Presenting alternatives from competitors has proven to be a strong negotiation tactic. Highlight that other vendors have offered competitive pricing for similar functionality. By leveraging the cost differences, you can demonstrate to Blackbaud that to proceed with them, your finance team expects more favorable terms.

Address overage fees during discussions. Assert that given your usage, the finance team is expecting clear visibility and predictability in costs. Push for the negotiation of waived overage fees or inclusion of a predefined pricing model for growth.

If your organization plans to scale and needs more user licenses, emphasize the need for lower rates based on your growth projections. Stress that Blackbaud should reward this anticipated growth with economies of scale on pricing.

Request to eliminate the auto-renewal clause to retain negotiation leverage during future discussions. Communicate that this is a new requirement from your finance team to ensure budgetary control.

If Blackbaud presents a large uplift, emphasize budget constraints and propose a renewal that reflects reduced usage or scope adjustments instead of accepting the price increase. Challenges with product adoption could support your request for price control.