Please download the whitepaper - http://www.xoomworks.com/us/procurement-consulting/whitepapers/eadoption-is-there-a-significant-impact-from-well-adopted-systems A recent study, for example, by Aberdeen Group (2011) found best-in-class Procurement functions have 85% of spend under management with the majority using Procurement technology to assist with this. Compare this with less successful Procurement functions that only have 21% of spend under management and tend not to use Procurement technology.

1. eProcurement Adoption
How to increase adoption of your
e-procurement solutions
Simon Hurst David Dolan
pc@xoomworks.com | www.xoomworks.com

2. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
Xoomworks Overview
Is it worth it? - what is the impact of well adopted systems?
Sales vs Reality - it’s not all about the software
How to drive adoption - hints and tips based on our experience
Summary
pc@xoomworks.com | www.xoomworks.com

3. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
14
Years established
UK & Romania
pc@xoomworks.com | www.xoomworks.com
Based
130
Team members
Coupa
Reseller & Implementation Partner
Procurement
Transformation Specialists

4. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
Accelerate savings
through better sourcing
pc@xoomworks.com | www.xoomworks.com
Gain more value from
existing suppliers
Spend visibility &
savings through
compliance & control
Transactional efficiency
& improved cash
management
eSourcing solutions
Supplier, Performance &
Contract Management
solutions
P2P Procurement,
Analytics and Travel &
Expenses solutions
Invoicing &
Supplier Network
solutions
Implementation Add-ons including:
training, supplier enablement, data cleansing, organisational restructuring, testing, integration,
best practice processing, user adoption, vision & branding
XW Performance Management & Spend Analysis
Opportunity Analysis including business cases, blueprinting , roadmap development & strategic advice
Optimisation / Enhancements – technical, business and behavioural
Sourcing delivery
& Tail end spend
Supplier Relationship
Management
Managed Services – 1st, 2nd & 3rd line support & Procurement expertise

5. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
pc@xoomworks.com | www.xoomworks.com
YES!
Best in class companies achieve 85% of spend under management
Adoption of e-sourcing increases negotiated savings
Adoption of P2P increases realised savings
Adopted technology increases efficiency and reduces transaction costs

6. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
Mechanics
Behaviours
Benefits &
Outcomes
Free for all
pc@xoomworks.com | www.xoomworks.com
Restrictive
Confident &
Engaged
Positive &
Trusting
Cost Control
Efficiency Savings
Cost Reduction
Strategic Business
Direction
Mechanics
Hybrid
(Mechanics &Behaviours)
Frustration that Technology has not
delivered its business case
Worried that spending more money
will not fix the problem
Focus more on behavioural aspects
and engage and develop people
Initial
Implementation
Rollout &
Integration
Monitoring &
Refinement

7. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
Early Stakeholder
Engagement
pc@xoomworks.com | www.xoomworks.com
Engage key users during specification phase
Top down communications focused on benefits
Process and
Policy Review
System implementations provide the opportunity to
review and overhaul processes and policies with the
support of senior management
Data Quality Review and cleanse your data
Devise and implement a master data policy
Up Skilling
Your Teams
Confident users = adopting users
Don’t forget your suppliers
Release management is key for SaaS solutions;

8. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
Change
Management
pc@xoomworks.com | www.xoomworks.com
Regular communication from inception onwards
Structured change request process
Category Pipeline
Projects
Build confidence in a supported environment
Target your categories appropriately
Engagement
Programmes
Training sessions can be used as a sales pitch
Create cross company competition
Carrot or Stick?
Compliance reporting, comms and training
or
Mandated processes and policies

9. Agenda Xoomworks Overview
Is it worth it? Sales vs Reality How to drive adoption Summary
User adoption takes time and effort
Use Business Intelligence to identify the need for adoption
Engage with the business
Watch the savings roll in………
pc@xoomworks.com | www.xoomworks.com

10. THANK YOU
for attending
To find out more:
Visit our website at www.xoomworks.com
Email us at procurement@xoomworks.com