the four pillars of sourcing success€¦ · contract management esourcing isource zycus...

The Four Pillars of Sourcing Success

Presenter ndash Andrew Bartolini

Chief Research Officer

Ardent Partners

Recognized expert in sourcing procurement AP and

supply management Andrew has been named a ldquoPro to

Knowrdquo by Supply and Demand Chain Executive three

times Andrew has been an industry veteran for over 15-

years and has benchmarked thousands of enterprises

across all facets of their supply management operations

Andrew has held leadership roles in sales marketing

and services at Ariba and Commerce One He has

experience in strategic sourcing business process

transformation and software implementation

Background also includes consulting and investment

banking

Panelist ndash Richard Waugh

VP Corporate Development

Zycus Inc

Richard Waugh VP Corporate Development at

Zycus Inc has an extensive background in B2B E-

Commerce going back to his early career at GE

where he helped launch GES Trading Process

Network (TPN) the first on-line Marketplace for

Sourcing and Procurement in the mid 1990s He

was Co-Founder of B2eMarkets one of the first

SaaS (Software as a Service) Sourcing Suite

providers and later covered the Supply

Management market as an Industry Analyst for the

Aberdeen Group

Panelist ndash Sonia Jimenez

Category Manager- Technology

E amp J Gallo Winery

Ms Jimenez led the development and

implementation of E amp J Gallorsquos Procurement

Academy as well as the companyrsquos Sourcing and

Spend Analytics tool In addition she leads two

categories IT and Corporate Services In past years

she has rotated in several positions within Supply

Chain New Products and IT

She received her MBA from Saint Maryrsquos College of

California and a dual Bachelor of Arts Degree in

International Business from San Diego State

University and Universidad Autoacutenoma de Baja

California Meacutexico

5

STATE OF STRATEGIC SOURCING 2015 THE FOUR

PILLARS OF SOURCING

Introduction

The State of Strategic Sourcing

Best-in-Class Sourcing

The Four Pillars of Strategic Sourcing

Strategies for Success

Copyright copy 2015 - Ardent Partners Ltd

6

INTRODUCTION

7

INTRODUCTION


Andrew Bartolini Chief Research Officer

Analyst firm focused on supply management

Research news amp analysis for CPOs and

procurement executives

wwwcporisingcom

8

March 29 amp 30 mdash Boston MA

Join us for Ardent Partnersrsquo CPO Symposium

This exclusive event promises valuable networking

opportunities and the interactive exchange of ideas

Donrsquot Miss Out on the Procurement Event of the Year

Visit httpeventscporisingcom for more details


9

Research Report

Goal (I) Capture the strategies performance and intentions of Chief

Procurement Officers in 2015 (and beyond)

Goal (II) Present a clear and comprehensive view of the ldquoState of Procurementrdquo

Goal (III) Identify the strategies and levers that drive Best-in-Class results

Approach

Utilize a web-based survey to capture responses from 330 CPOs and other


Interview 26 leading CPOs (and ex-CPOs) to add context and understand

critical and emerging trends

Leverage experience and orientation of a leading analyst team

RESEARCH PROCESS

Copyright copy 2015- Ardent Partners Ltd

10

TODAYrsquoS PRESENTATION

Report Demographics

330 Respondents

o 72 VP or Director-level

o 82 work in procurement

o 63 from large enterprises

o 61 North America 26 EMEA

o 28 industries

o Interviewed 16 CPOs


11

THE STATE OF STRATEGIC SOURCING

12

THE CPOrsquoS TOP TWO PRESSURES IN 2015


51

2725

2118

Find more savings Increase overalleffectiveness and

influence

Better communicatevalue and

performance

Increase thepercentage of spendunder management

Better alignprocurement with

business goals andneeds

copy Ardent Partners - 2015

13

THE TOP SOURCING CHALLENGES IN 2015

41

36 3533

Challenges in aligningprocesses and systems

StaffTalent constraints Lack of technologyinfrastructure (ietechnology gaps)

Budget constraints



Poll Question 1

What are the key focus areas and challenges for your

organization in 2015 for Procurement

1 Savings amp Cost Reduction

2 Operational Efficiencies

3 TalentPersonnel

4 Technology Infrastructure

Challenges amp Focus Areas for 2015

Source Transforming Procurement Performance of Food amp Beverage Industry

16

THE CPOrsquoS TOP DRIVERS FOR FUTURE SUCCESS


44

48

53

53

66

Better team execution

Better communication plan

Larger andor more talented staff

New (or improved) technology

Earlier engagement on sourcingopportunities


17

TOP SOURCING TEAM CAPABILITIES


42

47

60

62

62

64

65

Standardized spend analysisprocess

Good or strong collaboration withthe line-of-business budget holders

Good or strong collaboration withsuppliers

Standardized contracting process

Ability to leverage spend data toidentify sourcing opportunities

Active sourcing program andorpipeline

Standardized sourcing process


18

SOURCING VISIBILITY CAPABILITIES


19

OVERALL STRATEGIC SOURCING ADOPTION

37

48

42

16

28

19

AutomatedSpend Analysis

eSourcing(andor Reverse

Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)

SupplierPerformanceManagement

SupplierInformation

Management



20

THE 2015 PROCUREMENT BENCHMARKS


Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479

552 - Spend that is contract compliant

21

THE 2015 SUPPLIER BENCHMARKS


Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22

MORE SOURCING METRICS


Metrics

All

Respondents

Average savings percentage identified on a sourcing project 75

Average savings percentage identified in an online competitive bid (eSourcing) 86

Diversity spend as percentage of total spend 79

Percentage of spend from low-cost country sources 106

Percentage of spend data that is automatically matched cleaned and classified 406

Percentage of spend data that is automatically processed and must be manually

corrected

290

Percentage of contracts that utilize standard TampCs 594

23

THE FOUR PILLARS OF STRATEGIC SOURCING

24

BEST-IN-CLASS STRATEGIC SOURCING DEFINITION


Percentage Actual Savings gt 6

Percentage of Addressable Spend Sourced gt 40

Multi-tiered Savings Approach- A New Norm

Forecast Savings ndash 60 already do

Forecasting Savings help prioritize amp manage strategic

procurement initiatives for ongoing and pipeline

projects

Dedicated Team for Savings Measurement

A dedicated team for investigating how multi-tiered

savings measurement is being accomplished This

increases effectiveness and cost efficiently

Collaboration with Finance

Collaborate with finance to develop explicit processes

for tracking conversions of procurement savings either

into reduced corporate spending (improved

profitability) or explicit re-investment into future-

growth initiatives

Source Procurement Performance Management comes of Age

Poll Question 2

Which of the following Savings do you measure

1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings

5 Savings via Budget Cuts

6 NonndashpriceProcess Savings

Results amp What Zycus Research revealedhellip


28

KEY PERFORMANCE INDICATORS ndash BEST-IN-

CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others

Spend Under Management 71 48

Savings Last Year (Actual) 11 3

Savings This Year (Planned) 10 4

Spend Sourced 63 21

Percentage of on-contract spend 64 46

Percentage of transactions compliant with contracts 69 51


Poll Question 3

Which of the below key metrics do you track to assess

your organizational performance and define success

1 Spend Under Management

2 Savings

3 Spend Sourced

4 On Contract Spend - of spend

5 Compliance - transactions compliant with

contracts

30

STRATEGIES FOR SUCCESS ndash BEST-IN-CLASS

VS ALL OTHERS


12

33

21

26

35

41

44

50

Drive high adoption of technology

Contract compliance savingsleakage reduction or internal

audit program

Automate strategic sourcingprocesses

Tighter linkage andor partnershipswith other business functions

Best-in-Class

All Others


31



32

AUTOMATED SPEND ANALYSIS ADOPTION BY MATURITY CLASS

433

167

Best-in-Class All Others


33

SPEND ANALYSIS CAPABILITIES

44

53

27

42

Standardized spend analysis process Ability to leverage spend data to identifysourcing opportunities




34

ESOURCING ADOPTION

ADOPTION BY MATURITY CLASS

51

42



35

SOURCING CAPABILITIES

66

75

47

59

51

12

Standardized sourcingprocess

Active sourcing programandor pipeline

Tight linkage betweensourcing and contracting

processes



36

533

286


CONTRACT REPOSITORY ADOPTION BY MATURITY CLASS


37

AUTOMATED CONTRACT AUTHORING ADOPTION BY MATURITY CLASS


276

88


38

CONTRACT MANAGEMENT CAPABILITIES

47

53

12

29

Tight linkage between sourcing andcontracting processes

Standardized GRC processes




39

SUPPLIER PERFORMANCE MANAGEMENT


241

54


40

SUPPLIER INFORMATION MANAGEMENT

All OthersBest-in-Class

54

207


41

SUPPLIER MANAGEMENT CAPABILITIES

3129

20

7

Standardized supplier performancemanagement process

Strategic supplier initiatives (ieinnovation or performance)




User Adoption Drivers for Procurement Technology

Source Procurement Challenges amp Motivators ndash Zycus MSU Study

43

STRATEGIES FOR SUCCESS

44


Collaborate and get engaged sooner in the sourcing process

Develop sourcing agility

Standardize and if possible automate spend analysis for both

visibility and spend intelligence

Leverage contract management automation for enhanced

compliance and value

Enhance supplier management programs and integrate them

into the larger strategic sourcing process

Lastly all enterprise sourcing teams need to ldquoconnect the

dotsrdquo between all pillars for a solid foundation


iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing

Zycus Comprehensive Solution Suite

ZycusSource-to-Pay Suite

iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View

Questions and Follow Up

We will be sharing a copy of the Ardent Partnerrsquos study titled lsquoThe Four

Pillars to Sourcing Successrsquo as a follow up to all attendees via E-Mails

Contact Information

Presenter ndash Andrew Bartolini

Chief Research Officer

Ardent Partners

Recognized expert in sourcing procurement AP and

supply management Andrew has been named a ldquoPro to

Knowrdquo by Supply and Demand Chain Executive three

times Andrew has been an industry veteran for over 15-

years and has benchmarked thousands of enterprises

across all facets of their supply management operations

Andrew has held leadership roles in sales marketing

and services at Ariba and Commerce One He has

experience in strategic sourcing business process

transformation and software implementation

Background also includes consulting and investment

banking



Zycus Inc











Aberdeen Group
















5


PILLARS OF SOURCING

Introduction






6

INTRODUCTION

7

INTRODUCTION






wwwcporisingcom

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information



Zycus Inc











Aberdeen Group
















5


PILLARS OF SOURCING

Introduction






6

INTRODUCTION

7

INTRODUCTION






wwwcporisingcom

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information
















5


PILLARS OF SOURCING

Introduction






6

INTRODUCTION

7

INTRODUCTION






wwwcporisingcom

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

6

INTRODUCTION

7

INTRODUCTION






wwwcporisingcom

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

7

INTRODUCTION






wwwcporisingcom

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

8








9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

9

Research Report





Approach






RESEARCH PROCESS


10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

10


Report Demographics

330 Respondents





o 28 industries



11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

11


12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

12



51

2725

2118


influence


performance





13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

13


41

36 3533



Budget constraints



Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

Poll Question 1





3 TalentPersonnel




16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information



16



44

48

53

53

66







17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

17



42

47

60

62

62

64

65









18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

18



19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

19


37

48

42

16

28

19



Auctions)

AutomatedContracts

(Repository)

AutomatedContracts

(Authoring)


SupplierInformation

Management



20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

20



Spend under

Management

614

Savings Target

2015

66

Addressable

Spend that is

Sourced

479


21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

21



Suppliers who

comprise 80

of spend

219

Enabled

suppliers

292

High-risk

suppliers

65

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

22



Metrics

All

Respondents







corrected

290


23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

23


24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

24









projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information





projects










growth initiatives


Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

88


38


47

53

12

29






39



241

54


40



54

207


41


3129

20

7








43


44













iContract

Repository

iContract

Authoring

Contract

Management

iSourceeSourcing



iSave

iPerform

iSupplier

Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

Poll Question 2


1 Hard Savings

2 Cost Avoidance

3 Expected Savings

4 Actual Savings





28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

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Supplier

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Spend

Analysis

One

View




Contact Information



28


CLASS VS ALL OTHERS

MetricsBest-in-

ClassAll Others




Spend Sourced 63 21




Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

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29






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54


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Auto

Class

iCost

iAnalyze

Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

Poll Question 3




2 Savings

3 Spend Sourced



contracts

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



276

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54


40



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iCost

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Financial

Savings

Management

Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

30


VS ALL OTHERS


12

33

21

26

35

41

44

50



audit program



Best-in-Class

All Others


31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




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276

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iCost

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Financial

Savings

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Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

31



32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



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Savings

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Procure-to-

Pay

Supplier

Management

Spend

Analysis

One

View




Contact Information

32


433

167



33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

286




37



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Procure-to-

Pay

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Spend

Analysis

One

View




Contact Information

33


44

53

27

42





34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

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Contact Information

34

ESOURCING ADOPTION


51

42



35


66

75

47

59

51

12




processes



36

533

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Contact Information

35


66

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59

51

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36

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36

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37



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Contact Information




Contact Information

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