When negotiating with Veeva, it's important to present competitors as viable alternatives. Customers who effectively communicate that they have received quotes from competing solutions can create leverage. Be transparent about the lower quotes from competitors, emphasizing that the pricing difference is significant and will impact the decision. This approach often leads to a better deal as Veeva may have to match or beat the competitors' offers to retain your business.

If facing a proposed uplift in your renewal with Veeva, negotiate to have the uplift removed. This tactic has been successful for many customers who have demonstrated volume consistency or growth. Customers should state their expectations for budget increases and question the rationale behind any uplift. Reinforce the idea that their steady usage should not result in additional costs, which could strengthen your position.

Consider negotiating to remove any auto-renewal clauses in your agreement with Veeva. Highlight that your finance team requires flexibility in managing budgets and ensures they maintain control over renewal decisions. Removal of auto-renewal clauses increases negotiation leverage for future contract discussions.

If your organization is experiencing growth in user numbers or system requirements, leverage this to negotiate better rates. By emphasizing economies of scale due to an increasing number of users, you can ask Veeva for more favorable terms associated with growth in licenses/volume that could result in lower prices per user.

Propose that you could serve as a reference or participate in case studies for Veeva as part of the negotiation. By offering promotional opportunities to Veeva in exchange for better contract terms or discounts, you create mutual benefits which could encourage Veeva to offer concessions.