Lattice

Lattice's Engagement and Grow modules are priced identically at the list level, adding $14,400 annually to a 300-user base deployment. Both modules achieve consistent discount percentiles around 38% (50th percentile), suggesting Lattice doesn't penalize add-on purchases. The strategic difference lies in business justification; Engagement modules face less scrutiny, while Grow modules require more complex business case development. Bundle your preferred module during initial discussions but keep the second as a 'future consideration' for additional discounts.

Bundling Lattice's add-on modules can deliver significant cost savings compared to separate purchases. For a 300-user deployment, the base Talent Management platform costs $39,600 annually at list price. However, when you add the Compensation module, the total jumps to $61,200 - meaning Compensation alone adds $21,600 ($72 per user annually). Companies achieving 50th percentile discounts pay around $25,027 for the base platform and $37,638 for the bundled solution with Compensation, representing a 37-39% discount across both scenarios.

Multi-year commitments with Lattice provide substantial negotiation leverage. A 300-user annual contract at $39,600 list price sees 50th percentile buyers pay $25,027 (37% discount). Extending to a 3-year term increases the total contract value to $118,800, improving discount percentiles to 41%, resulting in $69,617 total cost. The annual equivalent drops to $23,206, representing an additional $1,821 in annual savings (7.3% improvement). 3-year deals can achieve 55% discounts, potentially saving an additional $3,000+ annually.

Lattice's volume scaling follows predictable patterns with specific breakpoints. The per-user economics show clear tiers: 100 users at $132 annually, 300 users at $132, and 500 users maintaining the same rate. The critical breakpoints emerge in discount percentiles: 100-user deployments achieve 32% discounts, while 300-user deals reach 37%, and 500-user contracts hit 39%. The most significant insight lies in the discount ceiling, with 90th percentile discounts jumping from 48% (100 users) to 52% (300 users) to 53% (500 users). The negotiation sweet spot is at 300+ users.

Lattice's Compensation module increases your total annual cost from $39,600 to $61,200 for a 300-user deployment, a $21,600 premium. The effective cost after discounts is approximately $12,611 annually, or $42 per user. Companies that negotiate Compensation as part of their initial contract secure better overall discount treatment than those adding it later. Present Compensation as a 'nice-to-have' initially, focusing on base platform pricing, then introduce it as a deal-expansion opportunity for additional concessions.

Lattice discount expectations vary significantly by company size. For a 100-user deployment ($13,200 list price), companies at the 50th percentile achieve 32% discounts, paying approximately $8,923. For 300 users ($39,600 list), the discount is 37%, resulting in $25,027 annual costs. At 500+ users, the 50th percentile discount reaches 39%, bringing a $66,000 list price down to $40,392. Smaller companies should target 25-35% discounts, mid-market organizations can push for 35-40%, and enterprise buyers can demand 40-45% discounts.