that you were not expecting an uplift as prior agreements did not note such increases. This tactic is effective in highlighting that over the years, strong partnerships typically offer reduced expenses as usage grows, and it directly addresses budget constraints.

Emphasize the necessity of removing auto-renewal clauses due to finance/legal requirements. This makes it clear to Forescout that long-term commitments are under scrutiny from finance, providing leverage to negotiate a more favorable contract without being tied down unexpectedly.

Use your emerging security needs as leverage in demonstrating that the cost for new features (if applicable) should be minimal. Highlight that many of your competitors already include these enhancements without extra charges, creating an environment for concession negotiations.

Offer to participate in a case study or provide a reference in exchange for pricing concessions. This tactic emphasizes the mutual benefit and provides credibility to the Forescout brand while securing a lower price point as an exchange for your advocacy.

Clearly communicate that you are evaluating multiple suppliers, and present Forescout with competitive offers as a reference to substantiate your request for price reduction. This tactic encourages them to offer a more appealing proposal to retain your business.