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28 June 2012 | Adam Leach
Buyers should use company-wide projects or goals to demonstrate the value of purchase-to-pay systems to drive adoption of them, a senior analyst has said.
During yesterday’s CPO Agenda webinar on ‘The important role of procure-to-pay technology in your move to strategic sourcing’, 900 delegates heard presentations on the strategic value offered by the technology. Bikesh Mohanty, associate director, product management at Zycus, which sponsored the event, said a lack of compliance among users would cause problems, such as a disrupted workflow and budgets being re-routed.
Duncan Jones, vice president and principal analyst at Forrester, said to get compliance, buyers needed to take a “carrot and stick approach”. Asked how to get departments who were resistant to using purchase-to-pay systems to use them, Jones advised buyers to: “Seize on one of the corporate goals and show how your project will support those goals.”
Giving an example, he said: “I spoke with an organisation that had recently introduced a strong compliance culture across all sorts of areas. Risk and compliance were their top priorities and the procurement head was able to show how his project would improve compliance across the organisation.”
Those tuned in were asked to identify what they see as the biggest benefit from having a purchase-to-pay system. Streamlining the buying process came top, chosen by 38 per cent of respondents. Realising negotiated savings was second, (26 per cent), followed by ensuring compliance (23 per cent) and gaining visibility (13 per cent).
☛ The webinar will be available for download on the CPO Agenda website shortly.