Category Archives: General


Finance CFO Introduction (Series 1 of 5)

When you’re a CFO – no matter what company you happen to work for – it’s hard not to take a straight line finance perspective. As the CFO of Determine, I’m constantly faced with the challenge of balancing the requirements of finance and accounting with the needs of procurement and legal. After all, they are our customers too. I followed the recent series of blog posts by Kelly Barner that Determine ran on procurement maturity. It is interesting how clear your own viewpoint becomes … More

You don’t trust the Cloud? Think again…

Gartner has the data: more than 90% of 2015’s deals were for cloud-delivered solutions and suites.* Conversations about cloud/SaaS computing always seem to circle back to security. Yet the fact is that most of us are already in the cloud. So many services are hybridized that it’s almost impossible to delineate where the cloud starts and on-premise leaves off. Not surprisingly, the benefits of cloud computing are driving widespread adoption. While the pervasiveness of cloud computing is disruptive, it is … More

Customer Focus: Acticall Group

An interview with Bruno Sénico, Purchaser for the Acticall Group Q: Acticall, the benchmark French-speaking Call Center, has extended its business and today is a leading Services Group. Could you tell us more about this growth? A: Our Group has evolved dramatically as a result of internal growth with the opening of subsidiaries in the Ivory Coast and Morocco and external growth with the acquisition of Sitel, the American leader in Customer Relations. We are now one of the top 4 global … More

ePayments: an idea that continues to evolve

In the context of payment, the concept of “the check” was conceived by Dutch traders in the early 1500s. The check became a way of banking through clearing houses and a safer alternative to keeping money at home. Today, 500 years later, check payments continue as an accepted form of monetary transactions. However, the idea of making payments “digitally” continues to intrigue and influence the goals of accounts payable organizations. The sheer scale of transactions has created a need for alternatives … More

5 Benefits of Punchout Catalogs

What is Punchout? It is a way to connect directly to the supplier’s catalog from an application such as procurement systems and purchase to pay software. Via this protocol, buyers can order from within their purchasing system with a direct access to negotiated catalogs via the web. I recently conducted a survey with our customers regarding the purchasing process trends and I discovered an increasing part of our clients use punchout catalogs (31%). By being compatible with OCI and cXML … More

Relationships: Vital to business success and prosperity!

With blogs, such as this, or any social media connection—email, text, online media in general—it  seems that building relationships has become a lost art. However, I beg to differ and will explain. This blog is about Relationship Economics and how it’s still as valuable as ever and even in vogue. In today’s economy, relationships are perhaps the new currency. A relationship describes a connection or association between people and/or things. Economics is about resource abundance, scarcity and allocation, the distribution … More

The Modern General Counsel – Part 1

Introduction: The role of General Counsel (GC) is growing in importance and has become a stepping-stone to titles like Chief Risk Officer and CEO. Risk and compliance are still important to the success of an organization. But there’s more to being the Chief Risk Officer or CEO. In this series, we are looking at examples of General Counsel succeeding and failing. We also investigate how to add value across an enterprise with contract management technology. Due to business, executive, and … More

How a Contract Management System helps the Strategic Sourcing process:

How a Contract Management System helps the Strategic Sourcing process: Many procurement professionals deploy eProcurement tools for the RFx functionality. They’re often thinking about streamlining their sourcing process, standardizing response formats to facilitate rapid analysis and improve record keeping. There’s another benefit, though, and that’s the contracts management capability that often comes as part of the package. Contract management tools should not be overlooked; they provide the kinds of value that CFOs and internal audit groups appreciate. Some examples: Automated … More

Empower procurement managers with a complete P2P system.

Cost reduction and cost control: It’s The Holy Grail of every financial manager at every for-profit company. It’s also the goal of every non-profit organization seeking to stay within the boundaries of their allocated budget. The entire cost-containment process is made much easier with the right architecture and tools in place for driving enterprise-wide compliance to agreed budgets. Controlling costs In these difficult economic times, it is more important than ever before to exert appropriate, cost oversight and control–at each … More

Getting down to business: Contract Lifecycle Management Basics

Many prospects call me before they fully understand what contract lifecycle management (CLM) is or what it can do for their company. What they do know is that they need “something” to manage their current contracting processes. As a BDR (business development representative), my role is to help them understand what our contract management solution can do, what sort of pain points the software can minimize, and provide a basic understanding of the solution features. I answer a lot of … More

Adding it up: The Business Is Coming Together

I am honored and proud to take the reigns as president and CEO of Selectica. A lot has happened. One thing for sure: Selectica is coming together. Over the past year, we executed on a strategy to acquire IASTA (spend analysis, eSourcing & supplier management provider) and soon b-pack (procurement software & procure to pay technology) will close. This will enable our customers access to a complete suite of best-in-class, source-to-pay solutions. Now, we can deliver the highest quality and … More

Why legal departments need tailored solutions for unique challenges

Technology, media, and telecommunications (TMT) regulations have become more complicated over the last several years. The TMT industry is a high-stakes field with a wide array of major players, including cable and satellite networks, social networks, film and television studios, and many others. Most of these companies are built on cutting-edge technology. They require experienced legal teams to handle consequential disputes and complex deals. TMT in-house counsels tend to be extremely specialized in their industry, and demand specific, configurable tools to address … More

Decide upfront who gets to recognize savings earned by procurement

Procurement teams work hard to source, negotiate and monitor deals, maximize supplier relations, manage risk, and control spend. The bottom line is they can save their company money–often, a lot of money. “In our first year we were able to leverage Spend Analytics from the SmartAnalytics® suite of products, allowing us to save $31.7 million from approx. $300 million in indirect spend–a 10% return!” — Greg Tennyson, CPO, VSP   Which begs the question: Where should the money saved go? … More

Rise of Regulation and Compliance Enforcement = Increased Need for Contract Management

As we move into mid-2015, it is clear that contract management needs are on the rise. Survey after survey from various analyst firms and consultancies tell us that contract management is a growing area of concern. The main benefits often attributed to contract management are providing efficiency and speed to the contract process through automation. A recent PayStream Advisors study found that 62% of survey respondents noted faster negotiation cycles as the primary benefit of contract management software. With regulatory … More

The Strategy Behind Bringing Procurement and Contracting Closer Together

Today, contracts can no longer be filed away, retrieved only to resolve disputes later. They need to become more dynamic and play an active role with other business processes to realize their full potential. Why? Because the business landscape has been growing more complex for years now, with contracts at the center of every deal to ensure all parties deliver what’s promised. On both the buy – and sell-sides, businesses face increasingly complicated regulatory demands. Intricate supply chains may escalate … More