Episode 7 of DualSource Discourse is out now! 🎙️ This week, Sarah Scudder - Sales Leader Turned CMO and I dive into the pay-to-play analyst model, expressing skepticism towards the value these services and individuals offer. 💡 Paying for outdated and stagnant advice is not something I endorse. Moreover, many analyst frameworks are often inaccurate. For instance, Gartner's shift from procure-to-pay to source-to-pay does not align with the current landscape. 📉 It's evident that we have evolved beyond these outdated constructs. Tune in to learn more about this intriguing discussion! 🚀 Checkout the episode: 🎧 YouTube: https://lnkd.in/gKvkN7QB 👂 Spotify: https://lnkd.in/gQ8syxTa 🍏 Apple: https://lnkd.in/g8c3KcMs Kearney Lance Younger Shakil Nathoo ❤️ Amanda Prochaska ❤️ Shachi Rai Gupta S. Michael Cadieux Mark Raffan Jon W. Hansen #DualSourceDiscourse #procurement #makingprocurementcool #supplychain #genxer #millennial
Jon W. Hansen
1mo
Thank you for the tag, Dr. Elouise Epstein 🏳️⚧️ The topic you are tackling is not only timely but important as well. However, there is one thing we all seem to need to pay more attention to: over the past few technology iterations, 80% of all ERP, S2P, Digital Transformation, and AI initiatives have failed to deliver the expected results. In the end, that figure gauges the viability of the pay-to-play model or any model for that matter. Whatever is being done isn't working. Would you visit a restaurant with only a 20% chance of having a good meal? Would you buy a car if there were an 80% chance it would have to be in the shop on a regular basis? I can continue, but you see where I am going. What we need in a model is a way to improve the odds of a positive outcome substantially. As I wrote in a comment to Duncan Jones: "In the face of these high failures, brand and logo don't matter. I want to see the faces of the people behind the logos. What is their level of industry experience and expertise? Are they professional managers or leaders who have actually been in the trenches? Are they focused on acquiring market share and the latest stock price or solving client problems?" Thoughts? David Loseby Michael Lamoureux
Duncan Jones
1mo
This statement is unbelievably ignorant of analysts' value to clients: "Why would you spend that amount of money with an analyst to then not even get coverage?" They provide insight on your market that you dont have, wider market trends that maybe you've missed, competitors' capabilities & weaknesses that can help your sales & marketing, advice on your positioning, marketing, pricing, etc. "It seems like its pay-to-play" Sarah's statement proves it isnt. If P2P were any part of the model then she would have got the coverage that she thought (incorrectly) that her predecessor had paid for. But it isnt P2P & "coverage" is not offered or provided. However, if you read analysts' research & follow their advice then you'll earn coverage by becoming a better software company, more relevant to the analysts' decision maker clients. P.S. Yes there are bad salespeople who mis-sell, and some smaller firms that have a less ethical approach, but dont malign the whole industry merely because you don't understand how it works.
Bill DeMartino
1mo
this was quite interesting. My comments went to long - the long version is here - https://www.linkedin.com/feed/update/urn:li:ugcPost:7211425004826079232/ summary - change is needed, so some ideas for improvement are provided 😁
Rashad Miller
1mo
Timely message…and when we think about real value procurement can bring to an org, here’s an example. Inviting 4-5 suppliers to an rfp based solely on who’s listed in the analyst coverage is lazy intelligence. Strategic procurement pros go deeper.
Agree.. in this all Consultant speak, we tend to forget an important element.. Simplicity.. the catalyst that will make procurement teams use these platforms PUNIT KRISHNA #chemarc Chemarc.com
Linda Chuan
1mo
Love this episode from 2 of my fav peeps! 🤗 Great job Dr. Elouise Epstein 🏳️⚧️and Sarah Scudder - Sales Leader Turned CMO!
Julienne B. Ryan
1mo
Very informative
Marketing Coordinator Manager presso Creactives SpA
1moWhen I started at Creactives five years ago, one of the first things I picked up was the budget for marketing and the various proposals on the table.... I was completely shocked by the amounts proposed, especially if you compare them with the value you can take home from a person who does not know you and only listens to you because you pay him.....I believe that this world has ended for all solution providers, apart from the big players who have the economic strength but, above all, the power to be seriously listened to and to reason "on an equal footing"...