Bloomberg Supplier Summit

Bloomberg Supplier Summit
The Benefits of Collaborative Business Commerce with Bloomberg March 31st 2017 Audio is available through your computer speakers or headphones Good _____ and welcome to the Ariba Network Supplier Summit for Bloomberg. My name is _________, and I’ll be your host and presenter today. In today’s session, representatives from SAP Ariba and Bloomberg will talk about the value of your customer’s newly selected procurement platform, Ariba Network, and what this partnership will mean to you. 24 hours after today’s session you will receive a copy of the recording of today’s presentation. At the end of today’s summit, we have set aside some time for a live Q&A where myself or a representative from Bloomberg will be answering your questions. To submit a question to be answered during the Q&A, please send it via the Q&A Widget, accessible at the bottom of your screen. [>]

Agenda Welcome and Introductions Overview of Bloomberg Initiative
Impact and Benefits Ariba Network Solutions for Suppliers Supplier Fees Tools & Resources Next steps Q&A Let’s review today’s agenda. To start, we’re going to hear an Overview of the Initiative to join Ariba Network from Bloomberg. We’ll also take some time to introduce you to Ariba Network itself, and review our Supplier Fees. Then we’ll take a moment to review some Tools and Resources available for suppliers and the Next Steps process. Finally, we’ll wrap up that quick Q&A session I mentioned earlier. [>]

Welcome and Introductions
Hildalina Santana Accounts Payable Bloomberg Lou Salgado Procurement Megan Greives Supplier Communication Specialist SAP Ariba David Cannon Network Deployment Lead SAP Ariba On the line today with us, we have <<Buyer Rep.>>, <<Buyer Rep. Role>> at Bloomberg who will be taking some time to give us an overview of the initiative to join Ariba Network. <<Buyer Rep.>>?[>]

Impact and Benefits Ariba Network Solutions for Suppliers Supplier Fees Tools & Resources Next steps Q&A <No Talk Track>

Ariba project <<BUYER>>

Bloomberg Overview of the Initiative
To fulfill our vision of moving away from paper-based and manually transmitted transaction documents, we have partnered with Ariba, an SAP company, to transact business electronically through the Ariba® Network. Ariba has been providing this electronic platform to global businesses of all sizes since 1996, and we are excited about making it available to you. As an important vendor of ours, you have been selected to participate in a Pilot to test Ariba across a number of dimensions – which we will explore further in the next slide. <<BUYER>>

Scope of the Ariba Pilot
Bloomberg will be moving ahead with the following two areas with Ariba: Supplier Information Management (SiM) Portal – Bloomberg is moving off our existing Supplier Portal, and vendors will now update their information in SiM e-Invoicing – Bloomberg is migrating off the Tungsten Portal in the coming months, and all vendors currently using Tungsten will now need to invoice Bloomberg via the Ariba Network Bloomberg is piloting the below two areas with you and Ariba Purchase Order (PO) Confirmation – allows greater interaction with vendors on dates / prices / quantities. This will help bring greater transparency to the P2P process Advanced Ship Notice (ASN) – provides visibility into the vendor’s shipping and tracking data, which provides greater transparency prior to the good is shipped

Vendor Value Proposition
There are several key benefits for Vendors to join the Ariba network Greater efficiencies in business process and overhead Real-time PO and invoice delivery will lead to quicker fulfillment, identification of discrepancies, and payment status reporting Improve your “collaboration” with Bloomberg – less time and energy spent on manual means of communication, as “collaboration” will be done directly in Ariba in many cases More “on-time” payments and better management of “discounted” payment terms 1 ONE access point No longer need to access the Supplier Portal to update information and check payment status, along with accessing Tungsten to submit invoices – everything will now be done in Ariba 2 <<BUYER>> Increased visibility of product offering to potentially expand sales Potential NEW sales opportunities through visibility to other buying organizations on the Ariba network (outside of Bloomberg) 3

Impact and Benefits Ariba Network Solutions for Suppliers Supplier Fees Tools & Resources Next steps Q&A Thank you <Buyer Rep.>! He/She will also be available later during the Q&A session to answer any customer specific questions you might have. Now that we’ve covered the goals and expectations, let’s take some time to introduce you to Ariba Network. [>]

The Landscape is Changing
85.3% of buyers go online to research purchases Online payments for e-commerce to reach $31.4B, growing at 20% per year Leading companies place 60% of their orders electronically through supplier networks 42% of all B2B spend is electronic There has been a fundamental shift in the way business-to-business commerce happens. 60% of orders from leading companies are now being placed electronically and the vast majority of buyers research vendors online. 40 billion dollars in marketing spend has moved from traditional media to online media. For suppliers, these trends mean that business as usual is no longer an option, and they will need to continue to grow and adapt in the ever-changing environment. Think about your daily lives and how you access the Internet from your mobile device to research and compare items when you go shopping. There are more devices connected to the Internet than there are people on Earth, and all these people are taking these consumer skills into the workplace. [>] There are more devices connected to the Internet than there are people on Earth $40 billion in marketing spend is migrating from print to online *sources available in appendix

Where Do I Start? “Customers demand. We only have time to react.”
“It hit so fast that everyone wants to know what do we do now. How do we approach this?” With the constant shift in business needs, have any of these thoughts ever crossed your mind? <Take A Deep Breath> [>] “We are forced to support many platforms, many “standards”” “We spend hours chasing invoices and still don’t know when we’ll get paid”

What If… …you could get your products and services in front of active buyers …you could streamline communications and interactions with customers …you could track invoice and payment status in real time and accelerate receivables What if there was a way for suppliers to get their products and services in front of active buyers – whether they are sourcing professionals in a buying cycle, or day to day users across purchasing, marketing, and all other functions within a company that procures items? What if there was a way for marketing, sales, and eCommerce departments to streamline the way they communicate and interact with existing and prospective customers? And what if accounts receivable and treasury professionals could track invoice payment and status so they would know when they will get paid – and even get paid more quickly. This is the vision SAP Ariba has for suppliers on Ariba Network. [>]

Ariba Network connects people, systems, and processes between companies to simplify business commerce… for collaborative innovation in the digital economy Ariba Network assists suppliers by connecting people, systems, and processes between companies to simplify business commerce. Using the online platform to house all actions streamlines the process and saves businesses time and money – no more wasted hours copying invoices in, printing, waiting for replies, or searching through hundreds of s. It cuts through the clutter and places all of your information into an easily accessible and searchable area. SAP Ariba also helps businesses focus their spend on the suppliers they want to work with – so those suppliers commonly see connections and collaborations in a highly scalable, global and secure environment. [>] …fueling operations, connections and collaborations in a highly scalable, global and secure environment

Networked Economy Fueled by Hyperconnectivity
We live in an age of Hyperconnectivity. This means every thing and everyone is communicating: whether it is between people, devices, or systems. All of this communication takes place over networks, and by 2020, not only will PEOPLE be connected by networks, but businesses will be too. [>] 2.5 billion Connected people on social networks by 20201 75 billion Connected devices by 20202 $65 trillion Global business trade by 20203 eMarketer Report: "Worldwide Social Network Users: 2013 Forecast and Comparative Estimates Morgan Stanley: 75 Billion Devices Will Be Connected To The Internet Of Things By 2020 Source: Catalyst Strategies Analysis

Ariba Network – The World’s Business Commerce Network
Buyer Participants Global enterprises Midmarket companies Individual buyers Supplier Participants Direct materials Indirect materials Ariba Network is the World’s Business Commerce Network, offering a centric approach which can easily be customized to each suppliers needs, regardless of backend systems or ERP solutions that exist. It's an all in one, cloud based business network that allows companies to collaborate over bids and proposals, transacting, payment terms, and more, representing nearly a trillion dollars in total commerce spread across over two million companies world wide and growing. [>] Services

SAP Ariba Delivers Solutions to Suppliers
FIND buyers ready to buy ACCELERATE the sales cycle IMPROVE customer retention PREDICT and APPLY cash Ariba Discovery™ Ariba Network Ariba Sourcing and Contracts Ariba Network Supplier Integration Ariba Network Ariba Supplier Mobile App Ariba Network (via invoicing and early payment discounts) AribaPay™ How does SAP Ariba do this? By delivering solutions to suppliers. [>] Ariba Network helps you Find Buyers Ready To Buy. On top of growing business with existing customers by approximately 30%, you gain access to Ariba Discovery, where suppliers can find new sales leads and grow new business by about 35%. [>] Accelerate the sales cycle by using Ariba Sourcing or Integration Technology to drive faster sales by streamlining the transactions and communications that occur in business commerce. [>] Suppliers can improve customer retention and relationships by collaborating on Ariba Network – typically, suppliers brought into eProcurement applications see a 15% increase in their customer retention rate. [>] And by invoicing through Ariba Network, Suppliers can automate and gain visibility into the process. Many see a 64% reduction in manual intervention, 62% decrease in late payments, and 68% improvement in reconciling payments. By being able to predict and apply cash, you can more effectively run your business. [>]

Procure-to-Pay Cycle via Ariba Network
Supplier This slide demonstrates a typical procure to pay cycle on Ariba Network. First, you’ll create your profile on Ariba Network through the Trading Relationship Request sent on behalf of your customer. [>] After your profile is created, customers can send purchase orders, which you can access online. From here, you can fulfill the order, and then create and send your invoice through Ariba Network to your customer. Your Customer will be able to access the invoice, advise of payment status, and finally remit your payment through your normal method. [>]

PO Flip ® - Your Way to Invoice
>> supplier.ariba.com << Access your PO via your Ariba Network account. Pre-populate PO data into the invoice. Adjust tax and shipping information when appropriate Review final invoice and send Monitor the real time invoice status 1 2 3 4 5 For non-integrated suppliers, PO Flip is the process that suppliers use to easily convert those purchase orders into invoices and transmit the invoice to the customer in 5 easy steps. [>] First, you’ll receive a notification that a PO was posted via your Ariba Network account. Once you log in, you’ll be able to find your PO’s in the inbox, click Create Invoice, we’re already onto [>] step two, where the information from the PO will auto-populate into the invoice. [>] Next you’ll adjust the tax, shipping, and other information where needed, which is able to be completed normally on the header, or line by line level. [>] Then you will review your invoice and submit to your customer or save it as a draft to work on later. If you decide to save a draft to come back to at a later time, you have 7 days before this will expire and be removed from the system. [>] The final step is the ability to access your sent invoices, and see the different routing statuses as it moves through the approval process in real time. [>]

Subscription Offerings
Subscription Offerings for Ariba Network Suppliers Differentiate – Grow – Automate Subscription Offerings Standard Continues our see-value-first model providing a no-cost service for occasional transactors and suppliers just getting started Bronze Helps suppliers differentiate and build stronger customer relationships with collaborative commerce capabilities Silver Offers expanded technical support to encourage suppliers to embrace automation Gold Delivers complete collaborative commerce optimization – bundles of tools, services, and support for suppliers utilizing Ariba Network as a multi-million dollar channel Platinum Optimizes collaborative commerce for suppliers utilizing Ariba Network as a $10M+ channel Transacting on Ariba Network has countless benefits, and many of them come from our network-wide Fee Schedule. There are five subscriptions, with increasing benefits as you transact more with your customers. All suppliers start in the “Standard” level when you initially set up your account, and then you will be placed into a paid subscription level after your account becomes chargeable. Your account becomes chargeable when you cross two thresholds on Ariba Network in a 12 month period - $50,000 of transacting and 5 Documents. If you do not cross BOTH thresholds in a 12 month period, there are no fees to be on the network. We understand no one likes fees, but we do provide value to you for any fees you might incur. The standard level, our no-cost subscription, provides the tools you need to manage your transacting documents on Ariba Network. This includes reporting functionality, document repository and status, account administration, access to Ariba Discovery, and Customer Support. The first paid level, and we’ll break down the costs on the next slide, is the Bronze level. This subscription helps you build additional collaborative commerce capabilities with functionality and training resources that help you better support customers, including digital badges to show your e-commerce skills, personalized guidance from the supplier commerce consulting team, and one free response to a buyer RFI or RFQ on Ariba Discovery. Silver Level allows you to transform your capabilities through integration protocols and access to post-deployment technical support, enabling you to automate the submission and receipt of transacting documents between your system and your customers via Ariba Network. This level also includes two free responses to RFIs or RFQs on Ariba Discovery. At Gold Level, you can reap the benefits of “touchless” transacting with integration adaptors designed to connect your supported accounting systems to SAP Ariba for automated document exchange. You also receive priority access to our consulting team, including personalized expert advice and resources, on top of unlimited free sales opportunity responses on Ariba Discovery. The Platinum level makes collaborative commerce a competitive advantage, with extensive connectivity solutions, support, and validation services that help you provide a fully automated and seamless collaboration. Also, you receive a pass to SAP Ariba Live – our annual premier business commerce conference where you can network with your peers alongside key prospects and customers to learn how to best leverage your e-commerce capabilities, connect with new business, and manage the relationships that matter most. [>]

0.155% of transaction volume
Supplier Fees 5 and more documents? More than $50K? Usage NO FREE YES CHARGEABLE Transaction Fees Billed every quarter 0.155% of transaction volume Capped at $20,000/year (per Relationship) FREE for all suppliers to join and begin transacting No surcharges for suppliers with multiple divisions or business units Documents are considered Purchase Orders, Invoices, Service Entry Sheets, and Service Entry Sheet Responses Chargeable suppliers transacting less than 250,000 USD in annual financial volume will be assigned to the Bronze level irrespective of annual document count Subscription Fees Billed once a year Annual Document Count Across All Customer Relationships Subscription Annual Fees 5 to 24 documents Bronze $50 25 to 99 documents Silver $750 100 to 499 documents Gold $2,250 500 and more documents Platinum $5,500 Here’s the breakdown of our Supplier Fees by level. Subscription Fees are billed once annually, and are based on the amount of documents, meaning purchase orders, invoices, service entry sheets, and service entry sheet responses we estimate you’re going to transact on Ariba Network across all customer relationships. As I mentioned before, if you transact less than $50,000 or 5 documents in a 12 month period, there are no fees. Once your account becomes chargeable, you will be placed into a subscription level based on your last 3 months of transacting documents. That amount will be annualized to estimate what subscription level you fall into. If you’ll be transacting between 5 and 24 documents in 12 months, you’ll be in our Bronze level and your annual fee will be $50. If you’ll be transacting between 25 and 99 documents in a 12 month period, you’ll be in our Silver level and your annual fee will be $750. At our Gold Level, you’ll be transacting between 100 and 499 documents in a 12 month period, and your fee will be $2,250. Finally, at our Platinum level, this is for sellers transacting over 500 documents in 12 months, and your annual fee will be $5, Please note that chargeable suppliers transacting less than 250, 000 dollars in annual financial volume will be placed in the $50 maximum Bronze level irrespective of annual document count. Transaction Fees are billed quarterly and are .155% of your transacting volume. This translates to about $1.55 for every thousand dollars you transact on the Network. Transaction fees will be capped at $20,000 per relationship, but you can continue to accrue fees on other customer relationships. On the bottom left of the screen are three examples of suppliers, and how the Supplier Fee Schedule has worked out for them. The first two examples are not chargeable, as they did not cross BOTH thresholds. The only relationship that will be charged fees is the third. [>] Examples Volume Subscription Transaction Total Annual 60 documents | $35K Standard - $0 $0 4 documents | $500K 60 documents | $500K Silver - $750 $775 $1525

SAP Ariba Supplier Community & Resources
Account Managers for Strategic Suppliers Exchange User Community Seller Commerce Consulting Team 24x5 Global Support Product Investment Service & Training Resources While some procurement platform companies treat only buyers as customers, SAP Ariba treats suppliers as a priority. We have a high level of commitment to the supplier community, and are the only global network that invests in suppliers. SAP Ariba has invested more, and built a larger team devoted to supplier satisfaction, than any other solution provider. We have a dedicated staff of professional services and support experts. Examples are: Account Managers for strategic suppliers: These managers can help set specific goals and objectives to drive success with trading partner relationships Seller Commerce Consulting Team: Available to help you get the most out of your supplier subscriptions Product investment: Ongoing investments in innovations for suppliers, as you can see from our new mobile app and more! 24x5 Global Support: An experienced support team with the ability to support suppliers, handling over 1,000 cases per week in eight languages And finally, the many services and training resources at your disposal: Experienced program management and enablement professionals are here to help [>]

Introducing Ariba DiscoveryTM: Matching suppliers to buyers that are ready to buy
“I’m looking for . . .” “I can offer that!” “Perfect match!” You can transform your ability to find new customers with the Ariba Discovery™ service, an effective lead-generation tool that helps you promote your company and access thousands of business opportunities quickly, and easily, right from your existing Ariba Profile. Buying organizations around the world use Ariba Discovery to find new suppliers, conducting 3 billion dollars of business through the service each year. With over 50% of the top 2000 Global companies as buyers, and 17 million leads sent per year, you can see how Discovery can assist you in maximizing your marketing and sales opportunities. [>] US$3 billion+ in postings 20,000+ categories 4,000+ buying organizations 1,000,000+ suppliers

Staples and HP see 99.9% customer retention when they integrate
Seller Integration Dell Boomi Pre-built adapters for supported accounting systems (QuickBooks, Sage 50, Microsoft Dynamics) – Gold Level cXML Most commonly used; Ariba’s native format; direct connection with automatic validation ( >100 invoices/month) – Silver Level EDI (VAN or AS2) Interface with Ariba through your VAN or using EDI over the internet (>500 invoices/year) – Silver Level SAP Business One Adapter for sellers using SAP Business One – Silver Level SAP SD Add-On Free seller add-on for SAP sellers using the Sales and Distribution Module CSV PO/INV/OC/ASN (>20 invoices/month) 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 e-invoicing through a portal Paystream Advisors and the Aberdeen Group approximates the typical paper invoice processing cost at $10.54; the costs for “best in class” organizations drops 50% to $5.29 per invoice, driven by e-invoicing and electronic disbursements If you have a high document count, integrating is the next step in preventing any of the small usual errors that eat up precious time in a work day because let’s face it - Human error happens. Integrating will assist you with the speed of processing the purchase orders and invoices, minimize the risk of error, and minimize the delays in securing payment. On the screen now are the different forms of integration SAP Ariba supports. CXML is the most common, but we do also accept EDI as part of a Value Added Network, or in AS2 Format. You can also connect using our two SAP Adapters or our Dell Boomi Adapter. If you’re interested in integrating on the Ariba Network, a seller integrator will work with you and your customer to assist you in the future with set up, testing and deployment phases. [>] Staples and HP see 99.9% customer retention when they integrate

Network Access On-The-Go!
SAP Ariba Supplier App Network Access On-The-Go! Confirm Orders Track Existing Orders Access User Community Available in the Apple iTunes App Store or Google Play You can now access Ariba Network anywhere, anytime, with the SAP Ariba Supplier App. Simply use your device to search for and monitor Purchase Orders and Invoices; while receiving push alerts for key activities. This is available through the Apple iTunes App Store for iPhones or iPads Operating System 8.0 and higher, or on Google Play for Androids version 4.4 and up. [>]

SAP Ariba Strategic Payables
Your one stop solution housing all of your receivables needs. Access accelerated payments and on demand cash flow Improve your Days Sales Outstanding (DSO) Control when you will be paid Control Cash Flow Gain visibility into invoice approval Track and trace payment status Predict when payments will be received Predict Payment Arrival Apply your cash faster and more efficiently with rich remittance advice Enhance your receivables reporting Apply Cash SAP Ariba Strategic Payables is your one stop solution housing all of your receivables needs. Any of our solutions provide you a better ability to control your cash flow, predict payment arrival, and apply the cash you receive. If any of these will be utilized in the future by your customer, more information will be provided to explain functionality and help resources. [>]

Supplier Information Portal and Exchange User Community
Once you’re transacting, questions always come up. Directly from your Ariba Network account, you’ll have access to two great resources for immediate assistance: the supplier information portal and our Exchange User Community. [>] The Supplier Information Portal contains all of the information and documentation required to transact successfully with your customer. This can include guides, templates, and points of contact for assistance.[>] The Ariba Exchange User Community feature is always-on, and a great resource that can provide you with the right information at the right time, when you’re in the middle of using Ariba Network. In addition to getting answers with an easy-to-use search function, you view shared best practices, detailed documentation, all while you collaborate with SAP Ariba’s knowledge experts. [>]

Additional Resources Customer Support: answers/contact-us/ariba-customer-support-phone-numbers (8:00 pm ET Sunday - 8:00 pm ET Friday) Enablement Help Desk: (M-F, 8A-5P ET) Seller Commerce Consulting Team: Live Demos: We’ve discussed a number of resources as part of today’s presentation, but there are a few more I’d like to review before we wrap up. Our customer support team is available 24/5 at your region specific phone number, accessible through the link on your screen. Our Enablement Help Desk Agents are here Monday through Friday to assist you with the process of creating your account, configuring your settings and notifications, and creating your first invoice. Our commerce consulting team will help get you the most out of your supplier subscription package by assisting you in learning about the different tools that come with your level. Finally, our live demos page offers a variety of live web based trainings, including information on basic network functionality AND Ariba Discovery. [>]

Impact and Benefits Ariba Network Solutions for suppliers Supplier Fees Tools & Resources Next steps Q&A Now that you know what Ariba Network is and why you will be utilizing it, let’s talk about how you will be proceeding after today. [>]

Next Steps Only 2 simple steps to start transacting online... 5 3 4 1
Project Notification Letter Attend Supplier Summit Accept Trading Relationship Request Configure Account Go-Live 5 2 3 4 1 [>] You’ve already received your project notification letter about this initiative and now, you have attended your supplier summit. Next, you’ll accept your trading relationship request. This will come/has come via , from SAP Ariba and contain instructions on how to get set up on the Network. Enablement Professionals from SAP Ariba will be reaching out to you by phone or to assist in completing your profile and some essential tasks. After your account is configured, you’ll receive a Go Live notification from your customer, normally two weeks in advance, letting you know when you’re able to start transacting on Ariba Network. [>]

Accept Trading Relationship Request Letter – April 4th
3 The image on the screen is what your Trading Relationship Request will approximately look like. In the Action Required section, [>] you’ll see a link that says “Click Here to Proceed or Accept Trading Relationship with your Customer”. [>] Once you click that, it will bring you to a screen when you can either register if you’re new to the network, or sign in with your existing credentials if you already have an existing account. [>] Currently, you can use Ariba Network's on-demand solutions with the following certified browser versions: Apple Safari (Apple Mac OS) Microsoft Internet Explorer 9, 10, and 11 (32 bit) Microsoft Edge 25 Google Chrome 51-53 Mozilla Firefox 46-48

Configure Your Account
4 Enter your Tax ID Number Set up Notifications for: Orders (Order Routing) Invoices (Invoice Routing) For new users, you will be taken to the beginning of your Ariba Cloud Profile, the place where you tell the world about your company and its products, services, and capabilities. The first task is to complete basic profile information and accept the Terms of Use. Next, click on Continue to proceed to your home screen. From here, you’ll be able to access your account settings, including how you receive your purchase orders from your customers, as well as notifications on the status of your invoices. [>]

Go Live – 2nd Quarter 2017 5 The projected Go Live date is _____________. Prior to the Go Live you will receive more information including functional training information to learn how to utilize Ariba Network, and guides if you will be integrating. And now, I would like to pass the presentation over to _____ from Bloomberg for a recap of this initiave and some key activities. _____?? [>]

Recap of the Ariba Pilot
In Summary Bloomberg will be moving ahead with the following areas with Ariba: Supplier Information Management (SiM) Portal – You have already received an invitation to update/confirm your company information. e-Invoicing – You will now need to invoice Bloomberg via the Ariba Network. Purchase Order (PO) Confirmation – Real-time interaction with vendors on dates / prices / quantities. Advanced Ship Notice (ASN) – if applicable vendor’s will provide shipping and tracking data prior to shipping Update this slide – Mike to provide wording

Key Activities and next steps
Activity Description Status Project Notification Letter Notification letter to inform our vendor population that Bloomberg is transitioning to Ariba Supplier information Management Invitation for Vendors to provide Company information (i.e.. Address, Banking, tax information) Supplier Summit Information session for vendors hosted by Ariba to provide vendors targeted information to address questions Trading Relationship Request Letter (TRR) Invitation for Vendor to register on Ariba to connect with Bloomberg Welcome to Bloomberg Supplier Information Portal Portal for vendors to access all relevant communication and training materials Training Sessions Training sessions for vendors in multiple areas, including PO Collaboration, e-Invoicing, ASN, and/or Supplier Information Management (SiM) Portal E-Commerce Go-Live Notification notification sent to ALL vendors to inform that Bloomberg is live on Ariba We are here! <<BUYER>>

Q&A Please submit your questions using the Q&A Widget
Business-related questions? System-related questions? Requests for integration? As mentioned earlier, we’re going to take some time for a Q&A Session. To submit a question, please send it via the Q&A Widget. If you’re watching this as a recording because you missed the live presentation, or if you have questions that come up after the summit, our teams are still here for you. If you have any customer specific transacting questions that should be directed to ___________, you can the customer at : Also, if you have a question for SAP Ariba about Ariba Network the address for the enablement team is : [>] Check out our website and our YouTube channel for more information!

Thank you I want to personally thank everyone for attending today. We appreciate you taking valuable time out of your day to learn more about the initiative between our companies and yours. If you have any questions, please do not hesitate to reach out to us and let us know. We pride ourselves on our support of suppliers and want to help make this transition as seamless as possible for you. Thank you again – we look forward to helping you transact in the future! [>]

Appendix

Benefits sellers gain 30% growth in existing accounts
FIND BUYERS READY TO BUY ACCELERATE THE SALES CYCLE IMPROVE CUSTOMER RETENTION PREDICT AND APPLY CASH 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 64% reduction in manual intervention 62% decrease in late payments 68% improvement in reconciling payments So what benefits have Sellers attained on the Ariba Network? Sellers are yielding tremendous results with Ariba. Top line benefits. Many of our sellers are reporting growth of up to 30% in existing accounts and gain 35% growth in new business. Sellers are also closing deals faster – up to 75% faster while reducing the time and resources that it takes to work with customers after the deal closes. Sellers who automate with cXML become 75% more productive in their order processing than those that use manual process. And when sellers deploy PunchOut catalogs they obtain better, more accurate orders from customers – orders that reflect the current pricing and specifications. With an 80% lower error rate thru PunchOut, the end to end process occurs much faster, too. But what is the impact to customer retention? Typical seller improves retention by 15%, and depending on the industry we’ve seen up to 99% renewal rates for sellers who collaborate with their customers on Ariba Network. And when it comes to invoicing and payment, through automation sellers have seen a 64% reduction in manual intervention around invoice errors and exceptions. They have been able to reduce late payments by 62%, and have seen a 68% improvement in the time it takes to reconcile and apply payments against invoices. Citations (sources of KPI’s. Note that the last three are aggregates/averages of several customer interviews and case studies: Finding Buyers Ready to Buy: These two Metrics came from the Ariba/Selling Power joint research project in A white paper, entitled, “The Business Case for a Comprehensive Approach to E-Commerce.” This can be found on Knowledge or on Ariba Exchange at: it is at the bottom of the page. Revenue increase: MarkMaster, EBSCO, Cellular Accessories for Less Process savings: Staples, Fastenal. Fastenal could also be used for time savings Time savings: B&H Photo, Fastenal Predict and Apply Cash: These three metrics came from Aberdeen Research: “Treasury Strategy and Operational Cash: The Importance of AP and AR 2012 Manual intervention refers to resolving invoice errors and exceptions 2015 SAP SE or an SAP affiliate company. All rights reserved. 38

Here’s what suppliers say
FIND buyers ready to buy ACCELERATE the sales cycle 50% higher conversion rate with 11% increase in lines per order Grew existing account 300% Won new €500K deals Accelerated deal cycle by 75% IMPROVE customer retention PREDICT and APPLY cash Those are just some of the overall results, but what about specific examples? B&H story – Go to Case Study EASI – Go to Case Study PROforma – Go to the two Case Studies Staples – Go to Case Study Big Giant – Go to Case Study ProCom – Go to Case Study EBSCO – Go to Case Study HP – Go to Case Study Case Study not listed in Slide: SHI & AGCO – for Accelerate the Sales Cycle & Improve Customer Retention 15% increase in customer retention 99% average fill rate with 98% on-time delivery rate Invoices paid as quickly as 4 days Real-time visibility and improved cash flow

Supplier Fee Schedule 5 and more documents? More than €44 600? Usage NO FREE YES CHARGEABLE Transaction Fees Billed every quarter 0.155% of transaction volume Capped at €15 500/year (per Relationship) FREE for all suppliers to join and begin transacting No surcharges for suppliers with multiple divisions or business units Documents are considered Purchase Orders and Invoices Subscription Fees Billed once a year Annual Document Count Across All Customer Relationships Subscription Annual Fees 5 to 24 documents Bronze €45 25 to 99 documents Silver €670 100 to 499 documents Gold €2 000 500 and more documents Platinum €4 900 Here’s the breakdown of our subscription packages by level. Subscription Fees are billed once annually, and are based on the amount of documents, meaning purchase orders and invoices, we estimate you’re going to do on the Network across all customer relationships. As I mentioned before, if you transact less than €44,600 or 5 documents in a 12 month period, there are no fees. Once your account becomes chargeable, you will be placed into a subscription level based on your last 3 months of transacting documents. That amount will be annualized to estimate what subscription level you fall into. If you’ll be transacting between 5 and 24 documents in 12 months, you’ll be in our Bronze level and your annual fee will be €45. If you’ll be transacting between 25 and 99 documents in a 12 month period, you’ll be in our Silver level and your annual fee will be €670. At our Gold Level, you’ll be transacting between 100 and 499 documents in a 12 month period, and your fee will be €2,000. Finally, at our Platinum level, this is for sellers transacting over 500 documents in 12 months, and your annual fee will be €4,900. The Network Transaction Service Fees are billed quarterly and are .155% of your transacting volume. To do the math, multiple by your transacting volume to figure out your approximate annual amount. NTS fees will be capped at €15,500 per relationship, but you can continue to accrue fees on other customer relationships. On the bottom left of the screen are three examples of suppliers, and how the fee structure has worked out for them. The first two examples are not chargeable, as they did not cross BOTH thresholds. The only relationship that will be charged fees is the third. [>] Examples Volume Subscription Transaction Total Annual 60 documents | €35K Standard - €0 €0 4 documents | €500K 60 documents | €500K Silver - €670 €775 €1445

Supplier Fee Schedule 5 and more documents? More than £34,250? Usage NO FREE YES CHARGEABLE Transaction Fees Billed every quarter 0.155% of transaction volume Capped at £13 200/year (per Relationship) FREE for all suppliers to join and begin transacting No surcharges for suppliers with multiple divisions or business units Documents are considered Purchase Orders and Invoices Subscription Fees Billed once a year Annual Document Count Across All Customer Relationships Subscription Annual Fees 5 to 24 documents Bronze £35 25 to 99 documents Silver £500 100 to 499 documents Gold £1,500 500 and more documents Platinum £3,770 Here’s the breakdown of our subscription packages by level. Subscription Fees are billed once annually, and are based on the amount of documents, meaning purchase orders and invoices, we estimate you’re going to do on the Network across all customer relationships. As I mentioned before, if you transact less than £34,250 or 5 documents in a 12 month period, there are no fees. Once your account becomes chargeable, you will be placed into a subscription level based on your last 3 months of transacting documents. That amount will be annualized to estimate what subscription level you fall into. If you’ll be transacting between 5 and 24 documents in 12 months, you’ll be in our Bronze level and your annual fee will be £35. If you’ll be transacting between 25 and 99 documents in a 12 month period, you’ll be in our Silver level and your annual fee will be £500. At our Gold Level, you’ll be transacting between 100 and 499 documents in a 12 month period, and your fee will be £1,500. Finally, at our Platinum level, this is for sellers transacting over 500 documents in 12 months, and your annual fee will be £3,770. The Network Transaction Service Fees are billed quarterly and are .155% of your transacting volume. To do the math, multiple by your transacting volume to figure out your approximate annual amount. NTS fees will be capped at £13,200 per relationship, but you can continue to accrue fees on other customer relationships. On the bottom left of the screen are three examples of suppliers, and how the fee structure has worked out for them. The first two examples are not chargeable, as they did not cross BOTH thresholds. The only relationship that will be charged fees is the third. [>] Examples Volume Subscription Transaction Total Annual 60 documents | £30K Standard - £0 £0 4 documents | £500K 60 documents | £500K Silver - £500 £775 £1275

Subscriptions Overview
Subscription Level Description Standard The no-cost Standard subscription level provides the tools you need to manage your key order-to-cash documents on the Ariba Network. It includes reporting functionality, document repository and status, account administration, PunchOut and CIF catalogs, and toll-free webform access to Ariba customer support. Bronze This subscription level offers unlimited proposals and one free response to a buyer RFI/RFQ posting through Ariba Discovery. Personalized guidance from our supplier commerce consulting team helps you optimize your account for better collaboration with multiple customers. You get access to collaborative commerce training courses and can showcase your expertise by displaying digital badges that denote your specific e-commerce capabilities. Silver You receive two free sales opportunity responses on Ariba Discovery, unlimited use of EDI and cXML-based integration protocols, and unlimited post-deployment technical support, enabling you to automate the submission and receipt of order-to-cash documents between your systems and your customers via the Ariba Network. Gold You receive unlimited free sales opportunity responses through Ariba Discovery. You can reap the benefits of automated “touchless” transacting with integration adaptors to connect supported accounting systems to Ariba Network for automated document exchange. Priority access to the supplier commerce consulting team gives you personalized, expert advice and resources to make the most of your Ariba Network subscription. Platinum Make collaborative commerce a competitive advantage with extensive connectivity solutions, support, and validation services that help you provide a fully automated and seamless collaboration. A pass to SAP Ariba Live gives you access to in-depth e-commerce insights plus exceptional opportunities to network with key prospects and customers.

FAQ Q: Why is my buyer asking suppliers to transact with them electronically? A: Your buyer wishes to move away from conducting commerce via hard copy and manually transmitted purchase orders, change orders, advance ship notices, invoices and more. Your buyer has selected the Ariba Network as the preferred platform for sending documents such as these. Q: What infrastructure do I need to use the Ariba Network? A: A regular Internet connection and a web browser are the only requirements. Q: How do I register on the Ariba Network? A: Ariba and your buyer are contacting suppliers in phases during the rollout and will send you a Trading Relationship Request Letter when is it time to convert to the new process. This letter will explain how to register on the Ariba Network and the steps to take to create your account.

FAQ Q: What do I need to know when transacting with my buyer through the Ariba Network? A: It is important to review the information, training materials, and reference documents provided on your buyer’s Supplier Information Portal. To access the Supplier Information Portal: Log into your Ariba Network account at From the Administrator drop-down menu, select Customer Relationships Locate your buyer and click the Supplier Information Portal link next to their name Q: What if I don’t want to participate? A: Your buyer is committed to the success of this initiative and is working hard to make the transition as seamless for suppliers as possible.

FAQ Q: How secure is the Ariba Network?
A: The Ariba Network uses Secure Hypertex Transfer Protocol (HTTPS) for all communication between procurement applications, suppliers, and the Ariba Network. HTTPS is the standard for secure Internet communication and uses Secure Socket Layer (SSL) with RSA Labs encryption. Additionally, accounts on the Ariba Network are password protected. Q: What do I do with paper invoices that have already been printed or sent to the buyer? A: Until any testing is complete and you have been notified to begin sending “live” invoices through your Ariba Network production account, you will continue to submit invoices the same way you have done so previously. Q: What if I have more questions about registration, account navigation or how to use Ariba solutions and services? A: Simply contact Ariba Customer Support. Support is available in multiple languages via live chat, webform and phone. In your account, click on Help/Help Center, click Support Center in the right-hand column and then follow directions to reach support resources or personnel.

Welcome letter from your customer
Trading Relationship Request Letter Sent to Your Open the Invitation Letter that you received at your address from and scroll to the section Action Required and click on the link Click here to proceed. You will be redirected to the landing page In case you did not receive the letter, please check your spam folder and enable as a trusted resource Two Possibilities: First Time User – select Register Now to start the registration and create a new Ariba Network Account Existing User – log in using you current Ariba username and password in order to accept the relationship Landing Page 1 1 2 2

Registration: Basic Company Information
Please fill in all fields marked required with an asterisk. Once this section is complete, please scroll to the bottom of the page to the next section

Configure your account
After you complete your basic information and accept the Terms of Use, you will be brought to your home screen. Here, clicking on your company name [>] gives you a drop down with multiple choices. [>] If you want to make changes to your Cloud Profile after initial set-up, select Company Profile. [>]

Configure Order Routing
On your Order Routing Screen, select how you would like to receive your Purchase Orders from your Customers

Configure Invoice Routing

Landscape is Changing Sources
1. “85.3% of buyers go online to research purchases.” - Enquiro B2B survey 2. “There are more devices connected to the Internet than there are people on Earth” - The Social Skinny 3. “Online payments for ecommerce to reach $31.4B, growing at 20% per year” - -World Payments Report 2012 from Capgemini, RBS and Efma 4. “Leading companies place 60% of their orders electronically through supplier networks” - Aberdeen Research “Supplier Networks v.2.0 – A Look At Commerce In the Cloud“ – 2012 5. “$40 Billion in marketing spend is migrating from print to online” - eMarketer

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