Short posts. Sharp opinions. Written for people who actually sit across the table.
Bite-sized pieces from the team. Sometimes a tactic. Sometimes a pattern. Sometimes a hill to die on.
Two mental models are fighting for control of AI-in-procurement. One optimises the bid event. The other augments the conversation. The split matters more than any feature comparison.
Ariba, Coupa, and Zycus are excellent at compliance and workflow. They are structurally poor at negotiation intelligence, and the reason is not laziness on their part.
Autonomous tail works. The savings are real. But the economics only pencil above a specific supplier count and spend shape. Here's the honest threshold.
Negotiators lose more in the first 30 seconds of unplanned reasoning than in any other moment. Here's how we think about pre-briefs.
After 1,200 modelled counterparties, two patterns repeat. Neither is about price. Both are about time.
We don't ship negotiation scripts. We ship a guardrail framework. The difference is the entire product.
Most contracts renew at 3 a.m. on a Saturday because nobody set a calendar reminder. We set the reminder.
On why procurement is the last operating function to get an intelligence layer — and what changes when it does.
Walmart moved the curve. The rest of the market can, too — with the right instrument.
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