Icertis

Presenting competition as a viable option has shown successful outcomes in negotiations. Reiterating a competitive quote can leverage a financial necessity with your CFO, especially if another vendor is willing to offer similar functionality for a lower price. Suggest to the supplier that your team is favoring Icertis but may be prompted to evaluate alternatives should financial conditions not be met.

In negotiations where terms are being discussed, emphasizing the necessity to have the auto-renewal clause removed can increase your negotiation power. Acknowledging that your finance team requires flexibility in contract reviews can lead to better terms and a more conducive negotiation environment.

If your organization plans significant growth in users, use that as leverage to negotiate lower rates based on economies of scale. Emphasize that the need for economies of scale drives the conversation on pricing and that getting favorable rates is crucial for your purchasing process.

Discussing the potential for waived overage fees can provide tangible savings. Ensure all parties understand current usage against contract provisions to push for at least partial waivers or discounted rates for future usage increases.

Offering to act as a reference or participate in case studies can be a useful tactic for receiving pricing concessions. This tactic can create a value proposition for Icertis while securing better terms, transforming your organization into a marketing asset in exchange for lower pricing.