Leverage the offers from competitors to press for lower pricing from RevOps. Present specific alternative vendors and their quotes to establish the need for a competitive price point in your negotiations.

Negotiate on the basis that the proposed discounts of 25% or 10% should not be treated as ‘one-time’ but rather as expected concessions in a renewal or new purchase. Define these discounts as base price expectations moving forward once agreed upon.

If you plan to add more users, make sure to communicate this to the sales team. By projecting future growth, you can negotiate for better pricing scales as your user count increases, reflecting economies of scale that benefit you financially.

Aim to negotiate for removal of any suggested uplifts in the pricing model upon renewal. Justify your request based on the flat rate being agreed upon during initial contract discussions and emphasize that adherence to the originally promised rates is essential for partnership.

As part of your negotiation strategy, request the removal of auto-renewal clauses from the contract. Explain that this requirement is now a norm within your finance/legal frameworks and that adhering to this will help streamline future interactions.