Whatfix

Introduce competition by mentioning that you are evaluating several other options for your needs. Highlight a competitor offering a lower price or more favorable terms while emphasizing the importance of cost effectiveness for your decision-making. This tactic can create urgency for the vendor to match or improve their offer to secure your business.

If this is a renewal situation and there's a proposed uplift, highlight that the previous contract terms did not include such increases. Establish your expectation for a flat rate renewal or present any descope in usage to negotiate a lower rate. Reference industry standards for similar products to support your stance.

Negotiate to remove any proposed uplifts by emphasizing that you were not expecting an increase and citing other vendors that have a history of more favorable terms, especially when expanding their suite of products. This can help reinstill the original pricing conditions.

Present your case about increasing user numbers, which should prompt a discussion about scaling pricing accordingly to avoid a disproportionate uplift in costs. Emphasize that this growth should be rewarded with more favorable terms for your continued partnership.

If a new security feature or compliance requirement is presented, leverage the importance of this feature while reminding them that many competitors offer similar features at no additional cost. This can help in negotiating how much these added features will impact the overall deal.