When negotiating with Nutanix, discussing your evaluations of competitors can serve as a significant negotiation lever. Mention competitors that offer similar functionalities at lower prices, as it places pressure on Nutanix to reconsider their pricing. Highlight the importance of cost-effectiveness to your finance team, emphasizing that their support for the renewal depends on achieving competitive pricing.

Removing auto-renewal clauses provides flexibility and room for negotiation during future discussions. Communicate that your finance team requires this change as a condition for proceeding with the contract renewal, highlighting that this has become a mandatory practice for new purchases.

If the Nutanix solution has not met expectations, use this to negotiate a shorter contract term, such as a month-to-month or six-month agreement. This has proven effective for organizations needing to clarify the return on investment before committing to long-term contracts.

If Nutanix's services include upgrades for security features, use the argument of budget constraints from your finance team to negotiate these upgrades at no additional cost. Show that many of their competitors include similar features without charge.

Anchor your negotiation around expectations for pricing stability rather than uplift percentages. Make strong arguments based on your usage and budget constraints to justify why the uplift should be waived, especially if this was not explicitly mentioned in prior agreements.