In negotiating with Astronomer, leveraging pricing from alternative solutions can create pressure for them to offer more competitive rates. Indicate that you have found other suppliers providing similar capabilities at a lower price point, and that this is a significant factor influencing your decision-making process. Ensure you articulate that while you would prefer to stay with Astronomer, the cost differential is forcing you to consider alternatives.

Before finalizing a contract, discuss prior usage metrics with Astronomer. By analyzing how much you have utilized the features in the last contract, you may be able to argue for a reduction in scope or removal of features that you do not intend to use, thus lowering your overall costs. If underutilization is evident, bring it to their attention to leverage a more favorable pricing structure.

Consider negotiating for a one-time discount based on the total commitment or if you're transitioning from another provider. Emphasize that the existing budget constraints do not accommodate the full quoted price. If the overall contract value is clear, the supplier may be more amenable to providing immediate reductions in order to secure the deal.

If your contract reflects the need for upgrades or specific features, use these as negotiation points to reduce the overall costs. Indicate that while such upgrades are necessary, they are being included as part of a larger pricing discussion and should not increase your costs significantly. Cite competitors who offer similar security features at no additional cost to strengthen your case.

To ensure that you have the flexibility to reconsider your options in subsequent years, push for the removal of any auto-renewal clauses in the contract. Highlight that this is now a requirement imposed by your finance/legal teams, necessitating straightforward negotiation leeway for the future. Removing auto-renewal could also work in your favor if priced effectively.