What skills are in demand in Procurement tech’ right now?

Since the end of the summer holidays, we’ve seen a significant spike in demand for people with experience of implementing cloud base procurement solutions, particularly SAP Ariba.  Typically we are being asked to recruit for people who can combine some technical skills with subject matter expertise in procurement technology and ideally the sort of experience that would enable them to thrive in a client facing role.

Strong communication skills and a good Project Management background are typically valued in such roles and would be a prerequisite for anyone seeking to move the spend management world from other areas like finance or supply chain solutions.

Besides SAP Ariba, experience of implementing solutions like Ivalua, Proactis, Coupa and other tools is also sought after by our clients.

We’ve got a host of opportunities in Europe including the UK, France, Benelux, Germany and the Nordics as well as overseas markets like Saudi Arabia.  Most are advertised on the jobs page of this site, so you can click the menu section above or here to take a closer look.

If you don’t see anything quite right but you have these skills then it is still worth getting in touch with us via

We’ll be offering our usual in-depth analysis of the wider market trends in our next Insider report which is currently in production and due for publication at the end of October. If you missed the last one it’s well worth reading judging by the feedback we’ve received from the market – download it here.

The SAP Ariba Procurement Summit – 10th October London

We are very much into conference season now in the procurement technology sector and next week sees the return of one of the best events on the calendar from SAP Ariba.

Graham Wright of IBM is amongst the headline presenters as he offers a presentation entitled “Step up or step out: A Procurement leadership masterclass.”

We’re delighted to confirm that Andrew Daley, founding Director of Edbury Daley will share the stage with Graham, and will offer his thoughts on what he sees and hears from the broader market on issues like the use of procurement technology, its impact of the future of the procurement skill set, and what the implications are for procurement leaders who want to hire for such skills.

It should be a great event and as Justin Sadler Smith (Head of United Kingdom & Ireland, Ariba Cloud Procurement at SAP) said it’s personal and about you as a procurement professional, 5-10-15 years what will you be doing and are you ready?” Justin has lined up a fantastic agenda with Patrick McCarthy, Guy Hubball, FCIPS, Paul Bray, Graham Wright, Andrew Daley, Martine Booth, Timo Worrall, James Marland and many more.

You can register to attend here:

Climbing the career ladder in an increasingly automated world

There’s a lot of talk these days about the future of work and robots taking over. It’s been covered in a number of recent articles on the future of procurement by the likes of Spend Matters. I thought I’d give my view, as a recruiter, on how I’m seeing things change as the world of Procurement becomes further automated.

We are increasingly observing terminology like spend analytics, process automation, artificial intelligence and machine learning creeping into job descriptions.

And CPOs asking for us to find candidates that can “understand and agree our analytics vision” or “provide a step-change in the way we use data to inform our decision making and problem solving”.

Others have asked us to find people with experience of “delivering procurement technology projects in the context of broader procurement transformation initiatives”.

As a result we are seeing CVs that list key skills like:

  • Solution design and implementation
  • Process evolution and mapping
  • Data gathering and analysis
  • Planning and delivering transformational training workshops.

But we’re finding that it’s adaptability and a willingness to learn new skills that are the key differentiator in today’s market. Attitudes to automation and new technology seem to vary dramatically, from people who see it as something that will put them out of work, to people who embrace the change and are actively developing new skill sets such as those mentioned above that will set them up for the future.

This is something that we’ll be exploring in more detail during a workshop I’m hosting at Basware Connect in London on 17th October. I’m hoping for a lively discussion where I’ll be sharing my own experiences and inviting outside perspectives on how people are climbing the career ladder in an increasingly automated world.

Connect is one of my top picks when it comes to conferences, it was a great event last year with excellent guest speakers and insightful content. You can sign up for free here.

Proactis make another acquisition

After a relatively quiet period on the merger and acquisition front in the procurement technology market so far in 2018, Proactis have announced the addition of Dutch spend management firm Esize into the group.

This follows a pattern of growth by acquisition by Proactis  who have previously bought the likes of Due North, EGS and Intelligent Capture.  Last year they made a significant step in what was an effectively a reverse takeover of Perfect Commerce and this is the first acquisition by the group since then.

As usual there’s some good analysis of the deal by our friends at Spend Matters which you can read here:

The Future Of Procurement

This is a subject that has promoted some very interesting comments and debate in recent times, not least because of the impact of the impressive range of spend management solutions available to procurement functions.

Our colleagues at Edbury Daley have been talking about this for some time and offer some insight from a skills, recruitment and development angle.  They talk about three opportunities for procurement to move on from its current agenda.  They are:

Brexit Related Challenges

Procurement as a force for good – CSR

Technology and the procurement skill set

As usual the excellent Spend Matters website has offered some fascinating thoughts from a different perspective.  Here are there most recent articles:

The Future of Procurement – Part 1, A Quick Wander Through the Past!

The Future of Procurement – Part 2, What Needs To Change Now?

We welcome your thoughts on the subject. Why not join the debate via Twitter or Linked In or email us at

My thoughts on the World Procurement Congress

Blog Pic Procurement Leader

The event is organised by Procurement Leaders and is perhaps the biggest collection of the professions senior managers. The delegates truly were a wide of range of genuine functional leaders from around the world with a significant percentage of them from Europe. It felt like a real leadership get together.

The sponsors and exhibitors were a broad mix with technology as the dominant theme rather than consulting. Given the large number of people carrying the CPO job title from big organisations it surprised me that non of the major consultancies, SAP Ariba or Coupa were exhibiting although SAP Ariba did sponsor some of the categories at the World Procurement Awards dinner on the Thursday evening.

This left a number of the other key players in the procurement technology market like Jaggaer, Barware, Determine, GEP and Ivalua to get themselves in the mind of the audience alongside some of the supply chain finance companies (C2FO, Taulia) and niche players like PRGX and Risk Methods. Here’s a full list of the partners.

There were some excellent presentations which presented what was probably a very positive view of the achievements of the speakers procurement functions, but it was clear to see why several of these people had been asked to speak. They offered a fascinating insight into what they had achieved and/or the initiatives that they are working on.

I particularly enjoyed listening to Walter Charles of Biogen talk about how his people are using AI on supplier discovery and analytics. His team is clearly at the forefront of really using technology to change the value the profession can bring to his organisation as is Tom Linton of Flex. His demonstration of how his team uses data science is the best example I have seen at the many events of this type that I attend. His team get access to what are effectively huge iPads of useful data offering meaningful insights that are shaping how they deliver value to the business.

Barry Parkin, Chief Procurement and Sustainability Officer at Mars was also hugely impressive and gave some great examples of how their investment deep into their supply chain is paying dividends for them. He talked about various initiatives with smallholding farmers including one with basmati rice growers in Pakistan.

Mars have taught the farmers to use less water in their process yet still increase their yield. When they used this as part of their marketing campaign to promote their Uncle Ben’s brand it resulted in an increase in sales of over 40% for the duration of the campaign. Barry described this as a Win Win Win and it’s hard to argue. Here’s some more info on that.

Thomas Udesen, Global Head of Procurement at pharma giant Bayer delivered a great presentation on the second morning. I’m sure many of the audience were envious of his position when he talked about being able to re-design his procurement function from scratch to suit the changing needs of the business.

He was able to quote his CEO stressing the importance of procurement to the entire business and could demonstrate the words are backed by action with the range of resources available to him. He talked about various initiatives that I’m sure many of the audience will seek to replicate when they get back to their own businesses. They included:

  • A dedicated team of AI specialists working in innovation projects
  • A Supplier Enabled Innovation programme
  • The “Procurement Kickbox” programme designed to encourage innovation from within his core team
  • A “Rapid Deployment” Team ready to commit to urgent, business critical projects – he mentioned this being a great talent incubator and that particularly got my attention.
  • The support of a team of dedicated professional mentors and coaches within Bayer who are challenging his people the think differently

I also enjoyed listening to Katrina Thorogood of Xylem who gave an interesting insight into driving cultural change in the team she inherited whilst Alpar Kamber, (founder of Denali and now part of WNS) offered some thoughts on future procurement operating models in his session.

I left the event with the impression that the leading CPO’s really are making an impact at board level in their organisations by delivering real value that goes way beyond savings. This is something we talked about in the skills section of our most recent report on the procurement job market.

It was also clear to me that these visionary leaders have really embraced the power of procurement technology solutions and that’s been a key factor in the momentum they have established in their teams. I’m sure many of the delegates will be keen to follow their lead.

From a personal perspective, the event offered lots of valuable networking opportunities to supplement what was another useful learning experience.

I chose not to attend the awards dinner that concluded the conference on the Thursday evening, but judging by the pictures on Twitter and Linked In it looked like a great night for all those that attended. Maybe next year.

Next up for me is The P2P Transformation Summit in London on the 5th June.

My Thoughts on SAP Ariba Live 2018

As I write this I am sitting in Schipol airport waiting for my flight back to Manchester. I am pretty exhausted after three busy days (and evenings) at SAP Ariba Live in Amsterdam.

The event offered another demonstration of SAP’s huge investment in Ariba, its commitment to developing a market leading range of solutions across procurement and now supply chain. There was also evidence of their products geared towards both enterprise and what they are classifying as mid-market customers with the introduction of new tools like Snap.

Tania Seary of Procurious with Andrew Daley at Ariba Live

The event was significantly bigger in scale than last years equivalent in Prague. The venue itself, the RAI Exhibition Centre, was big enough to easily accommodate what some estimated to be nearly double the number of attendees compared to last year (SAP have since said delegate numbers were up 47% on last year at 2088). In addition to the SAP representatives from all the various business units from across Europe, the Middle East and Africa there were, of course, a huge number of current and potential clients. However what was the most noticeable change from last year was the increase in the number of partner/sponsor organisations who are part of the ever expanding Ariba ecosystem. It’s actually quite an interesting list and I’ve posted a link to it below along with a link to the videos of many of the presentations.

I felt the overall sales pitch was toned down from last year, with most sessions I attended being a bit more understated, particularly on the main stage. I don’t know if that is a style thing coming from Barry Padgett (who took over from Alex Atzberger at the start of the year) or a change in marketing approach. This year’s marketing push centred around “Procurement with Purpose” with a lot of talk about visibility across supply chains offering the ability to promote agendas like sustainability whilst eradicating problems including child labour and modern slavery.

Personally I think this is a clever play given the importance of these issues and the potential for procurement to be a positive influence in this area (we’ve covered it ourselves in our recent Insider report). It also nicely promotes the potential of their relatively new capability across the supply chain.

Last years “Let’s Make Procurement Awesome” theme supported the more salesy demonstration of the new solutions that Ariba had in the production pipeline at that time. It was also a clear message that the investment from SAP was going to raise the bar.

At this event we were able to see what these solutions can really do now that they are available or about to become so. For me the big game changer for Ariba could be their move into direct spend and supply chain, not least because so few of their competitors can offer much in competition in this area.

Perhaps my favourite presentation was “Procurement In A Digital World” from the charismatic Dr Martin Kotula of SAP Ariba’s Value Engineering team. He spoke about his future vision for procurement and made it feel almost inevitable. He talked about the increasing pace of change in the modern world and how that applies to procurement and supply chain. Here’s one of his slides


The Muziekgebouw was the venue for the celebration party on the Tuesday evening. In my opinion it was a better layout than last years in Prague and made for an excellent atmosphere. The food was good, the beer and wine flowed and as a consequence there was even the sight of some procurement people dancing! Other delegates chose to record the evidence of this on their phones.

Not everything ran as smoothly as the organisers would like. Certain Amsterdam coach drivers responsible for ferrying delegates to the evening events could benefit from using Google maps, and some of the sessions in smaller rooms were full meaning that some delegates missed out. I was disappointed to miss the first IBM presentation entitled “IBM’s Cognitive Procurement Journey with SAP Ariba” but these issues were rare exceptions to what was another excellent event.

I did make a second presentation by IBM about building a Cognitive Procurement Strategy and these photos of some of the slides will make for interesting reading for anyone working in this area.

blog-pic-ariba-live-slide1 blog-pic-ariba-live-slide


I’ve been to a lot of these events recently including several hosted by the other solution providers. They each have their strengths and weaknesses but all offer an insight into the company cultures and objectives which are fascinating for those of us who are interested in these things.

As I’ve said in previous articles if you get the chance to go to these events grab it with both hands. You’ll learn loads about the technology that’s shaping the future of procurement and meet some great people. You’ll also get some valuable insight into areas that could have a very positive influence on what you do for your company, and how you develop your own career.

If you want some guidance on the latter please get in touch directly, or watch out for me in the networking areas at any of these events – my next stop is Procurement Leaders in May. Hope to see you there.

Here’s that sponsor list –

Here are the videos of many of the presentations –

Coupa reports quarterly profit

Earlier this week Coupa beat expectations by reporting an adjusted fiscal fourth-quarter profit of 2 cents and forecast a smaller-than-expected loss for full-year fiscal 2019, sending shares up.

Coupa said revenue jumped 41% for the quarter to $53.8 million, beating consensus estimates. A year earlier, Coupa reported a loss of 5 cents a share on sales of $38 million.

Analysts expected Coupa to report a loss of 15 cents a share on sales of $49 million for the period ended Jan. 31.

In the April quarter, Coupa forecast a loss of 12 cents per share, in line with estimates, with revenue of about $51 million, above expectations of $49 million.

Read more analysis as Diginomica summarises the key points for us:

Coupa ended fiscal 2018 with a quarterly profit and an expanding footprint of new and expanded customers looking for a platform provider.

You can watch the webcast of the call with investors here.

Read more at: