Removing auto-renewal from your agreement provides leverage for negotiation. Emphasize that your finance/legal teams now require clarity on renewals. Highlight that this adjustment is critical for future rounds of negotiations.
Leverage competitive alternatives as a bargaining chip. Present a specific lower offer from a competitor to encourage Matillion to match or provide better terms. This strategy works particularly well if you can highlight that your preference remains for Matillion but the price point is non-negotiable for your finance team.
Push to remove any proposed uplift in pricing, anchoring your argument on a stable usage pattern. Justify your request with past agreements where no uplifts were present and highlight how similar providers often do not impose these increases for long-standing clients.
If you're facing concerns about the platform's ROI or are uncertain about long-term commitments, suggest a shorter contractual term or a month-to-month agreement. This allows for a more flexible review of the platform's output to ensure alignment with company expectations.
Use your willingness to participate as a reference or to take part in case studies as a negotiating chip. This is often seen as a significant value for vendors and can lead to pricing reductions or better terms.