"As our continued focus to add equal value to our seller customers and expand our leadership position in the contract management space, we have aligned with Salesforce to integrate Ariba Contracts - the market leading enterprise contract management system - with Salesforce.com, the market leading CRM system. This empowers customers to create and manage customer commercial relationships and agreements with a fully automated and integrated process. This means faster sales cycles, lower cost of sales, and accelerated revenues."

 

"Why? Because our customers asked for it. In fact, industry research found that 60% of sales and legal organisations say the biggest impediment to efficient contract management is lack of integration into their CRM system. Two market leaders are coming together to solve this challenge."

Jon Kirby
CPO
AstraZeneca
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The role of a CPO has moved beyond simply delivering cost reductions and supplier rationalisation to being an integral part of how an organisation delivers value to its customers and shareholders. CPOs must ensure that procurement engages strongly with business units to allow a comprehensive understanding of business needs and encourage the development of targets, which are aligned and focused on revenue, cost, cash flow and profitability.

Procurement must be a trusted commercial advisor and be able to provide strategic solutions and input to areas such as outsourcing, emerging market infrastructure and deployment, responsible procurement, effective commercial-sales models, external collaborations and innovation. CPOs must also work in partnership with CFOs to take the lead in providing fiscal understanding across the organisation and ensure that procurement’s contribution to company performance is evident, not only to the board but to analysts and shareholders.