The document highlights six key trends in the purchase-to-pay (P2P) process for 2016, emphasizing the importance of process efficiency, visibility through analytics, and supplier management. Top performers are identified as those who excel in order placement, invoice processing, and leveraging technology for enhanced performance. Additionally, the document discusses strategies such as using data analytics for spending patterns and optimizing supplier onboarding to drive value beyond mere cost reduction.

1. Prepared for:
Procurement Advisory
March 2016
Six Top Trends in P2P in 2016

2. Presenting your speakers
Susie West
CEO
sharedserviceslink
Mélani Flores
Practice Leader,
Procurement
Advisory EMEA
The Hackett Group
Vishal Patel
Head of
Solutions
Marketing
Tradeshift

3. Prepared for:
Procurement Advisory
March 2016
Six Top Trends in P2P in 2016

4. Procurement Advisory | 4© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
The Hackett Value Grid™ defines P2P Top Performers based on
overall efficiency and effectiveness
Hackett Purchase to Pay Value Grid™
Example Effectiveness
Drivers
 First Pass Match Rate
 On Time Payment Rate
 Level of Spend Visibility
 Streamlined Transaction
Strategy
 Level of Centralisation
 Training Investment
 Compliance to Preferred
Suppliers
 Guided Buying
Effectiveness
 Supply Base
Consolidation
Example Efficiency
Drivers
 Cost per Transaction
 Transactions per FTE
 Span of Control
 Order Cycle Time
 Invoice Processing
Cycle Time
 Percent of Electronic
Transactions
 Level of Automation

5. Procurement Advisory | 5© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Purchase-to-pay Is An End-to-end Process And An Enabler To
Effective Sourcing And Supplier Management
Purchase To Pay
End-to-End
Of Peer
Of Top Performers60%
44%
Strong Alignment Is Key: Designated “P2P" owner accountable for "end-to-end" process
Have a
designated
end-to-end
P2P Owner (e.g. single accountability or “high-
level” of coordination between
Purchasing and Payables)
Source: 2015 Hackett P2P Performance Study

6. Procurement Advisory | 6© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Are Faster At Placing Orders And At Processing
Invoices
Order Cycle Time
Peer
Top
Performer
Source: 2015 Hackett P2P Performance Study
Invoice Cycle Time
5 hours 6 days
15 hours 11 days
72%
60%
PO-Based
Invoices

7. Procurement Advisory | 7© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
While Purchasing Costs Continue To Go Down, AP Costs For Top
Performers Have Flattened As The Focus Has Moved To
Effectiveness And Value Delivery
Source: 2015 Hackett P2P Performance Study & Procurement Benchmark

8. Procurement Advisory | 8© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Changes On The Outside...
Analytics
Robotics
Big data
Mobility
New
Models
Cloud
New
Competition
Hyper
Competition
Extreme
Volatility
Disruptive
Innovation

9. Procurement Advisory | 9© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
…Require Changes On The Inside
Purchase
To
Pay
So, How Do We Align And Support An Agile Enterprise
Hyper
Competition
Extreme
Volatility
Disruptive
Innovation

10. Procurement Advisory | 10© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Six Key Trends in Purchase To Pay
• Enhancing process efficiency
• Optimising processes
• Driving visibility with
analytics
• Anticipating requisitioner
needs
• Creating dynamic
scorecards
• Rationalising supplier data
• Establishing S2P channel strategies
• Monitoring supplier contract compliance
• Addressing internal policy non-compliance
• Guiding and supporting
requisitioners
• Enabling self service
• Streamlining policies
• Defining payment strategy
• Delivering value beyond cost
reduction
• Customising supplier
onboarding
• Identifying fraud

11. Procurement Advisory | 11© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
 Enhancing process efficiency
 Optimising processes
P2P Best Practice Tactics
Process
Automation
Supporting
Business
Agility

12. Procurement Advisory | 12© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Leverage Electronic Transactions Far More Than
Peers, With The Greatest Gap In E-invoice Receipt
Source: 2015 Hackett P2P Performance Study

13. Procurement Advisory | 13© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Are Leading The Transition To More Advanced And
Web-based Solutions For AP Connectivity

14. Procurement Advisory | 14© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Poll
 How mature are you today:
 We use 3rd party networks, EDI, portals today
 We use mainly paper, fax, and email today but are looking to change this
 We use mainly paper, fax, and email today and are not looking to change
this

15. Procurement Advisory | 15© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
• Driving visibility with analytics
• Predicting spending patterns
• Anticipating requisitioner
needs
• Having dynamic scorecards
• Rationalising supplier data
• Identifying internal policy non-
compliance
P2P Best Practice Tactics
Digitalisation of
Information
Taking
Advantage
Of Big Data

16. Procurement Advisory | 16© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Have Higher Levels Of Visibility To Spend At The Line Item
Level, A Key Contributing Factor To Spend Management Effectiveness
Source: 2015 Hackett P2P Performance Study

17. Procurement Advisory | 17© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Have The Benefit Of A More Concentrated Supply
Base And A Cleaner Supplier Master File
Source: 2015 Hackett P2P Performance Study

18. Procurement Advisory | 18© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
The P2P Process Should Enable Savings Capture
The Savings You Negotiated Are Leaking From The Current Process

19. Procurement Advisory | 19© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
• Establishing S2P channel
strategies
• Monitoring supplier contract
compliance
• Streamlining information gathering
• Addressing internal policy non-
compliance
• Customising supplier onboarding
• Streamlining information gathering
• Identifying fraud
P2P Best Practice Tactics
Balancing Risk
And Control
With Efficiency
Protecting
The
Business
from Risk
Making
Compliance
Work

20. Procurement Advisory | 20© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Use A Blended Channel Strategy Based On
Commodity Risk, Balancing Spend Control With Efficiency
Source: 2015 Hackett P2P Performance Study
Optimal Efficiency
Optimal Efficiency
Optimal Efficiency
Optimal Control
Optimal Control
Optimal Efficiency
Optimal Control
Optimal Control
Minimise
Travel, Pcard, Debit/Pay Cards
Evaluated Receipt Settlement
(ERS) 2-Way Match
Recurring Payment
2-Way Match
Invoice Only
Assumed Receipt
2-Way Match
3-Way Match
Contract/
PO
Contract/
PO
Contract/
PO
Contract/
PO
Invoice
Invoice
Invoice
Receipt
Receipt
Invoice
Credit
Card

21. Procurement Advisory | 21© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Are Leading The Transition To More Integrated
Solutions For Fraud And Error Detection
Source: 2015 Hackett P2P Performance Study
Top Performers recover twice the value through AP recovery audits

22. Procurement Advisory | 22© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
The Supplier Onboarding Process Should Leverage A Custom
Checklist Of Controls And Validation Points
Source: 2015 Hackett P2P Performance Study
Traditional
Vendor Master File
Focused primarily on ERP fields
needed to place POs, pay
invoices, and analyse spend
Supplier Lifecycle Management
• Customised data gathering based on
category and supplier profiling
• Organising and managing all key
supplier information more efficiently
and effectively
Tying information into knowledge,
intelligence, and analytics
Supplier Lifecycle Management (SIM) solutions are helping to integrate onboarding
validation with broader risk and supplier management goals

23. Procurement Advisory | 23© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
• Delivering value beyond cost
reduction
• Defining payment strategy
P2P Best Practice Tactics
Value
Contribution
Contributing
To Cost And
Cash
Objectives

24. Procurement Advisory | 24© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
As P2P Organisations Mature And Deliver High Levels Of
Performance, The Value They Deliver Evolve As Well

25. Procurement Advisory | 25© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Collaborate And Use Technology To Optimise Cash
And Cost Savings Derived From Payment Strategy Initiatives
Early Payment Discounts Taken
as a Percent Of Available
Days Payable Outstanding
Source: 2015 Hackett P2P Performance Study
At Top
Performer
94%
70%
At Peers
Standard
Terms
Applied
7%
Top
Performer
Peers
23
Days
Top
Quartile
Bottom
Quartile
Difference
Difference

26. Procurement Advisory | 26© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Poll
 Which of the following are you doing:
 We are using our own cash to fund dynamic discounting
 We are using 3rd party cash to fund SCF
 We are using one of the above and stretching terms too
 We are not using one of the above but we are stretching terms
 We are not doing any of the above today, but are planning to

27. Procurement Advisory | 27© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
 Guiding and supporting
requisitioners
 Streamlining policies
 Enabling self service
P2P Best Practice Tactics
Internal Stakeholder
Centricity
Becoming
Customer
Centric

28. Procurement Advisory | 28© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Top Performers Guide Requestors To Preferred Sources Of Supply
Using E-procurement Tools
Indirect Requisitions Supported by Catalog
Content vs Free Text
Source: 2015 Hackett P2P Performance Study
54%38%
Of Top
Performer85%
61%
Organisations
managing
compliance by
monitoring the
use of proper
channels
83%
44%
Of Peers
Effectively drive
requisitioners to
the preferred &
channel,
supplier, price
Of Top
Performer
Of Peers

29. Procurement Advisory | 29© 2016 The Hackett Group, Inc. All rights reserved. Reproduction of this document or any portion thereof without prior written consent is prohibited.
Tracking Invoice Inquiry Response Times Drives The Right
Behaviors By Creating A Strong Stakeholder Focus
Source: 2015 Hackett P2P Performance Study

30. Tradeshift Overview
Vishal Patel
Head of Solutions Marketing

31. 31 | Confidential
Connect to all your suppliers
Single, unified and trusted company profile
Easily connect, collaborate and transact with 100% of
suppliers
No 1:1 siloed interactions - Information shared across
the networ
RISK
PAY
BUY
APPS
Network

32. 32 | Confidential
All supplier processes & interactions in one place
Ability for 3rd-party developers to build tightly
integrated apps quickly and easily
Seamless user experience for users across all
supplier interactions
Unified backend integration
PAY
BUY
APPS
Platform
RISK

33. Procurement, payables, supplier management.
Radically nimble and connected
Supplier Management
Business Apps
AP Automation
All your suppliers. All in one place
eProcurement
PAY
BUY
APPS
Platform
RISK

34. | Confidential
Supplier Managed Information
34
RISKRISK
Suppliers choose what data to keep private or make public
Data goes through approval workflow, then flows directly into your ERP

35. 35 | Confidential
BUY from your suppliers BUY
Virtual store across all your suppliers and product categories. Search, browse, compare, and
check-out with all the products & services available to you. Combine products, a service request,
a free-text order or even an item from any online store.

36. 36 | Confidential
Collaborate and PAY suppliers PAY
Internal stakeholders,
outsourced resources,
suppliers, managers, and
requisitioners can chat and
collaborate together within
Tradeshift during the entire
buying process
Communicating information
and feedback that could easily
be missed means you get the
right order from the beginning –
and lightning-quick processing
times

37. 37 | Confidential
Extend Capabilities with APPS
Easily and quickly extend the value you get from
Tradeshift as your business changes
No more disconnected systems and lengthy
integration projects
PAY
BUY
APPS
Platform
RISK

38. | Confidential
Software built for change, designed for people
Connected. Collaborative. Agile. Data-driven.

39. Thank you!
Vishal Patel
Head of Solutions Marketing
Email: vpa@tradeshift.com
Twitter: VishalP_