Procurement platform pilot for corporate clients

Context

Corporate bank UZ. Top 200 corporate clients give 65% revenue. Cross-sell into their recurring procurement (vendor financing, factoring, FX) low. Clients use separate procurement tools (SAP Ariba, locally built systems).

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

Diagnostic (5 weeks)

Top 50 corporate interview:

• 80% manage 100-500 vendors, dozens of monthly payments.
• Procurement in Excel + email + paper signatures (for most).
• Pain points: vendor vetting, contract management, approval workflow, electronic flow for state procurement.

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

Approach (10 months)

Months 1-3. Partnership search. Found established procurement vendor for core (RFQ, vendor catalogue, contracts); bank builds banking integration layer.

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

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

Months 8-10. Iteration. Friction removal, FX flow specifically tuned, state procurement integration.

Results

After 10 months:

• 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 in pilot cohort +28 vs control.
• Account churn in pilot: zero (vs control 5%).

What is critical

Partnership with established procurement vendor — not build from scratch.

Dedicated relationship manager per pilot corporate.

FX integration was a decisive feature for many corporates.

State procurement integration — regulatory advantage.

Related

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