Presenting competitors as viable alternatives can create urgency for the supplier to present better pricing or contract terms. It emphasizes that you are actively evaluating multiple options, making it clear that if the current proposal does not meet your financial constraints or needs, you may pursue alternatives. Highlight the benefits offered by competitors and position them against Icertis to justify your request for better terms.

Negotiate against any proposed uplift by arguing that your organization expects a stable pricing model during renewal. This tactic works best if you have a strong case for pricing being tied to performance or customer numbers remaining constant. Make it clear to the supplier that the lack of uplift is a critical term for your organization to continue the partnership.

By eliminating auto-renewal from your contract, you protect your organization from being bound to pricing terms that may not be beneficial in the future. Use this leverage by explaining that internal policy now prevents entering contracts with auto-renew clauses, thereby providing you flexibility to reassess the deal annually.

Offering to act as a reference or to participate in a case study can incentivize Icertis to provide better pricing or terms. Vendors value testimonials from satisfied customers, and the opportunity to showcase their product's effectiveness can be attractive. However, ensure you receive a reciprocal benefit in terms of pricing reductions.

Request a one-time discount based on budgetary constraints set by your finance team. Emphasize that finance has only allocated a specific budget, and since this discount isn't clearly labeled as a one-time offer, it should be considered part of your ongoing financial discussions.