Art of Procurement9 Juni 2025

810: Making Startup Partnerships Work for Enterprise Procurement W/ Matt Ziskie

"Procurement officers are going to have to go hunt for the solutions they need and the workflows that can help their business. I do feel like to do this job properly moving forward, it's an offensive job, and you don't have the luxury of sitting back." - Matt Ziskie, Co-Founder, Bungalow Capital

How procurement approaches working with smaller, innovative startups can look quite different than other supplier relationships.

From lengthy sales cycles, complex negotiations, and mismatched expectations… these and other roadblocks can crop up in different ways depending on the size, scale, needs, and maturity level of the supplier. Procurement has to understand the unique needs and constraints that each type of supplier brings to the table.

In this episode of Art of Procurement, recorded on stage at Catalyst LA, Philip Ideson speaks with Matt Ziskie, Co-Founder of Bungalow Capital, about bridging the gap between enterprise procurement and startup innovation. Matt offers a unique perspective, having worked as a procurement leader at companies like Box and Airbnb, and now as an investor helping startups navigate enterprise sales.

In this episode, Matt explains:

Why enterprise procurement teams should consider segmented processes when working with startups
How to mitigate the "fragility" of startup partnerships without ignoring the tremendous value they can provide
The importance of communication and transparency to understanding the real financial impact of enterprise contract terms
Practical ways to support startups beyond contract terms, including coaching, references, and protection from scope creep

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Avsnitt(913)

873: Creating Capacity for Complex Problem Solving W/ Israel Santiesteban

"We need to evolve from procurement professionals into business leaders with procurement expertise." - Israel Santiesteban, Former Chief Procurement Officer and Head of Supply Chain The next evolution...

6 Juli 39min

EP 10: Supplier Management as a Connected Discipline W/ Jesse Lee

"If your business is getting bigger, then supplier management is going to be ever more important to you." - Jesse Lee, Co-founder, CEO of Brooklyn Solutions Procurement's role in managing suppliers is...

1 Juli 31min

872: Beyond Automation: Accelerating Agentic AI Transformation in Procurement W/ Vishal Patel

"The future of procurement isn't actually AI. It's people using AI to improve business outcomes and improve their own value add." - Vishal Patel, SVP Product & Customer Marketing at Ivalua Many procur...

29 Juni 28min

871: The New Rules of Procurement Leadership W/ Gary Mizhir

"I measure success by the number of executives that come to us before they make decisions." - Gary Mizhir, Senior Director Head of Innovation & Excellence, FIS The pressure to move from tactical cost ...

22 Juni 46min

EP 09: Provider of the Week: ProcureAbility

In this Provider of the Week episode of the ProcureTech Insider podcast, host Jyothi Hartley speaks with Darshan Deshmukh, President of ProcureAbility. ProcureAbility is a leading procurement and supp...

17 Juni 25min

870: Managing the New Spend Frontier: AI Tokens in Procurement W/ Jon Winsett

"You need to get visibility into the AI tokens, what workloads they are being used for, which users are using them, and what department they're coming out of. Most organizations don't have that visibi...

15 Juni 45min

869: The Modern Operating Model: Building a Lean, High-Value Procurement Team W/ Stephen Rauf

"Don't overvalue the top procurement spot, and don't undervalue the tools and the budget required. It's an ecosystem." - Stephen Rauf, Global Head of Indirect Procurement, Zoetis Delivering more value...

8 Juni 41min

EP 08: Startup of the Week: Suplari W/ Jeff Gerber

Procurement teams are under increasing pressure to do more with less… less time, less headcount, and often less budget. But, at the same time, the volume of data they manage continues to grow, making ...

3 Juni 24min