Imperva & Procurement Insights
Webinar - 10:30AM Tuesday 15th June 2021
Join our Webinar
Have you ever wondered how to work more effectively with your client’s procurement team? Ever wondered if a better/bigger deal might have been possible? Ever worried over how best to engage and work with procurement professionals?
Imperva are working with Procurement Insights and have put together a 60 minute training session where you will learn about the strategies and tactics used to drive efficiency and managed costs. During this session you will explore the critical dynamics of the relationships between buyers and sellers in IT today.
Imperva are working with Procurement Insights and have put together a 60 minute training session where you will learn about the strategies and tactics used to drive efficiency and managed costs. During this session you will explore the critical dynamics of the relationships between buyers and sellers in IT today.
The role of the procurement function
How procurement executives work with IT and other departments
How vendors and partners can work effectively with procurement
How suppliers are chosen
How proposals are judged by procurement
How decisions are made
How the purchase order process really works
Procurement likes and dislikes
Negotiation strategies and tactics
Peter Mills
Peter Mills has worked successfully in procurement and commercial roles for over 30 years. He has held executive positions in FTSE and Fortune 500 private companies like BT, Nokia and Lucent – and also with public sector bodies like the NHS.
Peter has developed and run company wide procurement teams, setting procurement policy for many IT programmes. Ultimately, his efforts have saved his employers many millions, directly impacting profitability - while also improving operational and financial efficiencies.
Peter recognises that for a relationship to be sustainable and flourish there have to be wins for both sides. Procurement is much more than one transaction, it’s about multiple relationships, including healthy dialogue and inclusion.
Peter has developed and run company wide procurement teams, setting procurement policy for many IT programmes. Ultimately, his efforts have saved his employers many millions, directly impacting profitability - while also improving operational and financial efficiencies.
Peter recognises that for a relationship to be sustainable and flourish there have to be wins for both sides. Procurement is much more than one transaction, it’s about multiple relationships, including healthy dialogue and inclusion.
Mark Edwards
Mark Edwards has spent the last 25 years working independently as a consultant, trainer and sales strategist for many of the world’s leading technology firms such as Microsoft, AWS, Vodafone, Symantec and many others.
Like most people in sales, Mark has experienced both elation and frustration with procurement’s involvement in the sales process. His purpose now is to build bridges, helping both vendors and the channel to work more effectively with procurement to the benefit of all parties involved.
Mark is a long-standing member of the Worshipful Company of Information Technologists and is the author of two sales books from LID Publishing’s Concise Advice series: The Smart Selling Book and The Visual Communications Book.
Like most people in sales, Mark has experienced both elation and frustration with procurement’s involvement in the sales process. His purpose now is to build bridges, helping both vendors and the channel to work more effectively with procurement to the benefit of all parties involved.
Mark is a long-standing member of the Worshipful Company of Information Technologists and is the author of two sales books from LID Publishing’s Concise Advice series: The Smart Selling Book and The Visual Communications Book.
Louise Norton
Louise Norton MBA, MCIPS, APM has spent the last 25 years working in global procurement roles for the likes of Cable & Wireless, Lucent Technologies and Thales. Most recently, as Procurement Director, she ran a procurement department of over 60 people, including various Heads of Procurement.
As Global Category Director for Software Applications at Lucent, Louise had category responsibility for a direct spend of £180M and with her team of 30 staff achieved annual savings of over 20%.
Now, with the Procurement Insights team, Louise is helping technology sales leaders and sales organisations to work more effectively with procurement for the benefit of buyers and sellers.
As Global Category Director for Software Applications at Lucent, Louise had category responsibility for a direct spend of £180M and with her team of 30 staff achieved annual savings of over 20%.
Now, with the Procurement Insights team, Louise is helping technology sales leaders and sales organisations to work more effectively with procurement for the benefit of buyers and sellers.