Asana

Asana is a project and task management tool that enables teams to collaborate and manage their work more efficiently. It allows users to create, assign, and track tasks, projects, and workflows in a variety of views such as lists, boards, timelines, and calendars.

Asana offers four paid pricing plans; Starter, Advanced, Enterprise and Enterprise+, all of which are priced per user. See breakdown below:

‍

Pricing model comparison:

• Starter: This SKU is normally too limited for many organizations because of the lack of SSO, sharing, timesheets, etc
• Advanced: This tier covers many SMB and Mid-Market organizations with its exporting, goals, timesheets, etc
• Enterprise: Most organization lean toward Enterprise because of its SSO, advanced permissions, HIPAA needs and API access
• Enterprise+: Everything above plus more in depth integrations, workspace management and a sandbox

Once you’ve run a price benchmark on your contract, you need to know the levers to pull to get to the best price with your supplier. Tropic has consolidated customized negotiation playbooks for hundreds of suppliers so you know exactly how to get the best price and terms on your Asana contract. Here are some highlights:

‍

Leverage Growth and User Count

• Highlight User Growth: Emphasize any increase in user count or potential for growth to negotiate better rates.
• Slow Play Growth Projections: Obtain proposals incrementally (e.g., for 5, then 10, then 20 licenses) to identify the best rate at each point.
• Right-Size Accounts: Review current usage and adjust the seat count before renewal to maximize cost efficiency.

Contract Terms and Multi-Year Agreements

• Opt for Multi-Year Contracts: Multi-year agreements often yield better discounts (5-15%). Start negotiations with a preference for a one-year term, then leverage a multi-year commitment for improved pricing.
• Avoid Auto-Renewal: Opt out of auto-renewal clauses to maintain leverage in pricing discussions.
• Align with Fiscal Quarters: Sign agreements at the end of Asana’s fiscal quarters (e.g., January) for better discounts.

Competitive Pressure and Budget Constraints

• Highlight Budget Constraints: Use internal budgetary pressures and economic challenges to negotiate waivers on standard uplifts or to secure per-unit discounts.
• Customer Escalation: Introduce another player or escalate internally to apply pressure for better pricing..

Timing and Strategic Communication

• Sign Quickly: Push to finalize agreements by a specific date to secure improved rates.
• Use Marketing Materials: Leverage Asana’s marketing materials to achieve better rates.
• Communicate Effectively: Engage with multiple Asana representatives if necessary, and use contractual errors or internal pressure to negotiate better terms, such as removing unwanted clauses.