a proactive approach to supplier onboarding

PayStream Webcast Beginning Soon Please turn up the volume on your computer speakers.

www.paystreamadvisors.com

A Proactive Approach to Supplier Onboarding

Henry Ijams, PayStream Advisors Vishal Patel, Tradeshift

www.paystreamadvisors.com

Join our Conversation on Twitter

#PayStreamWebcast

Today’s Presenters

Today’s Presenters

Henry Ijams Managing Director

PayStream Advisors  

Vishal Patel Senior Marketing Manager

Tradeshift  

Who is PayStream Advisors?

www.paystreamadvisors.com

Research and Advisory Services for Financial Operations

o  Collections Technology o  Receivables Document Management o  Benchmarking o  Electronic Payments o  Annual Innovate Summit

6

www.paystreamadvisors.com

Agenda •  The Current State of Supplier

Adoption •  Proactive Supplier Onboarding •  Tradeshift Supplier Network

Management Solutions •  Supplier Onboarding Success

Stories  

www.paystreamadvisors.com

The Current State of Supplier Adoption

The Current State of Supplier Adoption

Source: PayStream Advisors AP & Working Capital Report | Q2 2014 | All rights reserved.

Primary Reasons for not Utilizing Electronic Payments

9  

www.paystreamadvisors.com

Poll Question #1

The Current State of Supplier Adoption

Source: PayStream Advisors 2014 Supplier Network Management| Q4 2014 | All rights reserved.

Business-to-Business Solutions Currently in Use

11  

The Current State of Supplier Adoption

Source: PayStream Advisors 2014 eInvoicing Benchmark Report | Q3 2014 | All rights reserved.

Invoices Paid Electronically

12  

The Current State of Supplier Adoption

Source: PayStream Advisors 2014 eInvoicing Benchmark Report | Q3 2014 | All rights reserved.

POs Sent By Companies

13  

The Current State of Supplier Adoption

Source: PayStream Advisors 2014 eInvoicing Benchmark Report | Q3 2014 | All rights reserved.

Suppliers Sending eInvoices

14  

www.paystreamadvisors.com

Poll Question #2

www.paystreamadvisors.com

Proactive Supplier Onboarding

Proactive Supplier Onboarding

Source: PayStream Advisors 2014 Supplier Network Management| Q4 2014 | All rights reserved.

Supplier Network Management Universe

17  

Proactive Supplier Onboarding

Ø  Offer suppliers a range of options. Offering yes or no options likely will not get you anywhere with most suppliers.

Ø  Consider what is ideal for your organization but also what is likely; try to land somewhere in the middle.

Source: PayStream Advisors AP & Working Capital Report | Q2 2014 | All rights reserved.

Best Practices

Proactive Supplier Onboarding

Ø  Effectively communicate to suppliers the benefits for their receivables with each offer.

Ø  Incentivize suppliers by offering tiered payment timelines. Offer faster payments for methods that benefit your organization and longer payments for manual or paper-based methods.

Source: PayStream Advisors AP & Working Capital Report | Q2 2014 | All rights reserved.

Best Practices

Proactive Supplier Onboarding

Ø  Does the solution integrate with your ERP or procurement system?

Ø  Is the solution free for suppliers (no membership or transaction fees)?

Ø  Does the provider help onboard your suppliers—both large and small?

Source: PayStream Advisors AP & Working Capital Report | Q2 2014 | All rights reserved.

Selecting a SNM solution

Proactive Supplier Onboarding

Ø Does the solution have a centralized portal to manage supplier profiles, certificates, diversity, and risk metrics?

Ø  Is ad-hoc and custom reporting functionality included in the solution?

Selecting a SNM solution

Proactive Supplier Onboarding

Ø  Is buyer and supplier training included? Ø Does the network facilitate the transmission

and routing of purchase orders? Ø Does the solution provide electronic

invoicing?

Selecting a SNM solution

www.paystreamadvisors.com

Tradeshift

Transforming how businesses work together.

Tradeshi0  helps  buyers  and  suppliers  anywhere  connect,  transact  and  collaborate  with  e-­‐invoicing  and  procure-­‐to-­‐pay  so0ware.        

Easy  to  use.  Free  for  suppliers.  Tradeshi0  brings  you  intuiCve,  agile,  scalable  cloud  so0ware.      We  strengthen  buyer-­‐supplier  relaConships  through  the  power  of  our  network,  our  proven  supplier  onboarding  methods,  and  our  scalable  plaGorm  &  app  ecosystem.  

Electronic  invoicing,  PO’s,  Credit  Notes,  etc  

Data  Capture  (Paper,  PDF,  Fax,  Email),  Onboarding  

tool  

Matching,  ValidaCon,  Approval,  RouCng,  

Coding,  Direct  CommunicaCon  

Supplier  RegistraCon,  Onboarding,  InformaCon  validaCon  &  management  

Extension  of  capabiliCes  with  customer  and/or  Third-­‐party  Apps    

Early  Payment  SoluCons    Dynamic  DiscounCng  &  Supply  Chain  Finance    

Buyer  –  Supplier  Network    Business  Firewall,  Document  Transmission,  Statuses,  

Messages,  IntegraCon,  Security,  API  

Supplier Onboarding

The Tradeshift Way

5 unique keys to onboarding success

1. Modern marketing automation  2. “White glove” service  3. Superior supplier value

4. Consultative excellence

5. Event-based supplier onboarding

5 unique keys to onboarding success

1. MODERN MARKETING AUTOMATION  

SUPPLIER

Email Campaigns

Direct Mail

Web Presence

Webinars

Display SEM

PR

Social

Example: http://de.tradeshift.com/supplier/dhl/

Tools to onboard suppliers: landing page

Tools to onboard suppliers: info on your own site

Example: http://www.sbs.nhs.uk/home/working-with-suppliers

Various product events drive supplier onboarding

Receiving Purchase Orders Sending PDF invoices as email attachments

From scanned paper invoices Supplier initiated connection request

Receiving Purchase Orders

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

From scanned paper invoices

From scanned paper invoices

www.paystreamadvisors.com

Supplier Onboarding Success Stories

1. World’s largest healthcare provider: 75X FASTER THAN leading competitor

•  Prior to Tradeshift, only 100 suppliers were electronically onboarded by a leading competitor over 4 years

•  Tradeshift has already onboarded 2,794 suppliers in 18 months

•  Phase one: from zero to 48% of the 3M invoices in scope •  1.4M invoices now received

electronically •  33% of the labor time in scope has been

reduced •  21 of 63 FTEs handling invoices were

redeployed •  Invoice handling increased from 4,000 to

6,000 per person, per month

2. Global logistics provider: 0% TO 48% E-INVOICES

3. World’s largest sports apparel brand: 36X faster than leading competitor

•  Prior to Tradeshift, 8% (350) of North American suppliers (4,400) were onboarded by leading competitor over 4 years

•  Tradeshift has already onboarded 94% (4,176) of the suppliers in 16 months

•  Full scope of 5,000 workflow users are already live after 7 months

•  On track for total business case savings of $30M, with additional risk avoidance savings TBD

Questions?

www.paystreamadvisors.com

Contact Vishal Patel at vpa@tradeshift.com

for spending your time with us.

www.paystreamadvisors.com

Thank You