Emphasizing the need to remove the auto-renewal clause is key, especially when working with a supplier like Celonis. This gives you flexibility in negotiations and allows you to make sure you can evaluate your options fully in the next term. When discussing this, be clear that this is a new requirement from your finance team to proceed with any purchases.

When negotiating with Celonis, it's useful to introduce competitors into the conversation. Present a realistic alternative price from a similar service provider. This serves as leverage for negotiations, pressuring them to match or beat it in order to retain your business. Make sure to mention how you value the features from both suppliers to highlight your preference, but stress the importance of cost-effectiveness to your finance team.

When facing a quote that includes an uplift, anchoring your budget below this percentage is crucial. Clearly communicate to Celonis that you only expected a modest increase given the stable usage over the prior term, and leverage any continuity of your product needs to argue for the removal or reduction of this uplift.

Discussing the potential to waive overage fees during your renewal conversation can yield good results. Point out any agreements or references to your original contract that may support your case. If there's been consistent growth in your usage, highlight this and frame the request for waiving fees as a means of fostering a continuing partnership.

Offering to participate in a case study or act as a reference for Celonis can serve as a valuable negotiation tactic. This incentive should be offered in exchange for reduced pricing or favorable terms. Make sure to emphasize the mutual benefits this participation would provide.