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?