By presenting Apxium with competition quoting lower prices for similar services, you can leverage that information to press for better pricing and terms. Make sure to mention specific competitors and their offers during negotiations to demonstrate that you have other viable options.
If you anticipate a significant increase in users or usage of Apxium's services, use this to negotiate a better price structure. Emphasize that as you scale, you expect economies of scale that would lead to reduced costs per user.
Address any overage fees associated with your contract. Highlight how your actual usage has not exceeded agreed terms in the past or has seen minimal growth. This can create leverage to negotiate the removal of such fees.
Push back against any proposed uplift in pricing by stating that your organization's budget planning made no allowances for it. Emphasize that you expect your pricing to remain the same or decrease as you expand your usage.
During the negotiation, emphasize the need to eliminate any auto-renewal clauses. This can provide you with greater flexibility to reassess terms and market options before committing to another term.