Introduce competition as leverage in your negotiations by presenting quotes from other suppliers that offer similar functionalities at lower prices. This tactic emphasizes your intent to explore alternatives if favorable terms aren’t provided. Ensure to convey that while you prefer Kantata, budget constraints make it imperative to consider competitors. Clearly communicate the pricing and any specific features being offered by the alternatives.

Address any overage fees directly during your negotiation discussions. Reference the original contract to emphasize that such fees should be negotiable or waived entirely, particularly if they impact your budget constraints. Highlighting past usage trends can illustrate that you shouldn't be penalized for growth or fluctuations in usage due to external factors.

Request removal of any auto-renewal clauses from the contract. This tactic provides you the flexibility and leverage needed for future negotiations. Making this request emphasizes your finance team’s strict requirements, particularly as it relates to budgeting and internal processes. Ensuring you’re not locked into unfavorable terms without negotiation just before renewal is critical.

Challenge any uplift percentages included in the contract, especially since you weren't expecting such increases. It's essential to anchor your request based on your budget constraints and the expectations of your finance team regarding year-over-year pricing stability for existing services.

Offer to serve as a reference or participate in case studies in exchange for price reductions. This commitment could provide significant value to Kantata for their marketing efforts, so ensure that this offer comes alongside a clear request for revised terms that reflect this contribution.