Introduce competition as a lever in negotiations to incentivize better terms. Mention that competitors offer similar functionality at a lower cost, thereby creating urgency for the supplier to improve their pricing or terms to retain your business.
Request the removal of any proposed uplift in pricing for the renewal. Emphasize how your long-term relationship with the supplier and consistent usage of their products should merit stable pricing, especially since your business is not projected to shrink in usage.
Suggest the removal of any auto-renewal clauses in the contract as a requirement from your finance team for signing. This gives you the flexibility to evaluate alternatives as the contract nears expiration.
If your upcoming renewal includes a significant increase in users, leverage this as a basis for negotiating better pricing. Emphasize economies of scale where increased volume leads to reduced per-user rates.
If there are security-related add-ons needed in the upcoming contract, highlight that similar features are included at no extra charge in your competitor's offerings. Request discounts or waivers for these additional costs.