Leveraging other competitors' pricing to strengthen your negotiation position is crucial. Ensure to gather quotes from comparable vendors and inform Tailscale that you are evaluating these options. Presenting a competitive quote can lead to better pricing or additional features from Tailscale, especially if they wish to retain your business.
Indicate to Tailscale that your finance department requires the removal of the auto-renewal clause to maintain flexibility and control over future budgeting and purchasing decisions. This action can provide leverage for negotiating better terms or discounts.
If Tailscale plans to impose a price uplift, make it clear that your budget is restricted, and you cannot accept increases. Emphasizing your reliance on budget constraints can potentially negate the planned uplift or lead to a fixed price agreement for renewals.
If your intention is to scale up the number of users significantly, use this growth as a leverage point to negotiate lower rates per user based on economies of scale. Highlight that Tailscale will benefit from this increased usage and ensure that their pricing reflects this growth.
If there are adjustments to Tailscale's pricing model, communicate that the new pricing should reflect the same or better value compared to previous arrangements. Keep the necessary budget parameters in mind while negotiating.