By presenting viable alternatives from competing vendors who can offer similar services at a lower price, you can emphasize the financial limitations imposed by your finance team. This tactic can push Nutanix to provide more compelling pricing or added services to secure your business.

Engage with Nutanix to renegotiate existing terms based on your company's current needs. If you're looking to renew support contracts, it's an opportunity to reassess the value received and negotiate better pricing based on your usage or the necessity of certain services.

Push back against any expected uplift charges that were not previously disclosed. Highlight historical service usage and request that the uplift be removed as you transition to a more predictable usage model. Frame this as a retention strategy that is mutually beneficial.

If you anticipate significant growth in users, leverage this potential for scale to negotiate lower rates per user as you expand your contracts. Make it clear that scaling up should result in more favorable pricing to reflect volume discounts.

Address any past dissatisfaction with Nutanix products as leverage for negotiating more favorable terms. By detailing specific issues encountered, you could argue for a discount as compensation while reinforcing your intent to maintain the relationship.