Servicization of business offerings have increased choices and opportunities for buyers but have also challenged their skillset. Whether it is procurement of emerging technologies like cloud based software and data science services or buying through leasing, financing and rental models or sourcing novel solutions from start-ups, the success of service increasingly lies on how well the proof-of-concept or pilot run was conducted, lacunae identified and risks assessed before full-fledged implementation. It applies to both strategic and tactical purchases. This session will share rules of thumb on how to get it right based on our own experience of buying and implementing new services across a range of categories like IT, supplier financing and cargo vehicles.
- Upon completion, participant will be able to list steps to follow to plan a successful proof-of-concept.
- Upon completion, participant will be able to define skills required for buying emerging technologies and novel solutions & services and become more confident of doing first-time-ever deals for the organization.
- Upon completion, participant will be able to describe importance of customer-centricity and cross-functional skills as pillars of growth in future.
Savita Gupta, CPSM – Head - Procurement Knowledge Center, A.P. Moller Maersk
Savita is a Supply Chain enthusiast, curious to exploit powers of technology, committed to sustainability. She has 13 years of experience in managing country level procurement and supply chain across top B2B & B2C companies of India in FMCG, ICT and Construction sectors. Currently, as the Head of Knowledge Centre, she is building Data Analytics and Market Research verticals for Maersk Global Procurement. The experience of navigating the business challenges of growth during liquidity crisis, new product launches amid price wars and maintaining business continuity with regulatory changes has trained her to do more with less without losing sight of end customer or net business impact and ingrained in her the importance of processes and agility. Now, the focus is on embedding digitalization and sustainability in procurement while being thoughtful of long-term risks and opportunities.
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