Navigating NetSuite Contract Renewals: Leverage Your Feedback for a Better Negotiation

Written by: Ria Rodriguez-Richardson

When it comes to renegotiating your renewal or contract with Oracle NetSuite Account Managers, transparency is your best ally. Sharing candid feedback about your experiences during pre-sales, implementation, go-live, and current usage of NetSuite can significantly influence your negotiation outcomes.

Why Your Feedback Matters

1. Insight into Improvement Areas - By openly discussing what didn't go smoothly, you provide invaluable insights to NetSuite Account Managers. This feedback helps them understand your challenges and areas needing improvement, enabling them to propose more tailored solutions.
2. Leverage for Better Terms - Highlighting areas where NetSuite can enhance your business operations gives you leverage. It positions you to negotiate for better contract terms, pricing, and even additional support or features that address your specific needs.

The Power of Transparency

Perfection is a journey, not a destination. Your feedback is crucial in this journey, not just for improving your own operations but also for helping NetSuite refine its offerings. Here's how transparency can be a game-changer:

• Identify Gaps - Pointing out gaps in pre-sales promises and actual delivery can prompt NetSuite to bridge these gaps, ensuring a smoother experience moving forward.
• Enhanced Support - By discussing ongoing issues and areas for improvement, you can secure enhanced support and resources from NetSuite, tailored to your unique requirements.
• Better Alignment - Open communication fosters better alignment between your business objectives and NetSuite’s offerings, ensuring that the solutions provided genuinely meet your needs.

Renegotiating your renewal or contract with Oracle NetSuite Account Managers can be a complex process, but it offers a valuable opportunity to optimize your investment. Sharing your experiences, both positive and negative, is crucial for effective negotiations.

Here are five tips to help you communicate effectively and build rapport with your NetSuite Account Managers:

1. Be Transparent About Challenges - Openly discuss what didn’t go smoothly during pre-sales, implementation, go-live, and your current usage of the modules or packages received from NetSuite. Transparency about your experiences provides Account Managers with insights into areas that need improvement and allows them to address these issues. This honesty can lead to better support and potentially improved terms in your renewal contract.
2. Highlight Specific Improvement Areas - Identify and articulate specific areas where NetSuite can enhance your business operations. Whether it’s technical support, system performance, or user training, clearly outlining your needs can help your Account Manager understand your business better. This positions you for more tailored solutions and can serve as leverage during negotiations.
3. Leverage Data and Feedback - Utilise data-driven insights and user feedback to support your case. Demonstrating how certain aspects of NetSuite have impacted your business, both positively and negatively, adds weight to your requests. This approach shows that your feedback is not just anecdotal but backed by tangible evidence, making it harder for your needs to be overlooked.
4. Build a Collaborative Relationship - Approach your discussions with a spirit of collaboration rather than confrontation. Building a rapport with your Account Manager can lead to a more productive relationship where both parties work towards mutual success. Regular check-ins, constructive feedback, and a willingness to work together can foster a partnership that benefits your business in the long run.
5. Keep the Long-Term Vision in Mind - While addressing immediate concerns is important, also focus on your long-term business goals. Discuss how NetSuite can support your strategic objectives and future growth. This forward-thinking approach not only helps in negotiating better terms but also aligns the services you receive with your overall business strategy.

By implementing these strategies, you can navigate the renewal process more effectively, ensuring that your business continues to thrive with NetSuite.

Remember, the art of negotiation is a journey filled with nuanced decisions, strategic moves, and a relentless pursuit of the best possible outcomes. Our experience with Holistic's Tier PREMIUM Service estimate demonstrated the complexity and challenges of this process. But more importantly, it reaffirmed our commitment to securing the best for our clients—a commitment that defines our approach to service negotiations.

At Etter+Ramli (E+R), we pledge to run your NetSuite better than you can run NetSuite for yourselves, especially during renewal talks.

To explore the benefits of retaining Etter+Ramli as your Managed Success Provider, contact Todd Kimpton, Ria Rodriguez Richardson or visit the website for a free consultation today. Subscribe to our Newsletter: SuiteWords of Etter+Ramli to stay up-to-date with the latest trends on NetSuite, tips n’ tricks, productivity solutions, and events.