Author Archives: Carina Kuhl



About Carina Kuhl

Carina has rich experience creating B2B events and high-impact integrated marketing programs. At Azul Partners, she leads marketing across all brands with a customer-first mentality. Previous positions include head of marketing, events and operations at IACCM and head of ProcureCon events at Worldwide Business Research. Carina is a Dutch native and holds a BS in economics and management from Stenden University.


GBI gems: 60 CPOs share procurement insights, war stories

Last Thursday, I had the pleasure of attending my first CPO event run by Global Business Intelligence. Some 60 chief procurement officers, many locals, gathered for the daylong GBI event at the W Union Square in New York to exchange thoughts on supplier collaboration, value engineering and procurement digitization — among other topics. Here’s what I saw and was of interest to me, as Spend Matters’ chief marketing officer.

CRO-to-CRO Video Series: Episode 5 Helps Procurement Organizations Drive Business Value

Over the course of the first four episodes in the video discussion series titled “Chief Research Officer to Chief Research Officer,” Michel Janssen and Pierre Mitchell have run the gamut of where digital procurement transformation stands today.

“In our previous installments of the series, we were talking a lot about the complexity of the digital and services ecosystems,” says Mitchell, chief research officer of Spend Matters. “There are thousands of providers and lots of sourcing models.”

So in the final episode, Mitchell and Janssen, chief research guru of Everest Group, a research and management consulting firm based in Dallas, Texas, get into more detail around how to get some deeper intelligence around the providers, how to leverage that, and then how to tap that innovative ecosystem that they’ve been exploring with viewers to drive business value.

CRO-to-CRO Video Series: Episode 4 Grapples with Contingent Workforce & Talent Management Challenges

Think about this: A decade ago in the U.S., statistically there were about 700 people looking for 100 jobs. Today, by comparison, there are only about 90 people looking for 100 jobs.

Meanwhile, in India, over 25 million people are applying for just 90,000 positions with India’s state-run railways.

Those vastly divergent scenarios, shared by Michel Janssen, chief research guru of Everest Group, a research and management consulting firm based in Dallas, Texas, paint a fascinating picture of global talent markets — and the need to effectively manage them.

In the fourth episode of our “Chief Research Officer to Chief Research Officer” video discussion series, Janssen and his old friend and former colleague Pierre Mitchell, chief research officer of Spend Matters, explore the key talent management challenges faced by enterprises and what it means for digital transformation projects.

(Not to mention Mitchell’s self-admitted attempts to alleviate the talent shortage in procurement and supply chain by persuading his kids to join the profession; that effort is currently stymied by YouTube gaming, among other pursuits …)

CRO-to-CRO Video Series: Episode 3 Peels Back the Digital Procurement Platform Onion

So you’ve decided your procurement function needs to “go digital” with its software solution needs.

But where to begin? How do you buy this stuff?

“You start with having your business challenges in mind,” says Michel Janssen, one half of the "CRO-to-CRO" discussion pairing we've been spotlighting with a series of videos over the last couple of weeks.

Recently, Janssen — chief research guru of Everest Group, a research and management consulting firm based in Dallas, Texas — had a chance to sit down with his  former colleague Pierre Mitchell, chief research officer of Spend Matters.

In Episode 3 of this video series, the two CROs share a comprehensive framework they call a digital capability platform, which paints a holistic picture for prospective buyers. Ultimately, through this framework, Janssen and Mitchell uncover what is available to buy (point solution or suite?), how a buyer can bundle solutions and/or capabilities, and who owns — or should own — the responsibility for digital decision making.

CRO-to-CRO Video Series: Episode 2 Explores the Evolving Role of Procurement

Procurement has come a long way from the 1980s, when it was simply a transactional function, up until today, when talk of artificial intelligence, blockchain, RPA, process mining and rapid self-service are all the rage.

Recently, Pierre Mitchell, chief research officer of Spend Matters, had a chance to sit down with his old friend and former colleague Michel Janssen, chief research guru of Everest Group, a research and management consulting firm based in Dallas, Texas.

In this second episode of their video series, watch as both CROs explore how the role of procurement has changed over the years, from buying at the lowest price, to total cost of ownership, to ever more complex layers of risk mitigation & value creation — and what it all has to do with "Minority Report."

CRO-to-CRO Video Series: 2 Veteran Chief Research Officers Dig into Digital Procurement Transformation

What happens when two chief research officers of two esteemed research firms sit down together for a video series chat? The viewer is in for a treat — an insightful series of video discussions on digital procurement transformation and the state of procurement overall. Recently, our own Pierre Mitchell, chief research officer of Spend Matters, had a chance to sit down with his old friend and former colleague Michel Janssen, chief research guru of Everest Group, a research and management consulting firm based in Dallas, Texas.

Live ISM 2019 Dispatch: Building a High-Performance Procurement Team Focused on Value Creation

ISM 2019 featured some excellent procurement advancement and transformation case studies, such as “The Challenges of a New CPO” covered in an earlier dispatch. They are tales of aligning people, process and technology to create business value. Since getting the people side right was consistently mentioned as the most crucial — and fickle — element of the triangle, I was delighted to attend the session on building a high-performance procurement team by Dr. Clark Perry, a director at AlixPartners.

ISM 2019 Dispatch: Challenges of a New Chief Procurement Officer

Caldwell Hart has taken on the greatest challenge of his career, and he is thriving. As the very first CPO of MKS Instruments, a global manufacturer of advanced equipment with 6,000 employees and nearly $2.5 billion in annual revenue with a major focus on R&D, he has to draw on all of his 20 years of experience in procurement and supply chain management to support 10,000+ products across their lifecycles. This is not a tale of transformation but rather of procurement enabling growth — rapid growth.

Economic Outlook: Procurement Should Expect Headwinds and a Downturn Ahead

e-procurement market outlook

KKR’s David McNellis, the head of research for KKR’s Global Macro and Asset Allocation Team, shares his views on the macro economy, with a forecast for a downturn in the U.S. and other countries. Of note to procurement professionals are McNellis' view on inflation and commodities outlooks, as well as the top four risks that businesses need to prepare for heading into 2020.

Contract Management is Finally Taking Center Stage

Many procurement executives have told me their tales of change management and innovation to elevate the procurement function, from adopting spend analytics and category management to tackling indirect, services and long tail spend — all innovations enabled by technology previously not available to procurement professionals. That got me thinking, "What’s next?" To me, the most glaring oversight in a procurement organization has been the lack of strategic contract management.

Spend Matters 50 Providers to Watch/50 Providers to Know to be Released at ISM2017

Spend Matters will release its fourth annual “50 Providers to Know/50 Providers to Watch” lists on May 22 in conjunction with the annual ISM conference. In addition to taking an active role in the programming, the Spend Matters team will be handing out recognition plaques to vendors on the exhibition floor. Jason Busch and Pierre Mitchell will also also co-host a Q&A webinar on Wednesday, May 31, at 1 p.m. CDT, to explore what you should know about vendors on the 2017 lists.

A Look Back at IvaluaNow: Balancing Complexity with UI

Last Friday, I found myself in a wood-paneled, classy meeting room at NYC’s prestigious Princeton Club. It had been a slow commute into the city that morning, so I got there just in time for the speakers to blast an energetic opening video and to loudly announce our host — Ivalua CEO David Khuat-Duy.

Khuat-Duy founded Ivalua 17 years ago in France, and the company has realized rapid year-on-year growth since its inception. For example, in 2016 the firm experienced 45% growth over the previous year and a 100% customer retention rate (which has been 98% since inception). Ivalua now serves more than 250 customers globally, and the U.S. accounts for 50% of the company’s business.

Named a Provider to Know for three consecutive years in the Spend Matters Almanac, the company “has built an end-to-end solution on a single technology stack (from the ground up) with sufficient breadth and depth across all key functional areas to enable it to serve as a single technology suite for procurement organizations. Its entire suite was built in-house on a single platform over the last 16 years.”