Customers have found that when they emphasize removing the auto renewal due to a requirement of finance/legal in order to proceed with renewal have seen the most success in getting the auto renew removed. If you are uncomfortable with being locked into a long-term commitment without adequate evaluation of the product's effectiveness, insist on this clause being removed.

Customers who anchor at a budget requirement significantly below the uplift percentage have seen the best result in lowering uplift at renewal. Require that the uplift is removed and the pricing for the add-on is reduced based on your allocated budget. Emphasize that you were not expecting any significant uplift given your consistent or increased usage.

Present competition as an alternative, informing Portnox that you have other competitive solutions that are more cost-effective. Being open about potential competitors can provide leverage in negotiations to drive better pricing or terms. Clearly communicate how these alternatives fit into your needs and budget constraints.

Propose your participation in a reference call or case study with Portnox as a means to demonstrate your commitment to the partnership. This should be contingent upon achieving favorable pricing and terms. Highlight the promotional benefits they could gain from your endorsement.

If your contract needs to scale with additional users or features, emphasize that the growth should lead to better unit pricing. Use your projected growth to negotiate terms that provide economies of scale, ensuring that as you add users, your overall pricing benefits from discounts.

Leverage your need for additional security features against any price increases. Highlight that many competitors provide necessary security enhancements without extra fees. Use this information to justify your request for a waiver or reduction in costs associated with compatibility features.