Determine Jeff Grossman Chief Operating Officer

Transcription

1 Leverage the Power of B2B Networks and eprocurement Determine Jeff Grossman Chief Operating Officer

2 Leverage the Power of B2B Networks and eprocurement

3 B2B2B2B: The State of Business In 2015 it was estimated that over 40% of all US business-to-business (B2B) activity and 20% of global B2B sales are conducted through electronic channels. Forrester, Vendor Landscape: B2B Business Networks

4 Network Platform Application Let s clarify what we re talking about: Networks Connecting Many-to-Many supplier and buyer connections Platforms Solve many business problems for a particular buying organization Applications Single point solution that solves specific business problems

5 Network vs. Platform Different, but complementary: A network is a combination of both transactions and collaboration; not just document transfer, but more collaboration around performance management and quality EDI-based Networks Traditionally exchange agreed upon data sets; evolved to sharing SPM data and documents Cross Industry PO/Invoice Networks Outbound delivery of PO s and einvoicing, now offer supplier discovery, catalogue management, invoice financing / discounting & dynamic discounting Vertical-based Industry Networks Moved more into supplier chain collaboration and document exchange; Mostly for directs, but used indirects.

6 Platform vs. Application More about strategy than technology: Platforms are for customers looking to solve a range of interconnected business problems across departments and functions. Grow into. Applications (point solutions) are for customers looking to solve very specific business problems. Grow out of. Sourcing Supplier Management CLM Procurement Invoicing Finance Sourcing Supplier Management CLM Finance Procurement Invoicing

7 Separating Hype from Fact Where do these appear on the Gartner Hype Cycle for Procurement?

8 = 8 Combining approaches for exponential benefits Best of breed applications plus a strong network achieves a higher level of benefits Not to be confused with a platform Improved Efficiency Stronger Relationship Stricter Compliance Better Obligation Management

9 Setting KPIs What Matters to Organizations? Greater efficiencies in their relationships with suppliers Better visibility into risk

10 Setting KPIs What Matters to CPO s? Better processes as a team goal (a significant shift from savings - the perpetual number one aim) - Process improvement is also the most difficult to achieve

11 Focus on: Efficiency Improved efficiency means: Less time searching for new suppliers More time for more strategic initiatives More spend unders management

12 Aligning Efforts, Suppliers, Goals Where it all comes together The benefits of using Networks, Platforms and Applications improves: Efficiencies Relationships Goal Alignment

13 Applications Solves limited business problems dictated by budget constraints Platforms Fully integrated solutions with shared data Networks Connecting Many-to-Many supplier and buyer connections Maturity Level Leveraging the best features

14 Q&A

15 Evaluation How-to: Why? How? Your feedback drives SIG Event content By signing and submitting your evaluation, you are automatically entered into a prize drawing From the App 1. Select Sessions 2. Select Day 3. Select Session WS09 4. Click on Clipboard Icon COMPLETE & SUBMIT EVAL

16 Workshop # 9 Leverage the Power of B2B Networks and eprocurement Determine Jeff Grossman Chief Operating Officer Jgrossman@determine.com Download the App: sig.org/app Tweet: #SIGspring18

17 Thoughtonomy

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