In order to cover all that happened during 2019, we’ve brought in our Head Procurement & Invoice Automation, Dirk Fischbach. Dirk has been both an architect of the solution and has played a key role in virtually ALL of the largest and most complex customer cases, globally. In this webinar, Dirk will share his own personal highlights on the following topics: E-procurement in the Nordics vs DACH regions Source-to-Pay and evolving customer requirements for key challenge areas - like services procurement MRO modernization within Procurement The impact of PEPPOL The role content strategies in e-procurement play in supporting accounts payable automation We hope to have an interactive conversation so bring your questions and comments and we can work them into the dialogue.

1. An OpusCapita Webinar
Source-to-Pay
The Year in Review

2. AGENDA
▪ Introductions
▪ Source-to-Pay 2019
▪ Nordics vs DACH
▪ Evolving requirements
▪ Looking ahead to 2020
▪ Content strategies
▪ Services Procurement
▪ Closing remarks

3. Rowan Lemley (host)
INTRODUCTIONS
Dirk Fischbach - Head of Procurement
and Invoice Automation Solutions at
OpusCapita

4. OPUSCAPITA BY THE NUMBERS
Established 1984
~400 Employees
65m € Revenue 2018
3000 Customers with
users in over 100
Countries
Over 1 Million Suppliers
and 100,000,000
eTransactions
Over 40,000,000
products and services
bought & sold
Over 130 Billion € in
payments annually

5. GLOBAL
PAYMENTS
PAYABLES
AUTOMATION
SOURCING &
SUPPLIER
ENGAGEMENT
RECEIVABLES
AUTOMATION
OPERATIONAL
PROCUREMENT
CASH
MANAGEMENT
Comprehensive
supplier information
management and
agile sourcing for
goods and services.
Improve your cash
inflows and reduce
the time spent
matching payments
to invoices.
Create a centralized
product catalog with
a modern guided
buying experience
with full mobility.
Consolidate and
optimize your in-
house bank and
liquidity
management
functions.
Enable control and
compliance over AP while
dramatically lowering
transactional costs.
Connect directly to over
200 banks, SWIFT certified
for global payment
coverage.
OpusCapita is a platform
that combines source-to-
pay & cash management,
enabling full source-to-cash
process optimization.
HOW WE SUPPORT YOU
CONNECT, TRANSACT
AND GROW ON THE
OPUSCAPITA BUSINESS
NETWORK

6. DIGITAL OPTIMIZATION
The process of using digital
technology to improve existing
operating processes and/or
business models.
DIGITAL TRANSFORMATION
The process of exploiting the
latest digital technologies and
practices to create a new
sustainable digital business
model.
THE PATH TO BECOMING A DIGITAL BUSINESS
Gartner, Digital Business Transformation: Closing the Gap Between Ambition and Reality, Ian Cox, Kristin Moyer, 18 June 2018.

7. CUSTOMERS
Manufacturing MRORetail Others

8. Source-to-Pay in 2019

9. 0%
10%
20%
30%
40%
50%
60%
70%
Finland Norway Sweden All [100;250] ]250;500] ]500;1000] >1000
By Country By Employees
Complexity
Changing business needs or unplanned projects
Knowledge/information sharing (e.g. preferred
supplier lists, valid contract etc.)
Talent availability
Stakeholder support
Data management
Other
What are the biggest challenges faced by procurement?
Complexity – it’s closely linked to risk

10. More legacy
systems/processes
Procurement focused
Lots of heavy industry
Modern
Finance centric
More services, less
manufacturing
Nordics vs DACH
GERMAN
NORDIC

11. Sourcing & Supplier
Engagement
Agile vs heavy
sourcing
Supplier information
management
Onboarding
Operational
Procurement
Automation
Buyer tools
Collaboration
Invoice Handling
Zero-tolerance for
paper
Payments
Cash Management
Evolving Requirements

12. SERVICE
CONFIGURATOR
SUPPLIER
CONFIRMATION
ORDER
The technician uses
service configurator to
easily create a
requisition for the
specific parts - onsite.
With confirmation that
the supplier can deliver,
the order can be placed
immediately.
A requisition for a
non-standard
part requires
confirmation from
the supplier.
This large Germany company manufactures, installs
and services elevators around the world. The servicing
is done on-site, and parts are sourced as close to the
site as possible. There are many non-standard parts in
any elevator and suppliers are often asked to
customize a given order.
Procurement Evolution
in Practice
CHALLENGES
▪ Finding source of supply
▪ Timely servicing
▪ Control & Visibility
STAKEHOLDERS
▪ Onsite technician
▪ Supplier
▪ Category Manager

13. Looking Ahead to 2020

14. Which of the following category areas present the greatest challenges?
0%
10%
20%
30%
40%
50%
60%
70%
80%
Finland Norway Sweden All [100;250] ]250;500] ]500;1000] >1000
By Country By Employees
Services
Logistics
Product & service bundles
Commodities (energy, raw materials)
Subscription technology (cloud/SaaS)
MRO
Other
Services – an expanding issue

15. Staff Services
Business cards
Corporate Credit Cards
Printing
Meeting room services
Rights management
Communication
Services
Mobile telephony
Data carriers
Accessory products
Event services
Temp Work & Labor Leasing
IT service provider
Temporary workers
Consultants
Contract extensions
Maintenance Services
Emergency Maintenance
Road Services
Driver Services
Electrical Services
Machining Services
Information Services
Market research
Subscriptions
Software
Publications
Credit reports
Facility Management
Office relocations
Room cleaning
Access rights
Security services
Common
Categories
SERVICES PROCUREMENT

16. What is a Content Strategy for eProcurement?
Your Company
Key SupplierKey Supplier
Long Tail
Key Supplier
Key Supplier
Key Supplier
Punch Out
APIKey Supplier
Key Supplier
Key Supplier
eCatalogs

17. Why Content Strategies Will Become More Important
Centralized
purchasing
More on-contract
spend
Increased variety of
spend categories
Streamlined process
Less effort
managing long-tail
Compliant

18. Customers
Maersk
Global one-stop-shop
18,500 catalog loads
+750 suppliers
14 punch-out catalogs
7 million prices in 650
locations
Miele and OpusCapita co-
developed new professional
Buyer Tools which are used in
production today – the full
system will be used rolled-out
to 49 countries.
Equinor
Equinor wanted a: “Cross Source
Search Engine, where our
requisitioners can have easy
access to all available materials
and services regardless of where
these originates from (i.e.
masterdata, punch-out, internal
catalogues, etc.).“
Miele

19. Closing Remarks
Dirk Fischbach - Head of Procurement
and Invoice Automation Solutions at
OpusCapita

20. Digitalizing global trade
One customer at a time
What we do.
How we do it.