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Jason at Coupa Inspire – and What He Found There

Nancy Clinton - May 2, 2014 12:05 AM - Available @ Spend Matters UK/Europe

Two weeks ago our US founder and CEO, Jason Busch, attended and delivered a keynote speech at Coupa Inspire, the firm’s annual user conference in San Francisco. The event was very well attended and provided a good insight into the company, its solutions and its strategic direction. Jason issued regular pre-, during and post-conference analyses of events, discussions and speeches, and now that we are all comfortably back to our daily work routines sandwiched between the bank holidays, we thought we’d round up those reports and give you some quick links to the original, more in-depth analysis of his discoveries. […]

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See Jason Busch and Kevin Brooks Reenact the Founding of Spend Matters

Sydney Lazarus - April 18, 2014 1:11 AM

The photo in this post, featuring Kevin Brooks (now Chief Marketing Officer at FoodLink), Jason Busch, two glasses of beer, and two ordinary napkins, is not a perfect reenactment of the founding of this blog, but it comes pretty close. As the story goes, Jason and Kevin came up with the idea of Spend Matters over drinks, and Kevin had Jason write down the idea on a cocktail napkin.

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Information Spend Matters: Procurement Should Think Twice before Cutting Paid Subscriptions

David Wyld - July 25, 2014 6:39 AM

While there are major strategic implications for media companies and society as we turn into a culture of “free” news and information, there is one group of people that still expects to pay for their information: business executives. As companies look to cut costs by shifting from paid subscriptions to free sources of similar news and information, it is likely that they will find stiff resistance from executives. While moving to free news sources might make short-term financial sense, a recent study has found that executives around the world use and trust paid media in a way that produces value for themselves and their companies.

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Alcoa Subsidiary to Pay $384M in Bribery Case, Roaches Found (Again) at California Chicken Plant

Sydney Lazarus - January 9, 2014 12:46 PM

Alcoa World Alumina LLC, an Alcoa subsidiary, is pleading guilty to paying bribes to Bahrain and will pay $384 million in the case. Parent firm Alcoa is not being charged. The cold snap may be mostly over, but several energy providers are increasing their retail electricity rate as they struggle to meet demand in the midst of a cold winter. Afternoon Coffee brings you the latest news in supply chain and procurement.

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What Makes Public Sector Spend Analysis Different: Motivations and Process Requirements (Part 2) [PRO]

Jason Busch - July 23, 2014 11:21 AM

Building a successful public sector spend capability requires similar core capabilities as found in those sold to the private sector, as well as additional ones. But more so than simply checking the feature/function box as a vendor – or in software/solution selection processes as a user – implementing the right public sector spend analysis approach requires taking a slightly but critically different mindset compared to what is tried and true in the private sector. In Part 2 of this Spend Matters research series (see the first installment here), Jason Busch, founder and managing director, continues to explore what these unique motivations, requirements, and approaches are.

The final installment of the series (Part 3 – forthcoming) will continue to profile one of the specialist vendors in the sector, Spikes Cavell, which appears to have cracked the code on what federal, state, and local organizations most value in understanding their expenditures, reporting on activities, and tying data to actual programs to drive better constituent outcomes. There are clearly lessons in this regard for public sector procurement organizations and overall leadership (employees and elected officials), other technology and solution providers expanding their public sector presence, and, surprisingly perhaps, the private sector as well.

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What Can We Learn from the Founding Fathers’ Bill of Rights in Drafting a Procurement Bill of Rights?

Pierre Mitchell - December 5, 2013 7:13 AM

I thought it’d be good to go back to the ‘source code’ for much of its inspiration – the US Bill of Rights. It’s a document that is relevant globally as well as within an enterprise context for governing procurement processes internally and with external providers. Let’s touch on a few, which I will obviously simplify and even take a bit of license with, so bear with me. And don’t start pulling out your pocket versions to throw at me (which you can’t anyway).

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ProcureCon and Marketing Services Procurement: What We Agree On, What We Don’t [Plus+]

Peter Smith - June 24, 2014 3:21 PM

Peter Smith of Spend Matters UK/Europe attended the recent ProcureCon marketing event in London and found it to be a success in terms of number of delegates, sponsors, and quality of the sessions and subsequent debates. In this article for Spend Matters Plus, Peter discusses the state of marketing services procurement and breaks down the areas where speakers were in agreement and the less clear-cut issues. Not a Plus subscriber yet? Contact us to inquire about a free 30-day trial.

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New Research: Can Facial Width Lead to Negotiation Success?

David Wyld - August 1, 2014 6:43 AM

The correlation between physical appearance and outcomes is a controversial but fascinating subject, so it should come as no surprise that the latest entry into this realm of research caught the attention of the Wall Street Journal. Reporter Melissa Korn wrote a column with the attention-grabbing headline “Men With Wide Faces Are Better Negotiators.” Does this mean you can rethink that diet or getting that small medical procedure a friend had in Mexico? David Wyld interprets the study's findings.

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On Better Business Negotiation with Suppliers and Clients (Don’t Forget Empathy)

Guest Contributor - June 24, 2014 2:33 PM

Every quarter, our company has a guest speaker talk to us about a variety of topics – all with roots in inspiration, innovation, and community. This quarter our speaker was Nimesh Patel, or Nimo to his friends. Nimo’s message was quite simple: spread love through your acts of kindness, compassion, inclusion, and empathy. While there were many thoughts that flew through my mind while hearing him speak, I found myself wondering how I could apply this in my negotiations. I am expanding negotiations to include discussions with suppliers and clients (internal and external). What can I possibly do to include the elements I mentioned above with the equation used in my negotiations?

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How CPOs Can Manage Stakeholders to Drive Successful Strategic Initiatives

Guest Contributor - June 5, 2014 2:34 PM

In our discussions with CPOs, they often seek to change the perception of the procurement department within their enterprise and present it as being strategic to their C-suite peers. Based on a recent Hackett Group survey, only 25 percent of stakeholder executives said that procurement was viewed as a valued business partner, though 76 percent of procurement executives said that expanding procurement's scope and influence within their organization was their most important goal. From these studies and conversations with CPOs, we have found that a primary roadblock to successful procurement strategic initiatives is having well-managed, supportive stakeholders who support procurement's value proposition (and initiatives) within their organization.

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Approaching Data Security: IT Procurement in the Time of World War Zero

David Wyld - July 31, 2014 2:53 AM

Organizations need to realize a simple truth. Today, there is simply no distinction between an organization’s IT strategy and its overall strategy. And as we have seen, when an organization experiences a major IT embarrassment, there are larger, strategic ramifications that must be dealt with, often with very expensive and long-lasting consequences. Protecting customer data is a requisite for retaining the trust and loyalty of customers. And as the Target case has proven in recent traffic numbers for the retail giant, shoppers will be slow to come back to spend both on your website and in your stores after a major data breach.

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Apple Reports on Conflict Minerals in Its Supply Chain, Amazon Business Practices Criticized for Monopolizing

Sydney Lazarus - May 30, 2014 12:41 PM

Apple Inc. reports that third-party audits of 17 out of 21 suppliers have not found conflict minerals. The remaining four suppliers have yet to be audited. And James Patterson is the latest bestselling author to criticize Amazon’s business practices for monopolizing bookselling and numerous other sectors, calling it “a national tragedy.” Friday Latte brings you the latest and lighter procurement and supply chain news.

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Sizing the Reverse Factoring Market

David Gustin - July 30, 2014 2:22 AM - Available @ Trade Financing Matters

Enrico Camerinelli, Senior Analyst EMEA, Aite Group and Emmanouil Schizas, Senior Economic Analyst, ACCA (the Association of Chartered Certified Accountants) recently conducted a business case study for supply chain finance. In February 2014, ACCA’s Global Forum for SMEs noted the potential for further innovation in the sector, which currently makes up only 4% of the global receivables financing market (ACCA 2014). This report addresses a number of areas, including providing a checklist for supply chain finance programs to the costs to set up a reverse factoring program (both one time and recurring, which I think they underestimated by not including […]

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8 Key Design Considerations for Optimizing Your Demand Planning Process (Part 1)

Guest Contributor - July 31, 2014 2:48 PM

Demand planning was once an overlooked element of supply chain management. However, more and more companies are beginning to understand how essential this component is to overall operational well-being. After all, a demand forecast is the genesis of the supply chain process. If poor demand signals are being sent through the system, it becomes extremely difficult to manage raw material and finished goods inventories, execute an efficient manufacturing process, provide effective customer service, and ultimately drive an accurate financial forecast. So if your organization hasn't already taken a long, hard look at improving its demand planning process, it's time to begin. As a starting point for your journey, let's take a look at the eight key design considerations for optimizing your demand planning process. In this first installment, we'll focus on the four most basic design considerations and then move to more advanced ones in the second installment.

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Thoughts on Bill McDermott’s SAP Keynote at Sapphire Now 2014 – eBay, Ariba, Fieldglass, and More

Pierre Mitchell - June 4, 2014 10:32 AM

I watched yesterday’s live keynote by SAP CEO Bill McDermott and found it both entertaining and curious at the same time. I’ve never seen Bill live and he is like an East Coast version of Larry Ellison. He is obviously a charismatic leader, and it’ll be interesting to see if he can also be a consensus leader to unite the various cultures within SAP. You can still watch the whole keynote, but I thought I would give you an abridged version of the quotable quotes and some quick observations. But the main message? SAP emphasized their focus on simplicity and plans to "beat complexity."

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The White House and SupplierPay: From the Basics to the Behind the Scenes

Jason Busch - July 29, 2014 2:38 AM

Right around the time that the Spend Matters analyst tasked with covering the intersection of purchase-to-pay, order-to-cash, trade financing, and payments left the country for a few weeks, President Obama and his team had the nerve to fast-track what is perhaps the most important thing to happen to procurement in decades in terms of government guidance. Earlier this month, the White House unveiled SupplierPay, a corporate program designed to get cash flowing more effectively throughout the supply chain. It's not a technology or mandate. Rather, it is a non-binding private/public partnership to encourage industry to improve the speed with which actual dollars move from big companies to small.

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Tips on Speaking to a Procurement Audience: Give Up the Slides, Please [Plus+]

Jason Busch - April 10, 2014 2:30 AM

Whenever I have a big speech to give, I usually spend a few weeks preparing, or at least going through in my head, a planned outline. Like many presenters for whom public speaking did not come naturally to start, I’ve often found myself relying on slides to guide my talk. They’re a type of crutch, if you will. But in recent years, in the rare cases that I’ve been forced to present without PowerPoint, I’ve found the audience was far more engaged – probably something about a lack of 12 point Helvetica fonts and multiple takeaway arrows per slide, I suppose.

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What Really Drives Valuation For Technology Companies These Days? [PRO]

Jason Busch - June 11, 2014 2:21 AM

We’ve always found the subject of valuation for technology companies a curious topic, one that we could probably bore too many people with during cocktail hour conversations. Last fall, we wrote about the topic of valuation in the Spend Matters PRO brief Procurement Vendor Valuation, M&A, and IPOs: Recent Deals and 2014 Forecast, touching on many of the elements in valuation play right now. But this analysis says little for the fact that we appear to have a market at the current time that is bifurcated between certain vendors (e.g., Fieldglass) worth 8-12X topline revenue (or higher in the case of certain private investment rounds) and those like Intesource and Iasta which are going for less than two times their topline. In today’s Spend Matters PRO research brief, Group Managing Director Jason Busch and Spend Matters Group Managing Richard Lee offer up a perspective on what elements appear to be driving valuation and multiples in this market beyond the basics of SaaS and related valuation drivers in the procurement, supply chain, and finance areas.

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The top 5 challenges for the Chief Procurement Officer

Nancy Clinton - July 29, 2014 4:30 AM - Available @ Spend Matters UK/Europe

We are pleased to bring you an overview of the chief findings from a recent survey of European CPOs conducted by Xchanging, the third-largest procurement outsourcing provider in the world. This post comes from Steve Trainor, Managing Director, EMEA, Xchanging Procurement Services. The life of a CPO can be fraught with complex and competing challenges. In a recent survey we carried out amongst CPOs across Europe we found that reducing spend with third-party suppliers, driving down the cost of procurement, managing supply-led risk and harnessing true innovation from the supply base remain the most significant business objectives that the CPO must address. In […]

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Mobile Procurement and the Streamlined Purchasing of Hospital Supplies

Guest Contributor - May 1, 2014 2:36 PM

In the past, if the hospital room ran out of supplies, nurses like Sam would have had to visit the storage room unit with the hopes that it was well-stocked. If he found the items he was looking for, the process would take about 15 minutes. If not, then he would spend nearly 30 minutes (or the equivalent of one patient visit) filling out order forms and talking with hospital administrators. Now, thanks to their mobile procurement platform, Sam and his colleagues are all able to streamline this process. Equipped with a tablet, they are able to quickly enter and locate items, checking their availability against current inventory.

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