The most important thing to remember is that -everything- is negotiable!
Granted, your leverage is limited since you really -need- the program
product. However, if you're willing to commit to a 3 or 5 year
contract, your leverage increases.
Likewise, if there are similar program products out there that you
can investigate, the threat of losing your annual maintenance fees
can strike a bit of 'fear' into the heart of your salesman.
You can also negotiate better prices for upgrades to new hardware
with higher CPWs; but again it may take a long term commitment.
Ya gotta twist those arms! (:
--Paul E Musselman