THE MOBILE WORKFORCEVALUE IN A 24/7 BUSINESS

AUGUST 8, 2016 SciQuest Next Level 16The Mobile Workforce

Chris FarrellSr. Director Product MarketingSciQuestBrady BehrmanCEOPunchOut2Go

This presentation is being recorded. Content to be used for archival purposes.

FIRFun. Interactive. Rewarding

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▪“The key to measuring an App’s success is not downloads. It’s usage.” – CEO, Pogo

▪Fun▪Interactive▪Rewarding

THE MOBILE WORKFORCE

AGENDA

4AUGUST 8, 2016 SciQuest Next Level 16

1 Mobile by the Numbers

2 Mobile Criticality and Value

3 eShopping Technology Advancements

4 Making Mobile Apps Work

5 Challenges of Successful Mobility

6 Results and Recommendations

MOBILE PHONE (SMART PHONE) OWNERSHIP IN THE US

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2011 – 35%

2016 – 72%

18 – 35 years old: 92%

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2016

Percentage of US Adults that own a Smartphone

2011

ON-LINE SHOPPING TRENDS

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▪Multi-Screening• Shopping online through multiple device types• Steady increase in shopping – now more than 50%• Concurrent with overall decline in multi-screening

▪US eCommerce Conversion Rates (4Q 2015)• Overall 3.62%• Traditional Platforms 4.66%• Tablets 3.89%• Smart Phone 1.43% (UK: 3.05%)

AUGUST 8, 2016 SciQuest Next Level 16Source: smartinsights.com

ACCESSING CONTENT

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▪90% of Mobile Content access is via Apps“It’s an App World. The Web just lives in it.” – Yahoo Flurry

▪Mobile Research Breakdown: Where do People begin their research on smartphones?

Search Engines 48% Branded Web Site 33%Branded Apps 26%

▪These numbers are for all US adults. The numbers for Younger adults (18 – 35) are more skewed to mobile

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MOBILE VALUE PROPOSITIONS

▪Enabling Mobile isn’t a simple decision

▪Mobile for the “sake of Mobile” isn’t appropriate

▪Business system and process characteristics appropriate for mobile value proposition

• Access Anytime• Access Anywhere• Real-time pressure on tasks

▪But just having an App isn’t enough …

Make an organizational decision to “Go Mobile”

LIKE E-PROCUREMENT, ADOPTION IS KEY TO A SUCCESSFUL MOBILE STRATEGY

Stickiness, not download count, is best measure of success

How do you make an App sticky?▪Usable

• Fits within the scope of business needs• Available regardless of connection status

▪Interactive• Delivers valuable information• Progresses along processes

▪Fulfilling• Accomplishes tasks and meets goals• Gives constant value through multiple processes

CHANGES IN SUPPLIER TECHNOLOGY

▪Supplier Adoption▪Usability Requirements

SUPPLIER ADOPTION

▪How well suited aresuppliers?▪How can buyers better

leverage technology to streamline their spend?

▪ What do Suppliersneed to do?

▪ What does thelandscape look like?

USABILITY REQUIREMENTS

▪What does it mean for a supplier to be Mobile-Ready and what are you looking for?

NO YES

WHAT DOES THE PURCHASING PROCESS LOOK LIKE?

We need to buy things

Access to Purchasing System

Search for product(s)

Add items to Cart

Check Budget

Submit

Approval Process

Place Order Purchasing

WEB TO MOBILEUSABLE, INTERACTIVE, FULFILLING

Functionality in eShopping

Mobile Requirements

Access to Purchasing System

Search for product(s)

Add item(s) to Cart

Check Budget

Submit

Approval Process

Place Order

Full Shopping Functionality

Approval Capabilities

Go Beyond Purchasing

SHOPPING WORKFLOW PROCESSES

eShopping AccountingSourcing Contract Management

MAKING A STICKY APPUSABLE & INTERACTIVE

Fully Functional (compared to Web Site)UI adjusted to form factor

Support for Full ProcessCrosses User Types

Summary of Action ItemsMessage / Activity Push

THE DARK SIDE…

… OF MOBILE

CHALLENGESTECHNOLOGY MANAGEMENT▪BYOD Concerns

• Massive Device List for Support• Electronic Security• Physical Security

▪Cross-platform Usability• Screen Size• Pipe Size

▪Supplier Interaction• “Full Web Site” vs. Mobile Environment• Support for Catalogs• Support for Mobile Punch-out

CHALLENGESPERSONNEL

▪After-Hours Access• Work / Life Balance• Overtime Concerns

▪Misplaced Expectations• Tethering concerns (Speed)• 24/7 Issues (“I ordered it Saturday”)

▪Flooding• Analogous to Automating Procurement, but NOT A/P• Untenable Action Counts can Pile Up

CHALLENGESPROPERLY GETTING WORK DONE

▪Rubber Stamping• Flooding• Usability

▪Timeliness• Delays Until Mobile App Used

▪Missing Information• Unsupported Suppliers

RECOMMENDATIONS

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▪Going Mobile is a question of “When” – not ”If”• Changes in workforce demographics• Improving technology• Blurred lines between Smartphones and Tablets

▪Flooding concerns are unwarranted• Always available NOT the same as always on• It’s procurement, not impulse buys

▪Mobile Workflow Management through Apps is Critical• 90% of access via Apps• Control of communication to devices

AUGUST 8, 2016 SciQuest Next Level 16