Introducing competition as a viable alternative can increase your negotiating power. Communicate to Ketch that you are considering other options for similar functionality and that their pricing needs to be competitive. Provide specifics on offers from competitors to strengthen your case for a lower rate.

Emphasizing your hesitance towards multi-year contracts can motivate Ketch to offer you a better rate or terms. Make it clear that your finance team rarely commits to multi-year contracts and requires significant discounts if they suggest such.

Requesting to remove auto-renewal clauses can add flexibility to your purchasing agreement and negotiate a better deal for future renewals. Stress this as a finance requirement to avoid unwanted obligations down the line.

If the initial offer includes a discount described as 'one-time', push back by clarifying that your finance team only budgeted for a flat renewal. Stress that this discount should carry over for the next term unless it was explicitly stated otherwise.

Negotiate against the proposed uplift by anchoring the belief that it wasn't part of previous agreements. Focus on your budget limit during renewal discussions to argue that the uplift should be removed or minimized.