Category Archives: RFX

Is Your Strategic Operational Sourcing Not Succinct Enough? Maybe You Need A DeepStream To Tackle That SOS Problem.

DeepStream is a Source-to-Contract (S2C) platform that was founded in 2016 in London, England to empower midsized organizations with affordable, modern, streamlined, but still sufficiently deep source-to-contract capability that would empower their customers to be more efficient, get more spend under management (and savings, or at least cost avoidance in today’s inflationary economy), and award with confidence.

DeepStream was founded by practitioners with experience, built with the guidance of expert consultants and industry leaders and beta customers, and overseen by former implementation consultants with a lot of experience implementing the S2C Mega-Suites (and who know all the issues customers have in implementing, integrating, and maintaining those systems as well as all the reasons they aren’t always the best solution for the mid-market) who are continually developing and improving the system over time.

While DeepStream is designed to very customizeable and very general purpose (and works great for indirect/finished goods and services in general), because it is impossible to be everything to everyone (even though the Big Suites will claim they are), especially from a consulting/guidance perspective, they are highly focussed on the industries their founders are experts in and related industries. Specifically, they are focussed heavily on Energy & Renewable Energy (and O&G), Utilities, MRO, Site/Port Operations, and Consultancies that support these sectors (be they public, private, or quasi — such as public funded, privately managed). (These are the sectors in which they have the process expertise to help you set up your category templates to streamline your sourcing efforts … more on this later.)

The platform started as a core sourcing platform (RFX and Auction), and evolved to support Supplier Information Management, Contract Management (primarily Governance in Sourcing Innovation Terminology), and now offers a public Supplier Network of almost 10,000 suppliers that grows daily (and significantly with every new client. This may sound small compared to the suite supplier networks that claim millions of suppliers, but you need to remember three things: 1] many of these mega-suite networks reach their number by simply importing every government business registry globally, and nowhere near that many suppliers are active in their customer base; 2] DeepStream are focussed on a particular set of sectors which don’t have a super large supply base, and all of their suppliers have been verified as active and being interacted with; and 3] DeepStream expects your ERP/MRP/P2P/AP to be the supplier master and advocates customers only import active suppliers).

Sourcing

Sourcing revolves around a templated event structure, which can be setup by a Full User, the DeepStream services team, or both. (On implementation they will work with you to setup one template per category, as that is their recommended best practice. They have found that trying to cover multiple categories with one template misses the nuances of the individual categories and requires too much customization for every event, and having multiple per category with only slight differences by product/service makes management and upkeep too much work.) These event templates don’t just capture the RFI/P/Q requests, but all stages, including, but not limited to NDA, Onboarding, Prequalification (which can be separate from the RFI to avoid repeated RFIs), RFI, Initial Bid Collection, e-Auction, etc. etc. etc.

When an event is instantiated from a template, which requires only some basic information (name and dates), it will have a pre-populated summary, stages, details, a default evaluation matrix, a team, a starting set of suppliers, and possibly an e-Auction. The buyer can quickly access each event section of each stage and customize as needed. The application supports all standard HTML form functionality for data collection, makes it super easy to build sections, subsections, and questions for data collection, just as easy to build grids for bidding (that can collect all cost elements associated with a product or service, including complex rate cards), even easier to upload bids from a spreadsheet and, if desired, even cut-and-paste spreadsheet/Excel based bids (because it’s not just the favourite tool of a Procurement organization that doesn’t have modern tech, but the favourite tool of Supplier Reps as well). In addition, once instantiated, the event structure is not locked, the request owner or super user can modify it as needed (if more time needs to be added to a stage due to technical or communication issue, if another stage needs to be added because the responses are not differentiated or competitive enough or more requirements are added, and so forth).

Reverse Auctions have a very simple and clean UX and were designed to be easy to grasp, and use, by both buyers and supplier bidders. There is also integrated chat for real-time communication if needed. Buyers see the current total lot cost and suppliers see the current lowest bids, or their rank, in a public or blind manner, and can keep bidding until the time is up or they’ve given their best and final bid.

Evaluation is done using a grid structure on each relevant event section, where sections can be added or removed, by one or more evaluators, who can see all of the bids and responses side by side, including either full details or just summary, filtering down to just what they need to make an evaluation (and eventual award if the event is completely price-based). In a summary evaluation, they can click into the full response history or bid details (especially if the product was broken down into multiple cost components) and if it’s a multi-evaluator event, drill in to see the individual evaluator scores. There’s no graphical representation for bids just yet, but they have added BAFO (Best And Final Offer) capability to clearly designate final bids as well as automatically computing the deltas in bid responses in both percentage (%) and dollar ($) value, which are highlighted in the comparison view. Additional enhanced valuation functionality is planned for future releases.

One very unique feature of the platform is built-in support for collaborators. Most platforms make it easy to add other organizational users, but not so easy to add consultants who are helping on specific categories or projects. In the DeepStream platform, you can define collaborator organizations and users within these organizations and then, on an event, or stage [“page”], basis grant collaborators access at whatever level of access they need (read, comment, evaluate, write, etc.). This means that the platform is also great for niche consultancies as they can add their client as a collaborator and give key stakeholders visibility while managing everything on the customer’s behalf. (And, of course, it’s super easy to add organizational users to each page and grant them the precise level of access they need.)

A second very unique feature is their document management capability. Most RFX platforms just allow upload, with simple version tracking, and that’s it. The DeepStream platform understands there is a workflow around document management, especially where contracts and detailed specifications must be agreed to, and has a detailed set of process-centric statuses that can be associated with each document uploaded (for information only, upload requested, upload deviation, accept, etc. — modifiable by the client if desired) so both sides clearly understand where the document is in a request or negotiation cycle, as well as the ability to tag in-platform messaging to a document, which not only allows for audit trails to be queried at the document level but allows for in-platform discussions around documents to be captured and not only centralizes document communications (which get lost in email) but simplifies acceptance and approvals (of contract-related documents).

Contract Governance

The system allows the storage and management of contracts — which are currently defined as a collection of documents and bids accepted by both sides that are included in an award. The user can define the start and end dates, milestones, review periods and notifications and the platform will notify the appropriate parties when a milestone is do (so the appropriate individual can login and execute that milestone when it is completed, which may include notes or documentation), when a mandatory review has been completed (along with appropriate documentation and possibly future milestone steps if a corrective action is needed), or when a renewal/termination date is coming up on a contract. They don’t have integrated e-signature yet, but it is coming. Nor can they output everything to one single amalgamated PDF, but they haven’t found that to be necessary when most of the documents in the system are stored as DOCX or PDF, and it’s much easier for a user to find and extract just the information they need (original contract, delivery schedule, pricing, spec sheet, etc.) when a contract is stored as a “package” of documents and related system artifacts.

Supplier Management

The foundation of Supplier Management in the platform is the Network where all uploaded suppliers have a common, basic profile, that consists of basic organizational identifies (name, business ids, primary location[s], primary contact[s], etc.), the UNSPSC codes that the organization provides, and the locations they can provide those goods and services to. This makes supplier discovery within their primary industries practical for their rapidly growing customer base.

On top of this, a user can add their own qualification profiles to collect, and maintain, the information they need on the supplier, and these are kept private. When they do this, or when they select network suppliers as their suppliers, they show up in their “My Supplier” view where they can be selected for starting (pre-approved) supplier lists for every sourcing event template that the organization believes they are suitable for.

Finally, each organization has their own “Activity” tab in the supplier view that shows all associated Pre-Qualification questionnaires, Sourcing/RFX events and Contracts with their related status. One click will take the user into the associated document or event.

Dashboard and Reporting

When a user logs in, they see their activity dashboard that summarizes their requests, contracts, notifications, pre-qualification/onboardings, and a few report highlights (mainly negotiated savings and request completion status). It’s kept simple and streamlined so a user can get right to what they need to do when they log in, especially since they are integrating other communication channels besides email for notifications so users only have to log in to do something, not to get a status update.

Reporting right now is very basic, and very process/cycle time centric (which should not be surprising as they do not do spend analysis, preferring to instead integrate with the organization’s current platform, and if the organization does not have one, help the customer find and integrate with an appropriate partner organization for spend analysis). The reporting is really focussed around:

  • Team Productivity: how many requests made, completed, etc., by category, and average cycle time(s)
  • Supplier Engagement: requests received, responded to, awarded, etc. and associated rates and durations

With regards to saving, it’s focussed around:

  • Total Negotiated Savings: that summarizes the total negotiated savings based on the current PPU/RPH, the award rates, and the total number of units/hours requested
  • Total Negotiated Savings from Auction: that summarizes the savings from auctions, as well as savings statistics on an auction basis

Other Features

Standard Drive functionality where the organization can store all of the document templates it needs for its various supplier (pre)qualification and sourcing events.

Easy Query Audit Trails: When you bring up an Event in DeepStream, you can see a history of every action that was taken at every step by every participant (buyer, collaborator, supplier rep, etc.), filter, and export at any time.

Great Help Library:
DeepStream has a very extensive help library that is organized by role and process, to help an average user find the help they are looking for based on where they are in their sourcing process. It also has a built in advanced search function (powered by a custom in-house AI-backed search algorithm trained ONLY on all of the help documentation they have available) that can quickly find the right section of the right document with a reasonably detailed search request. This AI also powers their integrated chat/online help function that can handle full natural language questions and guides the user to right help quickly and easily (if the help exists). Since their help library covers every function on their platform, as well as best practice sourcing processes, the help bot is able to direct a user to the guidance they need and complete a help request roughly 80% of the time.

Multi-Lingual:
The DeepStream platform, including all help documentation, is fully translated into English, French, Spanish, and Portuguese.

Easy Integrations:
Out of the box ERPs include IFS and Dynamics, which are the two most common in the mid-market in their target industries, but they can (and have) integrated with other ERPs and P2P/AP systems. They’ve also integrated with supplier qualification and certification systems (like Avetta) and you can expect more integrations as time goes on. They built on prismatic.io to allow them to integrate with any platform they need to quickly, easily, and in a standard fashion.

Easy Account Management:
In the DeepStream system, it’s really easy to define collaborator organizations, user accounts, notifications, and system preferences (around currency, notification, etc.). Remember, one of the main goals was efficiency, so the idea is that organizations and users can configure event templates precisely to their needs so it’s super easy for buyers to kick off and complete sourcing events.

Terminology Customization:
DeepStream understands that one of the biggest hurdle to adoption is trying to force an organization to switch to terminology they are not used to. Thus, in their system, the super use can define the language used in all system elements at each step of the event template. For example, some jurisdictions in the world might use bid envelope terminology, others might use bid package, the private sector just wants RFP, and so on. All of this terminology is customizable as needed.

Coming Soon!

As per our intro, they are constantly developing and a few features coming soon include:

  • Enhanced evaluation functionality with more auto-computed differentials/savings potentials and advanced ranking/weighting capability based on calculations;
  • Integrated e-Signature powered by Verify — which will be available at all stages of supplier interaction, as you may require an NDA to be signed before you can even invite a supplier for a bid
  • Microsoft teams and Slack for communications and reminders (which is in beta now)
  • More Language Support: the entire platform, including the entire help library, can be internationalized to a new language within three weeks; languages are being added based on customer prioritization

Coming Later

  • More Out-of-the-Box Supplier Certification/Qualification/Risk Integrations: to help buyers certify and qualify new suppliers for their operations without leaving the DeepStream platform
  • Category Template Library: they have a number they can set you up with if you don’t have any; right now they help you get your current (Excel) templates and processes templated
  • Supplier [onboarding] Questionnaires: there are best practice templates out there for IT/Cyber Security, Personal Data Protection, Health & Safety, regulations like the GSCA, etc. and no need for each organization to create their own from scratch; right now they will share what they have on request [enhanced onboarding is one of their newest capabilities and, as such, is still under active development]

In conclusion, DeepStream is a great sourcing platform for mid-markets who need to modernize and get efficient fast, especially in the Energy & Renewable Energy (and O&G), Utilities, MRO, and Site/Port Operation sectors (be they public, private, or quasi — such as public funded, privately managed). As the platform is true multi-tenant SaaS, it’s more or less a flick-of-the-software switch to instantiate a new instance, typically only a day or two to configure an out-of-the-box implementation, only a few days to a week for a non-out-of-the-box integration, only a few hours to pull in the active suppliers once the ERP/P2P/AP is integrated, and only a few weeks to get an organization’s category processes templated. Most customers are fully up and running within a few weeks (and a month at most), and some customers have even kicked off initial events (on a small set of suppliers pulled in through one of the out-of-the-box ERP integrations) within 24 hours (while the while the remainder of the active suppliers for near-term events were being onboarded and the remainder of the category templates built out for future events). If you’re a mid-market looking for modern sourcing tech, and especially if you are a mid-market in one of the target sectors, you should definitely consider putting DeepStream on your shortlist and checking them out.

Mercanis: Men with a Mission to bring Modern Volkswagen Efficiency with BMW Style to Source-to-Contract! Part 2

As discussed in Part I, Mercanis is a new Source-to-Contract mini-suite provider based in Berlin, Germany that is bringing a powerful, affordable, and easy to use solution to the mid-market that not only has core capabilities in sourcing, supplier management, analytics, and contract management, but also has core capabilities around risk assessment AND intake, which is not something we have traditionally seen in mid-market Source-to-Contract, and even enterprise Source-to-Contract and Source-to-Pay suites.

Logging into Mercanis takes the end user, who could be a buyer, an AP clerk, or an average employee who needs to go out to market for a product or service to do their job, to their customized dashboard (according to their role) where they can see an overview of their events/requests, contracts, suppliers (including individual supplier overviews) they manage or have access to, organizational spend they oversee, and other relevant information depending on the selected widgets.

Yesterday we overviewed Sourcing, Supplier Management, and Risk. Today we are going to overview Contracts, Spend Analysis, and Platform Administration.

CONTRACTS

Contract Management in Mercanis is straightforward contract document management with a sprinkle of contract creation capability. It stores all of the contracts and associated metadata, including the supplier, active term, value, type, and status (which is draft, pending, active, inactive, and archived by default). It’s easy to search, filter, retrieve, and view a contract at any time. Viewing takes the buyer to the summary screen, from which the user can drill into more detailed screens on payment, linked documents and contracts, stakeholders, relevant clauses, and other (custom) information screens as appropriate to the contract type. The system also supports the definition of tags and contracts can be tagged to categories or conditions of interest, such as sensitive of personal data, auto-renewing, special initiatives, and so on.

Uploading a contract in the Mercanis platform is easy. You drag and drop the document and it auto-extracts most of the key meta data elements that are described in the platform using OCR and advanced NLP. It’s not perfect (no system is, no matter how much fancy AI the systems claim), but it’s easy for the user to override any extract data that is not quite what they want, or not found, and index into the relevant part of the contract.

Finally, contract queries can be search and filter on metadata or Natural Language chat, which will learn from repeated use and adapt to the user’s natural language queries over time.

SPEND ANALYSIS

Basic Spend Analysis is integrated into the core and allows the user to select filterable widgets and dashboards that show spend by category, cost center, supplier, and other major identifier in the system (contract, sourcing event, etc.). It is instantiated with AP data on system implementation, which the system auto-maps to your pre-defined category taxonomy using (auto-generated) mapping rules consisting of suppliers and keywords/phrases/abbreviations/tags in the line item descriptions (identified by AI and curated by humans) and provides sourcing professionals insights from the date of go-live.

As with every other modern platform, it’s easy to drill into the categories (and sub-categories), suppliers, cost centers/business units, and contracts and see the associated transactions. Filters will also allow limiting to date ranges or other record values of interest. And it’s very easy to pop-up a supplier profile from a spend analytics widget or screen or a contract as the analytics, while basic compared to best-of-breed spend analysis tools, are fully integrated.

ADMIN

When it comes to platform administration, it is highly configurable by the organizational administrators. This administration includes the ability to configure approval paths, role groups, individual users, and workspaces (which roles can be limited to) as well as the company information your suppliers see about you. (It’s such a simple concept, but even many SRM platforms don’t make it easy for a supplier to access the customer information about you that they need as a supplier.) There can be different approval paths for every workflow including, but not limited to, supplier onboarding, sourcing (intake) request approval, sourcing awards, and contract approvals, including conditional/branching approvals based on arbitrary fields (such as amounts over or under 50K, product/service category, etc.). These flows can be built using a visual approval workflow builder that can support all standard Boolean logic and if/then/case conditionals.

Let’s dive into workspace configuration, as this is one of the most unique capabilities. The platform supports the definition of as many workspaces as you want, where each workspace can have its own dashboard, its own subset of modules, restricted/no admin access, approval workflows, and templates. Most importantly, a role can be associated with a workspace and when a user is associated with role, that is the workspace, and the only workspace, they will see when they log in. If necessary, the platform can support hyper-personalization natively.

In addition to the platform administration capabilities outlined above, the organization can define business units, manage its category tree (for sourcing and the built in spend analysis), define it’s default meta data requirements by contract type, visually manage all platform workflows (across all modules), manage its currency exchange rates, define its (supplier/RFQ) ratings, and define and manage the data collection templates for every module in the system including supplier data collection forms, pricing sheets, RFP questionnaires, and contract/document templates.

When it comes to workflows, just like the platform can support as many workspaces as you like, it can support as many workflows as you like for each process supported by the module. For example, you can not only have a different sourcing workflow for each category, but you can have multiple workflows based on expected spend. You can have different supplier onboarding workflows depending on category, geography, or a combination thereof (for example), different contract / document creation and management workflows (in addition to approval), and so on. And each can be linked to the associated module in the associated workspace. Highly configurable.

Workflow definition is enabled by the rule builder which is very flexible, and just like approval workflows, is completely visual, supports all Boolean logic, and allows rules to be easily defined in a rule chain that defines the category/ies, role group(s), workspace(s), discriminator (such as budget amount), and action (which can itself kick off another workflow).

The pricing sheets are very flexible and essentially act as mini-spreadsheets embedded in the sourcing tool. Allows for detailed cost break downs and calculations in both sourcing events, and analytic comparisons. The templates can have any number of elements and support all standard HTML components.

IMPLEMENTATION

The system can be implemented and configured for go-live in as little as two weeks, as long as the relevant supplier dataset and spend history can be provided day one and is complete enough that their processes can sufficiently classify the AP data on the first pass to the point that they can complete the processing with manual intervention within the timeframe. Note that the buying organization can choose to load all suppliers, all suppliers used within the last x months or years, or just currently active suppliers that will be used in sourcing events.

Mercanis is a great new entry to the mid-market Source-to-Contract space, especially considering all of the acquisitions and roll-ups of the last 5 years or so that took a lot of companies out of the mid-market and into the enterprise suite game. If you’re looking for a new S2C solution, and especially if you are based in Europe, Mercanis will make a great addition to your shortlist. It’s come a long way in a short time and the doctor has no reason to believe that they won’t continue to make significant progress, and add significant value, over the next few years while maintaining a price-point the mid-market can afford.

Mercanis: Men with a Mission to bring Modern Volkswagen Efficiency with BMW Style to Source-to-Contract! Part 1

Mercanis a new Source-to-Contract mini-suite provider based in Berlin, Germany that is bringing a powerful, affordable, and easy to use solution to the mid-market that not only has core capabilities in sourcing, supplier management, analytics, and contract management, but also has core capabilities around risk assessment AND intake, which is not something we have traditionally seen in mid-market Source-to-Contract, and even enterprise Source-to-Contract and Source-to-Pay suites.

Logging into Mercanis takes the end user, who could be a buyer, an AP clerk, or an average employee who needs to go out to market for a product or service to do their job, to their customized dashboard (according to their role) where they can see an overview of their events/requests, contracts, suppliers (including individual supplier overviews) they manage or have access to, organizational spend they oversee, and other relevant information depending on the selected widgets.

Today we’re going to discuss Sourcing, Supplier Management, and Risk.

SOURCING

Creating a sourcing event in Mercanis for new or previously sourced articles can be accomplished in just a few minutes as the platform was designed for high efficiency. With integrated intake, the system will either guide an organizational user to a self-serve sourcing event for articles (products/components/fixed services) in acceptable categories under a certain amount or funnel to the appropriate sourcing team, as appropriate.

When an organizational user wants something, they define their event name, a unique departmental project reference, category, budget, RFX due date, relevant organizational tags, affected business unit[s], preferred NDA (from those associated with the category), and then the system will either notify the requester that this needs to be a (strategic) sourcing event and direct it to the sourcing team or take the buyer to their (selected) workspace where they can set it up on their own.

In either situation, the next step is to select suppliers. Suppliers are auto-suggested by the system and it’s one click to select them (and the user can search for other known suppliers or even invite a new supplier for onboarding if they want to). After that, they select an appropriate pricing sheet (from those associated) which is automatically pulled in, and then they select appropriate RFP surveys that they want filled out (which are also auto-suggested based on the article). They can then launch the event immediately, or specify a later date, and at any time they can (come back and) add stakeholders.

For a single article, since everything is auto-suggested, they can literally select the core suppliers, price sheet, and surveys with a few clicks and launch a small event in a minute. Most events on an article or category can be reasonably defined in five to fifteen minutes (vs. the 15 hours for some first, and even second, generation suites).

In the Sourcing projects can be multi-round if necessary. Once the results come back, the buyer can kick off another event based off of that project and link it to the existing one to create a multi-round event.

Also, once response come in, as many stakeholders as desired can score it, the scores can be weighted, and once an award is decided upon, it can be sent to the contract module. Survey responses for each survey can be compared side-by-side for easy comparison against peers. And when the individual responses are scored, the buyer can see the assessment criteria scores graphically in spider graphs, including a calculated score based on total relative pricing. When it comes to price sheets, which can include embedded formulas, the buyer can select the prices of interest for side-by-side comparison as well. And to make the comparisons pop, the buyer can even shift to dark mode. While not always the best for data entry, it does make certain visual comparisons pop.

The entry point to sourcing is the dashboard which will summarize the requests, events by category, upcoming, and current sourcing events that need to be reviewed, managed, or awarded.

An organizational buyer can also two-click a new sourcing event by going to the article summary screen, locating the article of interest, clicking on it, defining an event name, selecting one of the associated sourcing workflows (defaulted if just one), selecting one of the associated pricing sheets (defaulted if just one), and confirming the event creation.

SUPPLIER MANAGEMENT

The Supplier Management module revolves around the Supplier Repository which organizes all supplier related information in the system with each supplier maintained by the system. It’s easy to search suppliers by name, category, location, associated transaction cost centers, and other information. Upon implementation, Mercanis can import all of your suppliers from your ERP, just a subset you mark as active, or only those suppliers used in the past x years.

On implementation, they will pull in as much information as they have, fill in gaps with any information they have in their system, and augment with a 360-degree profile they auto-generate using their AI tools that scrapes supplier websites and pulls in data from third party sites, Compliance Catalyst, Dun & Bradstreet and/or other third party supplier data providers you have a subscription to. This profile will include a short description, any known (reference) customers, categories the supplier (can) supply in your taxonomy, any known contacts, owners, known business units, primary / head office location, website and Linkedin URLs, and even known similar suppliers in your database. It will also contain direct links to any third party profiles you have access to, and can even pull all of that information into the platform for you.

This is in addition to the basic corporate information (and contacts) maintained by the system (which includes legal identifiers, basic accounting information, and location data), supplier states (which can be buyer organization defined), tiers (as the organization can track tier 2 suppliers or suppliers typically used by your suppliers, third party ratings (from the ERP or a data partner) and data that can be pulled in (which can be visually displayed in spider graphs), specific information collected during onboarding, and appropriate risk data (including cached data from any third party data feeds you have a license too). Note that suppliers can also be evaluated using organizational surveys that can be associated with them, and multiple evaluators can be associated with these surveys.

The SRM system also centralizes and maintains a record of all system activity, including sourcing events, contracts, risk profiles, and associated supplier analytics. It also tracks all associated tasks from across the system in one location, all associated (onboarding/sourcing/contract) requests, and any notes the buying organization wants to add.

New supplier creation is easy. It can be as easy as defining a name and email to kick-off the onboarding process, which will send a request to the buyer to provide the requested information. (Note that if you provide an appropriate legal identifier or URL and the supplier is in the Mercanis database, base information will automatically be populated to simplify the onboarding process for the supplier.)

Search can be customized to work on any given supplier identifier.

RISK

The risk module, primarily used in supplier pre-qualification, tracks country and industry risk across the globe and can instantly associate the relevant country and industry risks with an existing, or new, supplier based on its address and NAICS code. The platform uses over 40 different data sources to analyze country and industry risk in accordance with the German Supply Chain Act and computes a score for every country-industry risk correlation.

In addition, it can integrate with third party data from providers like IntegrityNext and Ecovadis and, for any supplier, pull in all the relevant data if the customer has the data feed licenses and automatically compute advanced risk measures using their data (from public sources) and third party data.

Come back tomorrow for Contracts, Spend Analysis, and Administration.

Promena’s Upgraded Platform Packs a Rich Caffeinated Turkish Punch

Promena is a two-decades old company (founded in 2001) that has been offering e-Sourcing (and, more recently, source-to-contract) solutions to Turkish enterprises to major enterprises in Türkiye that you likely never heard off on this side of the world until their coverage over on Spend Matters in 2019 (Vendor Analysis Part I and Part II by Nick Heinzmann, Pro/ContentHub subscription required), if you’ve heard of them at all.

However, they are another mid-market source-to-contract (with some e-Procurement capability) that you should be aware of, as they are a two-decade old company with an annual transaction volume nearing 3 Billion that is now expanding throughout the European market and into North America (mainly through partners for integration and services). The solution is solid, time-tested, modular, multi-lingual (13 languages at the present time), being improved annually (with new capabilities in development for late Q4 and 2024 release), and offered at an affordable price-point for mid-markets. In this article, we will overview the main components of their solution and highlights. (We’ll refer you back to Nick Heinzmann’s Vendor Analysis on Spend Matters for a deeper dive as well as Xavier Olivera’s 2022 Update, especially if you want analyst commentary. Note that a Pro/ContentHub subscription will be required for all of these.)

The typical entry point into Promena for most buyers is e-Sourcing project creation, which allows buyers to define an e-Sourcing project (with basic meta-data like name, department/child company, owner, description, etc.), define the RFX and Auction events that will constitute that project (so you’re not mixing categories, creating projects where only a subset of suppliers can bid on each item or lot, and balancing the need for detailed RFX events for strategic or high value products or services with low-value/non-strategic products or services that can be sourced through a quick-hit auction), define the project milestones and project tasks, and create the team (which will allow different team members to be responsible for sub-events, milestones or tasks). Overarching documents can also be attached at the project level. Note that the platform also supports a Gantt chart view of a project if the milestones and tasks are given start and end dates and tasks associated with the milestones.

RFX functionality is more-or-less what you would expect from a mid-market sourcing platform. You can attach any RFI/RFP/Qualification survey forms that you want the suppliers to fill out (that can be constructed in the internal form builder), select the products from the internal product management functionality (which we’ll cover later) or define new product/service requirements free-form, define the quantity, select the suppliers who you want to invite (from the built in supplier management functionality, more on this later), and immediately send it off. Once the bids are returned, the associated team members can score each supplier-product or supplier-service combination based on the qualification surveys and then see the total price for each supplier-product or supplier-service combination, with the lowest price for each pairing highlighted. In addition, it will show you the lowest bid by supplier across all products/services as well as the savings if you cherry pick the lowest bid for each product or service. Also, the user can, at any time, pop up a complete bid change history for every supplier, which is incredibly useful if you’re doing a multi-round RFX and/or want to see the drop between current system price and the new bid price. Note that, currently, it only supports unit prices (and calculates total prices based on demand), but the 2024 roadmap includes the ability to breakdown the unit price by primary component type (item, freight, interim storage, waste, etc.).

e-Auctions are similarly easy to set up. Simply define the products / services, indicate the quantities, define the auction parameters (starting prices, weightings, start and end times, bid requirements [equal allowed, min/max changes, auto extension, etc.]), invite the suppliers … and go! As with all auction tools, you can see the bids change (graphically) in real time, and suppliers can see where they stand by rank, or, if you so choose, rank and distance to next competitor. It’s important to note that they support Dutch as well as English/standard reverse auctions as not all platforms support Dutch auctions.

Once RFX events and auctions are complete, awards can be defined in the system through the creation of award document. These award documents can then be used to kick off contract creation. In the current release, contract management is foundational and is essentially a searchable electronic filing cabinet that stores meta-data indexed executed contracts with complete pricing information (extracted from the award documents), but a new version with negotiation support is currently in beta and final (security) testing and should be released by year end.

For every contract, you can define system-wide foundational meta-data fields, additional fields that may be specific to that contract, or the product/service category the contract falls under, parties (and who signed on behalf), associated documents and addendums, add it to a group, and break out the price for every product or service in the contract for easy access.

The next major area of the system is supplier management. Supplier Management in Promena is essentially information, relationship, and baseline performance management. Supplier management starts with basic profile creation (company details, HQ address, and third party identification numbers) and onboarding. Onboarding asks a supplier to identify the products they provide, their banking information (for payment), and additional information (through buyer defined forms) specific to the organization’s need (which could be around ESG, product reliability metrics, etc.). Individual forms can be assigned to different individuals in the organization to review and approve (as the platform allows for approval flows across each major platform area, which will be discussed later), and suppliers onboarded (and approved) as soon as all information is completed and reviewed. Once a supplier is onboarded, it’s quick and easy to access all of this information and maintain it going forward.

One differentiating feature of the supplier information management module is that the supplier suitability score for specific products and services is continually assessed through supplier responses to the buyer’s form-based questions using the company’s pre-defined weighted criteria. This score, while providing insights to the buyer during the onboarding process, is kept continuously updated through subsequent sourcing events, contracts and addendums, and development projects.

Moving on to the relationship management, that is primarily accomplished through Action Management, where a user can make a CAPA (Corrective Action/Preventive Action) request, assign an owner/reviewer, send the request to the supplier, and then evaluate and either accept or reject the response from the supplier. A request consists of defining information (name, reason, category, supplier, product, required completion date), a detailed overview of the problem and the resolution needed, any associated (e-)documentation (which could consist of multimedia files), and the log of all accesses/activity on the action. It’s also really easy to search for actions, which can be queried by id, name, status, category, supplier, assigned supplier rep, assigned team member, reason (which is limited to a standard list, which the buying organization can configure in the company settings upon implementation), date range, and/or success status. It’s also easy to use this capability to find all actions associated with a supplier, product, or individual, by status.

Moving on to performance management, it’s specifically survey and KPI-based performance management. At the present time, they don’t integrate with third party data feeds to automatically bring in data that can be used to automatically compute KPIs such as on time delivery / average delivery time, average response time, defect rate (based on returns), etc. Thus, if you want this data included in a supplier performance scorecard, you have to define the KPI you want and the organization user who is going to provide it. But once the KPIs are defined, the relevant organizational users can be identified to either fill out (or validate) the data (if you are asking the supplier to provide metrics) and then you can see a summary by supplier in the performance management area or see a summary across suppliers / products / categories in the reporting section (which will be addressed later). Note that evaluations, and KPIs, can be defined for arbitrary periods, which means that you can collect and track KPIs over time (and the ability to display and analyze those trends in the reporting section is on the roadmap for 2024).

The platform also contains a section for ESG Management, but it’s just a named section for collecting surveys and centralizing KPIs related to ESG. It doesn’t specifically address Scope 2/3 carbon, integrate with third party data feeds (with audited data), or provide ESG best practices. In other words, it doesn’t contain any unique capabilities. However, for many firms that need to track ESG data from suppliers / for their associated products, it’s great to have a separate named section. Plus, Promena is in the process of integrating with third-party data providers to enhance data-driven decision-making and when those integrations are launched in 2024, the data will appear in this section (assuming the buyer licenses the appropriate data subscriptions).

Moving on to reporting, while the platform does not contain a full self-serve reporting engine or spend analysis capability, it does have a number of built-in drill-down dashboard reports built in Qlik Sense that provide the users with a lot of information. Standard reports (and more can be built by Promena or their partners using services) include Project Reports (across sourcing events) and Event (RFX/e-Auctions) reports, SRM reports (on supplier statistics, participation and performance), and Contract Reports. There are also reports on POs (for the purchase order capability we’ll define soon), and the ability to drill down to REQs (data related to individual purchase requests, which we’ll discuss later). When we say Project or Event reports, we mean that each of these groups contain one or more sub-reports (pages) that a user can drill into. For events, this includes category analysis, participant analysis, auction analysis, RFQ analysis, and authorized person analysis. Similar breakdowns exist for other reporting areas.

This more-or-less completes coverage of their Source-to-Contract capability, with the exception of configuration settings (that will be discussed later), so now we will move onto e-Procurement.

The first capability we will overview is the product management capability of the Promena platform. Within the platform, the buying organization can define its own category hierarchy, and once this is defined, an organization can define the products and services it needs (and buys) across the category hierarchy. Products can have all necessary meta data information (name, id, units, dimensions, etc.) along with associated prices by supplier, which can be defined for individual time frames (so if a contract has price escalation or de-escalation, the price table can be adequately captured), and images. The latter is important because the platform also supports catalogs.

The catalog functionality makes it easy for organizational end-users to purchase standard, approved, on-contract, products and services they need to do their daily jobs (such as office supplies, MRO, and repair services). The catalog functionality is standard and straight forward. A user can select a sub-catalog by supplier or category or simply search the integrated catalog (maintained by the buying department, it is not a supplier maintained catalog) by description or product number/code. When the user finds what they want, they can define a quantity and add it to a cart. Once they’ve found everything they want, they can “checkout” which will automatically create a PO and send it to the associated supplier(s) by default. Alternatively, if they are requesting a large quantity, they can create a REQuistion and send it to the supplier(s) who offer the product in hopes of getting a better price quote. When the REQuisition is returned, if the user accepts, it can be converted to a Purchase Order.

Purchase orders complete Promena’s e-Procurement capability. Purchase orders basically consist of order information against a catalog item, REQ, sourcing event (RFX, e-Auction) award, or contract and allow an organization to track orders, and spend, in the platform. This is useful because, for every category, the organization can define a budget, the platform can track PO-based spend against that budget, and prevent a PO from being issued (using rule configurations) without approval if the budget would be exceeded.

The final capability of the platform is the (self-service) configuration for user and platform management. We’ll start with platform management. The buying organization administrator(s) can define general company information, approved users, locations (for shipments from POs), organizational structure, default organizational currencies (which can be associated with different levels of the organization), units of measures (metric system used), standard organizational payment terms (for awards and POs), inco terms, any additional terms to be included in POs (such as delivery, invoice requirements, etc.), account codes for products and services, their category hierarchy, their cost centers, event settings, supplier search/internal discovery settings, and approval flows (for award creation from RFXs and e-Auctions, supplier onboarding, contracts, actions, REQs, and Purchase Orders). User definition is simply the user, organizational profile, and their platform roles (and thus permissions). Finally, the company settings area displays the Promena platform license the organization has acquired and when it renews (or expires).

Finally, while this is not platform related, we should also point out that Promena offers on-demand professional services. While the buyer can use the platform as a self-service solution, they can engage the Promena Account team to take over and manage end-to end sourcing activities on their behalf at any time. Their account teams currently manage more than 5,000 sourcing activities a year.

While you may not find anything truly unique in the Promena platform if you compare it to high end suites (which come with high-end seven figure price tags), it’s a very solid platform for mid-market enterprises and one where the entirety of the source-to-pay workflow that is supported is tightly integrated, easy to use, and affordably priced (and supported, with 10 global partners for integration and support services). Given that there are only a few such platforms out there (due to all the M&A activity in the later part of the teens), Promena’s global expansion is definitely a welcome addition to the marketplace.

Fairmarkit wants to bring a fair market price to your RFQs

Fairmarkit, which claims to bring you from requisition to PO in as little as 5 minutes (or 5 seconds if you turn on full automation) is a provider of an autonomous sourcing solution for all tactical spend, and tail spend in particular (with more Fortune 500 customers using it for Tail Spend than any other tail spend provider). Founded in 2017 with the intent of solving the tail spend sourcing problem prevalent in the modern enterprise, it has grown from a point-based stand-alone simple tail spend solution to a fully integrated solution that can sit behind, and power, any enterprise sourcing or procurement application that is missing tail spend functionality, and does so for many of the enterprise customers that it has acquired in a mere six (6) years. Drilling in on that last point, Fairmarkit is fully integrated with Ariba, Coupa, Oracle, and ServiceNow and users can conduct tail spend events without ever leaving those platforms (should they choose) and can even setup the Fairmarkit platform to automate the entire event (and, should they choose, even the award according to well-defined rules).

For the average user doing an RFP or RFQ, who is not initiating the event from within a third party platform, the entry point to the platform is their new NLP-powered interface that allows a user to start the process by stating a request in Natural Language. Once the request is made, the platform does it’s best to extract all key details that will be needed by the buy-desk sourcing professional (for categorization, potential supply base, etc.) and then verifies its interpretation step-by-step with the user, asking additional questions as necessary depending on the category, etc. If, at any point, it determines that the amount is too small for an event (and should just be a P-card expense), then it will notify the user of such. If there are suitable products (or services) in a pre-loaded catalogue, then it will direct the user to the catalogue. If the budget or potential spend exceeds a threshold, it will notify the user that this needs to be a strategic event (possibly through an integrated platform) and/or that approvals will be needed to kick-off the project and make the award.

For services projects, if the user does not have an SOW, the platform will use GEN AI to automatically create an outline based on a repository of best practice SOWs. Once the outline is generated, the requester can then edit it as needed before sending it to the sourcing team for execution. The platform understands more than 100 categories and can generate SOW outlines for all common contracting categories.

Once the buy-desk receives the request, the buyer can

  • message the requester with any questions they need answered to fully understand the need
  • edit the request as required for clarity
  • turn it into a full-fledged RFP
  • create a quick-hit RFQ
  • archive the request (if inappropriate for a sourcing event)

Creating an RFP is easy-peasy as the process, and complexity, is completely defined by the user. Depending on the category, the user can:

  • create an RFP from scratch
  • create an RFP from a pre-existing template (which includes a library of defaults created in conjunction with SIG)
  • use the built-in AI to generate a suggested RFP

Regardless of the method chosen, at any time before it is released into the wild, the user can:

  • add, edit, or remove questions (or sections of questions)
  • add or drop existing (or new) suppliers to (or from) the invite list
  • define weightings for scoring
  • invite (internal) collaborators to the event (for review and scoring)

When the due date arrives, all invited collaborators can score the RFP, and when scoring is complete, the sourcing professional can go to the summary screen that shows, for each supplier, its score, diversity status, and internal (preferred status) as well as the cost of each supplier – line item pairing. The buyer can then award by supplier, or by individual pairing. The buyer can also pop-up the scorecard at the category level and drill in as needed. When the award is selected, the user can add notes to explain their decision, the day the contract or term will begin, any expected on-time costs, and the platform will compute the recurring costs and one-time savings automatically (and all of this information is logged and can be used to produce a report summarizing the full project history and decision criteria for any executive who asks).

RFQs are quick and easy. Define the items, select the suppliers, and send it out. And, as per our introduction, if Fairmarkit is integrated with another sourcing platform, RFQs can be fully populated through the API, automatically sent out, and even automatically awarded (for repeat buys for tactical products or services when appropriate rules are defined). For most RFQs, the buyer is just filling in missing information not passed from the source system and doing the final award.

In addition, Fairmarkit RFQs can also take advantage of the first industry integration of the new Amazon Business quoting module that allows a seller to offer different prices than what you see in the cart, guarantee those prices for 30 days, and even hold inventory. This, for the first time, makes Amazon Business a viable catalog for quick-hit RFQs for commodity purchases.

Supplier selection is quick and easy as the platform will automatically recommend suppliers based on the actual products and services being sourced (and not just the category) using a sophisticated AI algorithm that will match on all available details. If the user doesn’t like the suggestions, they can also quickly identify suppliers by category as well.

Finally, as expected, the platform also has some built-in reporting that can be used by the management team to track performance and progress over time. (It’s not a full analytics solution as Fairmarkit expects a client to use their own best-in-class spend analysis platform as the API allows all data to be extracted at any time.)

By default it will ship with the following dashboards (which can be tailored to your organization):

  • executive overview which summarizes overall platform utilization, event time, requests time, and platform-wide savings (which are averaging 11% across all events) as well as missed savings opportunities
  • buyer performance which summarizes the buyers by activity, savings, single vs. multi-sourcing, and other key attributes
  • buyer reporting which summarizes events and results by suppliers
  • supplier trends around bidding, response, and overall performance
  • RFQ Details which summarizes key RFQ statistics
  • Supplier Diversity (if there is supplier diversity data available, which can be obtained from a subscription to their partner supplier.io) by event, month, buyer, etc.

The platform is also highly configurable by the end user organization that can define

  • all company settings
  • users, requesters, buyers, and teams
  • suppliers and groupings
  • categories (and associated templates)
  • templates for RFPs
  • price books (which is their term for built-in catalogs)
  • project settings
  • API settings (and diversity)

Fairmarkit is a great platform for tail spend, and the proof is in the pudding. In September, 2023 FairMarket passed the 1 Billion mark for spend sourced. One Billion in quick-hit tactical RFQ across it’s enterprise customers that issue between 700 and 4,000 RFQs a month (because they are so quick and easy and save an average of 11% even in today’s turbulent times). Also, Fairmarkit is available in multiple languages and is being used globally in 72 countries and counting.