This tactic focuses on presenting competitors’ offers during your negotiation process. By informing Suger that other providers have quoted lower prices or favorable terms, you will leverage competition to argue for better pricing or additional features from Suger. It’s essential to ensure that the alternative options are clear and credible because this tactic works best when the competitor’s offerings are almost as favorable, making Suger feel the pressure to keep your business.

Emphasize the need to remove auto-renewal agreements to give yourself leverage in future negotiations. Suger should understand that the finance department requires this for compliance reasons, and highlight how it allows your organization flexibility to reassess future needs and engage in ongoing cost negotiations more effectively.

When negotiating, explicitly request the removal of uplift percentages, especially if your utilization rates aren't increasing significantly. Focus on the expectation that stable usage should be met with stable pricing. If you're seeing a trend in flat or declining usage, pushing for no uplift can solidify cost control.

Before finalizing the contract, thoroughly review your usage of Suger’s features over the last year. This can be essential in making your case for not only the right pricing structure but also for ensuring that you are not overpaying for unused capabilities. With Suger’s reporting, validate actual active usage to strengthen your negotiation.

Offer to provide case studies or act as a reference in exchange for discounted rates. When pitching this to Suger, clarify the marketing value this brings to them. This method can turn into a beneficial partnership and can lead to reduced pricing, ensuring it is reflected in your contract.