Winshuttle Partner Sales Training Selling to Procurement EN
Master Data – Sales Training
Selling to Procurement
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What is Prodcurement? Large organizations commonly have a central procurement division which is responsible for acquisition of goods and services from external sources. The reason for Procurement’s existence is cost management. By centralizing purchases through a common purchasing organization, a company can: • Promote benefits from high volume bulk discounts • Avoid duplicity of orders • Lower transportation and inventory management costs • Improved vendor relationships • Find the best deals
Who should we be talking to? • VP of Procurement • Director of Procurement • Director of Purchasing • Procurement Manager • Purchasing Manager • Category Manager • Supplier Manager • Supplier Quality Manager • Procurement Specialist
Any title with
Procurement Purchasing Supplier
What are their goals? The main goals of Procurement are: • Improve spend management • Increase inventory visibility
What is preventing them from reaching their goals? Under pressure from the CFO to optimize spending. Spend management require full visibility into Vendors and Materials (raw materials, spare parts, etc.). Errors, omissions and duplicates in Vendor and Material master records reduce this visibility.
Positioning to Procurment
What can Winshuttle do for Procurement? The Procure-to-Pay process relies on master data shared across different departments. Warehouse
Procurement
Warehouse
Accounting
Create purchase requisition
Create and send purchase order
Receive materials
Receive invoice and send payment
Raw Materials
Spare Parts
Vendors
= Master data domains that can be improved and managed by Winshuttle
Selling to Procurement
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What is Prodcurement? Large organizations commonly have a central procurement division which is responsible for acquisition of goods and services from external sources. The reason for Procurement’s existence is cost management. By centralizing purchases through a common purchasing organization, a company can: • Promote benefits from high volume bulk discounts • Avoid duplicity of orders • Lower transportation and inventory management costs • Improved vendor relationships • Find the best deals
Who should we be talking to? • VP of Procurement • Director of Procurement • Director of Purchasing • Procurement Manager • Purchasing Manager • Category Manager • Supplier Manager • Supplier Quality Manager • Procurement Specialist
Any title with
Procurement Purchasing Supplier
What are their goals? The main goals of Procurement are: • Improve spend management • Increase inventory visibility
What is preventing them from reaching their goals? Under pressure from the CFO to optimize spending. Spend management require full visibility into Vendors and Materials (raw materials, spare parts, etc.). Errors, omissions and duplicates in Vendor and Material master records reduce this visibility.
Positioning to Procurment
What can Winshuttle do for Procurement? The Procure-to-Pay process relies on master data shared across different departments. Warehouse
Procurement
Warehouse
Accounting
Create purchase requisition
Create and send purchase order
Receive materials
Receive invoice and send payment
Raw Materials
Spare Parts
Vendors
= Master data domains that can be improved and managed by Winshuttle
