Given that Fathom Video is a relatively new player with competitive pricing against larger vendors like Gong, it's crucial to communicate to your Fathom rep that you're open to evaluating alternatives in the future. Emphasize the need for attractive pricing now to fend off potential churn or future exploration of options.

Emphasize the importance of removing any auto-renewal language in the contract. Given that your finance team requires this to keep options open for future evaluations, leverage this to secure favorable terms in the current contract.

Engage in discussions about potentially decreasing costs due to the competitive landscape and past pricing models. Stress the usage metrics to strengthen your case for a flat renewal price or possibly lower based on competitor pricing.

If there are any proposed upgrades related to security or added features that were not part of the original agreement, advocate for these to either be discounted or eliminated from costs as these features are often provided by other suppliers without further charges.

Propose to participate in a case study or reference call as a value add, contingent upon achieving favorable pricing. This tactic can help secure discounts while providing the vendor valuable marketing collateral.