How we helped essensys maximise its in-house talent
Our Procurement as a Service allows your internal resources to focus on what they do best
essensys is a leading global software and technology company designed to solve the complex operational challenges faced by landlords and flexible workspace operators.
essensys was using its sales & delivery teams to additionally procure services for their clients. This took resources away from what they do best: getting requests, chasing quotes and managing ordering & termination processes. As the inventory of services grew the client was missing out on the cost opportunities of procuring at scale.
Rather than recruiting an in-house team, essensys turned to Cambridge Management Consulting for help with the procurement of their connectivity services from quotation to inventory management.
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The
Challenge
The initial contract was to help essensys meet pricing requests for ‘last mile’ connectivity enquiries from their Sales teams. To date this had been done through their Technical Delivery team and pre-sales engineers.
The problem was that this took those specialised resources away from important core duties performed by the sales teams.
Our pricing analysts took over quoting, originally for the UK and then for the US, supporting the essensys sales team and comparing the costs from suppliers with pricing from other clients.
Pricing for essensys customer sites requires two diverse lines with different suppliers, providing as much resilience as possible to ensure a maximum uptime for essensys’ customers. Our team’s knowledge of suppliers and their networks ensures that maximum resilience is offered with each pair of quotes provided to the essensys team.
Scope
As essensys looked to expand their operations into the APA Region, we were asked to provide regulatory support establishing their operations in Hong Kong, Singapore and Australia. Once their PoPs were built, we supported these new markets by developing the supplier strategy for data centre space, access and IP Transit. We then helped the quote team expand their scope to include supporting sales enquiries for these new markets.
When Sales started enquiring about connectivity in markets other than where essensys had operations, our PaaS practice located and introduced essensys to a partner organisation that would operate as their virtual PoPs, rapidly increasing the number of markets that essensys could cover while maintaining internet quality and client experience of the essensys platform.
In 2023, essensys' relationship with our PaaS practice increased its scope again, supporting essensys in all elements of the procurement life cycle including all elements of inventory management (raising orders, submitting cancellations and ensuring that the inventory data is up-to-date) as well as supporting essensys in meeting their cost management targets. All of these services are supplemented with our PaaS contract management and end-to-end procurement strategy across their telecoms and data centre spend.
The Team
- The team is led by Eric Green (Senior Partner) and Elisabeth Simao (Partner) who between them have over 60 years of experience in running telecoms procurement teams for some of the largest names in the industry including AT&T, Level 3 (now Lumen), COLT and SITA/Equant (now Orange Business)
- Backed by a team of analysts and calling on a roster of procurement specialists, the team is able to scale up and down to meet the changing needs of essensys as the project grew
Eric Green
Senior Partner
Procurement & Paas
Elisabeth Simao
Partner
Portugal & PaaS
How PaaS Works
- Our Procurement-as-a-Service team shares resources and knowledge with the Carrier Club (part of the Cambridge MC family of companies and focussed on telecoms operators).
- The team uses its view of aggregated spend across all clients to calculate what the right market price should be and then leverages this when negotiating new pricing
- We also benchmark suppliers and can manage all aspects of our clients' inventory management, proactive cost management and supplier management requirements
- Our clients effectively share a team of procurement specialists with decades of experience. This improves the decision-making process and gives you the edge over a traditional in-house procurement model
Outcomes
01
Agile service
Our PaaS provides a team that flexes in resource size to meet essensys’ needs. Resources are managed for both day-to-day requirements as well as the flexibility of projects specific resourcing. This allows essensys to focus their resource on what essensys does best, deploying their platform in support of their landlord clients.
02
Cost-effective resource
The PaaS practice provided experienced experts to essenys who are available when needed, avoiding the need to have these people permanently on staff. These senior resources have the knowledge and contacts to ensure a solution is found quickly and cost-effectively.
03
Procure at scale
As the PaaS team procures for a number of clients, they maintain an up-to-date view on what market rates are. Not only that, but as many of the providers are the same between clients, we negotiate rates with suppliers on the basis of the collective knowledge and spend to benefit all our clients.
04
Close working relationship
We built up a detailed view of essensys and their procurement strategy and structure. This allows us to make ongoing recommendations to enhance strategy and train the essensys team on best practises.
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