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© 2012 Ariba, Inc. All rights reserved. Seller Summit Overview March 2013 1
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: firstname.lastname@example.org@ariba.com © 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: 1-866-240-5149 Code: 617 077 0508
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 350 + 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 2 422422 $10,000,000 $7,500,000 $2,500,000 NoStandard / $0$0.00 Seller B Buyer 1 Buyer 2 148 50 98 $25,000 $10,000 $15,000 NoStandard / $0$0.00 Seller C Buyer 15$250,000 YesPremier / $495$387.50 Seller D Buyer 1 Buyer 2 Buyer 3 1,100 4 500 596 $50,000,000 $48,500 $37,098,420 $12,853,080 YesEnterprise Plus / $7,495 $39,997.45 $75.18 (capped) $20,000 $19,922.27 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 = 0.00155 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: http://www.ariba.com/network/supplylines/vol11/ 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: www.ariba.com/resources/live-demo www.ariba.com/resources/live-demo 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: CommerceAssistance@Ariba.com
© 2012 Ariba, Inc. All rights reserved. Resources & Support 41
© 2012 Ariba, Inc. All rights reserved. 42 For More Information, Go to http://supplier.ariba.com http://supplier.ariba.com 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 http://supplier.ariba.com–http://supplier.ariba.com 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: 1-866-31ARIBA (1-866-312-7422) Latin America: +1-412-222-6170 EMEA: +44 (0) 20 7187 4185 Asia Pacific+65 6311 4585 For Enterprise & Enterprise Plus Subscriptions Commerce Assistance Team CommerceAssistance@Ariba.com
© 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: XXXX@ariba.com BUYERspecific business questions: supplier@ 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.
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