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

Could AI tools be a way to augment human capabilities rather than replace them?

In today’s conversation, Rosie Bailey hosts Adrian Pinder and Lauren Feery from DS Smith, discussing the intersection of digital transformation, AI, and procurement in the packaging industry.

Exploring how DS Smith is leveraging AI to enhance operations, improve design processes, and drive sustainability, the discussion highlights the importance of balancing innovation with business strategy and the role of negotiation in both personal and professional contexts.

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.

Vodafone Procurement's Global Supply Chain Director & CEO, Ninian Wilson, is joining us for the launch of Season 2 of AI Negotiation Unlocked.

In our debut episode, he's sharing why he believes AI will fundamentally transform procurement, where he's starting with it, and why it's so essential global procurement teams start leaning into AI now. We'll cover what AI use cases the telecom giant is pursuing – and why.

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 of AI Negotiation Unlocked, Rosie Bailey, CEO of Nibble, sits down with Paul Wilkinson, Customer Rewards and Loyalty Director at Lloyds Banking Group and former Product Director at Deliveroo. They explore the evolving role of innovation in retail, the transformative power of AI negotiation platforms, and how enterprises can balance short- and long-term innovation strategies to unlock new commercial opportunities.

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

Meet Our Guest

Paul Wilkinson is the Customer Rewards and Loyalty Director at Lloyds Banking Group and former Product Director at Deliveroo, with a distinguished career leading innovation initiatives at Tesco and Amazon.

About the Host

Rosie Bailey is the CEO and Co-Founder of Nibble, the award-winning AI negotiation technology platform for eCommerce and enterprise. A passionate advocate for STEM education and real-world negotiation skills, Rosie brings a wealth of expertise from investment banking and technology innovation.

Enjoying the Show?

If you enjoyed today’s episode, please rate and review AI Negotiation Unlocked on Apple Podcasts or visit nibbletechnology.com to learn how Nibble can revolutionise your negotiation strategy.

Key Takeaways

• How large enterprises successfully innovate without limitless resources
• Why AI negotiation platforms are reshaping the future of eCommerce and procurement
• The importance of balancing short-term wins with long-term innovation bets
• Tips for bringing your organisation with you through multi-year transformations
• How anchoring first can strengthen your negotiation outcomes

Follow Us on Social Media

• Nibble on LinkedIn
• Rosie Bailey on LinkedIn
• Paul Wilkinson on LinkedIn

AI is rapidly changing the way we do business. In this conversation with Dave Mojarab, Head of Digital Product & Design at Vodafone, we discuss the complexities of adapting to changing technology at scale and finding ways to proactively solve customers' problems.

As we explore the transformative impact of AI on the telecom industry, the challenges of data management, and the importance of enhancing customer interactions through technology, we also touch on how negotiation strategies and the necessity of adapting to rapidly changing customer expectations is becoming more important every day.

Key takeaways:

• Dave’s most recent negotiation example
• The impact of AI on telecoms
• Why the format of data doesn’t matter anymore
• How businesses need to embrace technology to stay competitive

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.

As AI rapidly transforms our industries, how do we get buy-in from teams and leadership to embrace tools that change the way we do business?

In a conversation with Rafe Colburn, Chief Technology Officer at Depop, Rosie Bailey explores the role of AI in marketplace negotiation and how leaders can support experimentation with new tools. From automated pricing strategies to consumer psychology, they unpack the challenges and opportunities of AI-driven deals.

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.

• Technology adoption always follows a predictable curve
• Driving change requires early adopters, not just mandates
• The psychology behind automated pricing and buyer-seller interactions
• Future trends in AI adoption and what businesses should prepare for