Presenting competition as a viable alternative can strengthen your negotiation position. It's important to reiterate to the supplier that you have received a lower quote from a competitor for similar functionalities, and that this cost disparity is pressing for your finance team. This approach encourages the vendor to consider pricing adjustments to secure your business.

If your financial team is reluctant to sign multi-year contracts, make this clear during negotiations. Emphasizing that multi-year deals are rare for your company can coax suppliers into providing significant discounts on shorter-term agreements, allowing you to retain flexibility while still seeking better pricing.

Clarify that the previously offered discount should not be regarded as a one-time opportunity. Insist that your finance team has budgeted for a flat renewal. Negotiate to carry the discount over to future terms, especially if you can tie it to an upcoming contract signature to alleviate urgency.

By emphasizing a significant growth in the number of users, you can leverage this to negotiate lower rates. Make it clear to the supplier that your internal policies allow for economies of scale, meaning the per user cost should decrease as your user base increases.

Introduce conversation around overage fees as part of your negotiation strategy. Typically these fees can be waived or significantly reduced. Reference any original agreement terms regarding usage to bolster your argument for not incurring these additional charges.