SOW Content

Commercial Value Management (Part 3): Critical Commercial Use Cases to Align Extended CLM with the Enterprise [PRO]

change of control clauses

In our last installment of this CVM series, we highlighted a graphical framework to depict how commercial value management is about extending CLM into a more commercially enabling role in all enterprise areas where contracts (and value promises) are stored.

In this next installment of this series, we’ll highlight these areas and how to unlock some of that value for the benefit of the firm — and procurement.

Let’s briefly look at some of these areas to see how extending contract management to broader CVM approach is a practical way for procurement to get aligned with other areas (and with itself).

GoProcure: Vendor Introduction (Part 2 — Product Strengths and Weaknesses, SWOT and Selection Checklist) [PRO]

In our last Spend Matters PRO brief, we introduced you to GoProcure, a four-year-old provider based out of Duluth, Georgia, that is deploying a B2B marketplace and platform for tail-spend management. Bringing together basic RFQ and requisitioning tools, a marketplace for procuring goods and services, and complementary services like a buying desk, GoProcure is positioning itself as capable of covering the full range of tail spend in a market where most vendors address some but not all of the tail. And while its coverage is not necessarily exhaustive, GoProcure’s current iteration does encompass a lot of capabilities — albeit in a bit of a fragmented manner. Whether it’s a fit for a procurement organization’s unique challenges and needs, however, will come down to how exactly one conceives and chooses to tackle the tail.

Part 1 of this brief provided some background on GoProcure and an overview of its offering. In Part 2, we provide a breakdown of what is comparatively good (and not so good) about the solution, a high-level SWOT analysis and a short selection requirements checklist that outlines the typical company for which GoProcure might be a good fit. We also give some final conclusions and takeaways.

Q2 2019 SolutionMap: Contingent Workforce & Services Technology, SPT and S2P suite software providers’ scoring summary reports now available

As part of the Q2 2019 SolutionMap release, the Strategic Procurement Technologies (SPT), Source-to-Pay (S2P) suites, and Contingent Workforce & Services (CW/S) Technology Provider Scoring Summary reports are available today on SolutionMap Insider.

Q2 2019 SolutionMap Release Notes: Contingent Workforce & Services (CW/S) Enterprise Technology Solutions — Temp Staffing, Contract Services/Statement of Work (SOW), Independent Contract Workers (ICW)

Q2 2019 marks the fourth research cycle for Spend Matters’ Contingent Workforce & Services (CW/S) “enterprise technology” SolutionMap, the sourcing and management of three underlying spend categories:Temp Staffing, Contract Services/Statement of Work and Independent Contract Workers (ICW).

The providers in the Q2 2019 CW/S SolutionMap include Beeline, Coupa (formerly Coupa-DCR Workforce), Field Nation, Shortlist, SirionLabs, TalentNet, Talmix, TalonFMS, Upwork Enterprise, Vndly and WorkMarket (ADP).

Given Spend Matters’ procurement orientation, we evaluate “enterprise technology” vendors within a source-to-pay (S2P) reference model. In other words, we look at vendors in terms of their capabilities that address some or all enterprise requirements that arise within an S2P lifecycle (i.e., from supplier sourcing to worker or supplier payment).

In this CW/S research cycle, there were no new providers, and again limited participation in the Temp Staffing and Contract Services/SOW SolutionMap categories. However, a good number of key vendors have expressed interest in participating in upcoming cycles.

There continues to be vibrant interest in participation by vendors in the emergent Independent Contract Workers (ICW) SolutionMap category.

We have gathered extensive business profile information, received 75 customer survey references and have assigned scores to specific solution capabilities (RFI line items) ranging from well over 100 to about 300, depending upon how many SolutionMap categories a particular vendor participated in.

This SolutionMap Insider research note provides insight into our methodology and additional changes in the Q2 2019 SolutionMap release.

SirionLabs’ customer reviews are in the new SolutionMap Customer Insights report

This week’s SolutionMap Customer Insights report focuses on customer reviews for SirionLabs, a specialist in contracts. Its applicable SolutionMap categories for this report are in Contract Lifecycle Management (CLM) and Contract Services/SOW.

SolutionMap Insider members can click here to read about SirionLabs in our latest report. In each Customer Insights report, we provide a one-page summary of feedback that includes ratings on how well the vendor meets user expectations, three key differentiators for the vendor and a list of quotes about the vendor’s greatest strengths.

Simplify Workforce: Vendor Introduction, Analysis and SWOT [PRO]

Because of recent M&A consolidation and multiple external drivers, the market for vendor management system (VMS) solutions has become fairly complex. Competing vendors have been absorbed or combined, draining the field of vendor choices that can be applied in a wide number of scenarios. Concurrently, businesses have shifted away from their focus on temporary staffing labor to a rising emphasis on statement of work (SOW) spend, while also exploring new talent engagement models that increase program complexity, to include the exploratory enterprise adoption of the “gig economy” in the form of independent contractors. Add in the typical challenges of effectively operating a temporary staffing program — from cost control issues to quality maintenance and the management of intermediaries like MSPs — and it’s easy to see why procurement organizations are finding the old paradigm for VMS solutions is no longer holding up.

Going against the grain of complexity is a newer VMS provider that incorporates simplicity (i.e., ease of use) into its name — and its solution. Founded in 2016, Simplify Workforce provides an end-to-end SaaS solution for managing the extended workforce.

The Jersey City, New Jersey-based provider enables this through separate modules for contingent workforce (or in our SolutionMap classification, Temp Staffing) and statement of work (Contracted Services/SOW), with an emphasis on configurability, adaptability and ease of use that has typically eluded past VMS solutions. In doing so, Simplify Workforce aims to address the long-underserved middle market — specifically, businesses with annual contingent workforce spend of $1 million to $100 million — with the ability to scale up or down on spend easily, with a VMS and SOW solution that can solve the majority of daily contingent workforce challenges without overwhelming users, implementation teams and budgets with unnecessary complexity.

This Spend Matters PRO Vendor Introduction offers a candid take on Simplify Workforce and its capabilities. The brief includes an overview of Simplify Workforce’s offering, a breakdown of what is comparatively good (and not so good) about the solution, a SWOT analysis and a selection requirements checklist for companies that might consider the provider.

Q1 2019 SolutionMap Release Notes: Contingent Workforce & Services (CW/S) Enterprise Technology Solutions — Temp Staffing, Contract Services/Statement of Work (SOW), Independent Contract Workers (ICW)

Q1 2019 Spend Matters SolutionMap procurement software company rankings

Q1 2019 marks the third research cycle for Spend Matters’ Contingent Workforce & Services (CW/S) “enterprise technology” SolutionMap, the sourcing and management of three underlying spend categories:Temp Staffing, Contract Services/Statement of Work and Independent Contract Workers (ICW).

The providers in the Q1 2019 CW/S SolutionMap include Beeline, Coupa-DCR Workforce, Field Nation, Shortlist, SirionLabs, TalentNet, Talmix, TalonFMS, Upwork Enterprise, Vndly and WorkMarket (ADP).

Given Spend Matters’ procurement orientation, we evaluate “enterprise technology” vendors within a source-to-pay (S2P) reference model. In other words, we look at vendors in terms of their capabilities that address some or all enterprise requirements that arise within an S2P lifecycle (i.e., from supplier sourcing to worker or supplier payment).

In this third CW/S research cycle, there was again limited participation in the Temp Staffing and Contract Services/SOW SolutionMap categories. However, a good number of key vendors have expressed interest in participating in upcoming cycles.

There continues to be vibrant interest in participation by vendors in the emergent Independent Contract Workers (ICW) SolutionMap category.

We have gathered extensive business profile information, received well over 30 client reference surveys and have assigned scores to specific solution capabilities (RFI line items) ranging from well over 100 to about 300, depending upon how many SolutionMap categories a particular vendor participated in.

Coupa, Services and Coupa Contingent Workforce: A Progress Report (Part 2) [PRO]

In this two-part PRO series, Spend Matters provides a review and analysis of Coupa’s recent evolution in addressing the category of services spend, including Coupa Contingent Workforce. In Part 1, we provided an overview of where Coupa is at with the integration and leveraging of DCR Workforce.

First, we revisited the Coupa “services procurement” background/context leading up to the DCR acquisition last year. We also recounted our September 2018 briefing, in which Coupa discussed the acquisition and what to expect as far as integration (or “unification”) of the acquisition over the coming months. Additionally, we discussed what we learned from our most recent January 2019 briefing by Coupa on the current state of the integration.

Based on this analysis, we concluded that, six months in after the acquisition, Coupa’s integration at the organizational and product levels appeared to be on course. The priorities seemed reasonable even given the unique dynamics of the VMS market — and the plan, based on Coupa’s history of stamping out post-merger integrations, seemed on track.

But beyond this, what has happened to the DCR product under the Coupa umbrella? And how is it fitting into the changing world of services procurement — and potentially even help to shape it? In Part 2 of this research series, we will provide our own observations on where Coupa seems to be going, in terms of the contingent workforce technology solution segment and its increasing overlap with other procurement technology solutions.

Coupa CLM: Vendor Snapshot Update [PRO]

Coupa is a full suite provider of source-to-pay (S2P) applications (which Coupa calls Business Spend Management), but we’ve not yet included a formal analysis of its contract lifecycle management (CLM) application other than our ongoing coverage within the SolutionMap framework.

Coupa is a bit of a conundrum because, relative to its competitors, it has some unique functionality that no other competitor possesses, but at the same time, the provider is also missing a core aspect of CLM functionality that its primary competitors already have.

As Spend Matters’ Q4 2018 Contract Lifecycle Management SolutionMap indicates, Coupa does well with customer scoring across its various CLM personas, but it lags in its solution score due to the aforementioned functionality gap that we’ll explore later in this piece. Coupa acquired a small Canadian CLM startup named Contractually in 2016 that had some nice collaborative redlining functionality (and written within Ruby on Rails framework like Coupa), and that form of “collaboration” (i.e., technical collaboration between buyers and suppliers on the Coupa user interface) is supported as well by basic MS-Word integration.

Coupa doesn’t really try to differentiate itself as a best-of-breed stand-alone CLM application provider though (and certainly not beyond the bounds of S2P to support enterprise CLM functionality across all contracts), and the contract is really treated as the core commercial system of record that is at the heart of an S2P suite. It focuses on integrating the contract into all of the other elements of this suite, especially with its focus on operationalizing contracts via transactional P2P execution, including enforcement of buying/paying against contracts, and tying the spend back to contracts and budgeting (aka spend planning and control).

This Spend Matter Vendor Snapshot Update reviews its solution, Coupa Contract Management, and highlights the good, the not-so-good and the potential of its current product.

The Contingent Workforce and Services (CW/S) Insider’s Hot List: January 2019 (Special Focus Edition on Services) [Plus+]

Welcome to the January 2019 edition of Spend Matters’ monthly feature “The Contingent Workforce and Services (CW/S) Insider’s Hot List,” available to PLUS and PRO subscribers. For those new to the Hot List, each edition covers the prior month’s important or interesting technology and innovation developments within the CW/S space, where change may be accelerating or at least becoming more pervasive.

This edition also marks the first 12 months of Hot List coverage, launched in the February 2018 inaugural edition (and covering January 2018). Our goal was to show that under the surface of the obtuse, clinical label of “contingent workforce and services” (CW/S) was a hotbed of technologically driven innovation. We sought to set the record straight, perhaps turn a few heads (maybe even provoke a double-take) and possibly prevent some unwary practitioners from getting burned. Hopefully we have fulfilled our promise.

To mark the first anniversary of the Hot List series, this month we will leave the usual format behind and seek a glimpse of the CW/S elephant in the room: complex services spend.

The real features of this spend category have (strangely enough) been obscured in the shadow cast by contingent workforce. And while there has been lots of talk about SOW spend in the CW/S world, in reality, that’s been a little bit like lighting a match in the dark to survey the full enormity of the elephant (possibly only seeing a foot or a tusk).

With that, we will now begin our safari, turn our searchlight toward the relatively unexplored territory of services spend and wrestle with questions like: What is it? How is it being addressed in different sectors? Is there a pattern emerging that may mean more and more effective ways for businesses to source and manage complex services?

Procurement Technology and Solutions M&A Outlook: 10 Predictions for 2019 (Part 2) [PRO]

In the first installment of our M&A predictions for 2019, I explored the deals that have happened already in 2018, as well as our first three of ten prognostications for next year. First, private equity firms will play an increased role in the sector. Second, valuations will be all over the map. And third, peripheral players will respond to the “Amazon” effect.

Our next three predictions have a common theme: modules and areas within the procurement technology spectrum that are heating up. (Incidentally, general situational awareness is more important than ever as more and more buyers — including strategic and financial, not to mention a new type: financial backing strategic — think about putting dry powder to work and sellers evaluate their options.) So, let’s dive right in.

Q4 2018 SolutionMap Release Notes: Contingent Workforce & Services (CW/S) Enterprise Technology Solutions — Temp Staffing, Contract Services/Statement of Work (SOW), Independent Contract Workers (ICW)

Q4 2018 marks the second research cycle for Spend Matters’ Contingent Workforce & Services (CW/S) “enterprise technology” SolutionMap, the sourcing and management of three underlying spend categories: Temp Staffing, Contract Services/Statement of Work and Independent Contract Workers (ICW).

The providers in the Q4 2018 CW/S SolutionMap include Beeline, Coupa-DCR Workforce, Field Nation, Shortlist, SirionLabs, TalentNet, Talmix, TalonFMS, Upwork Enterprise, Vndly and WorkMarket (ADP).

Given Spend Matters’ procurement orientation, we evaluate “enterprise technology” vendors within a source-to-pay (S2P) reference model. In other words, we look at vendors in terms of their capabilities that address some or all enterprise requirements that arise within an S2P lifecycle (i.e., from supplier sourcing to worker or supplier payment).

In this second CW/S research cycle, there was again limited participation in the Temp Staffing and Contract Services/SOW SolutionMap categories. However, a good number of key vendors have expressed interest in participating in upcoming cycles.

There continues to be vibrant interest in participation by vendors in the emergent Independent Contract Workers (ICW) SolutionMap category. There are two new participants, Shortlist and Talmix, in Q4, and there are several other vendors interested in participating in upcoming cycles.

We have gathered extensive business profile information, received well over 30 client reference surveys and have assigned scores to specific solution capabilities (RFI line items) ranging from well over 100 to about 300, depending upon how many SolutionMap categories a particular vendor participated in.