Presenting competing offers from other suppliers as alternatives has proven beneficial in negotiations. This tactic works well when you can show that another supplier is providing similar functionalities at a better price. Be transparent with the supplier that you are considering alternatives and emphasize how a price reduction or added value from them is necessary for you to continue with them instead.

If security enhancements are a necessity for your organization, leverage this during negotiations. If potential price increases are tied to these new security features, remind the supplier that many similar features can be found at no extra cost with competitors. This tactic can help in negotiating down the costs or even waiving premiums altogether.

Push for the removal of any proposed uplifts in fees during your renewal discussions. Customers often successfully negotiate flat pricing by arguing that their budget does not permit such increases, especially if they bring historical spending data comparing their growth in usage versus costs. Highlight that during past agreements, tracking of usage did not yield uplift percentages.

Advocate for the removal of automatic renewal clauses in contracts. Stress that this is a new requirement from your finance team which will give you the flexibility to re-evaluate future contracts without the pressure of a forced renewal.

During negotiations, you can request to waive any overage fees. If possible, back this up with documentation from previous agreements that show periods of lower than anticipated usage. Emphasizing this helps establish that the company should not incur additional fees for increased usage during the renewal. Reference your negotiation strategy to keep the dialogue focused on favorable terms.