Planful

Consider mentioning to Planful that multi-year commitments are typically seen as a significant risk by your finance team and that, as such, your team rarely signs multi-year contracts with new vendors like Planful. This can spur them to offer deeper discounts or more favorable terms for a shorter contract while positioning you as cautious.

Present competitors that offer similar functionalities to Planful at a lower price point. This negotiation strategy helps develop a sense of urgency and competition, making it clear to Planful that you’re serious about getting the best deal possible. If they know there are alternatives available, they may be more inclined to enhance their offer.

Address any potential overage fees during this negotiation by referencing the anticipated usage growth and ensuring that overages or additional charges are waived since you already plan to increase user adoption or platform usage. This can secure more favorable pricing for your agreement.

Communicate your budget constraints effectively by stating that your team has not planned for significant uplift and expecting to start with flat usage. Emphasize that most vendors are willing to be flexible, especially considering that your contract scope may require an adjustment in pricing.

If you're looking to add users soon after the new contract, highlight this during the negotiation. By showing potential growth and demand for additional licenses, you may leverage this for better pricing on your existing terms or for future scalability discounts.