Procurement platform pilot для corporate clients

Контекст

Корпоративный банк УЗ. Top-200 corporate clients give 65% revenue. Cross-sell в их recurring procurement (vendor financing, factoring, ВЭД) low. Клиенты используют separate procurement tools (SAP Ariba, locally built systems).

CCO + CIO joint exploration — procurement platform on top of accounts.

Диагностика (5 недель)

Top-50 corporate interview:

• 80% manage 100-500 vendors, dozens monthly payments.
• Procurement в Excel + email + paper signatures (для большинства).
• Pain points: vendor vetting, contract management, approval workflow, electronic flow для ГИС procurement.

Internal capability: corporate banking team strong, no procurement product expertise.

Подход (10 месяцев)

Месяцы 1-3. Partnership search. Found established procurement vendor для core (RFQ, vendor catalog, contracts), bank builds banking integration layer.

Месяцы 3-5. MVP build. Core procurement modules + bank current account integration + payment workflow.

Месяцы 5-8. Pilot launch. 50 selected corporates, dedicated relationship manager, weekly check-ins.

Месяцы 8-10. Iteration. Friction removal, ВЭД flow specifically tuned, госзакупки integration.

Результаты

После 10 месяцев:

• 38 of 50 corporates actively using (76%).
• Cross-sell uplift: vendor financing usage +60%, factoring +45%.
• Transactional volume on bank account from procurement payments: +$45M annualised.
• Customer NPS у pilot cohort +28 vs control.
• Account churn в pilot: zero (vs control 5%).

Что критически важно

Partnership с established procurement vendor — не build от нуля.

Dedicated relationship manager per pilot corporate.

ВЭД integration был decisive feature для many corporates.

Госзакупки integration — regulatory advantage.

Связанное

• /solutions/banking-corporate-procurement-platform/ — procurement solution
• /insights/banking-corporate-relationship/ — corporate relationship
• /insights/banking-cross-sell-economics/ — cross-sell
• /architecture/banking-around-core-architecture/ — wrap