Sample deal. The figures, discount assumptions and vendor comments are illustrative, not verified market data.
Won · closed May 15
€9,504 saved — 26.4% below the original quote
2 issues identified. Key concerns: 12 of 40 seats unused, no multi-year discount after 3 years.
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
- Salesforce
- Total
- €36,000
- Term
- 12 months
- Billing
- Annual, paid upfront
- Deal Type
- Renewal
- Pricing Model
- Per-seat, billed annually
- Renewal date
- Jun 1, 2026
Score breakdown
What's already solid
- Industry-standard CRM — your sales team is trained on it
- Strong integration with your marketing stack and ERP
- Reliable uptime and enterprise-grade security
Red Flags · 2
Each issue includes what to ask for and a fallback position
Each unused seat costs €75/month. 12 x €75 = €900/month = €10,800/year going to waste. Right-sizing to 32 seats (28 active + 4 buffer) costs €2,400/month instead of €3,000/month. That's €600/month saved = €7,200/year.
What to ask for
Reduce from 40 to 32 seats — €2,400/month instead of €3,000 (saves €7,200/year)
Fallback position
Reduce to 36 seats — saves €3,600/year
In this sample we assume 8-12% is available on a multi-year renewal for a customer who has been on the platform 3+ years — an illustrative assumption, not verified market data. On a right-sized €28,800/year contract, an 8% discount saves €2,304/year.
What to ask for
8% multi-year discount on 2-year renewal commitment — saves €2,304/year
Fallback position
5% discount on annual renewal — saves €1,440/year
Assumptions
- •28 of 40 licensed seats are actively used based on last-login audit
- •Multi-year discount of 8% based on typical Salesforce renewal negotiations
Step 2 · Strategy
Your negotiation playbook
What to push for, your leverage, and what to offer in return
Push For
- 1Reduce from 40 to 32 seats — €2,400/month instead of €3,000 (saves €7,200/year)
- 28% loyalty discount on 2-year commit (saves €2,304/year on adjusted contract)
- +Price lock for 2-year term — no annual increase
- +Reduce auto-renew notice from 90 to 30 days
Your Leverage
- 3-year customer — Salesforce retention team has authority to discount
- HubSpot Sales Hub and Pipedrive offer comparable features at €40-50/user/month
- 12 unused seats is documented proof you're over-licensed
- You have 3 months before renewal — enough time to run a competitive evaluation
Can Offer
- Commit to 2-year renewal for discount and price lock
- Add 2 Service Cloud seats if per-seat rate comes down to €70
- Participate in a customer reference or case study
Savings Impact
If every must-have ask lands
Original quote
€36,000
After savings
€26,496
Savings · 26%
€9,504
Must-have savings
- 1Right-size from 40 to 32 seats12 seats are unused — right-sizing is the strongest lever€7,200
- 28% multi-year discount on a 2-year commitmentAssumed 8-12% on a multi-year renewal (illustrative) — 8% on the €28,800 adjusted contract€2,304
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
May 8 · €36,000 · 2 flags
This analysis is for informational purposes only and does not constitute legal, financial, or professional advice.