Presenting competition from similar providers can create urgency for Utimaco to match or better the competing offer. Share any quotes you've received from competitors that offer similar functionalities. This tactic leverages price competitiveness and can lead to additional discounts or favorable terms if Utimaco realizes they might lose your business to competitors. Be clear about your preferences for Utimaco but signal that budget constraints require consideration of alternatives.

Emphasize that multi-year commitments are rare for your finance team. By conveying this to Utimaco, they may agree to provide significant discounts to secure a multi-year deal. This approach places pressure on them to provide attractive pricing, as multi-year contracts fundamentally reflect confidence in ongoing partnerships.

Evaluate the proposed price against industry averages for similar products. Research market rates and cite them when negotiating with Utimaco. If their pricing is above average, leverage this information to request a reduction in the proposed price or added features at no additional cost. Be sure to provide a comparison of what competitors offer for similar pricing.

Offer to serve as a reference or participate in a case study as a value-add in exchange for favorable pricing. By communicating this intention to Utimaco, you can build a constructive relationship while also potentially securing price reductions or additional perks as they recognize the marketing value of your advocacy.