Emphasize that multi-year contracts are extremely rare for your finance team, requiring significant discounts. This can anchor the negotiation and encourage the vendor to provide a better offer. Highlight the risk of commitment after a trial period if you're less certain about the long-term fit.

Communicate that you are evaluating multiple vendors, sharing the specifics on the competition's offers and pricing. This creates urgency for the supplier while showcasing realistic alternatives, pushing them to offer a better deal.

Highlight the need for economies of scale due to anticipated growth. This represents a valid reason to ask for lower rates as your team expands usage, which can lead to improved pricing agreements.

If there were known issues with the current product or concerns raised by your team, leverage them to request additional discounts. Share specific examples to ensure the position is backed by evidence.

If the financial situation dictates flexibility, mention the necessity for shorter term contracts or month-to-month arrangements while highlighting the expected ROI from the solution. This tactic can help in negotiations when asking for better pricing terms.