Emphasizing the requirement for economies of scale with significant growth often leads to better pricing. Use this tactic by highlighting that your company is planning to significantly increase user licenses, which should warrant lower rates as you scale.

Removing auto-renewal gives you more flexibility in future negotiations and can lead to cost reductions. Use this lever by stating that your finance team now mandates not proceeding with any purchases that carry an auto-renewal clause.

Addressing overage fees during your negotiations can yield significant savings. Reference your previous usage against the agreed terms and ask for any overage fees to be waived, especially if you anticipate higher usage in the upcoming term.

Presenting competition as a viable alternative can lead to strong negotiation outcomes. Highlight that another supplier offers similar services at a lower price, reinforcing the need for Ramp to improve its offer to retain your business.

If your chosen alternative competitors have lower or no implementation fees, use this to negotiate a waiver on your current fees. This tactic involves reinforcing the message that financial savings are crucial as your firm consolidates controls and tools.