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Cada vez más cerca de cerrar un acuerdo sobre el T-MEC; la nueva herramienta de ProProcure G-Quotes en primer plano; Brexit obtiene ‘flextensión’ hasta 2020

La creación de acuerdos se intensifica para obtener un voto sobre el T-MEC (o USMCA) este año, informa Politico, ya que la cantidad de asuntos que quedan por resolver disminuye. G-Quotes es el último desarrollo del proveedor de adquisiciones electrónicas ProProcure, esencialmente “una herramienta de creación de cotizaciones en línea que cierra la brecha entre las necesidades de e-commerce de los proveedores y el requisito de una empresa para aumentar los niveles de automatización, control y rastreabilidad en las requisiciones de compra”, como destaca Spend Matters Reino Unido/Europa hoy. Y la lata del Brexit es pateada por el camino una vez más. Café de la Tarde: su fuente de noticias sobre adquisiciones y cadenas de suministro.

Afternoon Coffee: Getting closer to deal on USMCA; ProProcure’s new tool G-Quotes in the spotlight; Brexit gets ‘flextension’ to 2020

Dealmaking intensifies for getting a vote on the USMCA this year, Politico reports, as the number of issues left to iron out dwindles. G-Quotes is the latest development from e-procurement provider ProProcure, essentially “an online quote-building tool that bridges the gap between the e-commerce needs of suppliers and an enterprise’s requirement to increase levels of automation, control and traceability in purchase requisition,” as Spend Matters UK/Europe highlights today. And the Brexit can gets kicked down the road yet again. Afternoon Coffee: your source for procurement and supply chain news.

Elevated Resources: What Makes It Great (Temp Staffing/VMS SolutionMap Analysis)

ELEVATE VMS — a product of Elevated Resources Inc., a contingent workforce services provider — is something of a new kid on the block in the evolving contingent workforce and services (CW/S) enterprise technology solution market. So it’s likely that few practitioners have heard of this VMS. But that’s because ELEVATE was not typically marketed as a technology solution separate from the Elevated Resources MSP and other service offerings.

This changed in early 2019 when Elevated Resources experienced a large increase in interest and demand for the ELEVATE VMS solution apart from the company’s service offerings. So while ELEVATE is a new face in the VMS solution market, it is actually a sophisticated technology platform and SaaS application that has been developed over a period of years within Elevated Resources.

Right out of the blocks, ELEVATE’s target market is almost exclusively mid-size organizations with $1 million to $100 million in contingent workforce spend. Today, it is true that ELEVATE might not stand up competitively to a top-tier VMS for the use case of, say, a 50,000-employee organization operating in 25 countries. But it can very well stand up as a robust, truly cost-effective solution for midsize organizations with a predominant presence in the U.S. (though the solution’s geographic footprint is being expanded). In addition, ELEVATE VMS has the experience and know-how of Elevated Resources standing behind it; and in the Spend Matters SolutionMap, the company has achieved outstanding client survey scores.

Spend Matters breaks down the broadening and evolving CW/S enterprise technology solution market into three main categories. Those are solutions to manage:

* Temp Staffing, the primary historical focus and largest category of spend under management for established VMS providers (e.g., Beeline, Coupa-DCR Contingent Workforce, SAP Fieldglass, etc.)
* Contract Services/SOW (Statement of Work), the spend category now contributing the highest growth to VMS providers’ spend under management.
* Direct Sourcing of Workforce/Services (DSW/S), while the largest volume of spend under management and numbers of users lie in the Temp Staffing solution category, top VMS providers have been evolving and increasingly providing capabilities to enable clients to directly source and engage contingent workers and manage the corresponding spend and risk.

At the time of our Q3 2019 Solution Map RFI submission, ELEVATE provided solution capabilities for temporary staffing to a handful of clients (these have been validated through client references). While Elevated Resources was able to demo a substantial range of SOW management capabilities, the rollout of that part of the solution was early stage and no client references were submitted. Therefore, for the Q3 SolutionMap, ELEVATE was only evaluated in the Temp Staffing category.

So where does Elevated Resources and its VMS fit into the burgeoning CW/S solution market? As of Q3 2019, the Spend Matters vendor ranking system, SolutionMap, contains functional and customer satisfaction benchmarks on more than 50 providers within the overall procurement technology landscape, including 14 providers within the CW/S segment. But where does Elevated Resources stand out most and help “set the bar” for the Temp Staffing segment? And why should this matter for procurement and HR organizations? Let’s delve into the SolutionMap benchmark to find out where Elevated Resources is great.

“What Makes It Great” is a recurring column that shares insights from each quarterly SolutionMap report for SolutionMap Insider subscribers. Based on both our rigorous evaluation process and customer reference reviews, each brief offers quick facts on the provider, describes where it excels, provides hard data on where it beats the SolutionMap benchmark and concludes with a checklist for ideal customer scenarios in which procurement, finance and supply chain organizations should consider it.

Workday: Procurement Rising? 5 Scenarios Explored

Procurement is taking on increased importance for Workday’s growth. In a recent Seeking Alpha column highlighting some of the takeaways from Workday’s financial analyst day at its Workday Rising customer conference, the author notes that Workday suggested it will have four drivers of sustained growth in the quarters and years to come: international expansion, financials, old customers — and, drumroll please, procurement!

According to the column, the focus on procurement appears in part driven out of the success of Coupa, which validates the “the considerable potential in this market.” Further, according to Workday, “procurement would serve to expand focus, with the potential to sell the product on a standalone basis in the future. Workday shared that more than 650 WDAY customers used procurement and highlighted that the attach rates for procurement is 85% for the core financials segment.”

Of course that says nothing for the breadth, depth and capability of what Workday is building for customers at this stage in the area (right now, things look somewhat bare bones). Cynically, we could argue that Workday Procurement is still two-steps removed from the mainstage. After all, the product line appears to fold into the supply chain product line, which does not even get a mention as one of the Product Strategy and Vision Keynotes at Workday Rising.

Procurement also takes a backseat role at other cloud-based ERP vendors as well ...

Coupa’s ‘Below the Enterprise Level’ Secret Sauce (Part 1: Dissecting What Makes It Attractive for SMB and Middle Market Procurement) [PRO]

digital

The use of procurement technology in the middle market is heating up. For the purposes of this analysis, we define the middle market as companies between $250 million to $2 billion in revenue. Under that threshold are true SMBs. And above that range are enterprise customers, at least by Spend Matters’ definition.

Granted, this is not a perfect segmentation as the level of needs (and sophistication) in the middle market can vary dramatically by geography, industry and company, all of which can lead to very different technology buying requirements. Some middle firms may end up looking exactly like enterprise-level (Global 2000) customers, whereas others may more closely approximate SMB buyers.

Regardless, within the somewhat flexible bounds of the middle market definition, Coupa, among others, is clearly gaining traction based on a rare combination of ingredients that create a particularly attractive suite within this market segment. These features are also attractive to SMBs too. Coupa has provided information to Spend Matters that its mid-market segment is companies from $250 million to $1 billion in annual revenue and their corporate segment is under $250 million in annual revenue.

This Spend Matters PRO research brief dissects some of the elements that we think contribute to Coupa’s particular attractiveness in this sector (Hint: Very few of these elements are focused on the classic “feature/function” arms race between vendors). In a subsequent brief, we’ll attempt to quantify the importance of the middle market to Coupa in recent wins. And we will explore how some of these elements also apply to other vendors that are succeeding in the middle market as well (with mini case studies featuring Amazon Business, Negotiatus, Procurify, Scout, Tealbook and Tipalti).

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

This week’s SolutionMap Customer Insights report focuses on customer reviews for Allocation, a specialist in technology for direct materials sourcing and supplier management for manufacturers and producers who have complex processes.

The applicable SolutionMap categories for this report are Sourcing and Supplier Relationship Management & Risk. SolutionMap Insider members can read about Allocation 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. (The users’ names and companies are kept anonymous.)

Beeline update: VMS veteran makes strides on partner network, UI, services procurement, direct sourcing [PRO]

After about a year since our last meeting with Beeline, Spend Matters recently had the opportunity to be briefed by its team on developments related to the comprehensive Beeline global VMS solution. One thing is for sure: Beeline is not resting on its laurels. Now celebrating its 20th year in business, the company is growing and responding to market changes.

In this PRO review, we present what we learned in the briefing, which covered a number of areas:

* Business overall
* Partner ecosystem (including key new partnerships)
* UI upgrade
* Candidate evaluation experience (including new evaluation partnership)
* Services procurement (including independent contractor solution, compliance and complex sourcing)
* Direct sourcing (including a direct sourcing platform partnership)

This brief will conclude with our thoughts on the recent briefing.

SIG Executive Summit: Partnerships, Pashmina Rebellions and Polish

Three members of the Spend Matters crew came down to Carlsbad, California, for SIG’s Global Executive Summit. Pierre Mitchell, Sheena Smith and I have all enjoyed our time (and this gorgeous Southern California sunshine) so far. As the first day of the Summit kicked off Tuesday, I took the stage for a couple of minutes to announce Spend Matters’ partnership with SIG (later, I’ll share a bit more on the session that Pierre and I presented).

It was a true honor to announce the relationship to SIG members alongside my longtime friend and SIG Founder Dawn Tiura, but I had to ask why they only provided silky pashminas to delegates who get chilly vs. a slightly more masculine tweed scarf. Alas, this inspired a few of my fellow manly delegates to take the stage during a lunchtime panel in a pashmina rebellion, usurping the silky garments in a dapper manner.

In all seriousness, SIG thinks of EVERY detail for delegates. And our first day included a lot of insights.

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

This week’s SolutionMap Customer Insights report focuses on customer reviews for SynerTrade, a source-to-pay suite provider. The applicable SolutionMap categories for this report are Source-to-Pay, Procure-to-Pay, and Strategic Procurement Technologies (SPT includes Sourcing, Analytics, CLM and SRM).

SolutionMap Insider members can read about SynerTrade 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.

Use of eProcurement software evolves to mitigate costs, risks and add strategic insights, report says

As business executives become more interested in the use of electronic procurement software — or eProcurement — as a means to bring about more proactive results, industry leaders have begun to use the technology to target new methods of cost reduction and to yield growth and insights amid evolving industry standards.

In a recent report by Levvel Research, “2019 Procurement Insight Report,” experts discuss industry trends and business spend management strategies, which were collected in a market-wide survey conducted in April 2019. The research, sponsored by Coupa, evaluates how procurement automation software is being implemented and its effects throughout the industry. In Part 1 of this series, the report said one trend is that more business that are smaller and mid-size companies are considering the switch to digital procurement solutions.

In this article, we’ll look at what the study found about companies that have already adopted digital procurement.

What is a VMS today? Spend Matters’ SolutionMap helps define it 

work intermediation platform

Vendor management system (VMS) solutions have been synonymous with contingent workforce technology for the past two decades, but the functions associated with it have been evolving.

It began as a fit-for-purpose software application for managing temporary staffing suppliers and temporary workers, but over the past 10 years, most of these solutions have added functionality or modules to manage contract services/SOW suppliers and service delivery engagements. In the past five years, some providers of these solutions have grappled with the VMS term and concept. Today, most providers of these types of solutions still refer to themselves as VMS solutions, although their solution footprints vary.

When Spend Matters introduced its first SolutionMap for Contingent Workforce and Services (CW/S) enterprise technology in Q2 2018, it decided to forgo the use of the term VMS in favor of developing separate SolutionMap rankings for distinct technology solutions that addressed three extended workforce categories: (1) Temp Staffing, (2) Contract Services/SOW and (3) Direct Sourcing of Workforce/Services (formerly named “Independent Contract Workers”). This was done in part to sidestep the growing variability of the meaning of the term VMS. But more importantly, it was done based on the belief that the three categories provided a more accurate way to analyze and compare solution capabilities (to be discussed further below).

This SolutionMap Insider brief examines the current status of VMS and how Spend Matters draws a tentative line around what constitutes a VMS solution today. It also provides a high-level view of the “VMS” capabilities and an anonymized analysis of corresponding SolutionMap scores. Lastly, it concludes with questions posed to practitioners and providers about the validity of the definition and concept of VMS presented in this brief.

Smaller, mid-size businesses now looking to digital procurement solutions to cut costs, bolster strategy and growth, report says

Business leaders in the supply chain procurement space are continually seeking out ways to streamline procurement methods and cut costs. As the possibility of a looming recession remains on the minds of decision makers, procurement-minded industry members are considering how electronic procurement software — aka digital procurement or eProcurement — can ease these efforts.

Levvel Research recently launched its “2019 Procurement Insight Report,” which evaluates current industry trends and spend management strategies following a market-wide survey conducted in April 2019. The report, sponsored by Coupa, examines the ways in which procurement automation software is being implemented as procurement teams continue to shift.