This tactic involves presenting competing offers to LeanIX and evaluating alternatives. Highlighting other vendors' offers allows you to put pressure on LeanIX to provide a more compelling proposal or pricing. Ensure that you communicate the specific competitor offers you received and the differences in value to leverage your position effectively.

Anchor your negotiations around a budget requirement significantly below any proposed uplift. Emphasize that an uplift was not anticipated in your previous agreements and many vendors provide more favorable pricing, especially when expanding product usage. Communicate the importance of maintaining current pricing and preventing unexpected increases for a smoother renewal process.

Emphasizing the need to eliminate any auto-renewal clause due to finance/legal requirements can help create a stronger negotiating position. Making it clear that auto-renewal policies hinder your ability to assess effectiveness over time may persuade LeanIX to accommodate your request.

Propose to participate in case studies or serve as a reference to act as a valuable asset for LeanIX marketing. This offer can be positioned as valuable for both parties if you secure favorable pricing and terms in exchange. Template your discussions to outline the potential exposure LeanIX would obtain through your testimonial.

If your organization plans to significantly scale user numbers, leverage this growth as an opportunity for price negotiations. Emphasize that scaling should ideally lead to pricing concessions due to the economies of scale. This can be used as a point of discussion to secure more favorable pricing.