Introduce competition as a negotiation tactic to leverage better pricing. Let the Totango sales rep know that you are exploring alternative options and that another competitor has quoted a lower price for similar functionality. This tactic effectively puts pressure on them to offer a competitive rate or additional value to retain your business.

Negotiate to remove auto-renewal clauses from your contract. Emphasize that removing this clause is a requirement from your finance team to maintain flexibility in future negotiations. This tactic is effective and keeps you in control of the renewal process.

Clearly define your requirements and objectives to ensure that the negotiations reflect what is truly needed. This involves identifying the specific Totango features and services that align with your growth strategy and understanding the budget constraints that may impact negotiations.

Ensure that your current usage aligns with what you plan to purchase. Request detailed usage reports from Totango to assess utilization across the different packages (Starter, Premier, etc.). Use this data to argue for a more tailored solution that meets your actual needs and avoids overpayment.

When negotiating, emphasis that any previously mentioned discount should not be considered a 'one-time' offer. This tactic helps you maintain consistent pricing and better terms for future purchases.