Ramp

Introduce competition effectively by presenting comparable offers from other vendors. This tactic has been shown to increase leverage in negotiations, especially if you can highlight a better offer that meets your needs. Stress that your current vendor, Ramp, is facing competition and that price variance may compel a reevaluation of your existing agreement.

Emphasize the lack of budget and provide a case for how the quoted price could be lowered by pushing for a one-time discount. Mention any previous discounts you received and tie them into your current negotiations. This tactic helps to keep pricing manageable and aligns with budget constraints.

Frame your need for additional features (such as security upgrades) as essential, but state that you expect to negotiate better pricing or even the removal of associated costs. Argue that competitors offer similar security measures at no additional charge. This could also tie back to your overall costs and budget and thus add pressure to renegotiate terms favorably.

Highlight that your growth necessitates a significant number of new user licenses, which should be recognized by ramping down per-user costs. Present your case as a potential long-term commitment, tying it into the larger growth trend of your business, thereby pushing for a more favorable cost-per-user agreement as you scale.

Address any potential overage fees proactively. During the renewal conversation, emphasize the company’s growth and propose that any overage fees be waived, particularly if there were instances in the past where fees were applied without adequate communication. Leverage the existing agreement terms to argue for elimination or reduction of these fees.

Frame the removal of automatic renewal clauses as a necessity imposed by your finance team. By stating that ongoing contracts with residential terms are now mandated by internal rules, this can pressure Ramp to agree to more favorable terms in light of the shift to a more flexible negotiation environment.