These scenarios are built from real market pricing data, verified discount ranges, and the negotiation playbooks we run for every vendor we cover.
Every scenario below uses current 2026 list pricing, verified discount benchmarks from procurement platforms (Vendr, Tropic, Spendflo), and the specific negotiation levers that work for each vendor. These represent what a well-executed negotiation looks like vs. accepting the first quote.
HubSpot's multi-hub Pro bundle lists at $30,890/yr before onboarding. The contact tier is often oversized in the initial quote, and onboarding fees ($3K-$6K per hub) are frequently waivable when you have a Solutions Partner involved. Timing the close to HubSpot's Q4 (Oct-Dec) or fiscal year-end unlocks the deepest new-business discounts. A 2-year commit with a price lock clause gets you into the $16K-$21K range based on current benchmarks.
Enterprise renewals are where companies leave the most money on the table. HubSpot's Enterprise stack lists at $86,776+/yr, and renewal quotes typically include a 5-8% uplift on top of that. The lever here is seat auditing: most firms have users who only need view access, not full core seats. Reclassifying 20-30 seats from core to view-only, benchmarking per-user cost against market rates, and presenting a competitive CRM evaluation creates room for a 25-35% reduction from the renewal quote.
80 Enterprise users at list is $168K/yr. Salesforce renewal quotes typically layer on a 10%+ uplift, storage overages, and sandbox fees via "derived pricing" (a percentage of your core contract). Timing to Salesforce's fiscal year-end (January 31) is critical. A 3-year commit with annual price locks, combined with competitive leverage from HubSpot or Dynamics, consistently produces 25-35% off list for mid-market Enterprise deals. Benchmark data from negotiation firms shows 20-40% savings is standard for companies this size.
ZoomInfo's Advanced tier with intent data and extra credits pushes initial quotes to $40K-$55K for 10 users. ZoomInfo is under increasing competitive pressure from Apollo, Cognism, and Clay, which has made them notably flexible on pricing per procurement data from Tropic. Right-sizing the credit package (most teams use a fraction of what they're quoted), introducing competitive alternatives, and negotiating out the auto-renewal clause produces 30-40% savings. Tropic's benchmark data shows 30-65% off list is achievable depending on volume and leverage.
Gong quotes full recording seats for everyone by default. At 50-99 users, the list rate runs $1,440-$1,520/user/yr plus a $10K platform fee and $15K required onboarding. The initial quote for 65 full seats comes in around $108K for Year 1. The play is restructuring: managers who only review calls can use listener seats at roughly half the per-user cost. A 2-year commit timed to quarter-end, combined with a Clari competitive evaluation, brings this into the $72K-$80K range. Tropic data shows 19% average savings on Gong, with higher discounts at volume.
When multiple vendor contracts come up for review, the savings compound. Each contract is on a different renewal cycle, which means you can stagger negotiations and create competitive pressure across the stack. Savings from one vendor justify investment in another, which gives you leverage in both directions. The blended discount across a full audit like this typically lands between 25-35%. For firms spending $200K+ across SaaS vendors, a stack-wide audit is where the biggest dollar savings are.
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