By presenting competition as a viable alternative, you can strengthen your negotiating position. Share specific quotes from competitors that offer similar functionality at a lower cost, reinforcing the message that price is a critical factor in your decision-making. Emphasize your preference for NetApp while making it clear that your financial department insists on exploring other options due to significant cost differences.

Communicate the need to remove auto-renewal clauses in your agreement. This tactic emphasizes the importance of negotiations each year and gives you leverage in pricing discussions. Highlight this requirement as a new policy from your finance team to negotiate a better deal without automatic renewal obligations.

In cases where an uplift is presented, anchor negotiations below the proposed uplift amount based on your budget requirements. Reference your previous agreement and highlight that similar vendors would provide better pricing structures as you scale additional services. Request a review of existing terms to justify the removal of uplift percentages.

If you anticipate increasing your usage significantly, leverage this growth by requesting lower rates for the added volume. This tactic utilizes economies of scale as a benefit for your organization and reinforces the need for favorable contract terms that offer better pricing as usage increases.

Cite essential security feature upgrades as a reason for price reduction asks. If security upgrades were expected but incur additional costs, reference that many competitors offer similar features without added costs to pressure the supplier for discounts or waived fees.