When negotiating with TRM Labs, presenting competitive quotes from alternative providers can create pressure for them to lower their pricing. If you've received lower bids from competitors for similar functionalities or performance levels, explicitly mention these offers. This tactic positions you as a savvy buyer aware of market options and can significantly influence TRM Labs to move closer to your budget requirements. Make sure to highlight both the cost and any additional value that the competitor offers.

Emphasizing the rarity of multi-year commitments for new SaaS vendors can be a strong negotiating lever. Indicate that your finance team is hesitant to commit long-term without proven ROI. This can create leverage for additional savings or concessions. It is recommended to highlight that new multi-year agreements require significant discounts in order to proceed.

If you're planning to scale up your use of TRM software significantly, leverage this anticipated growth during negotiations to secure better rates. Position this expected increase in usage as a reason for them to provide lower unit pricing to reflect economies of scale over the term of your agreement. This approach can ensure your increasing needs are met without proportional cost increases.

If you are unsure about TRM's effectiveness or your long-term commitment, consider negotiating for month-to-month terms or a shorter contract term. This approach allows you to evaluate their service in line with your internal ROI assessments without going through excessive commitments. You can use this request as a starting point for negotiations, especially if TRM is resistant to your other pricing asks.

If you have encountered any product issues during your current term, highlight these during your negotiations. Use these pain points to advocate for lower pricing or an increased level of service satisfaction during the renewal conversation. TRM may be willing to offer discounts to maintain your business in light of past frustrations.