Stop scrolling the AI hype and start building a strategy.

Every procurement leader is feeling it: the pressure to "do AI" without a clear map of where to start. In this episode, Sam Jenks sits down with Marijn Overvest, founder of Procurement Tactics, to move past the anxiety and look at the actual reality of procurement in 2026.

Marijn breaks down why 2024/25 was the "year of experimentation" and why 2026 is officially the Year of the AI Agent. We move beyond ChatGPT prompts to discuss how autonomous agents will soon handle the "boring" administrative tasks, finally freeing up procurement pros to do what they do best: build relationships and drive strategic value.

In this episode, we cover:

• The 4 Stages of AI Maturity: Where does your team actually sit?

• The "Skills Gap" Myth: Why digital literacy is more important than buying new software.

• Sustainability vs. Survival: How to handle ESG goals when margins are under fire.

• Future-Proofing: Why empathy and "soft skills" are your ultimate shield against automation.

Unlock the secret to transforming procurement from a cost center into a powerhouse of value with Simon Frost, a true procurement adventurer and a seasoned strategist known for turning procurement into a strategic, value-creating function.

After two decades working with giants like Mars and Innocent, Simon reveals how visionary sourcing and strategic supplier relationships can revolutionize your business - no matter the industry or size.

If you’re a procurement leader feeling overlooked, overwhelmed, or underperforming, this episode is your blueprint to step into your true potential.

Simon shares gripping stories from sourcing $5,000 tons of mango in India to building procurement functions from scratch - showing that procurement is less of a back-office support role and more of a high-stakes adventure.

You’ll discover how elite teams leverage advanced cost modeling to slash costs, boost supply chain resilience, and embed sustainability directly into the P&L. He breaks down the often-misunderstood world of Supplier Relationship Management (SRM) and exposes the wild-west landscape of SRM technology, revealing how mature organizations turn supplier partnerships into strategic long-term alliances.

We dive deep into the critical mindset shifts necessary to elevate procurement’s impact. Simon explains why positioning procurement as a true business partner - rather than a support function is fundamental to winning C-suite buy-in. Plus, he reveals why many teams fail at technology adoption and shares practical strategies that turn software implementations into lasting success stories.

This episode isn’t just for procurement specialists - it's for any business leader eager to unlock procurement’s full potential.

Canda Rozier shares her insights from over 30 years as a procurement practitioner and CPO. The discussion centers on the current state of procurement technology, the hype surrounding AI, and the critical importance of organizational readiness before implementing new tools.

The Reality of AI and Tech Hype

Rozier explains that while AI is currently the "new shiny toy" , it feels different from past trends due to its widespread personal and professional adoption. However, she warns that many companies are simply using "phrase du jour" marketing—like "AI-enabled" or "AI-powered"—without changing their underlying technology. She advises buyers to watch for "tells" of fake AI, such as sales teams who get a "deer in the headlights" look when asked about their underlying Large Language Model (LLM) or vendors who refuse to show a live sandbox demo in favor of a recorded video.

The Inconvenient Truth of Implementation

A significant portion of the discussion addresses why procurement tech often fails. Rozier points out that failure or abandonment rates can reach 80% to 90%. The "inconvenient truth" is that many organizations simply aren't ready for the tech they buy. She compares buying complex software without readiness to buying a Lamborghini without knowing how to drive a manual transmission. Success requires "absorption capacity," which includes the corporate appetite to handle process changes, policy updates, and the realignment of job responsibilities.

Defining Readiness and the "Why"

To be truly ready, Rozier argues that a company must have a unified goal and understand their "why" before purchasing. This includes having a multi-dimensional governance structure and involving cross-functional stakeholders like Finance early on to avoid surprises like mismatched charts of accounts. She also emphasizes that "dirty data" is often a symptom of "dirty processes". Companies must standardize their processes to ensure that once data is cleaned, it stays clean going forward.

Risk as a New Mandate

While procurement has traditionally been "cash motivated" and focused on savings , Rozier notes that risk management is becoming a top-tier mandate due to global regulatory requirements like CSRD and EUDR. She suggests that the fastest way to waste a year in procurement is to chase a shiny toy without a clear purpose , whereas the fastest way to "win a year" is to understand business drivers and partner closely with internal stakeholders.

Indirect spend gets dismissed as “pens and paper” - but Steve Walton (NMCB Consulting, Everything Counts) explains why that mindset quietly creates risk, bloats the supplier base, and leaves value on the table.

In this episode, Steve shares practical stories from marketing procurement (including why media auditing can save millions), plus a stakeholder-friendly enablement approach that turns procurement from a late-stage blocker into an early-stage accelerant - with frameworks for better RFPs, contracting, negotiation, and supplier relationships.

In this episode of The Way We Source, our host Sam Jenks welcomes Jon Hansen, a seasoned voice in procurement with over four decades of experience.

Jon, the founder of Procurement Insights, shares his unique 360-degree perspective on why many procurement initiatives fail and how technology can succeed or falter.

The conversation delves into the challenges of tech-led approaches, the importance of human-centric models, and the often-overlooked mid-market segment.

Jon's insights offer a compelling look at the future of procurement and the critical role of practitioners in driving success.

Timestamps:

(00:00) Introduction to Jon Hansen and his background in procurement

(05:12) The evolution of procurement technology over the decades

(12:45) Challenges with tech-led approaches and the importance of human-centric models

(20:30) The role of mid-market organizations in procurement

(28:15) The Hanson Fitts score and measuring practitioner readiness

(35:50) The future of procurement and the need for practitioner-led success

(45:00) Quick-fire round with personal insights from Jon Hansen

In this episode of The Way We Source, host Sam Jenks engages with Jan-Henner Theissen, founder and managing director of Target P, to explore the evolving landscape of procurement. They discuss the cultural differences in procurement practices between Europe and the U.S., the importance of decision-making speed, and the need for a balanced approach to cost, risk, and ESG. Jan emphasizes the significance of supplier relationship management and the necessity for procurement leaders to embrace technology and foster collaboration. The conversation also touches on the future of procurement leadership and the critical role of data analytics in driving success.

This episode, we’re joined by Chris Sawchuk - Principal & Global Procurement Advisory Practice Leader at The Hackett Group. With over 20 years of experience in supply management, Chris works directly with the Global 2000 and midsized companies around the globe, and in a variety of industries, to improve all aspects of supply management, including process redesign, technology enablement, operations strategy planning, organizational change, and strategic sourcing. Mr. Sawchuk specializes in working directly with CPOs to help define a long-term strategy. He is a regular contributor to business publications, a frequent presenter at industry events, and author of numerous research papers and books. Mr. Sawchuk’s background includes engineering, operations, and sales roles with both United Technologies and IBM.

Timestamps:

(00:37) - Introducing Chris

(02:02) - How has the Hackett Group been either reactive or proactive with tall the volatility in the Procurement industry?

(04:28) - How have the dominant priorities at the beginning of 2025 changed or held up throughout the year?

(07:28) - What do Procurement teams and leaders mean when they say “transforming the operating model” is a top priority?

(11:11) - Is AI at the center of a Procurement operating model in 2025?

(13:36) - Are Procurement’s changing priorities a result of direct de-prioritization or bandwidth limitations?

(21:05) - Is the deprioritization of SRM contradictory to Procurement’s other higher priorities?

(25:56) - Where does Procurement fit into the top priorities of a CEO or broader business?

(31:02) - Why does volatility the biggest driver of transformation in Procurement?

(32:32) - Should companies invest through volatility to get a competitive edge or tighten the purse strings during the crisis? And how does this apply to AI adoption?

(41:00) - Chris answers Sam’s round of quick-fire questions

(44:54) - What does Chris think will define Procurement in 2026?

Daniela Osio is a trailblazer in sustainable procurement and technology - and another returning Hall of Fame guest to The Way We Source! A former DuPont executive, she played a pivotal role in the Dow-DuPont merger and led global risk management for a $4B business unit. Now CEO and Founder of Kloopify, Daniela is transforming procurement by equipping teams with data-driven tools to cut costs, reduce risk, and embed sustainability into every decision. Her work has earned her the Innovation Award from the Future Insights Network and recognition as an ISM 30 Under 30 Supply Chain Star. Passionate and visionary, Daniela is redefining what modern procurement can achieve.

Connect with Daniela on Linkedin: https://www.linkedin.com/in/danielaosio/

Learn more about Kloopify: https://www.kloopify.com/

Get in touch with Kodiak Hub: https://www.kodiakhub.com

TIMESTAMPS:

(00:38) - Introducing Daniela

(01:44) - What are Daniela’s biggest learnings since founding Kloopify?

(02:39) - What was the turning point for Daniela to go from procurement practitioner to procuretech founder?

(04:34) - What did Daniela see that Procurement leaders were missing that inspired her to found Kloopify?

(08:37) - Does Daniel think that companies are turning their backs on sustainability and is she concerned by this?

(11:00) - What are Procurement teams getting right and wrong about AI?

(14:52) - How does Daniela think that Procurement should tackle the challenges of these turbulent times?

(18:40) - Does Daniela see a difference between the early adopters and laggards of AI in Procurement?

(21:28) - How was Kloopify’s founded driven by trends in the Procurement market?

(26:05) - What is Daniela spending her week on as a procuretech founder and CEO?

(28:51) - What does Daniela see as the next chapter of Kloopify?

(30:38) - What other AI solutions in the market does Daniela find exciting?

(32:35) - Daniela answers our round of quick-fire questions!