Author Archives: Jim Wetekamp

The State of Procurement (Part 3): Solutions and Procurement Technology


Jim Wetekamp is the former CEO of BravoSolution. In Part 1 of this series, he addressed the state of people in procurement, starting with the CPO, and in Part 2, he examined the state of the technology selection process.

“How is the technology space in procurement evolving?” A few months ago, I delivered a presentation and related article entitled, “What Procurement Needs.”  This overview focused on the key demands that procurement is seeking to fill to best serve their organizations and drive sustained value. Those needs for strategic, intelligent, integrated and holistic solutions are what are largely shaping the evolution of the procurement landscape today.

The State of Procurement (Part 2): The Process of Selling into Procurement

“How did you like selling to procurement?” Another dimension to this question, which I discussed in Part 1 of this series, is related to the unique situation that the end customer is also the anointed steward of the best practice for purchasing technology. Don’t get me wrong: all the traditional sales and relationship development approaches and strategies still matter. Have you built trust? Do you understand their decision criteria? Have you mapped the competitive, stakeholder and points of influence? Despite all of those points of insight, however, more often than not you will end up on a scored, side-by-side evaluation matrix that removes emotion, influence and trust from the equation. And that’s just fine.

The State of Procurement (Part 1): People First, Starting with the CPO

“How did you like selling to procurement?” This has been one of the most frequently asked questions I have received since stepping away from BravoSolution, following our acquisition by Jaggaer in November 2017. People usually ask in a tongue-in-cheek way, expecting the response will be negative — comments about outdated and non-business-focused processes, burdensome and often overlapping or conflicting checklists, constant demands for discounts and the like. To be honest, there is some of that. But there is also so much more. Selling to procurement is to know procurement today. And it’s a complex being.