Transforming procurement with storytelling, data and partnerships

In this conversation with Jake Heenehan, Procurement Leader at Vanta, we dive into how modern procurement has evolved beyond simple cost-cutting. Jake shares his journey from sales to procurement and how this unique perspective helps him build genuine partnerships with vendors rather than just transactional relationships.

Jake reveals his practical approach to sustainable growth, explaining how visibility into spending trends allows for intentional scaling that avoids the common "growth at any cost" pitfall many companies fall into. You'll hear real examples of how he transforms potential adversarial vendor negotiations into collaborative partnerships that benefit both sides.

What makes this conversation particularly valuable is Jake's candid insights into working with finance teams, including how to present compelling data points that make budget approvals smoother. He shares specific stories about managing relationships with key vendors like Gong and Clay, demonstrating how understanding a seller's motivations (like helping them reach President's Club!) can lead to better long-term outcomes than aggressive discounting.

The discussion also covers the practical challenges of managing sprawling SaaS ecosystems, tracking usage, and the exciting potential of AI to revolutionize procurement workflows. Whether you're in procurement, finance, or leadership, Jake's strategic approach offers fresh perspectives on turning vendor relationships into genuine strategic advantages.

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