In this episode of AI Negotiation Unlocked, Rosie sits down with Cyril Pourrat, CEO at BT Sourced, to talk about what actually makes innovation stick inside large procurement organisations. Drawing on his experience at BT Sourced, Cyril breaks down the thinking behind the Procurement Digital Garage: a bottom-up model where teams map real pain points, scout solutions themselves, and win peer buy-in. It’s a practical, culture-first approach to innovation that avoids slogans and focuses on shipping change.

They also discuss why AI adoption is moving faster than digital transformation ever did, how AI can radically compress learning curves (to the point where non-experts can run serious category work), and why tight budgets often produce better innovation than big ones. Cyril also shares his forward-looking bets... from AI-native enterprise platforms beyond the SAP/Oracle orbit, to voice as the next frictionless interface for procurement, and even the commoditisation of the commodity manager.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise procurement teams, with over 2 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Key moments

• How Cyril built BT Sourced's "Procurement Garage" in his first weeks at BT
• The difference between digital transformation and AI adoption inside the same organisation, and how AI is arriving with momentum.
• When will AI native systems replace the giants, and why is Cyril watching players like Humain OS so carefully?

Are you ready to revolutionise the way you do business? AI Negotiation Unlocked explores how AI is the missing link in digitising business processes and scaling negotiations.

Join Rosie Bailey, CEO of Nibble, the world’s leading AI negotiation platform, as she sits down with business leaders to share stories, strategies, and tools to help you boost efficiency, reduce costs, and create win-win outcomes for your organisation.

From uncovering why negotiation often feels so uncomfortable to understanding how AI can help build stronger human relationships, AI Negotiation Unlocked unpacks the final frontier of digital transformation.

Created by Nibble, a company creating win-win outcomes at scale for enterprise with over 1 million negotiations handled globally already, visit www.nibbletechnology.com to discover how Nibble can help you scale your business.

In this episode, Rosie sits down with David Schultz - one of procurement’s most candid and fast-thinking voices on AI, supply chain resilience, and negotiation. Fresh from DPW Amsterdam, David argues that the biggest risk facing procurement leaders today isn’t adopting AI too early…it’s doing nothing at all.

He breaks down why 2025 marks the shift from curious exploration to strategic deployment, how “first-mover disadvantage” is forcing companies to rethink outdated tech stacks, and why direct materials, risk management, and one-to-many negotiation are now squarely in AI’s reach.

Is bot talking to bot the future of AI negotiation? In this episode of AI Negotiation Unlocked, Rosie speaks with Janet Lung Standing, Founder of Janet Standing Consultancy, who shares her extensive career journey in building procurement teams from the ground up.

They discuss insights into why pricing is the least important part of the negotiation and how agent tech can free us from repeated tasks and let us solve customers' problems better.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Key moments

• How Janet built a procurement function from scratch for Johnson Matthey
• Why supplier relationships are critical for business success
• Where AI can drive social impact in procurement practices