Christmas was a little different this year - of course now with 4 who are 5 and under, there was more shrieking about reindeer leaving carrots everywhere, more tiny toy accessories that we plan to throw out immediately, and more large play structures that the elves make, but leave it in our hands to set up at 12:30am the night before (full transparency, my ability to build toys is at about a 3rd grade level = all credit to Rach and my Dad (Papa D)
But outside that, what made it different was the amount of texts I received from customers wishing me Merry Christmas and Happy Holidays. No motive, no asks, just super thoughtful small acts. While in the moment they were great to receive, the next day it had me reflecting. It pulled me back to our recent leadership offsite where we were talking about “leaning in” more to what makes Fairmarkit special and unique (also had some epic paintball battles).
We brainstormed if it was our speed of innovation, our internal leaders, our proprietary meta data from millions of sourcing events, or our laser focus of being the #1 Sourcing Platform in the World - and where we landed should have been obvious from the start - it’s our passionate next-level Customer Community.
Given that, I thought this week would be a great one to share my sincere appreciation for everyone in the community. As called out in a recent Customer Advisory Board meeting with 30+ customers, as much as we like to say this journey is about AI and Agents, it’s not. It’s about business outcomes and more importantly, it’s about personal relationships forged by going to battle together. Similar to an “in the zone” sports team, we’ve worked through ups and downs, challenges and innovations, wins and tough conversations, and through that - like any awesome team - we’ve developed trust and confidence in each other to execute and deliver.
Although I could call out every customer, I wanted to share a few personal LFGs:
Journey is never over: LFG to Swapna Ketavarapu and Sachin Yadav for helping us re-imagine the smoothest end to end process for demand capture to strategic sourcing. We’ve filled up several notebooks coming out of brainstorm sessions with you :) Also shout out for the best dance moves at SOAR25
There’s no silver bullet: LFG to Jim Frison for showing us that even at a $50B+ org, combining the right AI tech and “in the trenches elbow grease” can deliver MASSIVE value at scale. Everyone always thinks “it’s gotta be PLG” - that said, no matter how easy it is, there’s no hack for grit and scrappiness.
Solve the hard problems first: LFG to Christopher Moore and Jeremy Jordan for going ALL-IN from Day 1 to ensure we attacked the biggest and most hairy challenge first - a super complex multi dimensional P2P integration - but once we did together, it’s been all about up-and-to-the-right mindset of scaling together as you scale your business - I knew we were on to something when I got Chris to give me a big bear hug the first time meeting in person.
Being adaptable to the market: LFG to Dr. Asif Ashraf PhD, M.S, MCIPS if and Ashish Ipe Koshy for creating an environment for us to win sourcing across the UAE, and soon to be all MENA regions together. From Azure in region hosting, to technical and commercial Agentic evaluations, and everything in between, the trust we’ve built in a relatively short period of time is going to be the foundation for years to come (also fired up we’re growing the team in region). Final shout out to Dr Asif for giving one of the best multimodal picture-to-text demos of our platform :)
Big rocks are hard to move, but the right leaders can do it: LFG to Krista Page , Tiffany Andrews and the whole team for understanding the interdependencies of your org, and then making a deliberate decision to strap on the helmets, and run through whatever walls necessary to drive innovation. Most wouldn’t even have the ability to get started, and the incremental MoM progress since then is inspiring across our team
Making course corrections early and often is key: LFG Mary McEvoy for believing in the WHY, and then being a lead-from-the-front problem solver to ensure barriers are constantly challenged, knocked down, and worked through. You’re the epitome of a “common sense” leader and I love it (also an incredible Halloween decorator for anyone that doesn’t know)
Embrace customers that LOVE innovation: LFG Rhea Rooprai, Chris Ives, Danielle Wells, and Ishmael Abdulai for always challenging us to us to up our game and platform - whether its more self service, better quality of our AI, ease of use, and/or simplified end to end flow - the work you’ve done with us has upleveled the platform for all customers - thank you!!
Digital transformation between 2 companies is an Art vs a Science: LFG to Pete Becker, Luis Alfonso Vallarta Novo , Luis Eduardo Checo Manrique and all the other members of team for starting with 1 use case, then continuously expanding out. We’ve learned together the importance of focusing on core pillars, gathering ideas from all parties, then prioritizing together what makes the biggest impact. You’ve also pushed us along with other customers to uplevel our communication and accountability - and my ask is you never stop pushing us - love our monthly calls Pete :)
When cultures match - it’s electric: LFG to Nitin Kapoor, Anna Caraffi, Karthick Kumar K R Chandrayee Roychoudhuri and team - we’ve never met a team that matched our culture so closely, and it’s a big reason we all shot out of a cannon together. Above that, your team energizes our team every time they leave a meeting, onsite, or conference with you. You already know this, but it’s a special crew you have there.
Never being satisfied with “steady state” is GOLD: LFG to Nicholas C. Wright, David Armstrong, Jemima Ahmed, Edward Gamble and Team - It’s been a journey with your team over the years, from tactical to strategic to SOW to testing out and building so many things in-between. I love the fact we’ve doubled spend through the platform YoY the last 3 years - but what I love more, is the crazy urgency to push, innovate more, and drive to be best-in-class together. David - you coming into the fold more is a super interesting inflection point and gets us FIRED UP for 2026.
It’s never a straight path in digital projects, but genuine curiosity is key: LFG to Michael Ford, Wesley Hunt, Jimmy Zhuang, Chase Norse, Jaime Fairfoot, MBA, Jason Wang, PMP, SMC and Team - I left the last meeting where Justin was onsite feeling like we’re hitting full stride together. We’ve explored multiple paths, learned a ton along the process, and through your leadership and curiosity, we’ve evolved to best match your internal process, tools, & goals - excited to have our teams continue locking arms in 2026 and bringing a new level of innovation and value over there.
When something is working, lean into it, and don’t let up: LFG to Adam Snyder , Shawn Pace , and Phill Petrik and Team - although you all think you’re behind, your leadership from rollout, to scaling, to continued expansion is super impressive. Getting to over 100,000+ truly autonomous sourcing events is best in class, that said, we’re only a fraction of the way there when it comes to really delivering a next generation agentic platform across your user base - let’s build on the momentum and keep sprinting together (fun fact - Phil is an elite corn hole player/hustler)
When both sides really really care - you build life long partners and friends: Anthony Breach, Vanya Petrovic, Ralf Peters, and Wivine Lienart - in 20 years when we look back on the Fairmarkit journey, our partnership is going to stick out - the way your team has celebrated wins, brainstormed new ideas, helped coach us, and pushed us when we need to be pushed. We wouldn’t be the company we are today without you #MartyM #GoPats #LFG32Years
It’s great to partner with great people: LFG to Jamie Winter and Stuart Atkinson for trusting us with an organization that you have such pride for. On top of that, it’s great partnering with people that are such great humans - that care about the people side of business, and balance that with driving AI adoption and real value that becomes the gold standard for your community (also shout out to Jamie for his mentorship in the world of “The Crystal Maze”)
A strong nucleus is the difference maker in driving digital disruption: LFG to Amy Delise, Monica Greenwood , Krupa Jotwani and Binh Tran - there has been “a few” :) changes over there the last couple years, and the strength of your core team is the reason you’re positioned to drive serious value from AI, GenAI, and Agents to deliver a simple experience to users and real value to the business. My only regret is not showing up for the AI training this month in a full Santa suit given we were the last meeting standing between your team and the procurement holiday party = always next year!!!!!
It’s not about the destination, it’s about the journey: LFG to Eduardo Chrispim , Carel Aucamp, Pinar SALTIK and Team - not only do you join ongoing Jam sessions where we bounce around literally any/all AI/Agentic topics, but what I’m recently thankful for about our partnership, is your commitment to celebrating wins along the way (which we need to do WAY more of at Fairmarkit). Together we hit an awesome milestone, and you proactively reached out to me to celebrate (should have been the other way around, but thank you!). Carel, your note about hosting me to dinner vs the other way around sends a super strong message. We’re learning from you and working to get much better about celebrating milestones across our community - THANK YOU!!!!
Partnerships don’t start when a contract’s signed, it’s years before that: LFG Stu Rogers , Dr. David Feavearyear, Valeriia Basko, and Alexina Salem ACMA, CGMA - even though our formal partnership is relevantly new - I feel like we’ve been in the trenches together for years given the relationship we’ve built over the last 3+ years. It’s cool - when I/we interact with your team, it’s a super healthy balance between delivering today, while focusing on the vision of tomorrow. Proud to be on the journey with you and thankful for how you’ve made us feel as a partner (also, Stu - you’re a sneaky good podcast guest)
Customers that bullishly raise their hand and say “I’m game” to explore new areas are special: LFG Jesper Mauritzen - every interaction I’ve had with you has been “LFG” - whether that’s digging in on a new topic, talking about the current platform, or just hearing how you use AI in your daily life. Not sure if you can see it, but from the outside looking in, you’re on the path to have a remarkable career and journey and I’m/we’re thrilled to be on it with you.
Human centric leadership is a key ingredient to digital success: LFG to Elizabeth Mozley, Eira Bunnell and Team for what looks to be a hands on, personal style when it comes to rolling out and scaling digital platforms. I know it’s never easy, but damn, you make it look more effortless than most. I’m attributing it to the fact that you have a super deep understanding of the current platforms, team, and processes, and a sincere appreciation for how work is done internally + a genuine respect for those doing it. When you have that combination, I think ppl can feel it, and that goes a SUPER long way.
“We don’t just want to be on your CAB - we want to be the leader of your CAB” - LFG to Egor S. and the whole Team for setting the tone from Day #1 when they let me know they don’t want to be in the Top 10, they want to be #1 = LOVE IT. Also sincerely appreciate the team staying laser focused on co-innovating on our Agentic Autonomous Sourcing functionality to be #1 in the world = Passion + Focus. Finally, bonus points for the fact that they happily crammed into a small conference for an entire afternoon, whiteboarding the future of our partnership together - that’s a special type of grit and I/we respect the hell out of it :)
It’s fun when both teams see the 3+ year vision and partner as one: LFG to Jarrod Hooper, Scott Cutting and everyone on both sides- simply put, THE SKY IS THE LIMIT HERE TOGETHER = L.F.G.
Bash Brothers: Gilberto Solís - I have 3 brothers and thought those were my only Bash Brothers, but, I think you and I both know that’s where we’re at. Can’t think of someone that has selflessly done more for Fairmarkit over the past 5+ years and the coaching and guidance along the way - eye to eye - thank you sir
Some people are just a spark: LFG to Cindy Solomon , Jeff Crowley and the whole team - First off, I’m proud of the grit both teams have shown to get to this point, with SOOO much upside heading into 2026. That said, most of the credit goes to one of the most badass humans I’ve ever worked with = Cindy, you’re a legend.
You know a team is “All In” when they fly across the world for a customer event: LFG James Westgarth , Omair Ali Alvi (MCIPS, LSSBB) , and Kieran Dowd - it’s difficult to express the energy and excitement you radiate when talking about Fairmarkit and AI in general. If I didn’t know better, I’d say you’re AI startup founders based on your passion and abilities. When we have new ideas together, you pressure test them on your own, bring back the results, and eagerly engage in “art of the possible” conversations = most of the time I’m getting other ppl fired up, but when I talk to you, you get me FIRED UP.
Cool to meet people who are likely the next AI leaders in the space: LFG to Deepinder Singh - for anyone not connected with him yet - please do ASAP. Deep - you’re ability to storytell and articulate complex situations in basic stories is what we all need - keep rockin it and please keep sharing more and more across the industry (sidenote: Still impressed with your retro neon colored jacket)
When Exec Leadership is genuinely excited about AI, it’s felt across the org: LFG to Brett Howroyd, Brian Clark, & Laurence Kirk - you’ve leaned ALL In on AI and it starts with you at the top Brett. Big things ahead in 2026 (sidenote - Brett, still waiting for that invite to your podcast…)
It’s a unique type of person that helps others just because it’s the right thing to do: LFG to Ignacio Cabrera - it’s always stuck with me the fact that you go back to classes to educate the younger generation on your journey and lessons learned rolling out AI platforms - I’ve never been in one of the session, but based on your style, I’m sure it resonates incredibly well. Thanks for investing in the next gen of procurement and AI leaders :)
The OG or OGs: Jeff Cook , Ray Wise , Darleen Cantelo, JD and Takary Connor - as our first customer ever - it’s very possible that Fairmarkit would simply not be around today without our partnership starting up in 2017 - I’ll/we’ll always appreciate the partnership, along with Ray being down to play Bear Ninja Cowboy on stage with me in cowboy hats :) (Add’l LFG to the-man-the-myth Nicholas Easley )
The best customers push your platform beyond the current state: Jason Buck - when we first started together 6-7 years ago - we were mainly sourcing products/goods, but you said, “Nope - this works for software too” and expanded our scope. You then questioned why just tail spend, and that helped to push us to strategic and reverse auctions - along with the countless things you’ve done to help us grow our community, you’ve always seen where we could go, and have helped push us there - we’re a better company because of you (also, always appreciate some solid crypto advice)
There’s a shortlist of people I’ve texted from the hospital for each of our 4 kids - this group is on it: Joe Frederick, Conor Murchison , Danielle Cowgill , & Quynh Phan (no we didn’t name our daughter Quinn after you as you suggested HA!) - you all have been special to partner with & I/we just flat out enjoy it. Every session feels like an internal workshop - every interaction is filled with ideas and both teams operate on a very similar level that has formed a really cool bond starting years ago. Special shout out to Conor for entering the slapshot challenge at SOAR24 - it was his first time on skates - puck went in, but the momentum from the shot had Conor gracefully hugging the ice (1H of Mighty Ducks 1 vibes)
When you meet him, you know in 5 seconds: Jim Haining, MBA, CPSM, CPSD, C.P.M., A.P.P. - I don’t think I’m going to work with another person like you in my career - and that’s a SUPER depressing thought. You’re epic - in every sense of the word. Could write 3 pages on it, but I’ll keep it to a simple heartfelt, “Thank you sir”
When a customer becomes a holistic partner: What started as a typical customer + supplier relationship on Dec 31st 2018 has turned into an incredible partner, investor, and co-product innovator in the space. This LFG goes to Mary Mays , Michael Rodrigues , Kirsten Loegering , Colby Blakeman , Vishal Kumar Gupta Alec Bullen and so many others. Main attribute that brings us together - a relentless passion for bringing AI and Agents to procurement = Big things ahead in 2026.
Actions speak louder than words: Since we first met in 2017, Randall Moore has helped go word by word through our platform for coaching, helped us re-think the shopper experience, helped us think through where AI should be enabled in the platform, helped lead CABs, hosted our last 2 customer conferences (SOAR24 and SOAR25), helped with multiple Boston media interviews along with a great piece in Forbes highlighting the partnership, and overall has been an invaluable coach and mentor to me = LFG Randall and thanks for everything.
I could continue with these LFGs, but my marketing team gives me sh*t for over-writing sometimes. So I’ll leave it by saying Thank You to everyone who helped make the Fairmarkit Community such a special one in 2025 - now, GAME ON 2026!!!!!!!!!!
Happy Holidays All!!!
Cheers!
Kevin
