Applying Contextualized Concepts to Indirect Spend Jason Busch - March 12, 2015 6:20 AM | Categories: Analysis, Spend Management | Tags: L1, Process and Best Practice We must build greater empathy into the indirect procurement solutions that we deploy to frontline users. Part of this effort requires thinking of guided buying as a key enabler. This includes the concepts of “multi-channel,” contextualized and intuitive shopping and buying models. If we get contextual approaches right, we can steer users to the right decisions. But we must think like creative merchants and distributors, not like procurement (i.e., how do we guide users in a seamless manner to the optimal outcome for us). Suppliers are often smarter than we are in procurement in a buying situation by knowing how to get customers to spend more or spend the equivalent in higher margin areas by directing or redirecting behaviors. Yet multi-channel and contextual approaches and intuitive interfaces and models are just the ante. As we mentioned before in this series , we must think about as much enabling “the back end of Amazon” for users as it is the front end shopping experience – and this is not easy. The front end, while critical, is actually a much easier place to start. Here, think consumerization: simple, any device, lean design, etc. Yet the consumerizing of B2B buying is not just about the interface but the overall experience. We must, for example, hide complexity and show what is necessary (e.g., in a configuration scenario, providing step-by-step insights and guidance rather than overwhelming the user up front). We must also consider support and guidance for all form factors – i.e., devices, computers, etc. And finally, we must also think in terms of an overall buying experience from “cradle-to-grave” for a given object or service. Related ArticlesIndirect Spend Management: Combine all Spend Items and Create a Win-Win SituationTargeting Indirect Spend More Effectively: “Suitening” and Addressing Stakeholder ContextWe Are All Spend Mavericks At Heart: Indirect Spend Challenge No. 3Indirect Spend Challenge No. 2: Technology is Not Optimized for the Actual CustomerProcurement Doesn’t Manage Indirect Spend – Suppliers and Stakeholders Do Discuss this: Cancel reply Your email address will not be published. Required fields are marked *Comment Name * Email * Website Notify me of follow-up comments by email. Notify me of new posts by email.