Presentation from Mobile Application Expert Chris Farrell and Punchout2Go CEO Brady Behrman about Mobile Procurement and Mobile Shopping.

1. THE MOBILE WORKFORCE
VALUE IN A 24/7 BUSINESS
AUGUST 8, 2016 SciQuest Next Level 16The Mobile Workforce
Chris Farrell
Advisor, Enterprise
Solutions at Pogo
Brady Behrman
CEO
PunchOut2Go

2. FIR
Fun. Interactive. Rewarding
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“The key to measuring an App’s success is not
downloads. It’s usage.”
Andy Farrell, Pogo CEO
How do you make Apps more usable?
FIR
▪ Fun
▪ Interactive
▪ Rewarding

3. THE MOBILE
WORKFORCE
AGENDA
3AUGUST 8, 2016 SciQuest Next Level 16
1 Mobile by the Numbers
2 Mobile Criticality and Value
3 eShopping Technology Advancements
4 Making Mobile Apps Work
5 Challenges of Successful Mobility
6 Results and Recommendations

4. MOBILE PHONE (SMART PHONE)
OWNERSHIP IN THE US
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2011 – 35%
2016 – 72%
18 – 35 years old: 92%
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2016
Percentage of US Adults that own a Smartphone
2011

5. ON-LINE SHOPPING TRENDS
5
▪ Multi-Screening
• Shopping online through multiple device types
• Steady increase in shopping – now more than 50%
• Concurrent with overall decline in multi-screening
▪ US eCommerce Conversion Rates (4Q 2015)
• Overall 3.62%
• Traditional Platforms 4.66%
• Tablets 3.89%
• Smart Phone 1.43% (UK: 3.05%)
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Source: smartinsights.com

6. ACCESSING CONTENT
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▪ 90% of Mobile Content access is via Apps
“It’s an App World. The Web just lives in it.” – Yahoo Flurry
▪ Mobile Research Breakdown: Where do People begin
their research on smartphones?
Search Engines 48%
Branded Web Site 33%
Branded Apps 26%
▪ These numbers are for all US adults. The numbers for
Younger adults (18 – 35) are more skewed to mobile
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7. MOBILE VALUE PROPOSITIONS
▪ Enabling Mobile isn’t a simple decision
▪ Mobile for the “sake of Mobile” isn’t appropriate
▪ Business system and process characteristics
appropriate for mobile value proposition
• Access Anytime
• Access Anywhere
• Real-time pressure on tasks
▪ But just having an App isn’t enough …
Make an organizational decision to “Go Mobile”

8. LIKE E-PROCUREMENT, ADOPTION IS KEY TO A
SUCCESSFUL MOBILE STRATEGY
Stickiness, not download count, is best measure of success
How do you make an App sticky?
▪ Usable
• Fits within the scope of business needs
• Available regardless of connection status
▪ Interactive
• Delivers valuable information
• Progresses along processes
▪ Fulfilling
• Accomplishes tasks and meets goals
• Gives constant value through multiple processes

9. CHANGES IN SUPPLIER TECHNOLOGY
▪ Supplier Adoption
▪ Usability Requirements

10. SUPPLIER ADOPTION
▪ How well suited are
suppliers?
▪ How can buyers better
leverage technology to
streamline their spend?
▪ What do Suppliers
need to do?
▪ What does the
landscape look like?

11. USABILITY REQUIREMENTS
▪ What does it mean for a supplier to be Mobile-Ready
and what are you looking for?
NO YES

12. WHAT DOES THE PURCHASING PROCESS
LOOK LIKE?
We need to
buy things
Access to Purchasing System
Search for product(s)
Add items to Cart
Check Budget
Submit
Approval Process
Place Order Purchasing

13. WEB TO MOBILE
USABLE, INTERACTIVE, FULFILLING
Functionality in eShopping
Mobile Requirements
Access to Purchasing System
Search for product(s)
Add item(s) to Cart
Check Budget
Submit
Approval Process
Place Order
Full Shopping Functionality
Approval Capabilities
Go Beyond Purchasing

14. SHOPPING WORKFLOW PROCESSES
eShopping AccountingSourcing Contract Management

15. MAKING A STICKY APP
USABLE & INTERACTIVE
Fully Functional (compared to Web Site)
UI adjusted to form factor
Support for Full Process
Crosses User Types
Summary of Action Items
Message / Activity Push

16. THE DARK SIDE…
… OF MOBILE

17. CHALLENGES
TECHNOLOGY MANAGEMENT
▪ BYOD Concerns
• Massive Device List for Support
• Electronic Security
• Physical Security
▪ Cross-platform Usability
• Screen Size
• Pipe Size
▪ Supplier Interaction
• “Full Web Site” vs. Mobile Environment
• Support for Catalogs
• Support for Mobile Punch-out

18. CHALLENGES
PERSONNEL
▪ After-Hours Access
• Work / Life Balance
• Overtime Concerns
▪ Misplaced Expectations
• Tethering concerns (Speed)
• 24/7 Issues (“I ordered it Saturday”)
▪ Flooding
• Analogous to Automating Procurement, but NOT A/P
• Untenable Action Counts can Pile Up

19. CHALLENGES
PROPERLY GETTING WORK DONE
▪ Rubber Stamping
• Flooding
• Usability
▪ Timeliness
• Delays Until Mobile App Used
▪ Missing Information
• Unsupported Suppliers

20. RECOMMENDATIONS
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▪ Going Mobile is a question of “When” – not ”If”
• Changes in workforce demographics
• Improving technology
• Blurred lines between Smartphones and Tablets
▪ Flooding concerns are unwarranted
• Always available NOT the same as always on
• It’s procurement, not impulse buys
▪ Mobile Workflow Management through Apps is Critical
• 90% of access via Apps
• Control of communication to devices
AUGUST 8, 2016 SciQuest Next Level 16