Introduce competing offers as a tactic to negotiate better terms or pricing. Mention specific competitors, detailing how their offerings and costs compare to Orum. Highlight the urgency of budget constraints and leverage the competitive landscape to pressure Orum into providing a more favorable deal.
If you plan on increasing your usage significantly, use this as a negotiating point. Communicate that you require an economy of scale which justifies a decrease in rates as your team grows. Be clear that a large user base should command better pricing.
Communicate your organization's policy about not agreeing to auto-renewals in contracts. Emphasize the importance of having the flexibility to reassess partnerships on an annual basis, which will encourage better terms and prevent negative budget impacts.
Challenge any proposed price increases upon renewal by emphasizing that these were not anticipated. Base your argument on industry standards that often allow for more favorable pricing when expanding services, rather than increasing costs.
Offer to become a reference or partake in a case study in exchange for better pricing. This demonstrates commitment to the supplier while leveraging their need for positive user testimonials to negotiate favorable terms.