When a Software Renewal Jumps 63% Overnight
How one company turned a potential pricing shock into a strategic advantage, and what others can learn from it.
Every year, countless companies open a renewal proposal to find an unpleasant surprise - a steep price increase, often landing weeks before the deadline.
It’s a pattern we see all the time in enterprise software. But it doesn’t have to be this way.
A renewal that could have gone wrong
A month ago, we worked with an eCommerce company based in Europe that relies heavily on an infrastructure SaaS platform to power their online stores.
Historically, their renewals had always been reactive. Their vendors would send a quote; the team would analyze it, seek approvals, and negotiate under pressure.
This time, things were different.
They had joined our software management program six months earlier, designed specifically to help companies move from reactive renewals to proactive strategies.
With Dealforge’s benchmarks, they already knew that this vendor had raised pricing by as much as 60%+ over the past year.
That insight gave them what most companies don’t have during renewals: time.
Turning foresight into leverage
With the data in hand, we worked together to design and execute a strategy that focused on preparation and positioning:
💡 Insight: Benchmarks revealed early where the vendor’s pricing was likely headed. No surprises.
⏱ Planning: We built a clear playbook months in advance, aligning budget expectations and messaging across teams.
🤝 Execution: We started renewal discussions much earlier, and framed the conversation as a collaboration, not a conflict.
The result? By calling out the vendor’s price increase 5 months early, instead of reacting to it, they entered negotiations with confidence, time, and leverage.
They achieved pricing flexibility, phased adjustments, and even strengthened their relationship with the vendor in the process.
Why this happens so often
Price increases in enterprise software are normal. But the way they’re communicated isn’t.
Vendors rarely give enough notice to properly plan, which makes it stressful for buyers and CFOs alike. Budgets get squeezed, conversations become defensive, and relationships suffer.
Still, it’s not entirely the vendor’s fault.
Most companies manage software renewals reactively, not strategically. They treat renewals as events rather than ongoing processes.
The good news? This can easily be fixed.
The takeaway
Proactive software management is about staying ahead of renewals - using data and timing to make better decisions, strengthen partnerships, and reduce risk.
It’s straightforward. But putting it into practice requires structure, discipline, and visibility. The same things most teams lack when software is scattered across departments.
Our work with this eCommerce client is a reminder that the best time to prepare for a renewal isn’t a month before it happens. It’s months earlier, when you still have options.
Renewals don’t have to feel like an ambush.
With the right insight and preparation, they can become opportunities to save money, strengthen relationships, and regain control of your software spend.
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