IASTA's Using Spend Analysis to Smooth the M&A Path

Using Spend Analysis to Smooth the M&A Path 4 Steps to Consolidate Your Purchasing Power

Audience Profile What's the biggest Spend Management challenge you face? Consolidation & mgnt of supplier info Contract compliance/ high maverick spend Spend data analysis/ reporting Manual RFX creation/ supplier analysis Spend visibility/ granularity = 71% Has your company been involved in or have plans for a M&A within the next 12 months?

Deploying Spend Analytics in a Post-Merger Environment Seth Balsam Director, Global IT Procurement September 21 st , 2011

Ciena: a global leader in the optical networking industry ,[object Object],[object Object],[object Object],[object Object],Technology leadership 1 Dell’Oro optical market share estimates as of calendar Q3 2010 2 Heavy Reading Q2 2010 market estimate 3 Ciena analysis based on network operator annual revenue ,[object Object],[object Object],[object Object],[object Object],Market leadership A global supplier serving 80% of the world’s 20 largest network operators 3 , leading enterprises, and government agencies

Ciena doubled in size with acquisition of Nortel With this acquisition came the pressure to identify savings and synergy opportunities as quickly as possible ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],METRO ETHERNET NETWORKS

Ciena’s indirect team is new to the sourcing group ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Struggling with spend analysis, the merger compounded the situation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Search for appropriate tool was bounded by ease-of-use and timing requirements Specific reporting formats and categories required Ability to scale quickly, cost effectively once application gained adoption within organization End-user friendliness guaranteed adoption ,[object Object],[object Object],[object Object]

Implementing Spend Analytics allowed us to disaggregate spend across suppliers & categories Credibility, Leverage for Supplier Negotiations Enhanced Data Insight ,[object Object],[object Object],[object Object],Customized Reporting Improved Adoption

Implementing Spend Analytics allowed us to disaggregate spend across suppliers & categories Credibility, Leverage for Supplier Negotiations Enhanced Data Insight Customized Reporting Improved Adoption ,[object Object],[object Object],[object Object]

Lessons learned ,[object Object],[object Object],[object Object],[object Object],[object Object]

Procurement Enablement ,[object Object]

Data – The Communicator in Unique Deployments ,[object Object],[object Object],[object Object],[object Object],[object Object]

Means vs. Ends ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Q&A Please submit your questions…

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For more info www.eSourcingWiki.com Iasta European HQ Hartham Park Corsham, Wiltshire SN13 0RP United Kingdom Operations: +44.(0).870.199.4060 Sales: +44.(0).1249.700726 www.Twitter.com/Iasta eSourcing | forum www.eSourcingForum.com www.LinkedIn.com Iasta Alliance Group www.Iasta.com Iasta Global HQ 12800 N. Meridian St. Suite 425 Carmel, IN 46032 United States of America Operations: 317.594.8600 Sales: sales@iasta.com eSourcing | wiki

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IASTA's Using Spend Analysis to Smooth the M&A Path

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IASTA's Using Spend Analysis to Smooth the M&A Path