Introducing competition as an alternative solution can significantly impact your negotiation leverage. By asserting that a competitor has quoted a lower price for the same or similar service, you can encourage Wallarm to reconsider their pricing. Make sure to communicate specific figures and highlight any additional value the competitor might offer to strengthen your case.

When discussing contract terms, especially if there's an anticipated uplift or rate increase, remind Wallarm that you were not expecting this increase based on only minor adjustments in the scope of services. A strong argument for removing the uplift can be made if there have been issues with service delivery or changes that negatively impacted performance.

A vital tactic is to negotiate against the automatic renewal of the contract. This provides leverage during negotiations; emphasizing finance's requirement to avoid auto-renewal ensures you have space to address the agreement's terms each year, thus providing an opportunity to revisit pricing and scope annually.

Before solidifying an agreement, closely review your usage of Wallarm's services. Articulate any underutilization to negotiate a more favorable pricing model that aligns your payment with actual usage rather than overpaying for unused capacities.

Positioning yourself as a willing reference can be a valuable tool in negotiations. It opens the door for discussion regarding price concessions, especially if you can articulate how you will provide substantial marketing value through your participation in case studies or testimonials in exchange for more competitive pricing.