Totango

Presenting competitors as viable alternatives can create urgency for the vendor to make concessions. By highlighting quotes from competitors that offer similar functionality at a lower price, you can motivate the current supplier to offer a more favorable financial arrangement. This is especially effective if your finance team prioritizes cost as a critical factor in decision making.

Emphasize to the vendor that your finance and legal teams now require that all new contracts do not include auto-renewal clauses. This lever ensures you maintain control over future negotiations and pricing terms, avoiding unwanted increases.

Negotiating to waive overage fees can significantly lower your total costs by ensuring you aren't penalized for exceeding expected utilization. This tactic works best if you have strong usage data to back up your requests or if you're planning an early renewal.

If expanding the number of users on the Totango platform, you can leverage this growth as a negotiation point to request lower rates per user, capitalizing on economies of scale. Highlight the anticipated business growth driving the need for more licenses.

If faced with an uplift percentage rather than a flat renewal, emphasize budget limitations while arguing for its removal. Articulate expected growth and utilization of the software to strengthen your case.