Presenting alternatives like competitor pricing during negotiations can create leverage and push Whatfix to offer a more competitive rate. Frame your discussion around how their competitors provide similar services for less, which demands a pricing reevaluation. Highlight the distinct advantages you see in Whatfix, but anchor your position on the pricing differences.

If you are planning to increase the number of users, emphasize this during negotiations as a basis for reducing rates to achieve economies of scale. Let Whatfix know that with the projected increase in users, it’s expected that the cost per user should decrease to incentivize this growth.

Insist on removing auto-renewal clauses as part of your negotiation strategy. This gives you the freedom to reassess your position at the end of each term, and conditional on performance metrics or ongoing assessment of Whatfix’s value, it helps ensure you maintain negotiating strength.

Negotiate to have any proposed uplift removed by anchoring on the budget constraints from your finance team. Highlight that the contract doesn’t mention an uplift and leverage the competitive pricing landscape to push for stable pricing based on current usage.

If Whatfix requires an upgrade for security features or compliance, use that leverage to negotiate a reduction or removal of fees associated with those security upgrades. Make comparisons to competitors that include these features at no extra cost.