1. CS
Introducing New Supplier Functionality with the Seller Information Console
Rob Mihalko, Vice President, Seller Marketing & Ariba Discovery
Olaf Schrader, Senior Manager, Ariba Network  
© 2012 Ariba, Inc. All rights reserved.

2. Speaker Today Rob Mihalko,
Vice President, Seller Marketing and Ariba Discovery
Ariba
Rob joined Ariba in April of 2004 as a Product Marketing manager for the Ariba Network, where his first assignment was to launch the Supplier Membership Program. Rob then expanded his role to lead Marketing for the Ariba Network and played a key role in the launch and marketing of Supplier Connectivity and Ariba's Financial Solutions, as well as our On-Demand Sourcing, Contracts, and P2P solutions. Rob now leads the Seller Marketing and Ariba Discovery teams.
Prior to joining Ariba, Rob has held a variety of marketing, business development and finance roles with technology companies and was a management consultant with A.T. Kearney.  Rob holds a BS in Industrial Engineering from Stanford and an MBA from the Kellogg School of Management at Northwestern University. Rob lives in the San Francisco Bay Area.
© 2012 Ariba, Inc. All rights reserved.

3. “Safe Harbor” Statement
This information reflects the status of Ariba solution planning as of April All such information is the Confidential Information of Ariba (per the contract between our companies), and must not be further disclosed, as stated in the confidentiality clause of that contract. This presentation contains only intended guidance and is not binding upon Ariba to any particular course of business, product strategy, and/or development. Its content is subject to change without notice. Ariba assumes no responsibility for errors or omissions in this document. Ariba shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials.
No changes are allowed on this slide
© 2012 Ariba, Inc. All rights reserved. 3

4. You’re Seeing This in Your Personal Lives… Networks Have Changed Your Personal Life
Shopping
Entertainment
Communication
& Collaboration
Research
You are seeing this unification in your personal lives. The networks we use to run our daily lives share the three components of TECHNOLOGY, COMMUNITY AND CAPABILITIES
Now each of you have your own stories and know how you use any of these applications, but let’s use Facebook as an example The magic of facebook is not the feature, but that they created world largest network of personal connections. You go there because your friend/family/peers are there. You wouldn’t go elsewhere because your community isn’t there.
Amazon has done the same thing with personal shopping. They offer world largest site for personal shopping…
So think about how you use any of the services, what do they have in common?
They are all cloud base. You log into them through web browser and you get your experience.
They are built on a community. You don’t go to Amazon and think about having to build connections between all these individual vendors or your banking. They are all part of this community already. And because of the community, your experience is smoother.
The important point is, WE RELY ON NETWORKS EVERYDAY, and business are become more Networked Enterprises as they rely more and more on networks to deliver critical business services.
© 2012 Ariba, Inc. All rights reserved. 4

5. Numerous B2B Collaborative Technology Options Exist Point-to-Point Causes Inefficiencies
E-Sourcing Portal
ERP Portal
e-Auction Tool
Online bidding
Fax Server
Fax Server
Direct Connect
Direct Connect
EDI VAN
Direct Connect
EDI VAN
So why this Network-centric approach?
<click>From a legacy perspective, companies have historically worked to create efficiencies between themselves and their trading partners.
<click>But this has led to a multiple of Point-to-point connections from various ERP systems and enabling technologies.
<click>This can quickly become a large and inefficient network to support and starts to look like a bowl of spaghetti.
Direct Connect
EDI VAN
© 2012 Ariba, Inc. All rights reserved.

6. Only Many-to-Many Delivers Better Business Commerce Enabled by Network-Centric Technology
Moving to a Many-to-Many or Network-centric approach addresses many of the legacy challenges
© 2012 Ariba, Inc. All rights reserved.

7. Network-Centric Approach Conquers Legacy Challenges
Static Company Profiles
Disconnected Processes
Poor User Experience
Missed Business Opportunities
Duplicate, non- synchronized profiles across multiple applications, updated individually
Requires rekeying of redundant information for each event
Cumbersome registration with separate Terms of Use
Lack of consolidated dashboard to view Buyer activity
Multiple product specific logins with single roles
Difficult navigation between separate solutions
Inability to cross-market to other decision makers
Marketing isolated to specific environment (no broad marketing capabilities)
So the challenges that Ariba is addressing with this 11s4 and 12s1 release include:
Static Company profiles, which causes
Duplicate non-synchronized profiles across multiple applications that you must update individually
Thus requiring redkeying of redundant information
<click> Disconnected Processes, which causes
Cumbersome registration with multiple Terms of Use
And results in a lack of consolidated dashboard to view Buyer activity
<click> A Poor User Experience, caused by
Multiple product specific logins with a single role
And difficult navigation between separate solutions
<click> Missed Business Opportunities, caused by
The inability to cross-market to other decision makers
And Marketing is isolated to specific environment
Ariba, Inc All rights reserved.

8. Trading Partner Discovery Unified Solution in the Cloud
What if You Could Have…
Comprehensive
Trading Partner Discovery
Single Company
Profiles
Unified Solution in the Cloud
Seamless User
Experience
Consolidated and synchronized profiles across Seller Solutions
Simplified Profile Management with ability to link child profiles to parent
Simplified single- page registration with consolidated Terms of Use
View Seller Sourcing events in a single collaboration dashboard
Single Login with Linked accounts with multiple roles
Single Click navigation between Seller Solutions
Increased awareness to real decision makers in their market
Key step toward developing a universal business commerce directory
But what if you could have:
A single Company Profile across your Ariba applications:
Consolidated and synchronized profiles across Seller solutions
With a simplified profile management and the ability to link child profiles to parent profiles
A Unified Solution in the Cloud
With a simplified single-page registration with a consolidated Terms of Use
Giving Sourcing Sellers a single collaboration dashboard to view all their sourcing events
Seamless User Experience
With a single login with linked account and ability to have multiple roles
With a single click navigation between seller solutions
And finally Comprehensive Trading Partner Discovery
Resulting in increased awareness to real decision makers in their markets
With a key step towards developing a universal business commerce directory to enable a global community of buyers to better discovery you.
This is what the 11s4 and 12s1 releases deliver.
© 2012 Ariba, Inc. All rights reserved.

9. The New Normal Requires a Network-Centric Solution
To meet demand of today’s business environment, companies are moving to Collaborative Network-centric Solutions
“Collaborative Network-centric Solutions” is multi-faceted and touches many aspects of Business Commerce
Collaborative Commerce Network
Order/Payment
Management
Enablement,
Connectivity &
registration
Supplier
Discovery
Supplier Master
Risk
Peer
Networking
Opportunity
The Primary reasons your buyers use Collaborative Network-centric Solutions:
Optimize Supplier communications
Instill culture of supplier focused best value solutions
Optimize catalog maintenance and transaction efficiency
Provide suppliers with mutually beneficial relationships
Ensure relationship transparency throughout the network
Leverage network technical innovation
Collaborative Commerce Network
© 2012 Ariba, Inc. All rights reserved.

10. The Rise of the Networked Enterprise – Enabled by Collaborative Technology
“Increasingly companies are embracing collaboration as part of their strategy to grow.”
77%
increased
access to
knowledge
63%
increased
marketing
effectiveness
55%
better
information
sharing
41%
improved
collaboration
across
silos
43%
greater
market
share
24%
increased
revenue 8%
higher
margins
This desire to work more effectively together is giving way to a major trend that is changing the way companies do business. This trend is something McKinsey calls the “Networked Enterprise,” and buyers and sellers who have been early to adopt it are transforming their trading partner relationships. And they are gaining huge business benefits: increased revenue, better access to knowledge through shared knowledge, higher margins. Becoming a networked enterprise requires a transformation of your people, processes and technology.
“ Networked enterprises are 50% more likely to have increased sales, higher profit margins, gain market share, and be a market leader. ”
Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds it’s payday.” Survey of 4,394 executives. December 2010
Ariba, Inc All rights reserved.

11. Sales Acceleration Management
SELLER’S MARKET-TO-CASH PROCESS
Market
Bid
Sell
Contract
Fulfill
Invoice
Collect
Solution
Ariba Discovery
Sourcing
Contracts
Catalog Collaboration
Order Collaboration
Invoice Collaboration
Working Capital Collaboration
Technology
Ariba Seller Collaboration Console
Services
Ariba Sales & Marketing Programs
Ariba Seller Solution Products & Services
© 2012 Ariba, Inc. All rights reserved.

12. Ariba Delivers a Unified Seller Experience Your Place for Business Commerce
LEADS
Powered by Ariba Discovery™
ORDERS & INVOICES
Powered by Ariba® Network
CONTRACTS
Powered by Ariba Contract Management
PROPOSALS
Powered by Ariba Sourcing
What we are doing with the 11s4 and 12s1 releases is bringing together the upstream Leads, Sourcing and Contracting business functions with the downstream purchasing and invoicing business functions. But more importantly, Ariba is delivering on the mission to “consumarize business commerce” with a many-to-many, or network-centric paradigm where you can manage all your customer relationships through a single unified interface which enables:
Accurate and timely seller information through single company profiles
Ease of access through a unified solution in the cloud
Greater efficiency through a many-to-many relationship approach
Accurate and timely seller information through single company profiles
Ease of access through a unified solution in the cloud
Greater efficiency through a many-to-many relationship approach
© 2012 Ariba, Inc. All rights reserved.

13. Next-Generation Ariba Commerce Cloud for Sellers
11s4 /12s1 Releases
Seller Collaboration Console
Collaboration Dashboard to centrally manage sourcing events
Single-click navigation and visibility across customers for ease of use
Ariba Cloud Profile
Single Ariba profile for accurate supplier information and brand representation
Consolidated information for elimination of redundant data entry
Single Page Registration and Unified Terms of Use
Single sign-on across linked accounts for easier account management
Streamlined registration with Unified Terms of Use for consistency and faster registration
Because of this, we are introducing the Ariba Commerce Cloud for Sellers.
Enhanced Account Management
Central management of accounts for simplified user experience
Self-service administration for reduced administration efforts
Comprehensive
Seller Discovery Opportunities
Sourcing sellers moved to the Ariba Commerce Cloud for increased visibility and greater supplier discovery opportunities
© 2012 Ariba, Inc. All rights reserved.

14. These Capabilities Deliver More Value to Both Buyers and Sellers
BUYER VALUE
Streamlined and unified on-boarding process across Ariba Commerce Cloud solutions
Increased completeness, accuracy and timeliness of seller profiles
Integration of seller lifecycle (from identify, to bid, to transact)
Increased pool of qualified suppliers with rich profile information
SELLER VALUE
Easy access and navigation across all solutions for all customers
Accurate information through a centrally managed Ariba Cloud Profile
Greater efficiency through simplified registration and user management
Increased exposure to real decision makers in their market
© 2012 Ariba, Inc. All rights reserved.

15. Speaker Today Olaf Schrader Senior Manager, Ariba Network Ariba
© 2012 Ariba, Inc. All rights reserved.

16. Today Non-unified Profile, Login and Registrations for Seller-Facing On-Demand Solutions
Supplier
User Login
Single Supplier Profile is only used by Ariba Network and Discovery
Registration is not unified
Supplier Profile
Sourcing & Contracts
Individual logins
and profiles
Sourcing
Sourcing
Discovery (AD)
Network (AN)
Buyers (1:n)
© 2012 Ariba, Inc. All rights reserved.

17. Solution – Seller Console Unified Profile and Login for Seller-Facing On-Demand Solutions
Single Login
11s4: Unified Seller Registration and Improved Profile Management
Ariba Cloud Profile
Single Profile
active with 12s1
The new Seller Console allows sellers to centrally manage their user accounts and company profile (Ariba Cloud Profile) across all Ariba OnDemand solutions
Buyers will access the single Supplier Cloud Profiles from the individual solution Ariba Network, Discovery and with 12s1 also for On-Demand Sourcing and contacts
Sourcing & Contracts
Discovery (AD)
Network (AN)
Sourcing
Buyers (1:n)
© 2012 Ariba, Inc. All rights reserved.

18. Seller Console Release
Ariba Seller Console and single Cloud Profile will be released in two steps
11s4 – Release of common features for all seller facing solutions
12s1 – Integration with Ariba On-Demand Sourcing and Contracts
includes moving all existing sourcing profiles to the Ariba Commerce Cloud
CD Sourcing and Contracts
No changes, separate login and single profile for each buyer are used
Potential future enhancement
This is needed because features will be presented standalone rather than as a part of an overall solution presentation.
This slide will tell a customer whether this KT content is applicable to them.
© 2012 Ariba, Inc. All rights reserved.

19. Seller Console Live Demonstration of the new Seller Console
Single-Page Seller registration
New Unified Terms of Use
Ariba Commerce Cloud Profile
Seller Single-Click navigation between Ariba Solutions
Central certificate management by Sellers
Enhanced Seller User and Profile Management
Improved Product Documentation
(for selected feature we will use screenshots)
© 2012 Ariba, Inc. All rights reserved.

20. Unified Seller Registration
Slide is hidden
Unified Seller Registration
New Single-Page Seller Registration
The same seller registration will be used for all registration methods
Walk-up registration (Ariba Network and Ariba Discovery)
Buyer invitations (Ariba Network and Ariba OnDemand Sourcing with 12s1)
Quick Enablement from Ariba Network
Changed username requirements to not require format
Simplified confirm “ Address” flow with new welcome page
Features
© 2012 Ariba, Inc. All rights reserved.

21. 11s4 new Terms Center Features
Slide is hidden
11s4 new Terms Center
Terms Center give access to the new Unified Terms of Use
for all Seller facing Ariba OnDemand solutions and
for Buyers using Ariba Discovery
Includes Data Policy and Privacy Statement across all seller facing OnDemand solutions
Ariba Network
Ariba Discovery
Ariba Sourcing
Optional Service
Terms of Use for all Seller users
Features
© 2012 Ariba, Inc. All rights reserved.

22. Ariba Commerce Cloud Profile
Slide is hidden
Ariba Commerce Cloud Profile
Current Profile Management is spread across many places and unintuitive
Current problems
Administration Navigator
Company Profile Editor
Dynamic access to account settings and notifications
User Account Navigator
Features
© 2012 Ariba, Inc. All rights reserved.

23. Seller Single-Click Navigation and Other Navigation Improvements
Slide is hidden
Seller Single-Click Navigation and Other Navigation Improvements
Sourcing sellers cannot navigate between all supply side solutions
If an existing Discovery user accesses the Network the main purpose of the Network might not be clear as there is no dedicated welcome page
Password reset flow was not optimized
Current problems
Single sign-on to all Seller facing Ariba OnDemand solutions
Ariba Network
Ariba Discovery
Ariba OnDemand Sourcing and Contracts (with 12s1)
Solution specific welcome splash pages
New “neutral” landing page for login and registration
Inactive warning feature
Password and User ID reset improvements
Features
© 2012 Ariba, Inc. All rights reserved.

24. Inactive Warning for all Ariba on Demand Seller Solutions and Network Buyers
Starts after 29 min at 60 seconds
© 2012 Ariba, Inc. All rights reserved.

25. Forgot Username
If multiple Usernames are linked to a single address the response will now list them all
The Language will be based on the first user account

26. Forget Password - Reset
Forgot Password
The request wizard has now separate steps for secret question/answer and Password reset
Current Password Reset Flow
© 2012 Ariba, Inc. All rights reserved.

27. Certificate Reminders
Reminders for Suppliers
30 of days prior to expiration
15 of days prior to expiration
5 of days prior to expiration
Escalation reminder at expiration* date
Reminder for Buyers using Ariba Network
If a supplier's certificate has expired*
If a supplier changed a certificate
The buy side reminders are only send for established Ariba Network relationships
* Certificates are kept downloadable by the supplier after the validity expires but cannot further be downloaded by the buyer.
© 2012 Ariba, Inc. All rights reserved.

28. Sample Supply-Side Reminder
© 2012 Ariba, Inc. All rights reserved.

29. Buy-Side Certificate View from Ariba Network
Note: only the most important attributes are displayed to the Ariba Network Buyer (not shown: Issuer, Effective Date, Year of Publication)
© 2012 Ariba, Inc. All rights reserved.

30. Link Parent Profile to Duplicated Accounts
Link Profile
(11s4)
Seller A1
Seller A2
Duplicated Account
Business Problems
duplicated seller accounts are created by mistake and have to be kept “alive”
Why does this happen
during registration for buyer initiated invites it is possible that the invited user does not realize that a seller profile already exist or or
if sellers merge their firms
In these cases sellers cannot ignore the duplicated account, because transactions (Purchase Orders, Invoices, Ariba Sourcing events, etc.) have already been exchanged
Seller A
Account Hierarchy
(existing)
Seller AB
Seller AC
Separated Business Units
Solution
New feature added to existing Seller Account Hierarchy (profile management for large seller organizations)
Now with “Link profile” feature we want to reduce their maintenance to keep the profile the duplicated (child) up to date. ONLY in this case the seller should use “Share profile” feature
 Feature demonstration
© 2012 Ariba, Inc. All rights reserved.

31. Account Hierarchy
© 2012 Ariba, Inc. All rights reserved.

32. Request to Link as Parent of Child
For existing Parent accounts only the child option is displayed
© 2012 Ariba, Inc. All rights reserved.

33. New Feature – Linking Parent Profile to Child
Linking Profile Impact on Child
© 2012 Ariba, Inc. All rights reserved.

34. Email Send to Other Account Admin
© 2012 Ariba, Inc. All rights reserved.

35. Account Linkage Child Account
Confirmation Popup will warn that Profile will be overwritten (if Linked Profile = Yes)
Name changed to Parent Account name
User can review Profile details (including contacts) of parent Account
© 2012 Ariba, Inc. All rights reserved.

36. Parent Profile after Confirmation
© 2012 Ariba, Inc. All rights reserved.

37. More Account Hierarchy Features
© 2012 Ariba, Inc. All rights reserved.

38. Child Account Is “Read only” if Profile Is Linked
Child with “read only” display
Profile Fields excluded from sharing
Property settings like electronic Order/Invoice routing, etc.
Users
Notifications from “Alerts and Notification” page
Buyer Extended (non-common) SPQ fields
Supplier ANID and DUNS
Buyer relationships
Contacts are shared but require additional features on the Child
Company level assignments need to be maintained on Child level as the buyer relationships are only linked to the Child
This also requires that the child can add new contacts for this purpose
All other fields are read-only
Subscriptions - existing Account linkage allows to manage Subscriptions from the Parent
OnDemand Sourcing SPQ required common fields are “surfaced-up” to the Parent account
© 2012 Ariba, Inc. All rights reserved.

39. Contacts Are Not Shared
© 2012 Ariba, Inc. All rights reserved.

40. Enhanced Seller User and Profile Management
Slide is hidden
Enhanced Seller User and Profile Management
Seller users with multiple accounts need to login individually to each account and keep a user ID list
The current account linkage allows selected users to single sign-on to child accounts, but the user will have admin rights in the child account
Changing the admin requires password sharing or contacting Ariba support
User can have only one role, for larger supplier organization this means a long list of roles had to be created
Current problems
Enhanced User Management
User ID linkage
Changing the Profile administrator role
Multi role assignment option
Features
© 2012 Ariba, Inc. All rights reserved.

41. User ID Linkage  Feature demonstration User Linkage (11s4)
Seller A2
Same user with access to multiple seller profiles
Seller D
User Linkage
(11s4)
Seller AC
 Feature demonstration
© 2012 Ariba, Inc. All rights reserved.

42. Summary Account Hierarchy with parent profile linkage and User ID linkage
Linking Profile
(11s4)
Duplicated Accounts
Seller A1
Seller A
Seller A2
Account Hierarchy
(existing)
Seller AB
Same user with access to multiple seller profiles
Separated Business Units Accounts
Seller D
User Linkage
(11s4)
Seller AC
© 2012 Ariba, Inc. All rights reserved.

43. Improved Product Documentation
Slide is hidden
Improved Product Documentation
User are seeing all documentation (admin and user level) on one long list
Content is grouped by files and not by content areas
Help during registration is not specific to the registration
Current problems
pages now present information by audience
end user versus administrator
New dedicated pre-login and registration documentation
Features
 Feature demonstration
© 2012 Ariba, Inc. All rights reserved.

44. Solution – Seller Console Unified Profile and Login for Seller facing OnDemand Solutions
Single Login
11s4: Unified Seller Registration and Improved Profile Management
The new Seller Console allows sellers to centrally manage their user accounts and company profile (Ariba Cloud Profile) across all Ariba OnDemand solutions
Ariba Cloud Profile
Single Profile
active with 12s1
The new Seller Console allows sellers to centrally manage their user accounts and company profile (Ariba Cloud Profile) across all Ariba OnDemand solutions
Buyers will access the single Supplier Cloud Profiles from the individual solution Ariba Network, Discovery and with 12s1 also for On-Demand Sourcing and contacts
Sourcing & Contracts
Discovery (AD)
Network (AN)
Sourcing
Buyers (1:n)
Buyers will access the single Supplier Cloud Profiles from the individual solution Ariba Network, Discovery and with 12s1 also for On-Demand Sourcing and contacts
© 2012 Ariba, Inc. All rights reserved.

45. Actions to Take Login Accept the new Term of Use
Complete their profiles
Link their IDs
Link their Accounts (administrator)
© 2012 Ariba, Inc. All rights reserved.

46. Q&A
© 2012 Ariba, Inc. All rights reserved.