Customers who present competition as an alternative have seen the best outcomes in negotiations. Reiterate to the supplier you are negotiating with that competitors have offered a similar functionality at a lower rate, which creates urgency for them to tighten up pricing to keep your business.

Engaging in discussion around overage fees early in the negotiation can lead to successful waivers or significant reductions. Address existing terms and articulate how steady usage should not trigger additional fees. Last year's usage should guide your current agreement without additional charges.

Negotiate to remove automatic renewal clauses from your agreement. This gives you flexibility in the next negotiation cycle without the pressure of being locked into the current terms for another year.

If you anticipate significant growth, use that to negotiate better per-unit pricing. Highlight the scalability of pricing as user counts increase, ensuring that growth is rewarded with favorable pricing structures.

Discuss and push back on any proposed uplift year-over-year during renewal discussions. Provide your investment expectations based on previous agreements that did not include uplifts. This is especially effective if you can reference competitive offers.