Presenting competition as an alternative can lead to favorable negotiation outcomes. Articulate that you are evaluating similar products from other suppliers that meet your needs but are priced more attractively. Make sure to give a specific example of a competitor's offering and the price to anchor the negotiation around this context.

Emphasize the potential for increased usage or user base to negotiate for lower rates based on economies of scale. Articulate how current needs may expand, leveraging your growth plans to negotiate more favorable pricing terms for a larger number of users.

Remove auto-renewal to maintain flexibility in future negotiations or to prevent being locked into unfavorable terms. Articulate the need for this step due to internal policy adjustments which require more appropriate handling of contract terms.

Offering to be a customer reference or participate in a case study can yield concessions in pricing. Position this as valuable for the vendor, but ensure that any agreements you make are contingent upon achieving more favorable contract terms.

Raise the issue of overages during negotiations, which may typically be waived entirely or adjusted. By referencing previous usage and the potential for increased usage in the future, you can negotiate for tighter conditions regarding overage fees, particularly on a renewal.

Negotiate a reduction of any expected uplift due to budget constraints. Bring to terms specific previous contract conditions that didn't imply such increases and anchor on standard rates faced with similar suppliers.