Introduce competing options during your negotiations to leverage lower pricing from Pritunl. Present a realistic alternative vendor that meets your requirements and has quoted a better price, emphasizing the need to align with budget constraints from finance. This tactic works particularly well to negotiate better terms or discounts.

Mention that your finance team is hesitant to commit to multi-year contracts with vendors they are less familiar with, underscoring that multi-year agreements are rare for your company. This emphasizes the need for Pritunl to provide significant discounts to make a multi-year commitment more palatable.

Unpack the concept of discounts by asserting that previous discounts given were not stipulated as one-time offers. This allows you to negotiate for carrying the discount into future pricing terms without locking into higher costs under the assumption of one-time savings

If considering a renewal but needing to reduce scope, emphasize that a significant increase in rates is outside your budget constraints since there has been a decrease in users or utilization. Request a simple rate lock with flat usage without passing increased costs onto your company.

Request the removal of auto-renewal clauses in exchange for staying with Pritunl, citing internal requirements from your finance or legal departments. This forces the vendor to negotiate on fresh terms each year, keeping costs aligned with actual use.