This allows us to do simple yet critical things such as extending the ability to suppliers at multiple tiers in the supply chain to participate. Our approach at Tradeshift is to get rid of catalogs completely. It is one global, virtualized, real-time database you can search and purchase from that takes information from hundreds or thousands of sources and merchants and makes it available in context.Ĭhristian : Catalogs died on the consumer side of P2P a long time ago - but they live on within B2B because of legacy technology. But Amazon, the winner so far in consumer markets, is not catalog-based. Today’s models are built on catalog management systems. Coupa is rehashing what was done with Ariba before with a nicer UI.Ĭhristian: We need to start with a different technology approach to transactional procurement. In short: No one expects a lot and in turn, they don’t expect enough from their solutions. Organizations call it success when they connect with 10-15% of suppliers in either e-invoicing or broader purchase to pay (P2P). I see it as a similar situation in accounts payable and payments five years ago.
We basically have come to accept mediocrity and a baseline for success that is really bad. But the real problem is not close to being solved as I see it. I first posed the question to Christian, “Why is Tradeshift getting into the transactional procurement market?” Here’s what he had to say on the topic:Ĭhristian : I know the market is asking, “Hasn’t this problem been solved already?” Come on, this sector has been around for over a decade. In a series of posts covering the interview in the coming week, we’ll share what we learned.
As usual, he came off like a presidential candidate on the stump - albeit with slightly more hair and I’d argue deeper arguments than most - of procurement tech. ) Christian was full of his usual piss and vinegar, as they say, firmly putting Coupa, Ariba and others in the crosshairs. (See our coverage of this launch, including the acquisition of Merchantry, here, here and here. Last week, I spoke with Christian over Skype and posed a number of questions about why Tradeshift is entering the procurement sector. Christian is also good for some of the best one-liners in the history of this sector, such as his quip “Ariba doesn’t have customers, it has prisoners. He is one of the best people to argue with, as well, as his opinions tend to get sharper the more you push back. Sitting down with Tradeshift ’s Christian Lanng always presents an opportunity to hear exceptionally strong opinions on the industry and technology.
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