Leverage the pricing difference between Fathom and its main competitor, Gong, to negotiate better terms. Present that Gong has quoted around $133 per user for similar features while Fathom is significantly cheaper at $19 per user. Emphasizing this will help underline the financial rationale to receive further concessions.

Utilize your budget constraints to push for a reduction in Fathom’s quoted price. Given that Fathom's Team Edition is at $19 per user/month but the personalization and tailored onboarding could lead to an inflated amount, argue that a specific price must be reached to facilitate purchase.

Discuss possible overage fees during the initial purchase. Emphasize that your organization expects clear pricing with no hidden fees and that this should include waiving any potential fees associated with exceeding initial usage limits, especially since onboarding and the transition from Gong may introduce variability in usage.

Project your organization's growth and the necessity for an increased number of user licenses, which can be used for negotiating a lower per-user price based on economies of scale. Stress that as user count increases, the unit price should decrease to reflect growth volume.

Push to have auto-renewal clauses taken out of the agreement. Articulate that it is a requirement from your finance team not to procure services with automatic renewals to enhance future flexibility.