Welcome to the Procuron Extranet!

The purpose of this site is to provide you with a reference guide that will allow you to better understand the Customer Engagement Methodologies that Procuron has used to build and support successful business development opportunities. We also hope that this will guide you in your sales and marketing strategy, and that you can easily find the information you need. Please be patient, this site is considered a work-in-progress, and as always, feel free to give us feedback.

 Overview

You will find that the information classified as one of three types: Client Engagement, Marketing Information, and Supplier Information.	Legend Microsoft Excel Microsoft Powerpoint Microsoft Word Web Page Adobe Acrobat Image
Type of information Where to look Client engagement tools and processes Engage, Commit, Enable, Drive Spend Procuron logos, identity standards, communication schedules Marketing Information Supplier/Category Presentations, Supplier one-page descriptions, Supplier/category availability chart Supplier Information

 Getting started...

If you are not already familiar with the Procuron Client Engagement Manual, you should download the document and read it.

The Engagement Manual will assist you in understanding the Client Engagement Model developed by Procuron, this model has been developed and used by our Sales and Client Solutions team. The Procuron Client Engagement Model moves the customer from being an interested prospect to becoming fully engaged, committed, enabled and spending. At a high level, this "Path to Spend" is represented by the diagram below.

For each approach, from engage to drive spend; there are three tiers (high, medium, low touch) of tactics that are available. The Engage, Commit, Enable, and Drive Spend pages listed in the left menu refer to the Client Engagement Module, and you will find information on each of these pages designed to assist you with the stage in the process that you are working on with your clients.

• For details of the approaches, strategies & tools employed throughout the adoption process, see Sections 7 through 10 (Engage, Commit, Enable, Drive Spend) of the Procuron Client Engagement Manual
• The specific approaches employed will be offered according to three tiers: High, Medium and Low Touch. See Sections 7 through 10 for details of each approach.

As described in the Client Engagement Manual, all clients require & should receive some level of "touch" - encouragement, support & interaction - during the engagement process. The level of touch received can be classified in 3 ways: High, Medium and Low.

The level of touch that a client receives is driven by a single characteristic: The amount of spend activity available to Procuron. The amount of available spend is driven by 4 factors:

1. Amount of indirect spend by the company
2. Level of impact that Procuron can make on the organization
3. Level of ability to move spend through Procuron
4. Level of willingness to move spend through Procuron

The methodology of the segmentation process is outlined in section 5 of the Client Engagement Manual.

In general, Procuron recommends the following segmentation:

Note: Until otherwise determined, ALL Client >$250MM in Revenue should be referred to Procuron Client Solutions via the appropriate Channel Sales Manager. This will ensure optimal management of the most critical opportunities for Procuron and its Affiliates.