Driving High eSourcing Adoption with the HA-Burger Framework
The ingredients to scale adoption in eSourcing: The High Adoption Burger
Adoption is one of the clearest measures of success in any procurement technology transformation. You can have the most advanced tools, but without consistent usage, the value never materializes.
But while 90% of procurement software rollouts struggle to stick, some organizations are rewriting that story, and doing it fast.
At Archlet’s flagship event Elevate+ 2025 in late September, our VP of Customer Success, Alina Heimgartner, introduced a framework designed to tackle exactly that. Inspired by years of experience across dozens of eSourcing implementations in various industries and categories, the Archlet Customer Success team developed the High Adoption Burger - or simply, the HA-Burger.
Just like a great burger, lasting adoption comes from the right mix of ingredients stacked in the right order.
The Bottom Bun: User Champions
Every great burger starts with a solid base. When it comes to driving high adoption, that foundation is built by user champions - the people who experience real value, talk about it, and help others achieve the same. These are the heroes of any adoption journey, and great leaders recognize their importance early on.
When teams see tangible benefits such as faster setup, less manual work, and better collaboration, they become natural advocates. That’s how bottom-up momentum starts to spread.
One customer began with just a single category in Archlet. But once a few users shared their results internally, interest skyrocketed purely through word of mouth. Other teams wanted in, not because they were told to use the tool, but because they genuinely saw its value. The champions marketed the benefits themselves. Today, they utilize Archlet across 50+ categories globally.
This kind of grassroots enthusiasm only happens when technology truly solves user pain points and makes work easier. Once that foundation is in place, you can start building the next layers.
The Meat: Simple Processes, Clear Messaging, Low Hurdles
Next comes the meat - the substance that keeps adoption satisfying and scalable.
Simplicity is key. Adoption grows when:
⚬ processes are clear and consistent,
⚬ the internal message around why the change matters is well understood, and
⚬ getting started feels easy, not bureaucratic.
One Archlet customer achieved this by having a product owner who constantly encouraged small wins. Teams were reminded they didn’t need to transform everything at once - just start small, learn, and grow. The small wins were then regularly shared internally, so that the benefits and the "reason why” became clearer and more tangible, supported by real use-cases.
Another organization focused on reducing the hurdle to get started. They removed any barrier to find, access and use Archlet. For example, they integrated a link into their procurement dashboard to Archlet and enabled a simple yet clear way for new users to get access to the tool. Small actions like this lower the barrier to entry and make it effortless for teams to start engaging.
Archlet’s AI capabilities play a key role in making adoption effortless. Our questionnaire and bid sheet creation agents simplify repetitive setup tasks and apply category-specific best practices automatically. Meanwhile, our Support Agent resolves most user questions instantly, freeing our Customer Success experts to focus on the most strategic and complex sourcing challenges.
This balance of human expertise and intelligent automation builds user confidence. By guiding users through setup and removing manual friction, it encourages repeat use and accelerates momentum.
The Cheese: Product Owner
Then comes the cheese - the layer that holds everything together.
Sustained adoption depends on clear ownership. A dedicated and empowered product owner connects teams, aligns goals, and ensures early success stories turn into lasting change.
In one large enterprise, constant ownership changes created confusion and slowed progress. Once a single global owner stepped in, fully committed and accountable, adoption accelerated tenfold in just four months.
A great product owner bridges business and technology, keeps the rollout aligned, and ensures everyone understands their role in driving success.
The Top Bun: Leadership Commitment
Finally, the top bun seals the burger together. Without top-down leadership commitment, everything can fall apart.
Leadership commitment turns adoption from a project into a company mindset. When leaders show real care, challenge resistance, and lead by example, change becomes part of the culture.
One of our favorite examples comes from a large Swiss enterprise where the Head of Procurement personally joined category meetings to address objections. She made sure teams understood that digital sourcing wasn’t optional - it was the new standard.
Within six months, the company was running 200 RFPs per month, and within a year, 80% of spend flowed through Archlet. Leadership didn’t just sponsor the initiative - they lived it.
The HA-Burger Recipe for Lasting Success
The HA-Burger captures what leading procurement teams have learned through experience: sustainable adoption is built layer by layer.
The key ingredients:
⚬ Bottom-up momentum from engaged users
⚬ Simple processes and clear communication
⚬ Ownership that drives accountability
⚬ Leadership commitment that encourages change
Together, these layers form the HA-Burger - a practical, proven recipe for scaling eSourcing adoption and unlocking measurable procurement value.
Adoption lasts when technology feels intuitive and makes people proud to use it. Discover how AI-powered sourcing can accelerate adoption in your organization. Request a demo today.
