Introducing competition into your negotiations has proven effective in securing better pricing and terms. Highlight your consideration of other vendors, especially if they offer similar or better solutions at a more competitive rate. Be clear that your preference leans towards Tessian, but financial constraints necessitate a rigorous evaluation of alternatives.

By anchoring your budget at a threshold lower than the proposed uplift, you can pressure the supplier to eliminate or reduce the uplift. Emphasize that you were not informed about potential increases in pricing and that it is unreasonable considering market benchmarks and competitive offerings.

Removing auto-renewal provisions from the contract is a tactic that can provide significant leverage for future negotiations. Communicate that this requirement has been instituted due to internal policy. Make it clear that an automatic renewal would hinder your ability to reassess vendors based on changing needs.

Leverage anticipated organizational growth in user counts to negotiate a lower per-user rate. Let the vendor know that as your company grows, you expect pricing to reflect the increased scale, which will enhance your long-term relationship.

Propose to serve as a reference or participate in a case study in exchange for favorable pricing. Convey the potential marketing value of your endorsement in return for cost concessions as this reflects commitment to both parties.