leverage the power of b2b networks and...

Leverage the Power of B2B Networks and eProcurement

Determine

Jeff GrossmanChief Operating Officer

Copyright ©2018 Determine, Inc. All rights reserved.

Leverage the Power of B2B

Networks and eProcurement


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


Network ≠ Platform ≠ Application

Let’s clarify what we’re talking about:

Applications

Single point solution

that solves specific

business problems

Platforms

Solve many business

problems for a particular

buying organization

Networks

Connecting Many-to-Many

supplier and buyer

connections


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

Vertical-based Industry

Networks

Moved more into supplier

chain collaboration

and document exchange;

Mostly for directs, but

used indirects.

Cross Industry

PO/Invoice Networks

Outbound delivery of

PO’s and eInvoicing, now

offer supplier discovery,

catalogue management,

invoice financing /

discounting & dynamic

discounting

EDI-based Networks

Traditionally exchange

agreed upon data sets;

evolved to sharing

SPM data and

documents


Platform vs. Application

More about strategy than technology:

Applications (point solutions) are

for customers looking to solve

very specific business problems.

Grow out of.

Platforms are for customers looking to

solve a range of interconnected

business problems across departments

and functions. Grow into.

CLMSourcing

Procurement

Invoicing

Supplier

Management

SourcingCLM

Supplier

Management

Procurement

Invoicing

FinanceFinance


Separating Hype from Fact

Where do these appear on the Gartner Hype Cycle for Procurement?


1 + 1 + 1 = 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+ + +


Setting KPIs

What Matters to Organizations?

● Greater efficiencies in their

relationships with suppliers

● Better visibility into risk


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


Focus on: Efficiency

Improved efficiency means:

● Less time searching for new

suppliers

● More time for more strategic

initiatives

● More spend unders

management


Aligning Efforts, Suppliers, Goals

Where it all comes together

The benefits of using Networks, Platforms and Applications improves:

● Efficiencies

● Relationships

● Goal Alignment


Maturity

Leveraging the best features

Networks

Connecting Many-to-Many

supplier and buyer

connections

Platforms

Fully integrated solutions

with shared data

Applications

Solves limited business

problems dictated by

budget constraints

Level


Q&A

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Workshop # 9

Determine

Jeff Grossman

Chief Operating Officer

202-615-0756

[email protected]

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eProcurement

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