With a significant annual discount of 16% offered, leverage this during the negotiation by pointing out that any increase in pricing should still reflect the original discounted rates if you choose to expand your usage later. This way, you can argue that future growth should come with greater flexibility and possibly lower per-unit costs.

If you have received quotes from alternative vendors offering similar services, mention these to negotiate better pricing. Make it clear that to consider renewing or opting for their annual plan, you need to align your costs to remain competitive with your current offerings.

During negotiations, clarify that you’ve not been informed that the 16% discount was a one-time offer only. If that’s not indicated in the agreement, assert that your finance team expects similar benefits for longevity and continuance of using the service.

If you expect to increase usage or require additional features, bring this to the table to negotiate the waiver of any potential overage fees. Such fees should not be applicable as the scope and scale would typically account for growth.

When discussing expansion, stress that your finance team requires a cost-effective model reflecting economies of scale. Emphasizing this during negotiations can help ensure substantial discounts for any additions made to your user base.