Does it seem like a dream to provide buyers with 10 times the purchasing options they have today, reduce catalog maintenance by 75%, and onboard new suppliers 75% faster? Does it seem like an impossible wish to reduce manual processes, simplify the user experience, and drive rapid time to value without re-vamping your entire eProcurement system? Learn how one of the largest users of SAP in the world was able to renovate their processes to become more efficient, more user friendly and faster innovating… all on top of their existing SAP platform.
2. #AribaLIVE
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Ariba® Collaborative Commerce
Executive Summary
1. Procurement has a more strategic role in today’s organizations. It must
deliver value and bottom line savings.
2. Most customers manage only a fraction of their spend even with
Procurement Automation. But they must increase spend managed to
achieve their goals.
3. “ Networked enterprises are 50% more likely to have increased sales, higher
profit margins, gain market share, and be a market leader. ”
4. Ariba provides a fast and differentiated solution for the entire Procure-to-
Pay cycle even for companies using non SAP ERP eProcurement systems
How do you maximize your SAP (or other ERP)
Procurement investment?
How do you improve collaboration with your trading
partners?
Why does a network make you more profitable?
Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds it’s payday.” December 2010
17. #AribaLIVE
Why Ariba® Collaborative Commerce?
Key value proposition
① Control the most spend – ‘More spend under
management’
• “Percent spend under management: BIC: 88%,
Ariba 99%”- Aberdeen Group compared with
fully adopted Ariba solution suite; Ariba
Benchmarking, Aug 08
② Casual-user friendly / quick adoption
③ Manage any kind of service, Manage goods
and services
By managing more categories including goods and
any service, Spend managed is increased.
Average services spend in an organization 20-
80%.
④ Reduce paper, reduce problem invoices and
improve invoice processing cycle times
⑤ More effective collaboration via the world’s
largest Business Network
SAPorOtherProcurementCustomers
Value derived
① Enable more suppliers with catalogs, PO’s and e-
Invoicing quickly through the Ariba Network
② Achieve better user adoption with user friendly
interface
Gartner awarded Ariba an "Excellent" rating for ease-of-use.*
Ariba has intelligent fuzzy search, parametric refinement along
with side-by-side comparisons in a single user interface
③ Manage more spend for increased savings
Indirect, Direct, MRO, Complex/Services
④ Create a touchless invoice process, with the Ariba
Network “Smart invoicing”
⑤ SaaS solution achieves payback in the first 12 months
⑥ Proactive compliance with Contracts
⑦ Faster processing allows better cash and discount
management
* Critical Capabilities for Best-of-Breed E-Procurement Vendors, June 2009
18. #AribaLIVE
Ariba® Collaborative Commerce:
Customer Proof Points
Competitive Differentiators• Quick Catalog Enablement: Disney - Before: 2-4 weeks, After: 5 business days
• Up-to-Date Content: Disney – Before: 3-7 days, After: 1 day
• Catalog Accuracy: Disney – Before: 95%, After: 99%+
• Solution Adoption: Carlsberg – 15% increase in solution adoption
• Invoice/Payment processing: Carlsberg – 30% improvement
• Invoice Matching: Alcoa – 99.99% first time match rate of POs to invoices
• Paper Invoice Reduction: Alcoa - 56% reduction in paper invoice volume in
North America
1st Box: e.g. focused marketing campaigns, sales tools, customer segments (like PCN, LE, SME, specific industries, …)Include regional specific data (revenue)
In a recent CFO study, more than half of them are increasing cost savings goalsMany of these target more than 5% savingsYet only 7% of Finance Execs feel Procurement brings good ideas to the table
EaseReachSpeedSustainabilityDiscovery
Contrast core ERP vs Ariba Collaborative Commerce capabilitiesDiscuss scope of Ariba collaborative commerce, for buyers-suppliersValue from Ariba
Focus on APCDiscuss capabilities/benefitsSupport with solution screenshots
Usability is about having something intuitive that is automatically tied to the right suppliers, simple or complex contracts, and terms that will ultimately prevent the buyer from having to go back to modify the order or AP from having to fix pricing that was wrong in the first place.
Focus on PO and Invoice AutomationDiscuss capabilities and benefits
Win against Hubwoo and IBXWinning factor was number of required catalogs….and Ariba’s ease of use vs. SAP alternative.Winning factor was the combined incremental value of Ariba Catalogs, Procurement Content, and Contracts and Sourcing tools combinedWinning factor was Ariba’s large existing Supplier Network, and Ariba’s expertise in rapid and cost effective Supplier EnablementWinning factor was Ariba’s services-driven model – Ariba will do the Supplier enablement, not expect Carlsberg employees to figure it out….(like in SAP experience).Headquarter in Copenhagen, Denmark Ariba customer since Feb 2009 (sourcing/contracts)
And that’s where we at Ariba come in. Ariba is the leader in cloud-based procurement and invoice solutions and business networks.The problem we solve is quite basic. Simply put, we eliminate all the hassles, paper, phone calls, and other manual or disjointed activities your companies do each day to find new suppliers or business opportunities, place of manage orders, collaborate with customers, suppliers, and other partners…or just get paid.We solve this problem in two ways:We provide the industry’s only complete and integrated cloud source-to-settle platform. >5 million users access our applications to source new suppliers, manage procurement operations, and streamline invoicing and payment – all without the need to install, maintain, or upgrade software or hardware.The second part of our portfolio is even more compelling. Ariba offers the world’s largest and most global business commerce network – helping nearly 1 million companies around the world discover, connect, and collaborate more efficiently than ever before. We simplify and eliminate the burdens of business-to-business connectivity, by providing customers with a single, standard integration pipeline to manage all their purchase, invoice, and payment transactions with all of their trading partners – regardless of whether you are using Ariba in the Cloud, SAP On Premise, or Oracle, PeopleSoft, SAP, Maximo, you-name-it. The Network includes a host of services to help simplify and streamline the commerce process for both buyers and suppliers – from discovering and qualifying new partners and business opportunities; to automating key purchase, invoice, and payment transactions; to accessing community-based insights and services that are only available in a networked model – like dynamic discounting, receivables financing, and community-based ratings and market data.