Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. This week, I’ll be reviewing a whitepaper entitled “Five Steps to Improve ROI from Procurement” from Ketera.

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First off, I see this whitepaper being more of a “how to get more out of your eProcurement investment” guide than a true procurement ROI whitepaper. This whitepaper is focused on eProcurement technology, not procurement as an entire function, and is written for what appears to be an IT audience. Those facts are fine, I just thought I’d point them out.

On a side note, I think it is interesting to see how procurement technology providers carve out a niche through the audiences they target. Ariba always struck me as a company that sells to the CFO (using the term “spend management”), Procuri (which was acquired by Ariba a couple of years ago) used the term “supply management” to appeal to procurement or operations executives, and now Ketera appears to be targeting IT executives. There’s nothing wrong with any approach, I’m just fascinated by these types of things.

Anyway, back to the whitepaper. I like to read whitepapers that are short and sweet. At six pages, this definitely qualifies. There is a little more “chest thumping” than I typically see in whitepapers (e.g., “By working closely with Ketera on supplier enablement and supply base management, procurement organizations at all stages of the adoption curve are improving their eProcurement returns”). But despite the small size and these types of interspersed marketing blurbs, there are some discussions of common procurement problems that ring true, such as:

  • “Struggles remain with user adoption and supplier participation because of challenges around supplier on-boarding and content management. As a result, the overall percentage of suppliers that [procurement departments] are able to onboard and proactively manage within their procurement technology infrastructure is a fraction of what it should be, and it is often measured in single or low double digits.”
  • “Procurement organizations often find that maintaining accurate, updated and relevant
    catalog content on dozens – or ideally even hundreds – of suppliers is a significant
  • “Top performing procurement organizations spend approximately twice as much as average performing ones on technology on a per resource basis.”

You can get your own copy of this whitepaper from Ketera’s Web site (registration required).

This will be my last blog post for the week, so I would like to wish all of you a Merry Christmas and/or a Happy Holiday season. I’ll meet you back here next week!

To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
Struggling To Find More Good Resources For Procurement Leaders?
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Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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