Customers who present competition as an alternative during negotiations have seen the best outcomes. Emphasize that a competitor has provided a lower quote and highlight any added value they offer compared to CyberArk. Make sure to express your preference for CyberArk but stress the financial constraints placed by your organization, which may force you to consider alternatives.

Customers who anchor their proposal below the expected uplift percentage have successfully negotiated for either the removal of the uplift or a reduction in the price of add-ons. Clearly communicate your budget constraints and the expected flat pricing due to unchanged scope, citing any historical agreements that did not include such upticks.

By insisting on the removal of auto-renewal clauses, you can maintain negotiation leverage for future terms. Highlight that your finance team has mandated this requirement in order to proceed with negotiations. This implies you intend to reassess the partnership annually, which can lead to better pricing or terms.

Emphasize to CyberArk that your organization has not seen the expected ROI, and only short-term contracts will be considered as a result. Highlight the prospect of reassessing the efficacy of the CyberArk solutions over a shorter period rather than committing to a lengthy contract. This can foster flexibility in achieving better terms.

If you intend to grow your user base significantly, emphasize this by asking for economies of scale pricing to keep costs down. Make it clear to CyberArk that the increased volume means expectations for lower per-unit costs over the renewed contract.