Presenting alternative quotes from competitors can be one of the most effective strategies in negotiations. By informing Sanity of a lower offer from a competitor, you create urgency for them to match or beat that price. It’s crucial to be specific about the competitors and the difference in cost.

Emphasizing that multi-year contracts are uncommon for your finance teams can persuade Sanity to provide discounts. Communicate your hesitance towards long-term commitments unless there are substantial price decreases.

Offering to act as a reference or participate in a case study can be a valuable 'give' that may incentivize Sanity to offer you better pricing or terms. Make clear that your participation hinges on reaching agreeable terms.

If the proposed terms include discounts that are categorized as one-time, clarify your expectation that those should carry over to future renewals. This can cut costs significantly over the length of your relationship with Sanity.

Conducting a 'gut check' on the pricing proposed by Sanity against market rates can help establish if you are getting a fair deal. If the rates are higher than average, leverage this information to negotiate a discount.

Removing the auto-renew clause in your contract provides flexibility and leverage in future negotiations. Communicate this as a requirement from your finance team for any new purchase or renewal.