Sample deal. The figures, discount assumptions and vendor comments are illustrative, not verified market data.
Won · closed Apr 21
$15,145 saved — 24.5% below the original quote
Good product, wrong shape. A mixed-tier pool and the earned volume discount take 25% off without touching what the engineers actually use.
Next step
Deal closed — won
The outcome is recorded. Reopen the deal from the menu if the negotiation resumes.
Step 1 · Quick analysis
Deal snapshot
- Vendor
- Atlassian
- Total
- $61,800
- Term
- 12 months
- Billing
- Annual upfront
- Deal Type
- Expansion
- Pricing Model
- Per user per month, Premium plan, annual billing
- Renewal date
- Jun 30, 2027
Score breakdown
What's already solid
- Premium tier is the right call for the 120 engineers who need advanced roadmaps, automation limits and 99.9% SLA
- Annual billing already unlocks Atlassian’s best published rate
- Expansion is co-termed to the existing June anniversary — one renewal date
Red Flags · 3
Each issue includes what to ask for and a fallback position
Standard covers viewing, commenting and editing with the same content. Premium adds advanced roadmaps, sandbox, automation scale and the 99.9% SLA — features the 80 stakeholders never touch. On Jira that gap is $7.10/user/month and on Confluence $4.45: $11,088 a year for features nobody uses.
What to ask for
Mixed pool: 120 Premium + 80 Standard on both products — saves $11,088/year
Fallback position
Confluence Standard for the 80 (Jira stays Premium) — saves $4,272/year
In this sample we assume sales-assisted deals above 150 users can land 8–12% below list (an illustrative assumption); self-serve list is the anchor, not the price. On the remaining $50,712 an 8% discount is $4,057.
What to ask for
8% volume discount on the full expanded pool
Fallback position
5% now, stepping to 10% at 250 users
Atlassian has raised Cloud list prices twice in three years. Without a lock, next year re-rates all 200 seats.
What to ask for
12-month price lock on the negotiated per-user rates
Fallback position
Renewal uplift capped at 5%
- •Jira Service Management is quoted separately by the IT team — bundle both negotiations to reach the 250-user discount tier
- •Guest and external collaborator accounts should be excluded from the paid user count
Assumptions
- •80 occasional users identified from 90-day edit activity in the Atlassian admin console
- •Premium and Standard list prices as published for annual Cloud billing
- •8% volume discount as the low end of sales-assisted deals above 150 users
Step 2 · Strategy
Your negotiation playbook
What to push for, your leverage, and what to offer in return
Push For
- 1Mixed pool: 120 Premium + 80 Standard on Jira and Confluence — saves $11,088
- 28% volume discount on the expanded pool — saves $4,057
- +12-month price lock at the negotiated rates
- +Sandbox and release tracks enabled on the Premium pool at no extra cost
Your Leverage
- A 67% expansion is exactly the growth story an Atlassian account manager needs this quarter
- The tier split is objective — usage data from the admin console shows which users edit and which only view
- Annual upfront payment is already on the table
- Linear and Notion are credible for the stakeholder group if the mixed pool is refused
Can Offer
- Commit the 200-seat expansion now (not phased) in exchange for the volume discount
- A 24-month term in exchange for a price lock
- Add Jira Service Management for the IT team at renewal if the pricing is right
Savings Impact
If every must-have ask lands
Original quote
$61,800
After savings
$46,655
Savings · 25%
$15,145
Must-have savings
- 1Right-tier 80 occasional users to Standard on both productsJira $7.10 and Confluence $4.45 per user per month gap × 80 × 12$11,088
- 28% volume discount on the remaining $50,712Standard sales-assisted discount above 150 users$4,057
Cash Flow & Risk Improvements
- Annual upfront is required for the discount; ask for Net 45 on the invoice to align with quarter-end cash
Step 3 · Round 1
Round 1 — Initial negotiation
Your opening email, ready to copy and send.
Recommended approach
Open on the must-have asks, keep the relationship warm, and leave the vendor an easy way to say yes.
Negotiation rounds
- 1
Round 1 — initial analysis
Apr 6 · $61,800 · 3 flags
This analysis is for informational purposes only and does not constitute legal, financial, or professional advice.