Leverage the Power of B2B Networks and eProcurement Determine Jeff Grossman Chief Operating Officer
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Leverage the Power of B2B Networks and eProcurement
Determine
Jeff GrossmanChief Operating Officer
Copyright ©2018 Determine, Inc. All rights reserved.
Leverage the Power of B2B
Networks and eProcurement
Copyright ©2018 Determine, Inc. All rights reserved.
B2B2B2B: The State of Business
In 2015 it was estimated that
“over 40% of all US business-to-business (B2B)
activity and 20% of global B2B sales
are conducted through electronic channels.”
— Forrester, Vendor Landscape: B2B Business Networks
Copyright ©2018 Determine, Inc. All rights reserved.
Network ≠ Platform ≠ Application
Let’s clarify what we’re talking about:
Applications
Single point solution
that solves specific
business problems
Platforms
Solve many business
problems for a particular
buying organization
Networks
Connecting Many-to-Many
supplier and buyer
connections
Copyright ©2018 Determine, Inc. All rights reserved.
Network vs. Platform
Different, but complementary:A network is a combination of both transactions and collaboration; not just document
transfer, but more collaboration around performance management and quality
Vertical-based Industry
Networks
Moved more into supplier
chain collaboration
and document exchange;
Mostly for directs, but
used indirects.
Cross Industry
PO/Invoice Networks
Outbound delivery of
PO’s and eInvoicing, now
offer supplier discovery,
catalogue management,
invoice financing /
discounting & dynamic
discounting
EDI-based Networks
Traditionally exchange
agreed upon data sets;
evolved to sharing
SPM data and
documents
Copyright ©2018 Determine, Inc. All rights reserved.
Platform vs. Application
More about strategy than technology:
Applications (point solutions) are
for customers looking to solve
very specific business problems.
Grow out of.
Platforms are for customers looking to
solve a range of interconnected
business problems across departments
and functions. Grow into.
CLMSourcing
Procurement
Invoicing
Supplier
Management
SourcingCLM
Supplier
Management
Procurement
Invoicing
FinanceFinance
Copyright ©2018 Determine, Inc. All rights reserved.
Separating Hype from Fact
Where do these appear on the Gartner Hype Cycle for Procurement?
Copyright ©2018 Determine, Inc. All rights reserved.
1 + 1 + 1 = 8
Combining approaches for exponential benefits
● Best of breed applications plus a strong network achieves a higher level of benefits
● Not to be confused with a platform
Improved
Efficiency
Stronger
Relationship
Stricter
Compliance
Better
Obligation
Management+ + +
Copyright ©2018 Determine, Inc. All rights reserved.
Setting KPIs
What Matters to Organizations?
● Greater efficiencies in their
relationships with suppliers
● Better visibility into risk
Copyright ©2018 Determine, Inc. All rights reserved.
Setting KPIs
What Matters to CPO’s?
Better processes as a team goal (a significant shift from savings - the perpetual
number one aim) - Process improvement is also the most difficult to achieve
Copyright ©2018 Determine, Inc. All rights reserved.
Focus on: Efficiency
Improved efficiency means:
● Less time searching for new
suppliers
● More time for more strategic
initiatives
● More spend unders
management
Copyright ©2018 Determine, Inc. All rights reserved.
Aligning Efforts, Suppliers, Goals
Where it all comes together
The benefits of using Networks, Platforms and Applications improves:
● Efficiencies
● Relationships
● Goal Alignment
Copyright ©2018 Determine, Inc. All rights reserved.
Maturity
Leveraging the best features
Networks
Connecting Many-to-Many
supplier and buyer
connections
Platforms
Fully integrated solutions
with shared data
Applications
Solves limited business
problems dictated by
budget constraints
Level
Copyright ©2018 Determine, Inc. All rights reserved.
Q&A
Evaluation How-to:
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Why?
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1. Select Sessions
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How?
COMPLETE &
SUBMIT EVAL
Workshop # 9
Determine
Jeff Grossman
Chief Operating Officer
202-615-0756
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Leverage the Power of B2B Networks and
eProcurement
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