Use this tactic to present competitive quotes from similar solutions when negotiating with Astronomer. This helps emphasize that better pricing is available elsewhere, pushing the sales representative to offer a more competitive price or beneficial terms. Communicating the specific competitor's pricing and functionalities can help justify your request for a discount.

Claim that signing multi-year contracts is atypical for your company and that finance is skeptical about long-term commitments, particularly with a new vendor. This tactic can be effective in negotiating for discounts and settling for shorter terms, which may be more favorable.

Highlight the planned increase in users or data consumption to press for economies of scale in pricing. Point out that the larger user count should ideally be met with lower rates, incentivizing the vendor to provide discounts on the basis of future growth.

Communicate that, due to lack of guaranteed ROI, your company is inclined to engage in short-term or month-to-month contracts. This diminishes risk but may allow you to negotiate on terms pricing based on a willingness to renew later.

In a renewal scenario, mention reductions in usage and stress budget constraints from your finance team as a reason to reject proposed rate increases. This can lead to discussions about reducing scope and price adjustments.

Push for the removal of any auto-renewal clauses in the contract to maintain negotiation power for future contract discussions. This may be positioned as a requirement from finance or legal teams.