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Revisión de las Tendencias de Adquisiciones Digitales en 2019 – Parte 2

Este articulo es la continuación de nuestro análisis del 2019 (parte 1) a través de la lente del manejo de categorías. Dado que los analistas de Spend Matters son esencialmente gerentes de categoría para el mega mercado de suministros de más de 1,000 proveedores que ayudan a los profesionales del lado de las compras a administrar sus gastos, suministros, servicios y proveedores, revisaremos las tendencias de 2019 a través de la lente del lado de la demanda (es decir, profesionales/compradores) y el lado de la oferta (es decir, proveedores).

2020 Predicaments in Services Procurement — No Light at the End of the Tunnel

(Editor’s note: Spend Matters’ analysts are taking on the new year by looking at their areas of procurement technology to see what’s broken and what can and should be fixed this year. Here, analyst Andrew Karpie lays out problems in services procurement. In another piece also published today for our PRO subscribers, he lays out his predictions for 2020.)

In some industry verticals, services is the largest and most poorly managed non-payroll spend category. But the buying and consuming of services is nearly always poorly managed and controlled within enterprises — leading to potentially billions of dollars of unnecessary spend and opportunity costs (lost value). A problem of such enormous scale and complexity is not going to be addressed overnight.

Various estimates suggest that, in the U.S., spend on temporary staffing services represents an average of only about 33% of total services spend across all enterprises (though that percentage can vary widely, depending upon the type of business/industry). But outside of spend on temporary staffing services, most enterprises have had, at best, fragmented and limited visibility into their non-staffing contingent workers and their complex services spend — to say nothing of control over the whole services source-to-pay lifecycle.

Part of the problem is organizational, as procurement and HR often view the contingent workforce segment of services spend very differently in terms of priorities and the strategies (and service/solution providers) used to manage it. Technology solution fragmentation is also a major problem. The inadequacy, fragmentation or absence of complete, fit-for-purpose technology solutions for managing the broad range of different services spend types represent one set of obstacles to making major gains in management of services spend in the short run. This set of obstacles is tied to the non-technological barriers of legacy enterprise architecture (i.e., silos, etc.), run-of-the mill organizational inertia and the difficulty of changing, even as the services world evolves.

As we head into 2020, thinking about the future of services procurement, what should we know about the technological obstacles and non-technological barriers to significant progress on addressing what must be overcome?

2020 Predictions for Services Procurement: Scenarios and Black Swans [PRO]

As discussed in “2020 Problems in Services Procurement — No Light at the End of the Tunnel,” services constitutes the largest and perhaps most poorly managed non-payroll spend category. It covers an expansive set of sub-categories, from temporary staffing to other forms of directly sourced contingent workforce to a multitude of contracted B2B services (consulting, MRO, travel, IT management, legal, marketing).

“Human performance,” usually connected with the use of tools and resources/assets, has traditionally been the basis for the production and delivery of services. But services also have been becoming more digitized, both in terms of production and delivery. And there are now pure digital services, the production and delivery of which involve little or no human performance. Many are familiar with IBM Watson, but for nearly every form of human-based service, there is some type of digital/augmented solution that exists or is being worked on by an upstart firm. Look no further than the legal services industry, transportation or BPO industry and the impact that AI is having on those services.

There is no hiding the fact that gaining control over services represents a massive, complex undertaking — without exaggeration, a new frontier — for procurement. And obstacles and barriers to making significant, rapid progress abound, including inadequate (incomplete, fragmented) technology solutions and legacy enterprise architecture as well as organizational inertia. Still, there is hope — and there is innovation afoot.

This outlook and backdrop strongly conditions our view on what is likely to happen in 2020. Most of us would probably place our bets on a continuation of recent trends in the space (see “Incremental Scenarios” below). But we cannot rule out unexpected events/developments over the course of the year, either (see “Disruptive Scenarios” below).

2020 M&A and Procurement Investment Predictions: 10 Trends to Watch (Part 1)

M&A and investment activity in the procurement sector has started 2020 with a bang based on Coupa’s acquisition of Yapta and CVC’s $200 million investment in EcoVadis (which came on the heels of Workday’s buyout of Scout RFP in November). Spend Matters actively tracks over 600 procurement technology providers, of which more than 300 are featured and segmented by capability (suites and modules) in a recent PRO research brief and graphic (see below).

But we believe the actual number of providers — if we consider peripheral areas focused on category and market intelligence, analytics, services procurement and adjacent finance, supply chain, risk and supplier-related GRC applications that are still of interest to procurement organizations as the primary economic buyer — brings the list to over 1,000 different providers.

Many of these providers will raise capital or get acquired in 2020.

But what trends are driving acquisition and investor interest in the sector, and what types of transactions should we look for?

This Spend Matters Nexus brief provides an introductory analysis of sector M&A and investment predictions for 2020, exploring the first three of 10 trends we’re starting to spot:
* Trend 1: Competition grows between strategic and financial buyers (and those that fall somewhere in the middle).
* Trend 2: ERP and big tech get more active in the sector.
* Trend 3: Buyers and investors expand their definition of procurement technology.

Subsequent briefs in the series will cover additional trends as well flesh out some of the more important strategic and financial buyer (and investor) priorities on a more granular basis. Let’s get started!

Invoice-to-Pay Tech Selection and the Configurator Persona: Analysis & Commentary [PRO]

The market for invoice-to-pay solutions, much like e-procurement, has grown in size and relevance to procurement organizations in recent years. We even expect the I2P market will begin to rival the EDI-based world in the 2020s, eventually overtaking it.

Despite this rapid growth, the total number of providers in this space will likely remain relatively small. As leading I2P solutions continue to grow their supplier networks, their increased clout, based on their ability to connect more and more buyers and suppliers, will impede new providers from breaking into the larger I2P market.

Yet competition will come from other fronts.

Procure-to-pay solution vendors, for example, have begun to invest significantly in developing the I2P half of their suites, rounding out transactional shopping/ordering capabilities with functionality for invoice processing and, in some cases, basic payments support. This could create competitive pressure on I2P specialists in tech selection scenarios where access to end-to-end P2P capabilities are an important criterion.

Similarly, AP automation solutions are taking a bite out of a different customer base altogether: the long underserved middle market. Small and medium-size businesses are increasingly seeing benefits to adopting software that automate invoice receipt, capture and validation processes (sometimes inclusive of payments execution), yet these customers also seem to be satisfied with an 80%, “good enough” solution in terms of functionality. This creates a new competitive dynamic for I2P solutions looking to move down market, as decisive tech selection criteria may revolve more around usability and collaboration features than supplier network breadth.

Given these different competitive fronts and the evolving needs of this market, how can companies with different technology requirements evaluate invoice-to-pay solutions amid an array of vendors with varying degrees and kinds of capabilities?

Spend Matters’ SolutionMap accounts for these differences using a persona-based approach. Each SolutionMap persona is calibrated to weight evaluation requirements so that it reflects the profile of certain kinds of buyers. For example, the “Nimble” persona reflects small and medium-size businesses that prioritize fast time-to-value and ease of use in the selections; the “CIO Friendly” persona emphasizes technical foundation and interoperability with other enterprise systems to make for a straightforward implementation.

So, what do SolutionMap personas look at in the Invoice-to-Pay rankings, and how can they help your organization make better technology decisions?

In this Spend Matters PRO series, we’ll analyze the invoice-to-pay market using our five I2P personas: Nimble, Deep, Turn-Key, Configurator and CIO Friendly. (See persona definitions* below.)

This review is organized just like our RFI for SolutionMap, according to these topics: platform capabilities, services, features & functionalities, and customer value.

Let’s look at the invoice-to-pay features and vendors as viewed by the Configurator persona.

Coupa buys Yapta: A look at the T&E deal and provider capabilities [PRO]

This week, Coupa, a provider of business spend management solutions, announced its acquisition of Yapta, a solution provider that enables businesses to automatically monitor and re-book air and hotel reservations when prices drop. Yapta also provides category specific spend analytics and intelligence. The terms of the deal were not disclosed.

While likely not a large market shakeup, the acquisition of Yapta still catapults Coupa from one of many brands competing against “the big T&E kahuna,” SAP Concur, in the enterprise and SMB space to one of the few specialized technology providers that can tell a broader story that includes truly non-invasive travel savings and category management.

Travel is a very significant category for most companies. According to the 2018 GBTA BTI Outlook — Annual Global Report & Forecast report, travel spending reached $1.33 trillion in 2017, up 5.8% over 2016 levels. The report also forecasted that business travel spend would expand to $1.7 trillion by 2022.

Business travel spend as a percent of total spend varies by industry and company. However, available market data suggests that aggregate global business travel spend is approximately 2-3X the aggregate global spend on temporary staffing services. In other words: Too significant for procurement to ignore.

Spend Matters spoke to Yapta CEO James Filsinger and Coupa’s Donna Wilczek, senior vice president of product strategy and innovation, about the acquisition. Coupa told Spend Matters the Yapta solution will augment and integrate (and ultimately be unified) with Coupa’s business spend management (BSM) platform with offerings in both its Travel & Expense and Spend Analysis segments. This Spend Matters PRO analysis provides an introduction to Yapta and offers an analysis of the combination.

Customer reviews for BuyerQuest are in the new SolutionMap Customer Insights report

This week’s SolutionMap Customer Insights report focuses on customer reviews for BuyerQuest, a provider of e-commerce solutions. The applicable SolutionMap category for this report is in E-Procurement.

SolutionMap Insider members can read about BuyerQuest in our latest report.

In each Customer Insights report, we provide a one-page summary of details from the SolutionMap peer review process. It includes ratings on how well the vendor meets its customers' expectations, three key differentiators for the vendor and a list of quotes from customers about the vendor’s greatest strengths.

Afternoon Coffee: Coupa buys Yapta for T&E spend; blockchain coffee farmer app at CES; White House offers AI guidelines

Earlier today, Coupa announced that it’s buying Yapta, a website that dynamically monitors airline and hotel prices to book or rebook at the lowest price. The move bolsters Coupa’s business spend management suite in the travel and expense (T&E) category. In other news, a blockchain-backed app lets users see into the coffee bean supply chain with the "Thank My Farmer" app. It was announced at the CES conference in Las Vegas. Also, the White House introduced guidelines on how to regulate artificial intelligence (AI) in the future. Afternoon Coffee brings you the latest in procurement and supply chain news.

Coupa acquires Yapta, boosting its T&E capabilities

Coupa announced today that it is buying Yapta, a website that monitors airline and hotel prices in real time and rebooks at the lowest price. The addition to Coupa’s business spend management suite of offerings bolsters its travel and expense capabilities, according to the announcement.

Segmenting the Procurement Tech Market: A Simple Visual Guide to Picking the Right Software Tools [PRO]

procurement software

Identifying potential software vendors that fit your procurement organization’s current (and possibly future) needs is unfortunately easier said than done. We won’t place all the blame on any one instigator, but the Google search algorithm is doing more harm than good when directing technology evaluators toward “definitive” directories for procurement solutions. Many of the top search results for phrases like “procurement software tools” aim more for breadth of coverage than depth or, frankly, accuracy. Absent from most top 10/50/100 lists are clear, logical segmentations of procurement software vendors into easily understood areas.

So let’s clear the polluted SEO air.

This Spend Matter PRO brief provides a simple visual guide to the procurement tech market, segmenting software vendors into clear buckets that reflect the source-to-pay process. The aim is not to provide a definitive or exhaustive market overview but to begin creating clarity where there is still confusion for this market. And as we add to this project, we hope to create increasingly meaningful, interactive versions of this market segmentation that further help procurement organizations, software companies, and the consultants and investors who support these groups all make better decisions.

Preparing for 2020: Digital Procurement Trends in Review (Part 2: Vendors and Capabilities) [PRO]

Zycus Horizon

For our first Spend Matters PRO series in 2020, we’re preparing for the future by understanding recent trends. So we’ll look at last year through the lens of category management. Since Spend Matters’ analysts are essentially category managers for the mega supply market of over 1,000 providers that help buy-side practitioners manage their spend, supplies, services and suppliers, we’ll look back at 2019 trends through both the demand-side lens of practitioners/buyers and the supply-side lens of providers. In this analysis, we’ll use:

— Findings from our advisory work with procurement practitioners (and supported by primary research)
— Trend analysis of top provider performance taken from our SolutionMap database — from a solution scoring standpoint and also from a customer satisfaction lens
— Observations from our M&A due diligence advisory work from our Nexus service offering
— Solution development activities from the providers in the market
— Insights from service providers in the market who are increasingly themselves developing technology to create hybrid service offerings

Part 1 focused on the practitioner trends of 2019, and Part 2 will review vendor trends in innovation, supplier networks, contingent workforce/services, M&A and other areas where our analyst team has weighed in.

2019’s top 5 most-viewed Nexus posts: 20 Tips; Workday-Scout RFP deal insights; Icertis and the red hot CLM market


In July, Spend Matters Founder Jason Busch launched Spend Matters Nexus — his focus on the M&A and business side of the procurement technology market. Here’s how he describes it:

“The Nexus membership program is designed for investors/acquirers (private equity, corporate development, etc.) and solution provider CEOs in the procurement and finance technology/solution ecosystem. Membership offers a new strategic lens to the solution areas covered on Spend Matters.

"Nexus was borne out of an increased demand for research subscriptions, due diligence and strategy support with our private equity clients in late 2018 (which has picked up exponentially this year). But recently, our team realized there was a flip side to working with technology acquirers — providing relevant market intelligence and fresh, data-driven analysis for solution provider CEOs, boards and leadership teams.”

And here is a countdown of the top 5 most-viewed Nexus stories of 2019:

The top 5 most-viewed SolutionMap posts of 2019: Vendor rankings, Beeline vs. Coupa Contingent Workforce, SAP’s S2P suite

These are the top 5 most-viewed Spend Matters’ posts related to SolutionMap, our analyst-driven evaluation of the vendors in the procurement technology market. This year we beefed up our RFI to include more platform information so that users can compare vendors on an apples-to-apples basis.

2019’s top 10 PRO briefs from Spend Matters’ analysts: Insights across all procurement technology

magnifying glass analysis

Spend Matters’ PRO subscription content reflects the insights of our analysts: Jason Busch, Pierre Mitchell, Magnus Bergfors, Nick Heinzmann, Andrew Karpie, Michael Lamoureux and Xavier Olivera. Their analysis results in Vendor Snapshots, product reviews, deep dives into SolutionMap data and more. Here is a countdown of the top 10 most-viewed PRO briefs from 2019: