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HOW PROCUREMENT TRANSFORMATION CAN DRIVE BUSINESS VALUE, CONTINUITY AND RESILIENCE

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George Booth, Group Chief Procurement Officer, Lloyds Banking Group and Henrik Smedberg, Head of Intelligent Spend Management UKI, SAP

 

As the largest bank and insurer in the United Kingdom, Lloyds Banking Group counts on a vast network of global suppliers for everything from technology to office supplies and services. Managing supply chain risk is a top priority for the group’s procurement team. So is enabling optimum contract outcomes, supply chain sustainability, and simple, transparent buying and selling for employees and suppliers. To unify and standardise procurement processes and gain the deep data insight it needs to ensure stable, secure, and compliant supply chains for the bank and its customers, Lloyds embarked on a digital procurement transformation.

In this Q&A, George Booth, Group Chief Procurement Officer, Lloyds Banking Group and Henrik Smedberg, Head of Intelligent Spend Management UKI, SAP, explore how they embarked on a digital procurement transformation journey and the current challenges and opportunities in the procurement space.

 

  1. What are the complexities and opportunities of having such a broad ecosystem and what has the past year highlighted when it comes to supply chain risk?

George Booth: Lloyds Bank has been serving the households, businesses and communities of Britain since 1765. To serve more than 30 million customers, we rely on a vast network of global suppliers for everything from technology to office supplies and services. The supply chain ecosystem offers huge opportunities, particularly in managing end-to-end supply chain risks, driving value, leveraging innovation and ensuring supply chain sustainability. Managing such a broad ecosystem is a highly complex process, with a clear requirement for standardised procurement processes, transparency and insight to ensure stable, secure, and compliant supply chains for the bank and its customers.

Henrik Smedberg: Our recent research with Oxford Economics revealed that less than half (49%) of executives surveyed regularly refresh risk mitigation plans to address potential supply chain disruption. However, from panic buying loo rolls to the spike in e-commerce, the past year has highlighted the vital need for digitalisation and end-to-end visibility.

Managing supply chain risk has always been a priority for Lloyds, so our work together centred around continuing in this vein – providing the deep data insights needed to mitigate risk and ensure stable, secure and compliant supply chains for the bank and its 30 million customers.

 

  1. Covid has forced a number of companies to transform digitally, and this has increased trust in banks. What has this period been like for Lloyds and what have we learned about the importance of data and analytics?

George Booth: The impact of the pandemic has been felt across the world and even today the news round coronavirus is continuously and rapidly changing. Lloyds Banking Group is committed to providing a swift response to the latest updates to ensure that all our stakeholders are supported and kept well informed. By following a responsive, flexible and collaborative approach we have leveraged our supply chain to ensure extra support has been offered to customers, colleagues and suppliers when needed.

Henrik Smedberg: From our research with Oxford Economics, we have identified a small group of ‘Leaders’ which are organisations that have invested more in digital transformation and are further along in automating end-to-end processes. As such, these Leaders have been able to make better-informed spend decisions across the business, with 70% saying they have been able to gain a clear view of overall spend automatically, in real time. This allows them to achieve better results, compared with other respondents, in operational efficiency, supplier performance, compliance, risk management and cost reduction and tells us a lot about the importance of leveraging data and analytics.

 

  1. What were the core drivers of this partnership and how has the transformation project rolled out?

George Booth: With a need to unify and standardise procurement processes – and gain deep data insight to ensure stable, secure, and compliant supply chains for the bank and its customers – Lloyds embarked on a digital procurement transformation process. We needed solutions to stay agile, flexible and keep our services running by giving us complete visibility into our supply chain, to manage risk and deliver real business value, as well as ensuring colleague experience was vastly improved. The partnership with SAP Ariba provided expert guidance and the technology proposition to make our digital procurement transformation work.

Henrik Smedberg: We worked with Lloyds to help accelerate them into the ‘Leaders’ category. Automatic integration of contract terms, pricing and discount data into POs has increased visibility for sourcing managers; machine learning has helped optimise catalogues so buyers can find what they need quickly; procurement data analytics has increased spend visibility to allow greater buyer autonomy. This has enabled Lloyds to achieve spend management transparency to support supply chain continuity and resilience – something all organisations aspire to achieve.

 

  1. What benefits have you seen as a result of working together and what does this mean for the future?

George Booth: Under the theme simplify, integrate, digitise, the programme motto focused team members on the colleague journey, stating: ‘You can only make a first impression once.’ One statistic captures the colleague journey success: it now takes an average of six clicks to complete a transaction, compared to 30. This user-friendly experience, automatic integration of contract terms, pricing, and discount data, as well as machine learning to optimise catalogues has transformed the requisitioner experience.

Henrik Smedberg: Our work with Lloyds shows us that organisations need to take a three-pronged approach to mitigate supply chain risk and advance their procurement digital transformation: embrace data and analytics, unlock the power of AI and drive adoption. As our research demonstrated, those that have done all three have been able to strategically up-level their procurement function for better business impact, and Lloyds is a shining example of best practice.

Interviews

FINANCE DERIVATIVE INTERVIEW Q&A WITH ULF ZETTERBERG

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Ulf Zetterberg,Co-founded, Seal Software

 

  1. Can you tell us a bit more about Seal Software and your role at the company?

Seal Software created the contract analytics market. It was the first business to use an AI-powered platform with intelligence, automation, and visualization capabilities to enhance the management of contract data. Seal leverages elastic cloud scalability, multi-instance data security, and rapid virtual deployment to support contractual processes at all scales. Machine learning and natural language processing capabilities enable the software to find contracts across networks quickly, and to understand the risks and opportunities hidden within those contracts. The software is applicable in multiple use cases from compliance and NDAs, to M&A and procurement.

With regards to my role, I co-founded Seal Software in 2010, together with Kevin Gidney, who was the CTO. As CEO, I oversaw the rapid growth of the company from start-up to market leading provider for contract analytics. I then oversaw the acquisition by DocuSign for $188 million.

 

  1. What do you believe were the main factors behind the success of Seal Software as a business?

Ulf Zetterberg

Key to Seal’s success was its customer-first approach. Seal was a platform specifically designed for enterprises. As such, it was essential for us to collaborate closely with our enterprise customers to build out a solution that worked for them. This close collaboration allowed us to really understand how we could best automate our customers’ work and provide support across multiple use cases.

 

  1. What are the key challenges facing enterprise software companies looking to scale?

In order to scale and access new markets, enterprise software companies need to make sure their solution is easy to use and that it creates instant value for the customer. Gaining a deep understanding of the day-to-day challenges that customers face is crucial if you are going to provide real value.

As well as making sure your product is accessible and solves a problem for your customer, you need a clear mission. Having a clear value proposition and ROI will allow you to scale your organization rapidly and effectively, in multiple regions and countries simultaneously.

 

  1. What benefits can enterprises gain from scaling internationally? 

As enterprises scale, they gain access to greater pools of resources and knowledge. Sharing experiences and learnings, both internally and externally, across a scaling enterprise allows you to build and share best practices. Similarly, as an enterprise grows, it will gain access to a larger talent pool, meaning it can hire the best people to help build on its success and drive the business forward.

Although there will be differences across an organization that has reached international scale, the world is smaller today than it was ten years ago, so customers in different countries have more and more things in common. As a result, enterprises can draw on these similarities to deliver a solution that solves a universal problem faced by customers around the world.

 

  1. What insights have you gained from being involved in several software and analytics businesses simultaneously, whether that be as an investor, advisor, or board member? 

I currently have over 25 years of experience in enterprise software and services. At present, I am fortunate to hold multiple roles across several software and data analytics businesses. I am President and Chief Revenue Officer (CRO) of Time is Ltd., a productivity analytics company which seeks to create a new market for analyzing how organizations operate and collaborate. I am also investor and advisor to several other software companies, and I have recently taken on the role of board member at Sinequa, a leader in enterprise search.

My key takeaway from the varied experience I have had throughout my career is that the organization, management, leveraging, and protection of data is the lifeblood of most companies. It is the effectiveness of data management that determines a company’s level of success.

 

  1. What experience are you going to bring to your new role as board member at Sinequa and how will that shape your role? 

Sinequa is at an important stage in its growth as it seeks to accelerate its international expansion. The company achieved a strong performance last year, despite the circumstances of the pandemic. It increased its total customer billings by 30 percent and signed new logos across the globe, from global pharmaceutical and healthcare manufacturer GlaxoSmithKline (GSK), to the second largest energy and power company in the world, Électricité de France (EDF).

I have been impressed by the company’s resilience, and there are hopes that there will be continued growth this year, so I will be looking to help build on its success in my new role. As a board member, I will be drawing on my experience of scaling enterprises to provide guidance and expertise on how to drive global growth, and a key part of this will involve building effective go to market strategies for new growth regions for the business.

 

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EVOLUTION OF THE LIFE INSURANCE INDUSTRY

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by Samantha Chow, LAH Markets Lead at EIS

1.  What problems does the life insurance industry face when it comes to data?  

The most significant problem that life insurers face is how they use data and how it is spread amongst multiple legacy systems.  Sometimes the data is split over at least 25 different legacy systems all through the business.

This data is also typically defined differently between disparate systems. For example, in one system of record, the policy number may be the key identifier for a policy, and in another system, it could be the national insurance number. This makes it extremely difficult to pull data together to get a clear picture of an individual’s policy life cycle or journey.   

Without understanding what the entire journey looks like, tools like AI and ML are only superficial. These tools can only work in situations when it has unhindered access to all the information, during the underwriting and onboarding process, for example.   

With modern core technology, life insurers are able to integrate legacy systems through open API architecture and provide an all-around view of the customer. 

2.       Why is data quality an extensive challenge for the life insurance industry?  

The data is often fragmented and stored in separate blocks for each piece of software being used. For example, claims need access to a data centre in order to access underwriting data for the claims review process. With this data often being disparate over various areas, most of it is recorded manually. 

We are now starting to see the automation of applications and a movement from paper to electronic, but this isn’t happening enough to improve the not in good order challenges (NIGO) that life and annuity providers experience.   

The amount of manual data entry that still occurs creates immediate challenges and challenges that arise later down the line. The mistakes made in the application process will haunt the insurer down the road when it comes to the likes of billing, payments and claims.   

However, life insurers can use solutions such as LexisNexis Risk Solutions or Equifax to help with the onboarding process. These are great solutions and can check for any potential inaccuracies in the customer’s address, telephone number and finances. With that being said, insurance carriers’ archaic legacy systems will still leave space for manual errors, with some even leading to fines. 

3.       How has technology impacted life insurers?   

With 59% of insurers upping digital transformation spend this year, it is clear that they understand how important technology and automation are. However, insurers tend to have outdated legacy and modern legacy solutions, which slow down the insurer’s response to product development and changes.

Insurers will need the technology platform that follows the coretech model to enable an ecosystem to meet customers anywhere, any way they wish, with the products that are fitting for their personal needs, and predict and act quickly in the face of unforeseen circumstances. The emergence of insurtechs, spurred by the development and capabilities of new technology, has enabled insurance firms to future-proof their businesses and provided them with the opportunity to create new value propositions based on the modern customer’s needs.  

Achieving large-scale cost reduction is a significant aim for life insurers and automating manual tasks and simplifying processes will help them reach that point faster. This way, life insurers can achieve substantial advantages and reduce errors caused by human intervention.

4.       Does an ecosystem help life insurers to build their business for the future? If so, how?

Becoming part of a partner ecosystem can help life insurers offer a portfolio of different products and services. This includes capabilities from adjacent industries, technology giants, and the emerging insurtech community. Ecosystems allow insurers to create their own unique fingerprint in the industry while being more flexible to change and evolving as their customers do.

A strong ecosystem provides insurers the opportunity to be proactive, rather than reactive. It gives them to tools that provide the insurer the opportunity to personalise their business to the individual customer and product level and build relationships with their customers. If insurers want to become more innovative, they must continue to produce new products and services for their customers. Transitioning from the “one-and-done” sale to a more interactive, always-on relationship will create expanded revenue opportunities through long-term relationships and brand loyalty.

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