We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byEsteban Whicker
Modified about 1 year ago
© 2012 Ariba, Inc. All rights reserved. Seller Summit Overview March
Seller Summit Overview Buyers and Ariba partner to educate the buyer’s sellers on the value and opportunities of using the Ariba Network. © 2012 Ariba, Inc. All rights reserved. 2
Benefits of Summits for Buyers Provides a platform for buyers to share their initiative directly with their sellers. Provide Ariba an opportunity to introduce the Ariba Network and the value that sellers receive. Helps to ease the transition for sellers. Clearly states next steps and a call to action for sellers. Provides a forum for the seller to ask general questions about the initiative. Explains Network Transaction Fees and Subscription Packages upfront. © 2010 Ariba, Inc. All rights reserved. 3
Benefits of Summits for Sellers Gives sellers clarity on their buyer’s initiative and message directly from their buyer. Educates sellers about the Ariba Network and the value and growth potential available to them. Provides sellers with an understanding that there is a fee structure and to plan accordingly. Informs sellers about the subscription packages and gives them a general understand of what offerings are available to them. Provides sellers a platform to ask general questions. Helps sellers understands what their buyer’s expectations and what the next steps are. © 2012 Ariba, Inc. All rights reserved. 4
Successful Seller Summits Include 5 Core Messages: 1.An Overview of the Buyer’s Initiative. 2.The Value Proposition of the Ariba Network. 3.The Growth Potential for Sellers on the Ariba Network. 4.An Overview of Ariba Network Fee Structure. 5.The Buyer’s Expectations & Seller Next Steps. © 2012 Ariba, Inc. All rights reserved. 5
Types of Seller Summits In order to support and add the greatest impact to buyers’ goals, there are several types of seller summits available. The core message for these summits are similar but will be expanded to include the specific type chosen. New Enablement - New Sellers to the Customer regardless of Ariba Network activity. Adoption – On hold sellers, or sellers that are in “ready to transact” status for a significant period of time. Invoice Compliance – Customer would like the sellers to begin invoicing on the Network. Integration – Customer is recommending integration capabilities for the seller. Catalog – Customer would like sellers to begin using a catalog on the Network. © 2010 Ariba, Inc. All rights reserved. 6
Best Practices: Seller Summit Sample Agenda Core Presentation Welcome & Introductions (5 mins) Buyer’s Overview (5 mines) Ariba Overview (5 mins) Ariba Network Overview (20 mins) Introduction to the Network Seller Value Proposition Supplier Membership Program Tools & Resources Next Steps (5 mins) Q&A Session (10 mins) Additional Materials Integration Overview Ariba Discovery AribaLIVE How to Register on the AN PO Flip Additional Information as Determined © 2012 Ariba, Inc. All rights reserved. 7
Ariba Seller Contact Lance Snow Network Connect, Seller Summit Lead For more information about Seller Summits, please contact Lance Snow: © 2010 Ariba, Inc. All rights reserved. 8
Sample Buyer Ariba Network Seller Summit March 2012 © 2012 Ariba, Inc. All rights reserved. All phone lines are muted. Please submit all questions privately via chat to Lance Snow. Dial-in number: Code:
Agenda Welcome & Introductions Buyer Overview of the Initiative The Ariba Network The Supplier Membership Program Tools & Resources for Sellers Next Steps Q&A 10 © 2012 Ariba, Inc. All rights reserved.
Introductions Buyer Name Buyer – Buyer Title Lance Snow Ariba, an SAP Company – Seller Summit Lead © 2012 Ariba, Inc. All rights reserved. 11
© 2013 Ariba, Inc. All rights reserved. Buyer Overivew 12
Sample Customer Goals has identified top tier suppliers for Ariba Network enablement uses Ariba for Purchase Orders, Confirmations and Invoices Advantages that has experienced includes: Creates better control on order processing Better communication and visibility with Increased standardization for orders and invoices Paperless transactions from order placement to invoice © 2012 Ariba, Inc. All rights reserved. 13
Sample Customer Goals © 2012 Ariba, Inc. All rights reserved. 14 To partner with our suppliers in pursuit of shared cost reductions and efficiencies in all procurement activities We are moving to a best practice model that will allow our company and our suppliers to interact via a single electronic channel in a more efficient and self sufficient manner The solution is electronic invoicing via the Ariba Network and Ariba have a strategic business partnership We continue to develop the relationship and the tool set The partnership has further evolved with the deployment of electronic invoicing Our success is tied together
Buyer Expectations of Sellers Placeholder © 2012 Ariba, Inc. All rights reserved. 15
© 2012 Ariba, Inc. All rights reserved. The Ariba Network 16
17 The Business Commerce Problem… Investment Inefficiencies Remain Between Companies +Transactions completed manually: 80% (Source: Celent Communications) +Paper-based invoices and payments: 85% (Aite Group: Global Cash Management: Going Green. 2009) Costs of ineffective collaboration: [$650 Billion] (Source: Basex Research- “Information Overload” Feb, 2008) Inefficient Commerce Collaboration is Costing G2000 $338 Billion (Source: Ariba Benchmarking) © 2012 Ariba, Inc. All rights reserved.
Ariba Overview Ariba is the leading provider of collaborative business commerce solutions to enable more efficient and effective buying, selling, and cash management between companies. Who is Ariba? Our value proposition? We eliminate the inefficiencies and burdens of commerce to help businesses: Control costs Minimize risks Improve profits Optimize cash flow Increase sales How do we do it? The Ariba Commerce Cloud is a global, web-based utility that combines: On-Demand technology to optimize the commerce lifecycle – from source-to-settle and market-to-receipt A web-based community to discover, connect, & collaborate with a global network of trading partners Capabilities to augment internal resources and skills with always-on expertise and commerce services 18 © 2013 Ariba, Inc. All rights reserved.
© 2012 Ariba, Inc. All rights reserved. 19 Over1 million trading partners 60+ million Invoices $300+ billion in spend 142 countries 72 currencies 36 VAT compliant countries 40+ global offices18 supported languages2500+ employees The Ariba Network is the world’s largest business commerce Network Buyers 730K + Suppliers
What is the Ariba Network? © 2013 Ariba, Inc. All rights reserved. 20 NETWORK The Ariba Network connects buyers and sellers for successful business collaboration
© 2013 Ariba, Inc. All rights reserved. 21 SELLER BUYERS Ariba Network for Sellers CONTRACTSLEADSORDERS & INVOICESPROPOSALS ACCELERATE the sales cycle FIND buyers ready to buy GET PAID faster IMPROVE customer retention Sellers are Realizing Value
Benefits for Sellers © 2013 Ariba, Inc. All rights reserved. 22 30% growth in existing accounts 35% growth in new business 75% faster deal closure 75% order processing productivity gains via cXML 80% increase in order accuracy through PunchOut 15% increase in customer retention Up to 99% renewal rates 20% faster payment 6 day DSO reduction Accelerate the Sales Cycle Find Buyers Ready to Buy Get Paid Faster Improve Customer Retention
Business commerce is an evolutionary process for sellers… Comply with First Customer Request Reactive Address Additional One-off Requests Responsive Create Processes, Infrastructure and Resources Proactive Expand Collaborative Channel and Poise for Growth Innovative Collaborative Commerce Business Value Enablement Transformation 23 © 2012 Ariba, Inc. All rights reserved. 23
Supplier Case Studies Getting discovered online: $100K in new business Providing timely product content: 300% growth in accounts Collaborating with customers: 75% faster sales cycle Welcome to B&H Photo 24 © 2012 Ariba, Inc. All rights reserved.
SupplierTestimonialsBenefits “We are excited about the increased exposure to new business through our Express Content catalog available to Ariba Clients” Mitch Langstein Director of Marketing Increased purchases by 32% “Ariba Spend Management has received Fastenal’s highest ranking in terms of functionality, adaptation and supplier on- boarding. A true benchmarked win-win for the customer and the electronically enabled supplier base” Brian K. Fihn eBusiness Sales Manager 83% PO error rate reduction DSO reduction of 27 days “Our eBusiness strategy and use of the Ariba Network support consistent high-quality service while achieving efficiencies throughout the order-to-invoice process, allowing us to be competitive in 29 countries and across different continents” Jocelyn Lescure Group eBusiness Manager Offers single platform for all ordering and invoicing More successful invoice reconciliation “As the economy is forcing companies to cut costs, the savings that come from an eProcurement solution become even more important. MarkMaster is glad to be positioned to help customers meet their cost savings goals” Craig Moore Customer Relations Manager 65% of new clients are a direct result of Ariba 20% sales growth Innovative sellers experiencing value on Ariba 25 © 2012 Ariba, Inc. All rights reserved. 25
© 2012 Ariba, Inc. All rights reserved. The Supplier Membership Program 26
Subscription Offerings for Network Sellers Differentiate – Grow – Automate Standard See-value-first model providing a no-cost service for sellers transacting occasionally or just getting started Helps sellers differentiate and build stronger customer relationships with catalog-driven collaborative commerce Select Offers expanded technical support and white-glove services to drive sellers to embrace automation and online channels Premier Enterprise Delivers complete collaborative commerce optimization – bundles of tools, services, and support for sellers utilizing Ariba as a multi-million dollar channel Optimizes the $10M+ Ariba channel with automation, catalog and networking opportunities for highest-volume sellers Enterprise Plus Offered PunchOut catalog and grew 300% in 3 years while saving the customer hundreds of thousands of dollars. - Business Development Manager 27 © 2012 Ariba, Inc. All rights reserved. 27
The Ariba Supplier Membership Program Helping Sellers to Differentiate – Grow – Automate Network Transaction Service Annual Volume Per Customer Relationship Annual Fees < $50,000 USD or < 5 documents* None $50,000 to $12.9M and 5+ documents 0.155% of total volume $12.9M+ and 5+ documents**$20K Subscription Fees Annual Volume Across All Customer Relationships Annual Fees Standard < $50K or < 5 documents sent* None Select $50K to < $250K and 5+ documents $50 Premier $250K to < $1M and 5+ documents $495 Enterprise $1M to < $10M and 5+ documents $2,495 Enterprise Plus $10M+ and 5+ documents $7,495 *Sellers transact at no cost if no single customer relationship transacts 5 or more documents and $50K or more annually **Only 1.2% of transacting sellers reach the $20K cap Note: Sellers who use cXML or EDI technologies and transact 5+ documents and $50K+ annually automatically receive the $495 Premier or higher level subscription FREE for all sellers to join and begin transacting Free registration provides everything sellers need to collaborate Paid participation adds value Value-added features, support and services No surcharges for sellers with multiple divisions, business units, or subsidiaries using the Network Network Transaction Services billing broken into digestible quarterly bills, Subscription Fees annually Ariba will streamline and simplify sellers’ bills by calculating fees across all customer relationships once one is chargeable. 28 © 2012 Ariba, Inc. All rights reserved. 28
Payment and Threshold Examples POs + Non-PO Invoices ValueEligible for Fees? SubscriptionNTS Seller A Buyer 1 Buyer $10,000,000 $7,500,000 $2,500,000 NoStandard / $0$0.00 Seller B Buyer 1 Buyer $25,000 $10,000 $15,000 NoStandard / $0$0.00 Seller C Buyer 15$250,000 YesPremier / $495$ Seller D Buyer 1 Buyer 2 Buyer 3 1, $50,000,000 $48,500 $37,098,420 $12,853,080 YesEnterprise Plus / $7,495 $39, $75.18 (capped) $20,000 $19, Based on the broad benefits case for network users, fees are based on transacted value Subscription fee based on transacted value when both thresholds are crossed for at least one customer NTS fee = x transacted value (0.155% of value) NTS fee is capped at $20k per relationship No cost to sellers where no customer relationship exceeds 5 documents and $50K in annual transaction volume - these sellers are not assigned into subscriptions. © 2012 Ariba, Inc. All rights reserved. 29
© 2012 Ariba, Inc. All rights reserved. Tools & Resources Electronic Integration Ariba Discovery AribaLIVE Resources & Support 30
© 2012 Ariba, Inc. All rights reserved. Electronic Integration 31
Electronic Integration - Why integrate? Reasons For Electronic Invoice Integration via Ariba: High document count (purchase orders, invoices) Speed invoice processing Minimize risk of error Minimize delays in securing payment Reduce invoice inquiry by exchanging real time invoice status via the Ariba Network © 2012 Ariba, Inc. All rights reserved. 32
Manual vs. Electronic Invoices: Why sellers automate According to the Hackett Group, 3.5% of invoices contain errors. This can be reduced to 1% through B2B process automation or up to 2.3% via use of eInvoicing through a portal. According to Paystream Advisors and the Aberdeen Group, the typical paper invoice processing cost is $10.54; the costs for “best in class” organizations drops 50% to $5.29 per invoice, driven by e-invoicing and electronic disbursements. Staples & HP: See 99.9% customer retention when they integrate. Threshold for Integration cXML > 100 invoices/month (1200 annually) CSV > 20 invoices/month (5/week, 240 annually) © 2012 Ariba, Inc. All rights reserved. 33
Electronic Integration Methods Electronic Invoice Routing Methods Available: cXML (recommended) EDI Ariba’s native format Flexible Wide variety of translation software (parsers) options - less expensive For more details and further explanation on cXML: en/missingoutcxml.cfm © 2012 Ariba, Inc. All rights reserved. 34
© 2012 Ariba, Inc. All rights reserved. Ariba Discovery 35
Introducing: Ariba Discovery 50 PERCENT OF THE GLOBAL 2000 OVER 3,000 BUYERS The premier service for matching business buyers and sellers globally, built on the world’s commerce network Faster, Easier, and Better Lead Generation © 2012 Ariba, Inc. All rights reserved. 36 Matching Service
Effective Lead Generation © 2012 Ariba, Inc. All rights reserved. 37 Ariba Discovery addresses the challenges sellers are facing across industries Gaining awareness in existing accounts Reaching decision-makers Getting more qualified leads Developing awareness in perspective accounts Generating revenue from new customers Increasing revenue from existing customers
Open Invitation: Ariba Discovery Demo Learn more about Ariba Discovery Every Other Friday Follow the link: Choose the first option, “Ariba Discovery for Sellers” and choose the best date/time available. © 2012 Ariba, Inc. All rights reserved. 38
© 2013 Ariba, Inc. All rights reserved. AribaLIVE 39
Three days of education, training and networki ng 1,300+ procurement and sourcing executives More than 50% director-level and above Cross-industry representation Networking and learning opportunities Network with prospects, customers and eCommerce experts © 2012 Ariba, Inc. All rights reserved. 40 For more information:
© 2012 Ariba, Inc. All rights reserved. Resources & Support 41
© 2012 Ariba, Inc. All rights reserved. 42 For More Information, Go to Free Tutorials Technical Documentation Online Help Customer Support Best Practices
© 2012 Ariba, Inc. All rights reserved. 43 Support Resources Ariba Customer Support Via Online Web Form Step 1: Log into your company's account – at Step 2: Log in with your company name’s Username and Password Step 3: Fill out the Web form and submit Via Telephone US/Canada: ARIBA ( ) Latin America: EMEA: +44 (0) Asia Pacific For Enterprise & Enterprise Plus Subscriptions Commerce Assistance Team
© 2012 Ariba, Inc. All rights reserved. 44 Proven Applications Ariba Provides the Industry’s Most Comprehensive Approach to Ensuring Supplier Success Tools and Resources Monterrey Value-Added Services Largest Global Support Team for Suppliers
© 2010 Ariba, Inc. All rights reserved. Next Steps 45
Next Steps (buyer led) Trading Relationship Request Letter on: April XX, 2013 Follow instructions in letter to register or accept the relationship with an existing Ariba Network account. After trading relationship is established: Ariba will follow up with sellers to aid in completing essential tasks. Visit the BUYER Supplier Information Portal to find details on transacting with BUYER. Questions regarding about Ariba Network: BUYERspecific business questions: BUYER.com 46 © 2012 Ariba, Inc. All rights reserved. 46
Question & Answer 47 © 2012 Ariba, Inc. All rights reserved. Q&A Session is supported by both Ariba and the Customer. Typically, 70% of the questions are directed at the buyer and are process related.
Ariba® Network™ – Getting Started. 1 The AN and Membership Benefits to Suppliers What is the Ariba Network (AN)? * Internet-based procure-to-pay platform.
Use this title slide only with an image Ariba Supplier Membership Program 2014 Public.
Ariba – Cloud solutions Pedi Gavrilovic May, 2013.
Using Ariba to Strengthen Customer Relationships A panel of leading sellers © 2012 Ariba, Inc. All rights reserved. CS S.
2015 NetSymm Overview NETSYMM OVERVIEW December
91 st Annual Meeting & Exposition April 1 – 4, 2012 Anaheim, California Commercial Payments Overview Visa, Inc. NAEP April 2012.
Key questions answered in this chapter: What are the four stages to the evolution of B2B capabilities? What are the three categories of B2B? Describe.
EProcurement at the University of Pennsylvania SciQuest “Find, Buy & Manage” Seminar Princeton, New Jersey October 23, 2003.
2013 and Beyond Important Changes for Contractors.
E-Procurement Electronic Purchasing. What is e-procurement? A system utilizing Internet technology to streamline the purchases of goods and products to.
Procserve Benefits of eCommerce © Procserve Holdings Limited. All rights reserved.
Overview: Electronic Commerce Electronic Commerce, Seventh Annual Edition.
Get Started in e-Business. Aim This presentation is prepared to support and give a general overview of the ‘How to Get Started in e-Business’ Guide and.
UC What’s New, What’s Coming and Best Practices - Network and Financial Solutions © 2011 Ariba, Inc. All rights reserved.
Certification for Enterprise Account Services Class Three Selling the Solution.
RBC Supply Chain Solutions. Who we are ? RBC Sourcing provides e-procurement solutions through a unique blend of proven on-demand technologies, affordable.
©2009 HP Confidential TUNGSTEN NETWORK AND PAPER INVOICING.
B2B Private eMarketplaces How Manufacturers are Leveraging the Internet to Profitably Build Customer Loyalty Copyright HAHT Commerce, Inc. All rights.
Start Now Collaboration Solutions Putting a “Human” face on the Web.
Internet 2 Corporate Value Proposition Stuart Kippelman (J&J) Jeff Lemmer (Ford) December 12, 2005.
Integrated EDI for Microsoft Dynamics® AX AXUG Partner Showcase.
Microsoft Dynamics GP Paperless Automation David Adams Channels Sales Support Manager The Challenges, Benefits & Value.
© 2012 Ariba, Inc. All rights reserved. Ariba Network Best Practices Defining the Buyer Compliance Policy Leigh Tangretti, Director Network Services.
UC What’s New, What’s Coming and Best Practices - Network & Financial Solutions Joe Fox, Senior Director, Ariba Strategy © 2011 Ariba, Inc. All rights.
IT Strategy for Business © Oxford University Press 2008 All rights reserved Chapter 3 E-Strategy.
Public Purchasing in Florida MyFloridaMarketPlace Brief September 16, 2005.
MyFloridaMarketPlace: Project Overview MyFloridaMarketPlace.
New England Society for Healthcare Materials Management Ken Peterson, Vice President System Logistics Management Aurora Health Care April 16, 2004.
Small Business Opportunities with the State of North Carolina Small Business Opportunities with the State of North Carolina Opportunities 2006 Asheville,
© 2014 Ariba, Inc. All rights reserved. What Is cXML Business Integration? Ariba Seller Solutions.
E-procurement E-procurement is the business-to-business or business-to-consumer purchase and sale of supplies and services through the Internet as well.
CBRE Global Corporate Services presents Welcome BNY Facility Services Suppliers to eInvoicing Training.
PEOPLESOFT. COMPANY PROFILE PeopleSoft was established in 1987 to provide innovative software solution that meet the changing business demands of enterprises.
© 2010 Ariba, Inc. All rights reserved. Ariba Programs Return on Investment Service: Output for YOUR CLIENT’S NAME HERE Jen Cavucci, Strategic Supplier.
September 2001Chapter 10: B2B Grows Up Key questions answered in this chapter: What are the four stages to the evolution of B2B capabilities? What are.
Interorganisational Systems. Interorganisational Systems Information Partnering It is the driving force behind the emerging electronic marketplace. Case:
April, 2008 Better Together! Integrated GP & CRM AN INDEPENDENT MEMBER OF BAKER TILLY INTERNATIONAL 505 AFFILIATE OFFICES WORLDWIDE.
Management Information Systems Islamia University of Bahawalpur Delivered by: Tasawar Javed Lecture 3b.
Certification for Enterprise Account Services Class Two Presenting the Boundless Story.
A R I B A® C O N F I D E N T I A L Ariba Spend Management Procurement Overview May 2006 Eric Washer – Solution Strategist.
Agenda Why E-commerce ? E-commerce - How ? Market scenario E-commerce benefits E-commerce roadmap.
Umbrella Corp Practica 9 – English Group E-commerce Resources.
Session 2 & 3. ERP System Providers Customer Relationship Management Supply Chain Management Product Life Cycle.
Working Smarter Together Supplier Summit January 2014 Working Smarter Together.
Creating the Merchant Value Proposition for Electronic Payments October 17, 2012.
© 2007 IBM Corporation IBM Global Financing February 2007 An Introduction to IBM Global Financing for Software and Services.
Microsoft Premier Support for Office 365 Service Introduction Premier Support for Office 365.
“ Building a Global Community” ONCE Global Summit 2005 May 4 – 6, 2205 Milan, Italy Hosted by i-Faber (www.1City.biz) Sponsored by:
Thought Leadership Portals: Drive for Transparency NAW Large Company Technology Networking Conference June 17, 2008 NAW Large Company Technology Networking.
How eNet4S can benefit your project? eNet4S Software Solution Business Team Chief Technology Officer July 11, 2006.
© 2017 SlidePlayer.com Inc. All rights reserved.