When it comes to agentic AI in procurement, look no further than Pactum.
Pactum sets the standard as an agentic AI platform, paving the way for how humanity collaborates and creates value with AI agents.
Organisations of all sizes are leveraging Pactum’s AI agents to simultaneously conduct thousands of autonomous negotiations with their suppliers – unlocking better deals for both parties. This results in millions in cost savings, enhances supplier engagement and increases business velocity. It means procurement teams can handle more negotiations, focus on more strategic tasks and contribute even greater value to their businesses. Every autonomous negotiation helps shape the next one which means Pactum is building the world’s largest library of negotiation behavioural learnings.
Kaspar Korjus is the CEO and co-founder at Pactum since 2019. Under his leadership, the 100+ person company has transformed enterprise negotiations, with its autonomous technology becoming the trusted solution for Fortune 500 companies like Walmart and Maersk, generating millions in value through AI-driven procurement. Sitting alongside Korjus with CPOstrategy at DPW Amsterdam 2025 is Mo Ahmad, Head of Market Strategy and Development EMEA at SAP. Mo Ahmad has more than 22 years of global experience in cloud/SaaS, alliance/channel team management, strategic business development, sales and customer success management, GTM and market guidance as well as delivery and consulting. Now in his second stint with SAP Ariba, Mo Ahmad has also worked for the likes of TealBook and JAGGAER.
Agentic AI acceleration
Agentic AI is a real game changer in procurement. At DPW Amsterdam 2025, the expo halls were abuzz with noise and real use cases about what the technology can do. But for Pactum, agents aren’t new and are actually very much part of the fabric of the organisation. “For us, agentic means that AI has authority and autonomy to do tasks and not just a chatbot sitting on some data,” Korjus tells us. “With that authority the whole game has changed. Because now instead of just recruiting and training humans, you’re recruiting agents to train and scale them. We are going to collaborate with agents and humans and that changes the operating model for procurement.”
“What these agents can do now in Pactum’s case, they are searching commodity data materials, taking internal data from SAP regarding forecasted volumes of predictions of materials that we purchased, historical prices, competition merging that automatically together and proactively creating opportunities for buyers at Ariba to react. They can react by calling, but of course, they can react by clicking a button and sending out the agent to actually execute and negotiate the deal and close and get better savings on the bottom line as well. Agents have lots of time, they’re wandering around the internet and don’t have much to do. So if something changes like a commodity, they can react and be much more proactive through this.”
“One of the themes that we’re pushing at SAP is agility,” discusses Mo Ahmad. “Agility with stability is the key and that underpins what is happening in procurement. There is the need for stability, but what agentic brings you is the agility to react quickly and autonomously. I was having this conversation yesterday with a CPO that I know and we were talking about AI and how teams could absorb it and how it will help because there’s this big thing about either doing more with their teams or doing more with even less than what they have. GenAI as an example, and even agents which is an evolution of that, becomes your buddy and means that you can soundboard.
“It means that if you’ve got ideas, thoughts and you’re being creative or innovative and you want to react to it. Without the agent, that takes a long time today for procurement but with an agent you can quickly react because you’ve got something to soundboard against. I think the more we get used to that concept then the opportunities for procurement to use agentic AI are massive. It’s just a case of when and how you adopt them which is really going to be the interesting thing for me.”
Pactum and SAP: Key relationship
Indeed, Pactum and SAP have been working closely together since July 2023 when Pactum announced its integration with SAP was now available on the SAP Store, which is the online marketplace for SAP and partner offerings. Pactum’s solution focuses on under-managed tail spend below $150,000, and the integration with SAP Ariba allows users to enhance requisition pricing and streamline negotiations, resulting in unprecedented efficiency and profitability. Korjus explains that what Ariba gives to Pactum is a foundation of existing P2P systems and data, which enables agents to sit on top of that infrastructure and proactively create opportunities for buyers.
“Agents rely on data, they can’t live without it, and they need existing processes to operate effectively,” he reveals. “We’ve integrated agents into the Ariba approval flow and these AI agents analyse requisitions to identify areas for improvement. They reach out to suppliers, verify supplier and requisition details, confirm authorisation levels, negotiate better deals which covers price, payment terms, and more, and once a deal is reached, feed that back into Ariba. The agent then autonomously pushes it through the approval process, as a human approver would. This creates a fully automated, end-to-end flow from detecting opportunities in Ariba to finalising deals and issuing purchase orders without human intervention. It’s amazing.”
Mo Ahmad adds that from an SAP perspective, the strategy revolves around execution. He explains that where Pactum helps SAP is via strategic procurement to take on spend areas that were previously unmanaged or poorly managed and automating that process intelligently. “We’ve talked about doing more with less, and when we look at strategic procurement, particularly category strategy, we’re asking how much spend is a category manager or strategic buyer actually managing themselves today? Our goal is to double or even triple that,” Mo Ahmad tells us. “That’s where the agent functionality Kaspar mentioned comes in. So on one side, you have your category strategy and a need to scale it. On the other hand, Pactum, through guided buying, steps in to automate negotiations, generate savings, and proactively reduce costs often without procurement needing to directly engage with those spend areas.
“Even more importantly, the data generated cycles back into Ariba, identifying the next opportunity for Pactum to act on. This structure with intelligent agents creates that efficiency, improves the bottom line, and frees procurement to focus on higher-value work, all while mitigating risk from previously unmanaged spend. That’s the real value of our collaboration.”
Looking ahead, the future of the Pactum and SAP partnership looks robust. Korjus has a clear vision about the direction of travel for the alliance and is bullish about its trajectory moving forward. “This relationship is going into strategic and direct spend,” says Korjus. “We have a price list agent that scans commodity data that on top of SAP can then trigger opportunities for negotiations. Humans are already involved, but they just don’t have so much time to work on it. When one commodity goes down, you need to speak to 10,000 suppliers and obviously humans can’t do that. Agents are now bringing these opportunities to the fore.”
Mo Ahmad agrees that the future of the partnership is bright and is full of praise for the work that Pactum is doing and is set to continue to do for SAP. “What I really appreciate about the Pactum relationship is that Pactum is not necessarily trying to replace source-to-pay solutions, but actually augmenting them with intelligence,” says Mo Ahmad. “Where it gets especially powerful is in areas like price lists and direct materials because these are real headaches for supply chain and procurement. They’re far more complex to automate effectively.
“Having intelligent agents that can address both direct and indirect spend, and unify those processes to drive efficiency, is so important. That’s the value of agentic AI, especially when it’s connected to the Business Data Cloud and linked with next-generation SAP Ariba. We have automation and AI capabilities on our side, but what Kaspar and the Pactum team are doing is building very niche areas which they know can be a pain, which is especially helpful for SAP. Pactum is really helping to enable us.”
Check out the article in the DPW Amsterdam Takeover Edition here.
Find out more about Pactum here.