Present the competitive landscape to Celonis as a key strategy to negotiate better pricing. Clearly indicate that you are considering other offers that are lower, and use these comparisons to push for concessions on your current deal. The more pressure you can apply in terms of cost comparisons, the stronger your negotiation position becomes.

Negotiate to remove any proposed uplift in pricing, anchoring your arguments in previous agreements where no uplift was stipulated unless there was a notable increase in scope. Highlight how this approach is common in your other vendor agreements to emphasize fairness.

Propose the removal of auto-renewal clauses from your contract as a way to secure more favorable future terms. Express that this new requirement has arisen from internal finance or legal teams, positioning it as a necessary step to ensure flexibility in your spend management.

If you're planning to increase usage or user count significantly over the next term, use this growth to negotiate better rates on a per-user basis. Stress that your finance team expects pricing adjustments that reward this growth.

Offer to provide a case study or reference as a means to enhance your negotiation position. This tactic can often help in securing additional discounts or improving terms, as it provides marketing value to Celonis.