Author Archives: Thomas Kase

SM Talks to Coupa CEO and ZenPurchase Founder Following Merger

- February 25, 2015 2:22 AM | Categories: Industry News, M&A

apple-bag-collaboration-154 Following up on the earlier reports on Coupa's announcement that it is acquiring ZenPurchase – a recent startup focused on collaborative sourcing – I had the pleasure of speaking with the CEOs of both companies recently. Find out what the 2 leaders had to say about the merger and what is ahead for the new firm.

more ▸
 

Procurement and Insider Trading: What You Need to Know

door-green-lock-4291 Procurement has increasing access to multiple levels of insider information. And just as we have seen enforcement impacting procurement and supply chain activities centered on FCPA compliance, it is likely an increasing set of activities tied to potential information leaks in the capital markets area will come under more scrutiny as well. In the first installment of this Spend Matters PRO research brief examining the potential for insider trading based on procurement information, authored by Thomas Kase, vice president of research, we covered lessons from other areas of the business as well as introducing the types of insider information that could be acted on by those inside the company or shared with external hedge funds or other parties. In this installment, we explore what you need to know about the potential for procurement and insider trading based on increasing data availability within procurement and supply chain organizations and key action steps you can take to prevent breeches.

more ▸
 

How Better Procurement Practices Could Have Helped Resolve the West Coast Port Crisis

- February 20, 2015 1:08 PM | Categories: Analysis, Industry News, Procurement Strategy & Planning

KONICA MINOLTA DIGITAL CAMERA The ongoing logistical logjam at the West Coast ports is still not resolved. The situation is impacting small and large businesses across the US as well as workers that rely on imports and exports from the ports. How could procurement have helped this situation? Spend Matters analyzes the issue and offers ways procurement can step in.

more ▸
 

Does Procurement Inadvertently Facilitate Insider Trading?

Pay-Off Have you considered the potential for insider trading violations and the ensuing lawsuits that could arise from access to procurement information? Perhaps this hasn't even entered your mind. With increasing data availability (spend data, supplier risk/management information, demand data) at the fingertips of procurement professionals and others in the organization, the opportunity to access information that could be used to provide an "advantage" in the capital markets has never been greater. Traditionally, such information (if available at all) was available solely to company “insiders” who could only trade within certain windows (and with other restrictions placed on them). In this multi-part Spend Matters PRO analysis, Spend Matters Vice President of Research Thomas Kase explores the growing potential of procurement-related information to create the opportunity for insider trading information.

more ▸
 

Is The CEO The Only One With Need-To-Know? Exploring the Brewing Information Clash

A78EC1EB73 How much information do you share internally? How much should you share? Who has a need to know? These are important questions to ask as you drive procurement change management and solution adoption throughout your organization. Providing timely information and presenting it in a way that makes the context clear in the hands of the right business users, who can take corrective action before the situation gets out of hand, is key to maintaining a consistent level of performance across the organization. In this Spend Matters PRO research brief, we consider the brewing information clash that companies are likely to face with exploding reams of procurement information available to an increasing number of stakeholders – and non-stakeholders – alike.

more ▸
 

Coupa Sets Itself Apart in the S2P Sector

public-domain-images-archive-free-stock-photos-3-1000x666 copy Coupa stands alone as the most aggressive vendor in the source-to-pay sector on virtually every level – starting with breakneck pace R&D development and continuing to assertive sales and partner tactics. In this PRO analysis, the Spend Matters research team provides an outlook for Coupa in 2015 and 2016 and offers their thoughts on what potential activities and actions mean for customers, possible customers and partners, including an examination of what the future for Coupa may bring. It is important to factor in both upside and downside potential based on multiple developments occurring in the sector, some of which are outside of the provider’s control.

more ▸
 

Coupa Looks Ahead in 2015 – History and Context

tumblr_nchz8vf3sG1qfirfao1_1280 In recent years, Spend Matters research suggests that Coupa has led the market for new e-procurement sales in North America. It also built material traction in parts of Europe – something that many US providers struggle to do. The European traction is all the more remarkable because Coupa brings a very US-centric view to P2P – empowering the end-user rather than creating a command/control catalog-driven structure. In this PRO analysis, the Spend Matters research team explores a number of scenarios and considerations for Coupa in 2015 and 2016 (including a potential IPO), and what it means for customers, potential customers and partners of the high-growth vendor. The team begins today by providing historical context for Coupa and outlining engagement tactics for maximizing value when working with the fast growing vendor.

more ▸
 

Coupa Acquires Sourcing Solutions Startup ZenPurchase

- February 11, 2015 2:24 PM | Categories: Industry News, M&A

Businessman hand touching M & A on virtual screen - merger & acq Coupa, a firm known for its successful cloud-based procure-to-pay solution (with strong source-to-settle suite aspirations) and a ferocious growth pace, has just announced the acquisition of ZenPurchase, a tiny startup with no more than a handful of employees that only saw the light of day barely 2 years ago. Spend Matters had a few quick exchanges this morning with Rob Bernshteyn, CEO of Coupa, and will provide more in-depth analysis later in the week. For now, we will share some cursory details and information based on our earlier conversations with both firms.

more ▸
 

Why Xchanging Acquired Spikes Cavell: Initial Analysis

- February 6, 2015 9:38 AM | Categories: Breaking News, Industry News, M&A

Businessman hand touching M & A on virtual screen - merger & acq Earlier today, Xchanging announced it is acquiring Spikes Cavell, a UK-based spend analysis provider with operations in the US and UK, serving both the public and private sector. Spikes Cavell made a name for itself in the US market as a specialist in public sector spend analysis, but has recently started to build traction in the private sector as well. The transaction values Spikes Cavell at over 4X trailing revenue and includes both cash and earn-out provisions. Spend Matters US and UK/Europe teams will provide deeper commentary and analysis for our readers on our free sites as well as Spend Matters PRO in the coming days – but our quick take analysis suggests the following 8 key things.

more ▸
 

Secrets to Better Technology RFPs – Avoiding Hijackings, Dying References and Key Takeaways

- January 21, 2015 2:28 AM | Categories: Procurement, Sourcing, Technology

Quick: Who do you think has the upper hand in procurement/vendor negotiations when it comes to buying technology, and specifically, enterprise applications? If you guessed the provider, you would be right, in all too many cases. But it doesn’t have to be this way. And in fact, the best processes are anything but zero sum games. As a first step to maximizing procurement value and aligning outcomes with the business (and your vendor), getting the RFI/RFP process right is a critical step. In this Spend Matters PRO Series, Vice President of Research Thomas Kase sheds light on a number of secrets of the trade and how to buy procurement technology – and indeed all technology – that much better. In this installment of the series, we explore how to avoid IT and legal hijacking of the process as well as key takeaways and recommendations for procurement organizations.

more ▸
 

Improving RFP-Driven Technology Sourcing Outcomes: Strategies and Tactics

- January 19, 2015 2:23 AM | Categories: Sourcing, Technology

How can you be a better prospective customer of choice and improve your odds of success? (This means having providers participate, willingly, happily and aggressively.) You can start by following our mini “buyer boot camp” to lower total costs, improve your selection success and even start to smell like roses to solution providers (and become a customer of choice) by sticking to a handful of key strategies. In Part 2 of our analysis looking at the failure of RFP-driven sourcing exercises when it comes to the buying of technology, Thomas Kase digs into a number of tactics and recommendations for getting the most from technology procurement – for source-to-pay (e-procurement, e-invoicing, supplier management, e-sourcing, networks, contract management, analytics, etc.) and far beyond.

more ▸
 

CSR is Practice – Chipotle Runs Out of Suppliers With Capacity

As is common in many "sustainable" and "diverse" areas in procurement (they are often grouped together and managed by the same director), it is hard to find suppliers with capacity. This is an evergreen topic among all supplier diversity professionals – how to get small and diverse firms to scale. Suppliers need capacity if they want to work with Fortune 500 firms looking to maintain a consistent customer experience nationwide. Chipotle has already found this out with its beef. And now, Chipotle has pulled pork from the menu at 600 of its restaurants across the country – not because of trichinosis outbreaks, but because of supplier practices.

more ▸