© 2010 Ariba, Inc. All rights reserved. Ariba Programs Return on Investment Service: Output for YOUR CLIENT’S NAME HERE Jen Cavucci, Strategic Supplier Account Manager © 2010 Ariba, Inc., All Rights Reserved. The contents of this document are confidential and proprietary information of Ariba, Inc.

© 2010 Ariba, Inc. All rights reserved. 2 Estimate Future Costs and Revenue Potential Complete ROI Financial Templates Gather “As-Is” Customer Compliance Costs StepDescription 1. As-Is Cost Gathering Gather current costs of: Compliance in PO, invoice, catalog processes Customer care, inquiries and disputes Working capital and accounts receivables Sales and marketing costs 2. Future Cost and Revenue Estimates Estimate future costs, savings, and revenue potential including: Catalog, order, invoice processing automation Customer self-service Increased accuracy Reduced DSO and working capital costs Sales and marketing costs VAN costs 3. ROI Financial Templates Populate financial templates Our Methodology

© 2010 Ariba, Inc. All rights reserved. 3 Catalog development, publication, mailing costs Order taking and PO processing Order confirmation and advance ship notice creation Invoice entry and mailing costs Customer care and follow-up Accounts receivable follow-up Purchase order error rates Invoice rejection rates Customer inquiries & dispute resolution Process Costs/Labor Costs Working Capital Costs Sales & Marketing Total value of receivables Typical payment terms and actual length of payment cycle Cost of capital Customer retention programs Customer retention rates Customer acquisition programs Customer conversion rates Year 1 revenues from new customer Steady state annual revenues per customer Areas of Opportunity and Data Gathering and Analysis

© 2010 Ariba, Inc. All rights reserved. 4 Output for YOUR CLIENT’S NAME HERE Figure 1: Year 1 Cost/Benefit Analysis $80 $69 $800 $20 $31 $695 $66 $431 -$392 ($400) $0 $400 $800 $1,200 Ariba Fees Process Cost Savings Faster Payment Customer Self- Service VAN Cost Savings Mktg/Sales Cost Avoidance Net Cost Savings New Revenue Growth in Accounts $1,600

© 2010 Ariba, Inc. All rights reserved. 5 Higher revenue by increasing wallet share 26-32% through increased buyer compliance Increased revenues with new accounts 15-20% reduction in days sales outstanding  6 to 25 days shaved off the cycle 60-75% productivity gains for suppliers that fully automate their interactions with the Ariba Supplier Network 45-60% increased accuracy in customer purchase orders Key Ariba Benefit Drivers: Process Costs

© 2010 Ariba, Inc. All rights reserved. 6 Higher revenue by increasing wallet share 26-32% through increased buyer compliance Increased revenues with new accounts 15-20% reduction in days sales outstanding  6 to 25 days shaved off the cycle 60-75% productivity gains for suppliers that fully automate their interactions with the Ariba Supplier Network 45-60% increased accuracy in customer purchase orders Key Ariba Benefit Drivers: Working Capital Costs

© 2010 Ariba, Inc. All rights reserved. 7 Higher revenue by increasing wallet share 26-32% through increased buyer compliance Increased revenues with new accounts 15-20% reduction in days sales outstanding  6 to 25 days shaved off the cycle 60-75% productivity gains for suppliers that fully automate their interactions with the Ariba Supplier Network 45-60% increased accuracy in customer purchase orders Key Ariba Benefit Drivers: Sales & Marketing Opportunities

© 2010 Ariba, Inc. All rights reserved. 8 Value discussion  Your thoughts on the cost savings/opportunities identified Additional reviews with your teams  Involve key operations/customer care, eCommerce, IT, sales, and A/R Move forward with Ariba Ready Programs Next Steps