But even when the strategy is right, adoption is where the battle is won or lost, starting with the suppliers who have to actually use the system.“ You don’ t lead with what’ s convenient for you. A supplier doesn’ t care that your portal makes life easier for your AP team. They care about getting paid accurately and on time. So you make the pitch about them. Fewer disputes, faster payment, being able to see status instead of chasing your team for an answer,” says Donna.“ Adoption you force creates resentment. Adoption that visibly makes their life easier is the kind that sticks.”
“ If you force them to use a bad tool that’ s painful and gives them no value it’ ll damage or at least draw down on your relationship”
Spencer Penn CEO & Co-founder LightSource procurementmag. com 61