“Touch-less” UIs that leverage rules or AI-based models key to automating processes that avoid the need for a user-based UI in the first place ​ The “buying” interface is starting to change: voice, text, spoken, AI-based recommendations, IoT, etc. ​ Messaging is becoming a competitive advantage (but not the messaging you might think of!) ​ Content / knowledge is become integral to applications (e.g., embedding McKinsey-esque charts/reporting)​ Recommendations that incorporate user psychology / behaviors​

1. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 1
Pierre Mitchell
Chief Research Officer
Lynn Gabriel
Chief Operating Officer
Jorge Andujar
Senior Customer Success Manager

2. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 2
• 12 different sites/brands/research
services
• 1,500-2,000+ unique companies visit
daily
• 1,400+ subscribers (paid members)
• A large percentage of Fortune 500
readers monthly
• 125+ free and subscription articles
published weekly across the network
• The only global procurement, supply
chain and trade financing media and
research platform
• A mix of expert contributing analysts
and supporting editors and journalists
Some quick background on us

3. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 3
Our software enables companies to understand how money
flows out of their organizations while establishing better spend
practices and improving communication.

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Source:
Spend Matters-conducted
Consumerized B2B study
administered during between
April and June 2017.

5. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 5
UI in procurement: the present
• UI is becoming a critical factor of technology selection
• Supplier UI/experience is key to adoption and hitting procurement metrics
(and ROI / TCO for buyer)
• Walk-up capability (no training to access 80% of a solution’s value) is
expected
• User guidance is getting better and better – AI-based experiences are
emerging in select areas
• Mobile is ubiquitous
• User interfaces adapt to the user!

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GROWTH MODE
● CEO forecasted growth and wanted to increase scale
● Increased capital expenditures for infrastructure
● Purchase frequency increased beyond current capacity
● Opportunities for vendor relationship improvements
● Using credit cards and Net 30 invoicing for managing purchases

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TIPPING POINT
● Tracking purchases through accounting platform left gaps
● Legacy and non-specialized systems weren’t up to the task
● Investment in human resources
● Wanted to focus on digitization and an easy to use system
across the organization

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THE CHANGE
● User-friendly system was vital for change management
● 10 years without a real spend process
● Growing business requires continuous workflows, spend
policies and communication

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SUCCESS INDICATORS
● Adoption of new organization-wide policies
● All requests are run through a centralized process and system
(Procurify)
● Company-wide alignment on project timelines and cost
without additional employee resources
● The user friendly system and processes make it easy to
onboard as the company experiences rapid growth

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LESSONS LEARNED
● Train, train, then train some more!
● Over-communicate
● Double check that spending is happening wisely
● Don't do this by yourself

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SUMMARY
Before becoming a growing small business, we needed a way
to improve processes outside of the office.
Having an easy to use system has made it easier to implement
effective processes quickly throughout the company.

12. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 12
UI in procurement: the future
• “Touch-less” UIs that leverage rules or AI-based models key to automating
processes that avoid the need for a user-based UI in the first place
• The “buying” interface is starting to change: voice, text, spoken, AI-based
recommendations, IoT, etc.
• Messaging is becoming a competitive advantage (but not the messaging you
might think of!)
• Content / knowledge is become integral to applications (e.g., embedding
McKinsey-esque charts/reporting)
• Recommendations that incorporate user psychology / behaviors

13. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 13
Q&A

14. Copyright © 2017 Azul Partners, Inc. All rights reserved. Not for distribution. 14
Thank you!
Pierre Mitchell
Lynn Gabriel
Jorge Andujar