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From Cost Center to Growth Lever: Why CFOs Should Prioritize Direct Spend

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From Cost Center To Growth Lever: Why Cfos Should Prioritize Direct Spend

For many Chief Financial Officers, direct spend – the money spent on direct materials and services that go into a company’s products – remains an underappreciated lever. Historically, direct spend has been viewed as a cost of goods sold to control, largely managed by procurement and operations. Yet this perspective is changing, and for good reason. In product-centric industries, direct materials can represent the largest portion of total expendituresoften up to 80% of overall spend. Ignoring such a substantial cost driver is a missed opportunity. By elevating direct spend from a mere cost center to a strategic focus, CFOs can unlock new margin improvements, optimize cash flow, and strengthen supply chain resilience.

Direct Spend: The CFO’s Overlooked Priority

CFOs are increasingly recognizing that direct spend deserves more attention at the executive level. According to a recent Coupa Strategic CFO survey, 39% of CFOs still view direct spend as a challenge or basic cost center, while about 60% acknowledge it as strategic but in need of better alignment with business goals. In other words, virtually all finance leaders know there is untapped value in this area, but many have yet to actively seize it. This gap in focus represents a critical blind spot. Direct spend is the largest and most influential cost driver on the income statement, impacting gross margins, cost of goods sold (COGS), and ultimately the bottom line. Treating it with a “blind eye” or leaving it solely to the operational side means leaving money on the table and exposing the company to avoidable risks.

Why has direct spend historically been overlooked by CFOs?

One reason is organizational silos: procurement and supply chain teams traditionally manage supplier negotiations, bills of materials, and production inputs, while Finance tracks financial outcomes. CFOs have tended to focus on indirect spend (SG&A and overhead costs) where they have more direct control and visibility. Indirect procurement improvements (e.g. cutting discretionary spend or automating procure-to-pay) have been championed by Finance in many firms. Meanwhile, direct spend processes often run on legacy ERP systems or spreadsheets, with CFO involvement limited to approving budgets or reviewing variances. This separation can make direct spend feel “out of sight, out of mind” for finance leaders.

However, the volatility of recent years – from supply disruptions to commodity price swings – has underscored that direct spend is far from a fixed cost of doing business. CFOs who prioritize direct spend management can transform it from an operational necessity into a strategic performance lever. The potential upsides are significant: even a few percentage points reduction in direct material costs can translate into substantial margin expansion. Improved procurement of direct inputs can free up cash, reduce balance sheet inventory, and avert expensive production delays. In short, direct spend isn’t just about cost control – it’s about value creation and risk mitigation at an enterprise level.

From Blind Spot to Strategic Driver: The Business Case for Focus

Leading organizations are now turning their attention to direct spend as a frontier for financial improvement. What can CFOs gain by shining a spotlight here? In Coupa’s recent CFO Direct Spend Masterclass, experts outlined how refocusing on direct spend can turn this area from a “blind spot” into a strategic growth driver. Key benefits include:

Visibility & Cost Control: Gaining end-to-end visibility into direct spend helps find hidden costs – from procurement process inefficiencies to unexpected freight charges or supplier price hikes – before they hit the financials. With better data, CFOs can identify and eliminate waste, ensuring that every dollar spent on raw materials or components is competitive and justified. This proactive cost management directly protects profit margins.
Working Capital Optimization: Tight oversight of direct spend can reduce the cash-to-cash cycle. Often, lack of coordination in purchasing and production leads to overstocked inventory or obsolete materials, which tie up cash and increase holding costs. By aligning procurement with demand and eliminating excess stock, companies reclaim trapped working capital and free up cash for strategic initiatives. In financial terms, this means lower Days Inventory Outstanding and a stronger liquidity position – outcomes any CFO can applaud.
Supply Continuity & Risk Reduction: Direct spend focus goes hand-in-hand with supply chain resilience. CFOs who engage in direct procurement strategy push for stronger supplier relationships and diversification of sources for critical materials. This ensures supply continuity and reduces the risk of costly disruptions (like line shutdowns or expedited shipping fees due to shortages). The financial translation is fewer surprise expenses and more stable revenue delivery. In an unpredictable global environment, such resilience planning is a strategic asset.
Improved Forecasting & Predictability: When Finance works closely with procurement on direct spend, it enhances forecasting accuracy for COGS and margins. CFOs can get ahead of commodity price fluctuations or foreign exchange impacts on input costs. With integrated data and scenario planning, leaders make more confident, data-driven decisions about pricing, sourcing, and inventory. The result is greater predictability in financial outcomes, which translates to more reliable earnings forecasts and reduced volatility – a key concern for boards and investors.

In sum, by treating direct spend as a strategic driver, CFOs can cut inefficiencies, boost cash flow, and safeguard the business’s profitability. The conversation shifts from “How do we minimize this cost?” to “How do we leverage this spend for competitive advantage?” This is the essence of turning direct spend from a mere cost center into a growth lever.

Speaking the CFO’s Language: Translating Procurement Value into Financial Impact

A crucial element in bringing focus to direct spend is financial translation – the ability of procurement leaders to frame their initiatives in terms that resonate with CFOs and finance teams. Procurement may inherently understand the operational value of, say, qualifying a second-source supplier or negotiating longer payment terms. But to get full C-suite buy-in, those efforts must be expressed in financial outcomes like margin improvement, risk reduction, or cash flow enhancement. In other words, procurement needs to speak the CFO’s language.

Consider the following examples of how procurement initiatives around direct spend can be translated into finance-centric metrics:

Procurement Initiative (Direct Spend)
Financial Impact (CFO Lens)

Negotiated 5% cost reduction on key raw materials
Lower Cost of Goods Sold, boosting gross margin and EBITDA.

Consolidated suppliers for volume advantages
Improved pricing and reduced vendor management overhead, directly improving profitability.

Improved on-time delivery with key suppliers
Fewer production delays and expedite costs, protecting revenue and avoiding unexpected expenses.

Optimized inventory levels through better planning
Freed-up cash from inventory (lower working capital requirements), improving cash flow and liquidity.

Extended payment terms (or dynamic discounting)
Better cash conversion cycle – either by holding cash longer or earning early pay discounts, contributing to interest savings and higher free cash flow.

In each case, the procurement action is mapped to a tangible financial result. This kind of translation is powerful. It not only helps the CFO understand the value of direct spend initiatives, but also ensures that procurement and finance are aligned on common goals. For instance, a procurement team’s success in negotiating savings should visibly move the needle on gross margin or EBITDA – and if it doesn’t, both sides can investigate why (e.g. leakage, demand changes, etc.). By establishing this shared language, CFOs are more likely to support investment in procurement tools or process improvements, because the ROI is clear in financial terms.

Procurement leaders can facilitate this by developing dashboards and reports that bridge operational metrics with financial KPIs. Instead of reporting “savings achieved” in procurement terms, they can report impact on COGS or working capital in finance terms. Likewise, risk mitigation efforts (like qualifying backup suppliers for a sole-sourced component) can be translated into avoided revenue loss or quantified risk reduction. The more procurement can illustrate direct spend management as driving business outcomes – not just procurement department outcomes – the more attention and resources CFOs will devote to it.

A Path Forward: Aligning Finance and Procurement (the S2P Framework)

How can CFOs and procurement leaders put these ideas into practice? It requires a collaborative approach and often, enabling technology. One strategic move is adopting an integrated Source-to-Pay (S2P) framework that unifies processes from sourcing all the way through procurement and payment. In the past, direct procurement activities (like supplier selection, contract management, purchase planning) often lived in separate systems from the financial side (purchase orders, invoices, payments). Today, modern S2P platforms are breaking down these silos. For example, Coupa’s unified design-to-pay platform provides one place to manage all spend – direct and indirect – with end-to-end visibility. Such a system connects the dots: sourcing events, contracts, and purchase orders for direct materials flow seamlessly into the accounts payable and spend analysis process.

The S2P approach means CFOs can finally get a comprehensive view of total spend. With guided workflows and real-time data, finance and procurement teams are literally on the same page – seeing the same numbers, trends, and risks. An integrated platform enables prescriptive insights: for instance, AI-driven analytics might flag that a spike in commodity price is driving up costs in a certain category, prompting procurement to act before it impacts the P&L. Or it could show that inventory on hand for a critical item is above optimal levels, prompting a strategic review of purchasing frequency. In short, S2P tools help translate operational data into the financial impact quickly, which aligns everyone on priorities.

Of course, technology alone isn’t a silver bullet. CFOs should also foster a culture of partnership with procurement. This means involving procurement leaders in strategic planning and budgeting discussions, and vice versa – letting finance have insight into procurement’s supplier strategies and challenges. Joint KPI setting is useful: for example, target a certain reduction in COGS % or a boost in inventory turns, and make it a shared objective for both finance and procurement. Regular executive reviews of direct spend performance (just as many companies do for indirect spend or SG&A budgets) can keep the focus sharp.

Ultimately, making direct spend a CFO priority is about connecting the dots between the shop floor and the balance sheet. When CFOs treat direct expenditures not as a black box to be managed by others, but as a strategic domain where they can apply financial leadership, the business stands to gain. The biggest cost line item becomes a source of competitive advantage – driving cost efficiency, supporting growth, and insulating the company from shocks.

These insights are drawn from Coupa’s Source-to-Pay framework and a recent CFO Direct Spend Masterclass session (available here). By translating operational improvements into financial outcomes, CFOs and procurement leaders together can turn direct spend from a blind spot into a bright spot on the executive agenda – one that delivers real dollars-and-cents value to the enterprise.

The post From Cost Center to Growth Lever: Why CFOs Should Prioritize Direct Spend appeared first on Logistics Viewpoints.

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The OSI Model and AI in the Supply Chain: Why Layered Architecture Still Matters

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AI in the supply chain is often approached as an application problem. In practice, it is more often an architectural one. The OSI model offers a useful lens for understanding why.

The Architecture Problem Behind AI in Supply Chains

Most discussions about AI in the supply chain begin at the top of the stack. They focus on copilots, models, dashboards, and use cases such as forecasting, routing, and risk detection. Those applications matter, but they are not the starting point.

The more important issue is the architecture underneath them.

This is where the OSI model becomes a useful reference point. Not because supply chains operate like communications networks in any literal sense, but because the OSI model solved a similar structural problem. It separated complexity into layers and clarified how those layers interact. That same discipline is becoming increasingly relevant as AI moves deeper into logistics and supply chain operations.

AI in the Supply Chain Is Best Understood as a Layered System

The most practical way to think about AI in the supply chain is as a layered system.

At the foundation is the data layer. This includes ERP, TMS, WMS, IoT signals, supplier feeds, and external data sources. If this layer is fragmented or inconsistent, the layers above it will underperform. That aligns directly with the data harmonization requirement described in ARC research. AI depends on clean, linked, and current data, and advanced systems are only as effective as the data they operate on .

Above that is the communication layer. In traditional systems, applications exchange information through rigid integrations, manual handoffs, and batch processes. In more advanced environments, data and decisions move through APIs, event streams, and increasingly through agent-to-agent coordination. ARC’s framework describes A2A as a way for autonomous software agents to interact directly, share data, assess options, and execute decisions across the supply chain . That matters because modern supply chains do not just need better analytics. They need faster coordination across functions.

Context Is the Missing Layer in Many AI Deployments

The next layer is context. This is where many AI initiatives begin to weaken. Systems may generate plausible recommendations, but without memory of prior events, supplier history, operational constraints, or previous failures, they remain limited. The white paper describes the Model Context Protocol as a way to embed memory, identity, and continuity into AI systems so they can retain operating context over time and carry that context across workflows . In supply chain settings, that kind of continuity is important because decisions are rarely isolated. They are part of a sequence.

Reasoning Must Reflect the Networked Nature of Supply Chains

Then comes the reasoning layer. This is where retrieval-augmented generation and graph-based reasoning become useful. RAG allows systems to retrieve current, domain-specific information before generating an answer. Graph RAG extends that by reasoning across interconnected entities and dependencies. ARC’s analysis makes the point clearly: supply chains are networks, not lists, and graph structures help AI navigate those interdependencies more effectively .

This is one of the more important distinctions in enterprise AI. A system that can retrieve a policy document is useful. A system that can understand how a supplier, a port, an order, and a downstream constraint relate to one another is more operationally relevant.

Why Many AI Initiatives Stall

At the top is the application layer, the part users actually see. This includes control towers, planning workbenches, copilots, and workflow assistants. Most companies start here. That is understandable, because this is the visible part of the stack. It is also why many AI initiatives produce narrow results. The application may improve, but the lower layers remain weak.

That is the main lesson the OSI analogy helps clarify. AI in the supply chain should not be treated primarily as a front-end feature. It is better understood as a layered architecture that depends on data quality, system interoperability, context retention, and network-aware reasoning.

This also helps explain why some AI deployments perform well in demonstrations but struggle in operations. The model itself may be capable, but the environment around it may not be ready. Data may not be harmonized. Systems may not communicate cleanly. Context may not persist. Knowledge retrieval may not be grounded in current enterprise information. In those cases, the problem is not that AI has limited potential. The problem is that the stack is incomplete.

The ARC Framework Points to a More Durable Model

The ARC framework points toward a more grounded view. A2A supports coordination between systems. MCP supports continuity across time and decisions. RAG supports access to relevant knowledge. Graph RAG supports reasoning across a networked operating environment. Together, these are not just features. They are components of an emerging architecture for supply chain intelligence.

What This Means for Supply Chain Leaders

For supply chain leaders, the implication is practical. AI strategy should begin with the question, “What layers need to be in place for these systems to work reliably at scale?” That shifts the focus away from isolated pilots and toward a more durable operating model.

In practical terms, that means improving data harmonization before expanding model deployment. It means designing for system-to-system coordination rather than relying only on dashboards and alerts. It means treating context as infrastructure rather than as a convenience feature. And it means building toward reasoning systems that reflect the networked nature of the supply chain itself.

Bottom Line

The OSI model is not a blueprint for AI in logistics. But it remains a useful reminder that complex systems tend to perform better when their layers are clearly defined and properly integrated.

That is becoming true of AI in the supply chain as well.

The companies that recognize this early are more likely to build systems that support better coordination, more consistent decision-making, and more useful intelligence across the network. The companies that do not may continue to add AI applications at the surface while leaving the underlying architecture unresolved.

The post The OSI Model and AI in the Supply Chain: Why Layered Architecture Still Matters appeared first on Logistics Viewpoints.

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Anthropic’s Mythos Raises the Stakes for Software Security

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Anthropic’s decision to restrict access to Mythos is more than a product decision. It suggests that frontier AI is moving into a more serious class of cybersecurity capability, with implications for software vendors, critical infrastructure, and the digital systems that support modern supply chains.

Anthropic’s latest announcement deserves attention well beyond the AI market.

The company says its new Claude Mythos Preview model has identified thousands of previously unknown software vulnerabilities across major operating systems, browsers, and other widely used software environments. But the more important point is not the claim itself. It is the release strategy. Anthropic did not make the model broadly available. It placed Mythos inside a controlled early-access program and limited access to a select group of major technology and security organizations.

That tells you something.

This is not being positioned as another general-purpose model that happens to be good at security work. Anthropic is treating Mythos as a system with enough cyber capability, and enough dual-use risk, to justify a restricted rollout. That is a notable change in posture.

For supply chain and logistics leaders, the relevance is not hard to see. Modern supply chains now depend on a thick software layer: ERP platforms, transportation systems, warehouse systems, visibility tools, APIs, cloud infrastructure, industrial software, and partner integrations. If frontier AI materially improves the speed and scale at which vulnerabilities can be found, then this is not just a cybersecurity story. It is an operations story.

A compromised transportation platform is not merely an IT issue. A weakness in a warehouse execution environment is not just a software problem. These failures can disrupt planning, fulfillment, supplier coordination, inventory visibility, and customer service. In a software-mediated supply chain, cyber weakness increasingly becomes operational weakness.

That is the real significance here.

Over the last year, much of the AI discussion has centered on productivity. Better copilots. Faster coding. More automation. Mythos is a reminder that the same capability gains can cut the other way too. A model that is better at reasoning through code and complex systems may also be better at finding weaknesses, chaining exploits, and shortening the gap between vulnerability discovery and exploitation.

That does not mean a disaster scenario is around the corner. But it does mean the discussion is changing.

There is also a second issue in Anthropic’s release strategy. Early access creates asymmetry. The organizations that get access to these tools first will be in a better position to harden their environments than those that do not. Large platform vendors and elite security firms are more likely to absorb this shift quickly. Smaller software providers and companies with less security depth may not.

That matters commercially as well as technically.

In a more AI-intensive security environment, resilience becomes a more visible part of product value. Customers will still care about features, workflow, and ROI. But they will also care, more directly, about whether a vendor can secure its software stack in an environment where advanced models may be able to surface weaknesses faster than traditional testing methods ever could. For some vendors, that will strengthen their position. For others, it may expose how thin their defenses really are.

There is also a governance signal here. A leading AI company has decided that broad release is not the responsible first step for this class of capability. Whether that becomes standard practice or not, it marks a threshold. It suggests that at least some frontier model capabilities now carry enough cybersecurity weight to influence how they are released and who gets access first.

Enterprise technology leaders should pay attention to that.

They should also take the broader lesson. Security cannot sit on the edge of the AI agenda. It has to move closer to the center of the operating model. That means tighter software supply chain governance, faster patching cycles, better dependency visibility, stronger segmentation of critical systems, and more disciplined red-teaming. It also means recognizing that cyber resilience is now part of business resilience.

There is a related point here. If models like Mythos increase uncertainty around software security, vendors will face a higher burden to prove resilience. If vulnerability discovery is getting faster and cheaper, then older assumptions about defensibility, testing depth, and incumbent safety become less comfortable. That pressure will not fall evenly. Firms with strong engineering depth and security discipline are more likely to absorb it. Others may find that the market becomes less forgiving.

For supply chain leaders, the takeaway is straightforward. As AI becomes more deeply embedded in planning, logistics, and execution systems, the integrity of the software environment becomes more central to performance. If frontier models accelerate vulnerability discovery, the burden on both vendors and enterprises to secure those environments rises with it.

Mythos matters not because it proves the worst case. It matters because it shows where the curve is going.

A major AI developer has now made clear that frontier AI is moving into territory where the cybersecurity implications are serious enough to shape release strategy and access controls. That is a meaningful development. Supply chain and technology leaders should treat it that way.

The post Anthropic’s Mythos Raises the Stakes for Software Security appeared first on Logistics Viewpoints.

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Autonomous Trucking Is Fragmenting Into Distinct Market Entry Models

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Autonomous trucking is no longer a single category defined by technical ambition. It is fragmenting into distinct market entry models, each with different paths to commercialization, risk profiles, and timelines for impact on freight execution.

A Market No Longer Defined by One End State

Autonomous trucking is no longer a single race to full driverless operation. It is fragmenting into distinct entry models, each addressing a different part of the freight problem with different timelines, risk profiles, and economic logic.

For several years, the category was framed as a single end state: driverless trucks operating broadly across long-haul freight networks.

That framing no longer fits the market as it is developing.

What is emerging instead is a set of entry models, each aimed at a different operational problem. These models are not progressing on the same timeline, and they are not constrained by the same variables. For supply chain and logistics executives, that distinction matters more than tracking broad claims about autonomy.

This pattern is common in industrial technology. New capabilities rarely enter at the most complex point in the system. They enter where variability is manageable, the economics are clearer, and operational value can be demonstrated sooner.

Long-Haul Autonomy Remains the Full-Stack Ambition

The most visible model remains long-haul autonomous trucking. This is the original vision: driverless trucks moving across highway networks, reducing labor constraints and improving asset utilization.

The opportunity is substantial, but so are the requirements. These systems must operate safely at highway speed, handle weather and traffic variation, and meet a more demanding regulatory and operational standard than narrower autonomy use cases.

Companies such as Aurora, Kodiak, and Torc Robotics are pursuing this path with increasing focus on defined freight corridors and structured deployment plans. Rather than attempting broad geographic coverage too early, these companies are concentrating on lanes where conditions can be better controlled and performance can be measured with more discipline. Other entrants such as Waabi, Plus, and a range of OEM and infrastructure partners are advancing similar models across different segments of the market.

Middle-Mile Autonomy Offers a Faster Commercial Path

A second model has emerged with a different profile: middle-mile autonomy.

Instead of solving for open-ended highway networks, this approach focuses on repeatable routes between fixed nodes such as distribution centers, stores, and cross-dock facilities. The operating environment is still demanding, but the variability is lower and the economic case can be easier to establish.

Gatik is the clearest example of this model. Its approach reflects a practical reality in freight automation: autonomy does not need to solve the hardest problem first to create value. In many supply chains, middle-mile freight is frequent, predictable, and costly enough that even partial automation can improve network performance. This makes middle-mile autonomy one of the more credible early commercial entry points.

Yard and Terminal Autonomy Benefit From Bounded Environments

A third model is taking shape in yards, terminals, and other bounded environments.

Here, the domain is tighter, speeds are lower, and routes are more repetitive. That reduces deployment complexity and creates a more practical setting for automation to mature.

Outrider is an example of how this strategy is developing. Yard operations are often overlooked in broader autonomy discussions, but they matter. Delays at this stage affect linehaul schedules, dock utilization, and downstream fulfillment performance. As a result, yard autonomy may scale earlier than more ambitious highway programs, not because it is more important, but because it is operationally easier to implement.

Hybrid and Teleoperated Models Create a Bridge

Between fully manual operations and fully autonomous systems, hybrid models are also emerging.

These combine onboard automation with remote human intervention, allowing systems to handle routine tasks while escalating exceptions when needed. This approach lowers deployment risk and gives operators a way to build confidence without requiring immediate full autonomy in all conditions.

FERNRIDE reflects this bridging strategy. Its relevance is not just technical. It points to a broader truth about the category: the path to autonomy is likely to be incremental in many freight environments. Hybrid models can help carriers and shippers introduce automation in a way that fits operational reality rather than forcing a binary shift from manual to driverless.

OEM Integration May Determine Who Scales

Another important path is OEM-integrated autonomy.

In this model, autonomous capabilities are built into commercial vehicle platforms through close alignment with truck manufacturers and industrial partners. This matters because scaling freight autonomy is not only a software challenge. It is also a manufacturing, maintenance, service, and support challenge.

That is why partnerships involving companies such as Plus, Daimler Truck, Volvo Autonomous Solutions, and other OEM-linked players deserve attention. Industrialization will play a major role in determining which autonomy programs remain pilot-stage efforts and which ones become durable components of freight networks.

What This Fragmentation Means

Taken together, these entry models point to a broader conclusion. Autonomous trucking is not arriving as a single unified capability. It is entering the market through multiple constrained domains, each built around a different balance of technical feasibility, operational complexity, and economic return.

That fragmentation is a sign of market maturation. The industry is moving away from generalized ambition and toward deployment strategies grounded in specific use cases. Long-haul autonomy targets the largest long-term opportunity. Middle-mile autonomy prioritizes repeatability and faster commercialization. Yard autonomy benefits from bounded environments. Hybrid models provide a bridge. OEM-integrated approaches provide the industrial foundation needed for scale.

What Supply Chain Leaders Should Watch

For supply chain leaders, the practical question is no longer whether autonomous trucking will arrive. It is where it will enter the network first, under what operating model, and with what operational implications.

In some cases, the answer will be a middle-mile loop between fixed facilities. In others, it will be yard movements, teleoperated support, or corridor-based long-haul deployment.

The larger point is architectural. These systems will not create value in isolation. They depend on data, orchestration, and coordination across the broader freight technology stack. In that sense, autonomous trucking is one more example of the broader shift toward connected, intelligent supply chain execution described in ARC’s recent work on AI architecture in logistics.

Where Tesla Fits

Tesla is better treated as an adjacent company to watch rather than a central example. The Tesla Semi is relevant to the future of freight equipment, but Tesla’s current positioning emphasizes electrification and supervised driver-assistance rather than a clearly defined autonomous freight deployment model.

Closing Perspective

Autonomous trucking will not arrive all at once. It will enter the supply chain through specific lanes, nodes, and operating models where the economics and constraints align.

The competitive advantage will not come from adopting autonomy broadly, but from understanding where it fits first and integrating it into the network ahead of competitors. That is where the category becomes operational, and where it begins to matter.

The post Autonomous Trucking Is Fragmenting Into Distinct Market Entry Models appeared first on Logistics Viewpoints.

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