Learning moments

We’ve taken the best of the procurement industry and combined with our best in class governance processes and practices.

Not only have we achieved significant cost reduction, our expertise has helped achieve the right service levels and legal terms.

The Challenge

Fuse were buying the wrong solutions on poor terms and quickly established that BridgePro had the right offering (PaaS) during a period of growth.

We had the benchmark data to quickly assess market competitiveness and renegotiate. We were tasked with ensuring all supplier contracts were optimised and renewals tracked.

Fuse soon recognised that BridgePro could also help upskill their sales team to improve their interaction with procurement. Their lack of understanding of the procurement process and how to work through it, resulted in delay revenue recognition and they were signing unreasonable commercial deals.

We implemented our customised sales training, which helped to unpack all the procurement myths and worries, and enabled Sales to build better relationships and understand how to collaborate better with procurement.

Fuse set out some contracted KPIs tracked on a monthly basis

ROI (savings vs fees)

ARR improvement

£300k

Savings target

The Solution

Combining in-house processes and policies with our market knowledge helped accelerate RFI and the bidder onboarding process, saving at least two weeks on the RFP process.

The power of PaaS

Our first step was to assess the high spend supplier contracts and propose licence rightsizing, and sourcing strategies to assist in realising savings. After three months we introduced a purchasing policy to ensure an appropriate procurement workflow was introduced.

We would be responsible for managing all contract renewals and supported our stakeholders to ensure they followed a market review when requesting new services. We tracked contracts at least six months prior to renewal, to ensure stakeholders were considering alternative improved solutions. We also introduced e-signature to ensure control over contract signatures.

Boosting sales engagement

In parallel, we conducted one2one’s with each of the sales team to work through the process of recent deals and identify where our knowledge would help address the gaps for future engagements.

We soon found the consistent trends were:

RFP / Process credibility
Not understanding the procurement process
Commercials (giving away too much too soon)
Being realistic about the contract process and standing firm on the red lines that really matter

Our training materials focused on our learnings and tailored to specific use cases and Buyer / Seller negotiation scenarios. We followed-up with mentoring the team during active procurement processes to support their behaviour and engagement approach.

The Outcome

10%

Increased ARR on mentored deals

Weeks accelerated contract signature

£600k

Savings acheived

10x

ROI (savings vs fees)

85%

Renewals with improved payment terms (60 days and quarterly invoicing)

25%

Increased number of deals subject to standard fuse MSA

“We've worked with BridgePro for many years and they've contributed greatly to managing our supplier relations, as well as negotiations with our customers – always with an eye towards driving good deals for the business. BridgePro PaaS provides us a 5x return on their fees”
José WehnesCEO / Fuse