Do More with Unified Sourcing and Supplier Engagement
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How does “obsessing over the customer” translate to big business value? Before Scout’s inception in 2014, industry conversations exposed an overlooked, yet pivotal, business challenge for Sourcing and Procurement. Fast forward to hundreds of interviews, refined prototypes, many late nights, and over 175 customers later, now we’re onto something big. Join Scout’s co-founders for SPARK’s opening keynote as we take you on this journey to re-define the future of Strategic Sourcing.
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Do More with Unified Sourcing and Supplier Engagement
- 2. GOALS
- 6. HAVE FUN
- 7. SPEAKERS
- 8. 5:45 PM – 7:45 PM February 26, 2109 Live Music | Salsa Dancers Tapas | Cocktails | Networking And more…
- 9. STATE OF THE UNION
- 13. HEALTHCARE & SCIENCE HOSPITALITY & CPG FINANCE & OTHER INDUSTRIES RETAILMANUFACTURINGSOFTWARE & TECHNOLOGY HEALTHCARE & SCIENCE HOSPITALITY & CPG FINANCE & OTHER INDUSTRIESRETAILMANUFACTURINGSOFTWARE & TECHNOLOGY
- 14. RFPs EASY TO USE AND COLLABORATIVE 42K+ Events run 3.7K+ Auctions Growth from last year’s SPARK 2X
- 15. Intake & Pipeline TRACKING AND REPORTING $23B+ Projects tracked via pipeline 39K+ Projects started in Scout
- 17. USERS Growth from last year’s SPARK 2X
- 18. 4.9 out of 5 as of November 1st, 2018 - 56 Reviews The Highest Rated & Top Reviewed Strategic Sourcing Platform
- 22. OUR VISION
- 23. Be the Single Source of Truth for Sourcing OUR VISION
- 24. 3SHIFTS
- 25. 3SHIFTS
- 26. 3SHIFTS
- 27. SHIFT 1 Features
- 29. SOURCING & AUCTIONS THE SOURCING PLATFORM
- 30. PIPELINE & SAVING TRACKING INTAKE (Stakeholders) THE SOURCING AND SUPPLIER ENGAGEMENT PLATFORM
- 31. CONTRACTS SUPPLIER FORMS AND SUPPLIER PERFORMANCE THE SOURCING AND SUPPLIER ENGAGEMENT PLATFORM
- 32. Renewal & New Projects On-Going Risk Management PIPELINE & SAVING TRACKING SOURCING & AUCTIONS CONTRACTS SUPPLIER FORMS AND SUPPLIER PERFORMANCE INTAKE (Stakeholders) THE SOURCING AND SUPPLIER ENGAGEMENT PLATFORM
- 36. SHI FT 3 Monolithic Connected
- 38. Give Credit Salesforce Blog: What is the Fourth Industrial Revolution
- 39. INDUSTRY SHIFTS Features Adoption Compliance Impact Monolithic Connected
- 40. INDUSTRY SHIFTS More Impact More Connected • Easy UX • Savings • Collaboration • Innovation • APIs • Connectors • Partners
- 41. DO MORE WITH
- 42. #scoutspark John Bruno Betsy Bland Kenny ChastenSarah Toomey
- 44. #scoutspark Anaplan is a cloud-based, enterprise SaaS provider transforming the way decisions are made. We are pioneering Connected Planning, which we believe is the next essential cloud software category because it transforms planning by connecting people, data and plans to accelerate business success at every level within every organization.
- 45. The Anaplan Way Building a More Connected Sourcing Strategy SARAH TOOMEY Head of Global Procurement Anaplan
- 47. #scoutspark Expand: - RFP policy - Tiered Suppliers - Enforce QBRs - Category reviews - Spend management leveraging Anaplan <2017 Infrastructure 2018 Transformation 2019 Maturation 2020+ Evolution Launch: - Procurement ops - Formalize contracts - Implement Docusign Implement: - Scout to manage and document approvals - Anaplan model to improve visibility Improve: - Compliance - Informed buying - Automation - Extend Connected Planning with the Anaplan platform After focusing on developing a strategy and building a foundation, continuing to iterate the goals for the organization as we grow. Background
- 48. #scoutspark Data People Plans Integrate data to provide visibility Collaborate to make decisions in real-time Execute plans for suppliers and stakeholders Anaplan is all about connecting people, data, and plans to accelerate business success within every organization. Connected Planning
- 49. #scoutspark ProcessPeopleTech With the right process implemented, people to lead, and tools to enable, our team acts as the quarterback for indirect spend at Anaplan. Request Sourcing Review Approvals Contract Savings Payment Management Requestor Procurement Team APLegal, Security, IT Ecosystem
- 50. Thank You! Sarah Toomey| stoomey@anaplan.com
- 51. #scoutspark Workday was founded on a disruptive idea: to put people at the center of enterprise software. Now, over a decade later, we still deliver on that idea every day.
- 52. Enterprise Integrations Ensuring Success from Source to Contract with Workday BETSY BLAND VP Corporate Strategy Workday JOHN BRUNO VP Global Real Estate, Workplace & Procurement Workday
- 53. Workday at a Glance 98% Customer Satisfaction 10K+ # of Employees 2300+ Customers 70%+ Customers Live 31M Workers $2.1B Revenue to Date 36% Growth Named a Leader by Industry Experts GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, and is used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Customers Workday Confidential
- 54. Planning Financial Management Human Capital Management Analytics and Benchmarking Workday Confidential
- 55. Workday Financial Management Procure to Pay Requisitions and POs Receiving Payables Supplier Management Contract to Cash Contracts Billing Revenue Recognition Receivables Collections Staff to Deliver Project Management Resource Management Project Financials Project Billing Labor Costing Expense to Reimburse Expense Reports Mobile Expenses Spend Authorization Settlements Put-Away Stock Management Fulfillment Replenishment Stock to Replenish General Ledger Global Consolidations Financial Statements Cash Management Asset Management Record to Report Planning Financial Management Human Capital Management Analytics and Benchmarking Workday Confidential
- 56. Workday Procurement Momentum <$250M $1B+$250M - $1B Revenue 500+ Workday Procurement Customers Workday Confidential
- 57. • Strategic Workday Partner • Workday Ventures Investment • Workday on Workday (WoW) Pilot Workday Confidential
- 58. Better Together Supplier Management Catalog & Item Management Purchase Invoice & Pay Source Shop & Request Receive Workday Confidential
- 59. ScoutRFP – Functionality, Customizations, Evaluation Pilot Launch | Develop During Pilot | Evaluate Use Case | Pre-pilot Workday Customizations Intake Pipeline Sourcing Reporting New Modules Next Scout Release • Replicate current pipeline • Iterate & adopt Scout functionality / best practices • Project type dynamic work flows • RF(x) Templates • Scorecard Template • Standard Communication Templates • Questionnaires ⁃ PEC/SEC ⁃ Fastbuy ⁃ Lease • Enhancements ⁃ Process ⁃ Communication ⁃ Questionnaires • Standard - out of box • Custom reporting ⁃ Replicate current pipeline reporting ⁃ Replicate checklist reporting ⁃ Additional reporting • Intake questions • Project type specific intake & process flow • Business unit facing process (pilot pre- launch) Supplier Pre-Qual. • PEC/SEC Review • Legal • Supplier Set-up • Rev mgmt. • Turn tracking • Repository • Expiration mgmt. • Notifications • Docusign Contracts Auctions Workday Confidential
- 60. Sourcing Pipeline – Excel(Before) Stand-Alone Document | Manual Output Workday Confidential
- 61. Sourcing Pipeline – ScoutRFP (After) Cleaner Interface | Intuitive Format | Automated Output Workday Confidential
- 62. ScoutRFP - Tool Workday Confidential
- 63. Source To Procure Workflow (Before) Multiple Tools and Hand-Overs | Complex Workflow Workday Confidential
- 64. Source To Procure Workflow (After) Consolidated Tools | Simpler Workflow Managed via Sourcing Purchase Order (PO) Issued By Buyer Goods & Services Delivered Existing Supplier Same Goods or Services (Existing Legal Terms) New Supplier Existing Supplier New Goods or Services Contract Review Request in ServiceNow (Managed By Sourcing & Procurement) Create Purchase Requisition (Business, or, Procurement Creates Requisition) in Workday Engage Sourcing Supplier Selection · RFx · Renewals/Renegotiations · Negotiations Intent to buy goods or services Workday Confidential
- 65. Pier Barattolo Chief Revenue Officer, Density Regarding ScoutRFP - it was convenient to work with the system. In many other systems that I’ve worked with in the past, it requires a long registration process and the user interface is quite cumbersome and hard to get but ScoutRFP is quite convenient and easy to use. We found Scout RFP format to be very easy to use and save your work. When completing the questions having a meter that lets you know how much you have completed for the submission. Love seeing 100% complete and then being able to check our work and submit. Overall, very easy to use and easy to understand. Scout RFP - we found it very easy to work with. What I particularly liked was the integration with excel, we ended up exporting it to Google Sheets for cross functional collaboration and input. Dean Rease CEO, Ready America David Rottelman VP Global Sales, PointGrab Workday Confidential
- 66. Thank You! Betsy Bland| betsy.bland@workday.com John Bruno| john.bruno@workday.com
- 67. #scoutspark When you're nearly 80 years old, you have a few stories to tell! We are Wellmark Blue Cross and Blue Shield, an independent licensee of the Blue Cross Blue Shield Association. We're also a mutual insurance company, which means we're owned by our policyholders, not investors — and that's important. Since Wellmark is owned by friends and neighbors throughout Iowa and South Dakota, we know what's important. Wellmark members demand exceptional value. We work hard every day to deliver that by carefully managing costs, providing outstanding customer service and empowering our members to stay healthy. And that’s where Procurement comes in!
- 68. Wellmark Shares How to do More with Scout KENNY CHASTEN Chief Procurement Officer Wellmark
- 69. The third-best midsize employer in the nation, according to Forbes Magazine
- 70. #scoutspark Sourcing / Vendor Management / Contract Administration / Asset Management • Centralized procurement function • 23 full-time positions with a $2.9 million operating budget • Chief Procurement Officer a direct report of CFO • $180 million indirect spend • $5 Billion direct spend • Average 183 active pending request daily • Well-positioned with an effective company policy and “exclusive” signature authority • Business-Partner Satisfaction Surveys • 92% satisfaction rolling 12-month period • 90% of request completed within acceptable timeframe • 96% engaged in a timely manner Procurement Services @ Wellmark
- 71. #scoutspark Background: 2018 Goals & Accomplishments • More than $11 million in reported Indirect savings. • $120 million in reported Direct savings. • Successful implementation of Scout Intake (“enterprise-wide”), Pipeline, Sourcing, and Supplier Directory. • Successful Vendor Management Program: - 100% of Vendor population segmented and tiered. - Vendor Management Steering Committee (9 Officers) - 37 Tier 1 Vendors - 56 Tier 2 Vendors
- 72. #scoutspark 2019 Procurement Services Goals • Maximize savings opportunities • Maintain or improve Business-partner satisfaction • Successful implementation of Contract Lifecycle Management program • “All things vendor” in Scout including: -SRM (replacing existing Sharepoint site) -Contracts (replace IBM Emptoris) -Pre-contract and Post-contract Due diligence (Forms) -Power BI Reporting -Satisfaction surveys **Enterprise Transparency**
- 73. Thank You! Kenny Chasten | chastenk@wellmark.com
- 75. Jeff Immelt Former CEO/Chairman of GE Leading Through Change and Focused Transformation
- 77. Productivity needs a “reboot” 3.0% 0.5% Previous Now • Productivity slump • Negative impact on growth • Requires investment & outcomes • Risk to jobs The Problem We Are Solving
- 78. Leading Digital Transformation Build a belief system that data is a competitive advantage (at the top … “the art of the possible”) Develop new ways to work (breakthrough inertia) “Re-frame” the enterprise CIO/CDO … talent + technology Empower users Define what is “core” Drive outcomes … productivity, cash, share, customer value, speed, security, etc. 1 2 3
- 79. INNOVATION Robotics/RPA Autonomous AI/ML Cloud Analytics/data Security Blockchain Digital twins Mobility Apps (more coming) JOBS Administration Science/research Engineering Field/service Manufacturing Global Job Creating OR Job Destroying Own OR Outsource Future of Work
- 80. Slow Implementation Pay for “Wave 2” Digital Investments Fast Benefit RPA Sourcing tools Analytics “Wave 1” Investment Prioritization
- 81. BRAINS + BITE + Map the industry & ecosystem … risk & margin + Partner with sales & engineering … drive speed + Own your tools … transparency, data labs, should cost + Typically you are the cyber weak link + Very few things are “win-win” Sourcing Leaders
Editor's Notes
- Stan: Sourcing, Center Stage When we build Scout our desire was to build something specific for the sourcing function and at Spark we want to put Sourcing, Center Stage. No better venue then SFJazz!
- Alex: Review Goals for the next 2 days
- Alex: Review Agenda & Goals for the next 2 days The next two days are filled with amazing sessions Our goal at Spark: Business Update Product Vision Educate & Network Have Fun This morning we’re going to start on a more educational and inspiration route with speakers that will include Jeff I, Mckinsey, Kate @ VSP. In the afternoon, we’re breaking down into smaller groups and doing three sessions at a time. Some are focused on Scout and other on industry topics that we get a lot of questions about. Check the agenda and get there on time! In the evening, we have our Havana Nights party so get ready to for some fun!
- Alex: Review Agenda & Goals for the next 2 days The next two days are filled with amazing sessions Our goal at Spark: Business Update Product Vision Educate & Network Have Fun
- Alex: Review Agenda & Goals for the next 2 days The next two days are filled with amazing sessions Our goal at Spark: Business Update Product Vision Educate & Network Have Fun
- Alex: Review Agenda & Goals for the next 2 days The next two days are filled with amazing sessions Our goal at Spark: Business Update Product Vision Educate & Network Have Fun
- Alex: This morning we’re going to start on a more educational and inspiration route with speakers that will include Jeff I, Mckinsey, Kate @ VSP. In the afternoon, we’re breaking down into smaller groups and doing three sessions at a time. Some are focused on Scout and other on industry topics that we get a lot of questions about. Check the agenda and get there on time! In the evening, we have our Havana Nights party so get ready to for some fun!
- Stan: Let’s kick it off with a quick update on our business.
- Stan: Before we go into the future, it’s always good to reflect on our past. State of the Union - what have we done since Spark 2018 2015: Photo of Scout team - slide (stan can you believe it) 2019: Photo of Scout team - slide
- Stan: State of the Union - what have we done since Spark 2018
- Stan: State of the Union - what have we done since Spark 2018
- Talk about the types of customers – small to large -global
- Stan: State of the Union - what have we done since Spark 2018
- Stan: State of the Union - what have we done since Spark 2018 2015: Photo of Scout team - slide (stan can you believe it) 2019: Photo of Scout team - slide
- Stan: State of the Union - what have we done since Spark 2018
- Stan: State of the Union - what have we done since Spark 2018
- Stan: State of the Union - what have we done since Spark 2018
- Stan: State of the Union - what have we done since Spark 2018 Mention Workday & Salesforce as customers first!
- Thank you for making this happen “We want to thank you, our customers, our partners, and all the Scouts who have made this such a great company.” Alex: Stan, can I share something personal? Stan: Alex, of course, pretend it’s just you and me here. Alex: I love Sourcing. I mean, I like procurement. But sourcing is my true love.
- Change slide to I Heart sourcing. Stan: Alex, that’s no secret. It’s why we’re all here. We’re all crazy about Sourcing. Every single person out here who bought Scout believes in the power of sourcing and that there should be amazing tools specifically built for the industry that we love. Especially, the crazy customers in the audience that bought Scout very early on. Alex: We’re all here because we share a vision and to discuss where we see the industry going.
- Alex: We built Scout around sourcing not only because we’re passionate about it, but also because we saw lots of tools focused on procurement. But none really focusing on Sourcing. It was way underserved by our industry.
- So we set out to build a system that’s focused on helping sourcing teams achieve significantly more.
- Today, we want to talk about the two shifts around which we’re building the future of Scout.
- Today, we want to talk about the two shifts around which we’re building the future of Scout.
- Today, we want to talk about the two shifts around which we’re building the future of Scout.
- Alex: The first shift is the shift around we build Scout originally. We did this big study and found out that there is a lot of software with a ton of functionality, but no one was focused on adoption, which meant that often these tools were shelved due to low adoption by buyers, suppliers, and stakeholders.
- And so we built a really simple RFP tool that you could get up and running that day and start getting value out of right away.
- Since then, we’ve been expanding our capabilities while staying true to our first principle.
- The second shift was highlighted to us when we first met Jeff Immelt, who’s seen quite a bit of change over the years. And that is when Enterprise procurement software first came out, it was focused on compliance. Even today, people call it “Business Spend Management.” Software was typically selected at a very high level and pushed down for everyone to use. This is another reason for why usability wasn’t that important for the legacy systems. Today, with business moving so quickly and with the lifespan of large companies that can’t be agile being shortened, the pendulum has shifted from compliance to Impact and Value – Competitive edge.
- The third shift has to do with an age old debate. End to End or Best of Breed? For the longest time, we had to pick. It was well established that either you had to assemble everything yourself (early adopters) or you picked one provider and settled on knowing that you would upset a lot of people. Not to mention, according to industry analysts such as Gartner, 90% end-to-end solutions fail to live up to expectations and don’t see adoption. But they are adored by consulting firms who make millions recommending approaches that don’t see rapid time to value. This isn’t just a procurement question, but something that’s been an issue for software for decades. Fortunately, this compromise is quickly going away. And the name for this shift is “Connected”
- Your quintessential monopoly
- Mulesoft.
- So, as we think about how we’re building Scout, and we have pressure from customers and VC’s to continue to expand our software, these are the trends that we are using to guide us into the future. Now, as you look up here, there’s an important consideration, the left side and the right side are all important. We as a product company don’t see it as an either or. That would be a lazy approach. We want to deliver solutions that meet the merits of all of the virtues above.
- So, as we think about how we’re building Scout, and we have pressure from customers and VC’s to continue to expand our software, these are the trends that we are using to guide us into the future. Now, as you look up here, there’s an important consideration, the left side and the right side are all important. We as a product company don’t see it as an either or. That would be a lazy approach. We want to deliver solutions that meet the merits of all of the virtues above.
- You got us here and we’re going to work hard to make sure that we continue to serve the sourcing community and put you center stage.
- Slide with three company logos
- 7 minutes
- Stan to talk about Anaplan
- Stan to intro Sarah
- Sarah to speak: Thanks Stan for having me today... I’ll start by sharing a bit on where we came from and are going at Anaplan. I wanted to ensure we built a strong process to set a solid foundation to help Anaplan meet our objectives. Anaplan is fast-paced and so we needed to be agile with our procurement processes to accommodate the needs of the business.
- Sarah to speak: When I joined in 2017, the team had done a great job of implementing a procurement ops process with finance and a had a scrappy legal team that was fantastic. However, as time went on and the amount of work piled up, projects were getting delayed due to bandwidth by both procurement and legal and hard to prioritize via email. We had about 700 employees when I joined and 2 on the procurement and sourcing side. Prior to joining Anaplan, I spent a few years at Levi’s where we used Scout for RFPs regularly and when I joined Anaplan, the team used Scout for RFPs here and there. When Scout launched Intake, I saw it as an opportunity to shift our process and to enable our small team to support a high growth company. My first full year was 2018. I focused on transforming our group into a scalable function. One that could grow with us so tracking projects via email was no longer an option. I leaned heavily on Scout to update the way we manage projects and most importantly to document approvals along the way. I also implemented an Anaplan model that pulls in our ERP and PO data to increase visibility and overall management. Finishing the year with 6 people covering procurement ops, sourcing, and built out a T&E function. Our org was just over 1200 globally. As we kick-off 2019, I’ll continue to work with my team and with our counterparts in legal and security to support our org to mature with an emphasis on compliance, informed buying decisions, and automating any of the more tactical pieces. I will work to extend our use within Anaplan, pulling information from Scout and our other platforms, to drive toward connected planning across finance, business units, and leadership And beyond this year, I plan to evolve and elevate our function by expanding our approach to RFPs, tiering our suppliers, and category management with more structure. Expanding spend management to maximize our investments and trying to consolidate when possible cross-functionally.
- At Anaplan, our mantra is connected planning. Driven by collaboration and being able to make real-time decisions. It’s crucial for our team to act quickly and efficiently. We leverage data to provide visibility and to make informed decisions. We collaborate across all functions to make decisions and execute our plans. For procurement this means, making sure we have the right folks engaged in the project early and constant communication to ensure we’re all in lockstep during negotiations and contracting. We all have had the situation where we’re thrown a project too late down the line or where additional stakeholders provide information that pivots the discussion. It’s helpful to have a product like Scout supporting our group since it dovetails with our processes and systems to help us execute our objectives and Scout plays a role in how we achieve connected planning internally. This is important because we believe it’s a new way to make decisions.
- After understanding the background, vision, and our objectives, I created a workflow that could be supported by our procurement, legal, and security functions in a self-service yet collaborative style. All requestors own kicking off a project in Scout which documents our joint commercial and legal reviews and opening a requisition in Workday which documents the financial reviews. The procurement team can then pickup the ball and shepherd the project to completion. Questions From Stan: What features in Scout do you lean on? – A: Milestones and team chat, Both are crucial for us to parallel-path projects and decisions in a collaborative way. We have contracts that come in that need to be reviewed by procurement, legal, security, and often IT… this helps us work together efficiently and with continuity. What are you looking to automate in the future? – A: Would love to have folks submit just in Scout and when we’ve finalized pricing, to kick-off the Req with Workday seamlessly to keep users from having to input additional data that was already provided in Scout when they kicked-off the project. And then leaning on the connection between Scout and Docusign to route agreements again, in a seamless fashion. Then all the data can flow back to our Anaplan model that provides leadership, finance, cost center owners, etc. all with real-time information.
- Let’s start with Workday’s unique vision of bringing planning, execution, and analysis together in one system. We believe this is critical to improve the timeliness and accuracy of data driven decisions across the organization. Further, by having one source for all your data, you now have the ability to Extend that into other areas of your business through the Workday Cloud Platform. The foundation of this vision is The Power of 1 which is an integral principle in our technology strategy and a core value proposition for our customers. The Power of 1 is all about connectedness and the assets that are woven into the very fabric of Workday for all Workday applications to leverage without the need to bolt on new technology, infrastructure, or move data. This applies to our built in Machine Learning services, Workday Assistant, and Skills cloud to name a few. This allows all of our applications to tap into those capabilities to add even more value.
- Built from scratch as part of the Financials team
- AW: 8/27 - Updated names on TS&P org (added Marilou Tantoco and Cynthia Wallace).
- Stan to intro Sarah
- Stan: Sourcing, Center Stage When we build Scout our desire was to build something specific for the sourcing function and at Spark we want to put Sourcing, Center Stage. No better venue then SFJazz!
- Stan - Big thank to Anaplan, Workday, & Wellmark for sharing their journeys with everybody here. Today and tomorrow we want you to listen, network, share stories, and have fun. That is what makes this event so great.) If you have any questions, there are lots of Scouts around if you need anything - just ask Also, If you want to meet with our product or CS team visit the demo bar that will be open the entire day. Alex - incredibly excited to invite our first guest on stage - Jeff I - quick bio