Author Archives: Sheena Smith



SIG session recap: Want to digitize? It’s on you

Another SIG Executive Summit is in the books, and we covered the big picture and an interesting look at a hidden spend category. Also, this fall’s event in California was the first one that two members of the Spend Matters team spoke at together (more on that session later).

Walking through the halls and in joining the breakfast and lunch conversations, it was clear that “digitizing” is front and center for the majority of procurement organizations who attended. I think what myself, Jason Busch and Pierre Mitchell were most surprised by, however, was the “gap” in maturity levels.

What’s Your Story? Coupa Brings Color, Context, Influence and Emotion to Inspire19

In an increasingly STEM and data-driven world, boy do we need to keep the tradition of storytelling alive. What’s millions of rows of data without any context or color behind it? What’s a success story without some kind of emotional denouement? When I work with Spend Matters clients on the marketing and sales side of things, I’m floored by how often people think their software will “speak for itself, if only we can get the prospect on a demo.”

At Coupa Inspire19 this year, sure: I saw some screenshots and product demos. I’d expect to, given the tech wonk crowd I run with. But what I absorbed and took home with me is the customer stories, from United Airlines to Lululemon to MGM to a thousand others.

After SIG’s Spring Executive Summit, I Think Procurement is Officially Cool Now

One day you wake up and realize that you’re nearly 10 years into a procurement career (which you never expected, considering your English literature degree) and you’ve never been to a SIG conference. That changed this week as I headed down to Amelia Island, Florida, for the Spring Executive Summit. And I learned a few things that Spend Matters readers should know.

Star Wars Mouse Pads and a Golden Pencil: What’s the Strangest Purchase You’ve Been Asked to Approve?

Earlier this week, I moderated a webinar with Procurify customer Lynn Gabriel, COO of Mainstream Fiber Networks, about her experience with implementing spend management technology for the first time (watch the webinar here). In explaining the change management process, Lynn mentioned the importance of helping employees understand cost savings measures within the organization and told a funny story: one of her employees submitted an approval for a $30 Star Wars mouse pad, insisting that it would help him be infinitely more productive on the job. (Needless to say, it was not approved.)

Contract Management: Yes, You Do Need A Solution (and Here’s Why)

contract

Pierre Mitchell and I recently attended Icertis’ customer advisory board meeting in Seattle, where Pierre spoke about trends in the contract lifecycle management (CLM) solution space. Pierre’s speech quickly turned into a lively interactive session, one I figured readers of Spend Matters would want to listen in on. After Pierre first stressed the foundational concepts of contract management in procurement, we dug into when companies hit the “breaking point” that caused them to adopt a CLM solution.