Presenting competition as an alternative during negotiations has shown to yield better outcomes. By communicating that a competitor is quoting a significantly lower price for similar features, you can apply pressure on the current supplier to match or better the offer. Highlighting the additional value that the competitor offers can reinforce your position, making it clear that cost is a decisive factor in your decision-making process.

As you engage with SUSE, ensure you have explored other similar software options. Use the competitive landscape to your advantage; mention other providers that offer similar solutions at competitive prices. This will strengthen your negotiation leverage and signal that you have viable alternatives.

If your team is uncertain about SUSE's offerings or if previous performance has not met expectations, advocating for month-to-month or shorter-term contracts could provide you with the flexibility you need. Emphasize to the sales team that due to uncertainty, the organization can only commit to short-term agreements at this time. This kind of request can often lead to better pricing as well.

Emphasizing the necessity to remove auto-renewal clauses in the contract can provide you with greater control over your agreements. Many organizations are wary of auto-renewals due to budget constraints and changing needs, making it clear that management has mandated this change can significantly strengthen your negotiation position.

Addressing potential overage fees upfront during negotiations can lead to favorable outcomes. Make it clear that in order to continue a productive partnership, the growth you are experiencing should not result in unanticipated overage charges. By emphasizing the mutual benefits of waiving these fees, you can negotiate more favorable terms.