why content is king in procurement -...

Why Content is King in

Procurement

Alex MesanzaFormer Director, Strategic Sourcing, Ingersoll Rand

John GreerFormer Director, Strategic Sourcing, Verizon Communications

EdgeVerve

Jeff Adams Manager ProcureEdge

Infosys

Rajiv GuptaSr. Director

sig.org/eval

2 ©2016 EdgeVerve Systems Limited External Confidential2 ©2016 EdgeVerve Systems Limited External Confidential

A New Look at Procurement and Guided Buying

3 ©2016 EdgeVerve Systems Limited External Confidential

• Procurement tools and policies – Review the past

• Outlook for sourcing and procurement over the next 5 years

• 4 main procurement focus areas

• Lighting up sourcing and procurement through an integrated

ecosystem

• Importance of the casual users adoption

• Guided Buying

Agenda

4 ©2016 EdgeVerve Systems Limited External Unrestricted

Panelists

Jeff Adams has worked for a number ofProcurement Tools and Service organizationsover the past decade. As a Solutions DesignProfessional Jeff has helped CFOs and CPOs gainand deliver practical, effective services andsoftware solutions that enable them to maximizetheir impact on business operations. He hasbeen involved in helping Global 2000procurement department find efficiencies,implement tools and gain procurement adoptionto policies. Jeff is currently with the InfosysProcureEdge group.

Alex Mesanza has a strong and holistic supplychain and strategic sourcing background withheavy focus on business process re-engineering,project management, change management andoperations turnaround. He has spent the firstseveral years of his professional career eitherleading or supporting regional and globalstrategies tied to business unit growth in Asiaand Latin America telecom industry. For the past8 years, Alex has provided strategic and tacticalleadership to strategic sourcing andprocurement organizations in various industries,with focus on development of partnerships withlines of business, corporate functions, end users,and suppliers to leverage common enterprisepurchasing and sourcing processes.

John Greer is a Global Supply Chain andStrategic Sourcing Professional with a trackrecord of managing every aspect of the Sourcingprocess from Category planning, RFxadministration, Negotiation, Client & Supplierrelationship management and ContractAdministration. He has over 30 yearsexperience in Strategic Sourcing included havingbeen Director of Strategic Sourcing for VerizonCommunications for more than 15 years. He ledan organization of 60 Sourcing Professionalslocated in 9 countries across America, Europeand Asia, responsible for the strategic sourcing,client relationship and vendor management foran annual spend of $4.5B for products andservices in the General & Administrativesegment.

Rajiv Gupta heads Infosys BPO’s Sourcing andProcurement practice for Americas.He is responsible for strategic client acquisition forSourcing & Procurement managed servicesbusiness. Rajiv also heads the team of deepcategory management principals responsible forengaging with client in their upstream strategicsourcing and category management business tohelp transform procurement function and createsubstantial spend related savings.Rajiv brings 20 years plus of functional andconsulting Procurement function and has beenwith Infosys since the founding of practice.


Trends in Indirect Procurement over the last 25 years

1990s: ERP

2000s: Shared Services

2004+: e-Procurement

2010+: B2C

2015+: Content is King

• ERP became the genesis

• E2E SCM processes were driven thru ERP

• Out sourcing of Transactional Procurement

• Birth of Captive and shared services for managing operational Process in P2P

• Self service Requisitioning and introduction to digitized content for repeat purchase

• Birth of e-procurement technologies and Supplier Portals

• Automation in managing approvals and Procurement workflows

• User experience & adoption became the focus

• B2C experience in B2B led to more Digitization

• Evolved out sourcing practices

• A new paradigm of Compliant Liberalization of Procurement

• Procurement Liberalization is leading to content globalization

• However, at the same time, content globalization enhances need for strong compliance engines


Intelligent Apps, Powered by Big Data

Pre-Enabled Content for Everything

Long Tail Spend Management

Impact the Growing Importance of Social Responsibility

Delightful User Experience

Outlook For Sourcing and Procurement

Next 5 YearsToday – 2016

Trends in Procurement over the next 5 years

Will Influence Innovation and Drive Market Leadership

A Trusted Partner to Deliver Agility


Role of a Trusted Partner

• Vision matches your

business goals

• Addresses the major

industry challenges in

procurement

• Software embraces your IT

landscape yet pushes the

envelope forward

• User centric & Intelligent

• Services support for areas

not impacted by software

alone

• User/Partner education,

adoption and onboarding

• Pre-enabled ecosystem of

partners, suppliers on a

highly scalable and always

available Network


• Majority of initiatives today are about software refresh. But, does a simple refresh yield the desired results?

• Many of the problems of today lie in world outside the software and technology. Are we addressing those challenges?

• The need is beyond technology and traditional transaction outsourcing. The need really is for a holistic networked solution that addresses the problems of the space.

• To aid such a transformation, a trusted partner who advises on such transformation is a key ally.

• Procurement as a network play – A network comprising of content, technology, services and payments. This is what the trusted advisor owns.

Going Beyond Software


Payments and settlements

Address Non-Contracted spend

Solution to address complex

services

Addressing the long tail spend

A Trusted Advisor Lighting Up Procurement through a Networked Solution

Goods – internally & from

marketplaces

Simple and Medium Services

Category Managers

Ecosystem Managers

Spend Managers

Technology Experts

UX ExpertsPre-enabled

Content owners

No Touch High TouchNo Touch High TouchNo Touch High TouchNo Touch High TouchNo Touch High TouchNo Touch High TouchNo Touch High Touch

Characteristics of the trusted advisor

Easy uploads

Automations

Goods Marketplace

Category specific procurement

Services Marketplace

Cataloging of commoditized

service

Addressing tail spend through marketplace

buying

Solution for MSPs

Milestone based

payments and effort tracking

Address services

workflow

Recommendation of alternate

suppliers

Goods and services

Marketplace

Alternate payment channels

Integrated payments platform

11 ©2016 EdgeVerve Systems Limited External Confidential

Global Clients

Includes 17 in Fortune

500

75

Spend

processed

annually

100Bn+

6K

catalogs

created/annum

10Ksourcing events

Delivery Centers

14

~10-15xROI

thru’ sourcing &

category management

Spend Sourced

annually

38Bn+

Sourcing Center of Excellence

Category Commodity

Council

Sourcing and Procurement

Academy

550+ Sourcing Professional from

Industry

Infosys Value Drivers

Infosys a global leader in consulting, technology & process outsourcing with

very rich source to settle credentials

http://www.philips.com.sg/index.page

http://world.honda.com/index.html

12 ©2016 EdgeVerve Systems Limited External Confidential12 ©2016 EdgeVerve Systems Limited External Confidential

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Jeff Adams

EdgeVerve

312 371-4376

[email protected]

Alex Mesanza

[email protected]

John Greer

[email protected]

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