1. Ariba Seller Solutions
What Is PunchOut?
Ariba Seller Solutions
© 2014 Ariba, Inc. All rights reserved. 1

2. Contents Overview of PunchOut Benefits of PunchOut
PunchOut Demonstration
Where to Go for Help
© 2014 Ariba, Inc. All rights reserved.

3. Section 1
Overview of PunchOut
© 2014 Ariba, Inc. All rights reserved.

4. What is PunchOut?
Procurement System
Web Catalog
PunchOut To find products and services on the Internet when creating a local requisition.
PunchOut Site An electronic catalog on a remote website that is accessible from a procurement system.
Internet
Buyer
Supplier
© 2014 Ariba, Inc. All rights reserved.

5. What is PunchOut (Continued)?
A protocol used by a buyer’s procurement system to communicate with seller catalogs over the Internet.
Creates a shopping cart on the seller’s site and moves it to the user’s local requisition.
Other vendors call it ShopOut, TapOut, or Roundtrip.
© 2014 Ariba, Inc. All rights reserved.

6. What is a Procurement System?
An application used by a buying organization to manage and control purchasing.
Examples:
Ariba Procure-to-Pay or Ariba Buyer
SAP Commodity Procurement or Oracle Procurement
Other Legacy Systems
Handles manager approvals, budgeting, cost centers, and reporting.
By supporting PunchOut, you integrate with your customer’s procurement system, which ties the customer to you as a vendor.
© 2014 Ariba, Inc. All rights reserved.

7. Purchasing Process
To purchase a product or service, a user in the buying organization:
Logs into the procurement system.
Creates a purchase requisition.
Adds desired items by browsing:
Local catalogs
PunchOut catalogs
Submits the requisition for approval.
© 2014 Ariba, Inc. All rights reserved.

8. Buyer’s Procurement System
How Does PunchOut Work?
Buyer’s Procurement System
Your Website
Catalog
Item A $100
Item B $120
Item C $125
Requisition
Item A $100 Item C $125
Check Out
An employee logs into the buyer’s procurement system.
The selected items appear in the requisition.
The employee creates a purchase requisition.
The employee punches out to your website.
The employee shops your website and selects some items.
The employee clicks your “Check Out” button.
© 2014 Ariba, Inc. All rights reserved.

9. Section 2
Benefits of PunchOut
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10. Display specific content Keep your branding
Business Benefits
Market to Customers
Display specific content
Keep your branding
Customers come to your website, where you have complete control of the shopping session and your marketing.
Identify shoppers and tailor the display of products and services and their prices.
Use your existing branding to provide customers with a unique shopping experience.
© 2014 Ariba, Inc. All rights reserved.

11. Show live prices and availability Receive more accurate orders
Technical Benefits
Show live prices and availability
Receive more accurate orders
Your website is the best place to display your offerings, current prices, and product availability.
No worries about orders that have incorrect or outdated product numbers or prices. All of that information comes directly from your live website.
© 2014 Ariba, Inc. All rights reserved.

12. Better Customer Satisfaction
Personalize the shopping experience
Keep existing customers
Your website can identify the user and show pages that are personalized for that user.
PunchOut integrates your company with your customers. The process of buying from you becomes easier than ever, which increases the "stickiness" of your company versus your competitors.
© 2014 Ariba, Inc. All rights reserved.

13. Cross-sell and up-sell Gain new customers
Sales Growth
Cross-sell and up-sell
Gain new customers
PunchOut brings customers to your website. Shoppers can browse your offerings and are more likely to add them to their requisitions.
PunchOut sites are attractive to prospective customers; PunchOut is an important differentiator.
© 2014 Ariba, Inc. All rights reserved.

14. Alternatives to PunchOut
To better understand the benefits of PunchOut, here are the alternative ways of providing catalog content.
Static Catalogs Catalog Interchange Format (CIF)
Difficult to format your information.
Difficult to ensure that each customer has the latest content.
High maintenance—typically one catalog for each customer.
Restrictive format has no room for your marketing.
© 2014 Ariba, Inc. All rights reserved.

15. Alternatives to PunchOut (cont’d)
3rd-Party Catalog Services (Hand your catalog to someone else to convert)
This alternative has the same problems as using CIF files.
You give up control of how your offerings appear.
Less agile. Takes time to get changes in front of users.
Difficult to ensure each customer has the latest content.
Restrictive format has no room for your marketing.
© 2014 Ariba, Inc. All rights reserved.

16. Alternatives to PunchOut (cont’d)
Ad-Hoc Orders (User entered, non-catalog items)
Incorrect pricing
Inaccurate descriptions and part numbers
Cannot be processed automatically by your back office systems
Are typically not usable by other departments
These orders usually require human intervention at your company, so you don’t receive the benefits of end-to-end automation.
© 2014 Ariba, Inc. All rights reserved.

17. Reasons for Supporting PunchOut
Sellers have many reasons for supporting PunchOut. These are just a few of the more common reasons.
Your customer asked for PunchOut
You want to differentiate your company from your competitors
Your offerings are best presented through your own website
© 2014 Ariba, Inc. All rights reserved.

18. PunchOut is for … Thick Catalogs Office Supplies MRO Products
Lab Supplies
Distributors
These catalogs run for hundreds of pages. There are often many, similar items, with only one differing characteristic, such as color or size. They might contain complex drawings or photos.
© 2014 Ariba, Inc. All rights reserved.

19. PunchOut is for … Services Temporary or Permanent Labor
Business Support Services
Marketing or Trade Show Services
Janitorial or Landscaping Services
PunchOut is ideal for complex services, which are services with materials. For example, your catalog might describe the truck servicing you provide and also include truck parts.
© 2014 Ariba, Inc. All rights reserved.

20. Configurable or Customizable Products
PunchOut is for …
Configurable or Customizable Products
Printing
Marketing Materials
Build-to-Order Equipment
Products with Many Options
These are products that require customers to specify a configuration before purchasing. You can take advantage of your existing investment in the software that presents these configurations.
© 2014 Ariba, Inc. All rights reserved.

21. Products with Extensive Marketing or Documentation
PunchOut is for …
Products with Extensive Marketing or Documentation
Trucks, Tractors, or other Vehicles
Computers and Software
Machine Tools
Your customers might want to read user’s guides or configuration guides to decide on the best products for their application. PunchOut is the best way to make them available.
© 2014 Ariba, Inc. All rights reserved.

22. PunchOut is for … Contract Prices
Display correct prices or products for each buyer.
Real-time prices or availability.
No incorrect or outdated prices.
You probably offer different prices, products, or services depending on the customer. PunchOut allows you to detect who is punching out before you display your offerings or their prices.
© 2014 Ariba, Inc. All rights reserved.

23. PunchOut is for …
Offerings that you want to differentiate through your marketing efforts:
“Buyers who bought this also bought...”
“Welcome back, Barbara.”
Customer reviews
Real-time stocking and availability status
Short-term specials or sales
PunchOut brings procurement-system customers to your Website, where they can enjoy the shopping experience into which you’ve put so much effort.
© 2014 Ariba, Inc. All rights reserved.

24. PunchOut Demonstration
Section 3
PunchOut Demonstration
© 2014 Ariba, Inc. All rights reserved.

25. This demonstration shows Ariba Procure-to-Pay.
PunchOut Demo
This demonstration shows Ariba Procure-to-Pay.
We’ll purchase a wireless router.
Ariba Procure-to-Pay is a cloud-based application for buying both direct and indirect goods and services.
This demo shows a PunchOut site managed by Software House International.
© 2014 Ariba, Inc. All rights reserved.

26. Create a Requisition
The first step is to search the local catalog for items to purchase.
The user has logged in to Ariba Procure-to-Pay and has begun the creation of a purchase requisition.
© 2014 Ariba, Inc. All rights reserved.

27. Select a PunchOut Seller
Behind the scenes, the procurement application sends a PunchOut request message to the Ariba Network. The Network authenticates it and forwards it to the supplier’s PunchOut site over the Internet.
The PunchOut site redirects the user’s browser to the start page to begin shopping.
The user starts a PunchOut session by clicking the seller name.
The user decides to look for the item at Software House International.
The icon here indicates that this supplier has a PunchOut site.
© 2014 Ariba, Inc. All rights reserved.

28. Start Shopping on the PunchOut Site
wireless router
The PunchOut site appears in a frame in the user’s browser. At this point, the user is interacting directly with the PunchOut site.
The user finds the product, either through a text search or by navigating to it.
© 2014 Ariba, Inc. All rights reserved.

29. Find a Desired Item
The user selects the item to add it to the shopping cart.
Searching found the desired item.
© 2014 Ariba, Inc. All rights reserved.

30. Check Out
Notice that there are no steps for logging in, entering a shipping address, or entering payment. Those steps are all handled by the procurement system.
For PunchOut, the “Purchase” or “Buy” button has been renamed “Check Out” or “Back to Requisition.”
The user can change the quantity or add additional items, if desired.
This is the Check Out page on the site showing the shopping cart.
© 2014 Ariba, Inc. All rights reserved.
© 2014 Ariba, Inc. All rights reserved.

31. Back to Requisition
$39.00 USD
After the requisition is approved, the procurement system converts it to a purchase order and sends it to the Ariba Network, which routes it to the supplier.
After the user checks out, the PunchOut site disappears and the shopping cart items appear in the requisition within the procurement system.
The user then submits the requisition for approval.
© 2014 Ariba, Inc. All rights reserved.
© 2014 Ariba, Inc. All rights reserved.

32. Retrofitting an E-Commerce Site
PunchOut sites have most of the functions of standard e-commerce sites.
Retrofit your site to add PunchOut features.
The goal is to have one site that behaves as both:
an e-commerce site for Web users
a PunchOut site for procurement application users
© 2014 Ariba, Inc. All rights reserved.

33. Section 4
Where to Go for Help
© 2014 Ariba, Inc. All rights reserved.

34. PunchOut Help PunchOut Documentation on Help@Ariba:
cXML User’s Guide Comprehensive manual on the cXML language
cXML Solutions Guide Describes how Ariba Network uses cXML
© 2014 Ariba, Inc. All rights reserved.

35. Ariba Ready Programs
Help from Ariba Consulting and Inside Account Management
CIF
PunchOut
cXML Integration
Ariba Ready has expertise to help you develop a CIF catalog to get you started quickly.
Later, get help developing a PunchOut catalog, which might be a better solution for your offerings.
Finally, get help integrating your business systems with your customers.
© 2014 Ariba, Inc. All rights reserved.

36. Ariba Ready Programs, cont’d
Ariba Express Content
Preloads your catalog into Ariba Procure-to-Pay for new buying organizations
Enables customers to window shop from you
Freedom to negotiate pricing with customers
Ariba Express Content drives up exposure, because your catalog is in every new and existing Ariba Procure-to-Pay deployment.
© 2014 Ariba, Inc. All rights reserved.

37. 3rd-Party Solution Providers
These solution providers can help you with:
• PO integration
• Invoice integration
• Ariba PunchOut support
• Website development
© 2014 Ariba, Inc. All rights reserved.

38. Send an email message to: programs_info@ariba.com
More Questions?
Send an message to:
© 2014 Ariba, Inc. All rights reserved.

39. More Questions? Attend live webinars:
Integrating with Customers through cXML
PunchOut for E-Commerce Managers
Creating Electronic Catalogs (CIF)
Register for these webinars at
© 2014 Ariba, Inc. All rights reserved.

40. Finally… Embrace PunchOut
By integrating with your customers, you create stronger relationships and tie them to your company and your offerings.
© 2014 Ariba, Inc. All rights reserved.