Collaborative Sourcing expands the scope of traditional strategic sourcing disciplines to engage more effectively with internal and external stakeholders to find the best opportunities that unlock greater value. SAP customers who are currently using SAP ECC 6.0, SRM, SAP SPM, SAP Sourcing and CLM customers can attend this session to get a thorough understanding of complementing their existing SAP footprint with Ariba Network Cloud Solutions for Spend Analytics, Strategic Sourcing and Supplier Management. Topics covered in this session include: i. SV Basic service solution for SAP SPM customers with seamless integration to D&B content using Ariba Data Enrichment. ii. Ariba Discovery for SAP Customers iii. Ariba Sourcing - Network RFQ to drive sourcing events directly from SAP MM and SRM iv. SIPM for SAP customers (advantages of using a network driven approach to manage supplier information and performance) v. Planned Integrations – SAP ECC to Ariba Network Solutions

1. Ariba Network Cloud Solutions for
Spend Analytics, Strategic Sourcing
and Supplier Management for
SAP Customers
Steven Kim, Manny Cortez, Phil Fisher (D&B), David
Landsman, David Morel, Sudhir Bhojwani
© 2013 Ariba, Inc. All rights reserved.

2. #AribaLIVE
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without
the permission of SAP. This presentation is not subject to your license agreement or any other service or
subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this
document or any related presentation, or to develop or release any functionality mentioned therein. This
document, or any related presentation and SAP's strategy and possible future developments, products and
or platforms directions and functionality are all subject to change and may be changed by SAP at any time
for any reason without notice. The information in this document is not a commitment, promise or legal
obligation to deliver any material, code or functionality. This document is provided without a warranty of any
kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness
for a particular purpose, or non-infringement. This document is for informational purposes and may not be
incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except
if such damages were caused by SAP´s willful misconduct or gross negligence.
All forward-looking statements are subject to various risks and uncertainties that could cause actual results
to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-
looking statements, which speak only as of their dates, and they should not be relied upon in making
purchasing decisions.
Legal
disclaimer

3. #AribaLIVE
Agenda
• Introductions
• Ariba Network Cloud Innovations for SAP customers
Spend Visibility Basic services for SAP Spend
Performance Management
Integration of D&B content using Ariba Data Enrichment
services
Ariba Discovery
Ariba Sourcing
• Key Take-aways
• Q&A
© 2013 Ariba, Inc. All rights reserved.3

4. Spend Visibility Basic Services for
SAP Spend Performance
Management
Speaker: Manny Cortez, Visibility Product Manager
© 2013 Ariba, Inc. All rights reserved.

5. #AribaLIVE
© 2013 Ariba, Inc. All rights reserved.5
Contract Compliance
Rates*
Strategic Sourcing
Savings*
62%
6.7%
11.7%
46%
Before Spend Analysis After Spend Analysis
44% 59%
Spend Under
Management *
34% incremental
increase in contract
compliance rates
75% increase in strategic
sourcing savings
34% increase in spend
under management
*Aberdeen Group : Spend Analysis – Working Too Hard for the Money – 2007
Why Do Enterprises Care about
Increased Spend Analysis?

6. #AribaLIVE
SAP Spend Performance Management
Best-in class comprehensive Spend Analytics solution
• Extractor Starter Kit (SAP)
• SAP BOBJ Data Integrator ETL
Tool (Non-SAP) – Included in
SPM License
• Web based
• Self-service data
management portal
• Aggregated Raw Data
Views
• Enriched and Classified
Views
• Analyze Savings
Opportunities
• Monitor KPIs
• Track compliance
• Assess Risk
Supplier Enrichment
• Supplier Normalization/
Rationalization
• Parentage
• Enrichment:
SIC, Credit, Revenue, Bankruptcy,
Diversity*, Green* & Risk
Ratings*
P-Cards
GL/AP
Supplier data
Data Extraction/
Integration
Source Systems
Powerful, Actionable
and Easy to Use!
SAP SPM
Ariba Spend Visibility
Basic for SPM
OnDemand
Spend Reporting
SAP SPM
Commodity Classification
• Classified via best practice
combination of
Knowledgebase, Databases &
Services
• Classification to UNSPSC & Ariba
Best Practice Taxonomy
• Custom Taxonomy supported
Daily
Weekly
Monthly
Quarterly

7. #AribaLIVE
SAP Spend Performance Management
Data Flow and Responsibilities
• As part of SPM Implementation
Customers use SPM Extractor
Starter Kit or other ETL process
to extract data from Source
systems
• Customers loads the raw
data into SPM and upon
Validation exports un-
enriched (raw) data from
SPM Data Management into
flat files in SPM Formats and
uploads them to Ariba
Secured Site.
• Customers download the
Enriched and Classified data
and Loads them into SPM.
• Any post Enrichment and
Classification process related
support will be provided by
Ariba PM
P-Cards
GL/AP
Supplier data
Data Extraction/
Integration
Source Systems
Powerful, Actionable
and Easy to Use!
SAP SPM
Ariba Spend Visibility
Basic for SPM
OnDemand
Spend Reporting
SAP SPM
Daily
Weekly
Monthly
Quarterly
• Ariba team will pick up the
files, take them through SPM to
ADE transformation
service, validates the data and
runs it through Enrichment and
classification service
• Results of the service will be
validated as per SLA’s agreed
with customer, take them through
refinement process with
customer power user
involvement, export results and
transform to SPM formats.
Customer Responsibility Customer Responsibility Ariba PM Responsibility Customer/Ariba PM
Responsibility

8. Integration of D&B Content Using
Ariba Data Enrichment Services
Speaker: Phil Fisher, Dun & Bradstreet Corp.
© 2013 Ariba, Inc. All rights reserved.

9. #AribaLIVE
Supplier and Spend Management –
Moving Beyond the Numbers
• D&B (NYSE:DNB) is the world's leading source of
commercial information on businesses, enabling
companies to Decide with Confidence® for over 170
years
• The D&B database has information on 225+ million
businesses in over 190 countries
• More than 100,000 companies rely on D&B to help build
strong business relationships with their customers,
suppliers and partners
• Supply management-specific data expertise gives the
insights companies need for supply chain optimization
© 2013 Ariba, Inc. All rights reserved.9
About D&B

10. #AribaLIVE
Spending Clarity Starts with Asking
the Right Questions
• How can I get more detailed
information on suppliers?
• How much am I spending with
suppliers at a corporate family level?
• How diverse is my supply base? And
how can I locate more diverse
suppliers?
• Where are the greatest risks in my
supply chain?
© 2013 Ariba, Inc. All rights reserved.10

11. #AribaLIVE
Stay Ahead of the Curve
Know How Your Suppliers May Behave Tomorrow
© 2013 Ariba, Inc. All rights reserved.11
The Advantage
• Get a sense of potential supply
interruption before it can impact the:
Bottom line: through stock outs
Top line: through idling the
manufacturing line
Brand: through damage to quality and
product availability
The Results
• Source from financially stable
suppliers
• Get advance notice to reduce risk and
protect supply chain continuity
• Deliver consistent, objective treatment
of suppliers

12. #AribaLIVE
Sustain Your Success Down the
Road with These Tips
• Identify the categories your company cares
about
• Instill a cross-functional process
Procurement
Finance
Operations
• Establish processes for approving/managing
suppliers
© 2013 Ariba, Inc. All rights reserved.12

13. Find the Right Suppliers with
Ariba Discovery
Speaker: David Landsman, Senior Manager Discovery Adoption
© 2013 Ariba, Inc. All rights reserved.

14. #AribaLIVE
Topics
• What is Ariba Discovery and How Does It Work?
• Benefits of Discovery
• Where to Access Ariba Discovery
© 2013 Ariba, Inc. All rights reserved.14

15. #AribaLIVE
Ariba Discovery Overview
© 2012 Ariba, Inc. All rights reserved.15
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
Matching
Service

16. #AribaLIVE
16
3 Simple Steps
Review
proposals2.
Describe
your needs1.
Make
selection3.

17. #AribaLIVE
17
Strong Seller Community
Over 730,000 suppliers
Across 20,000 categories
In more than 190 countries
Over 30,000 green and diverse sellers*
36% have global reach
*12,000 Women, 900 Veteran, 8,000 Minority, 13,000 Green

18. #AribaLIVE
Relevant & Trusted Information
Rich Supplier Profiles
• Supplier Provided Information
♦ Description
♦ Business Information
♦ Certifications (Green, Diversity)
• Ariba Community Information
♦ References
♦ Ratings
• Ariba Information
♦ Ariba Commerce Cloud Activity
♦ Advantage designation
♦ Ariba Ready Certification
• Objective third-party financial
and risk information
♦ Up to 4 types of D&B® financial
and risk scores

19. #AribaLIVE
Topics
• What is Ariba Discovery and How Does It Work?
• Benefits of Discovery
• Where to Access Ariba Discovery
© 2013 Ariba, Inc. All rights reserved.19

20. #AribaLIVE
20
Benefits
Fast & Easy
Interactive
Effective
Trusted
Integrated
It’s Free!
Save up to 90% time and 75% cost
finding and qualifying sellers
Lower your cost by 15%, reduce
lead time, and improve quality
Communicate with sellers in real-
time, and make better decisions
Join other buyers who post over $350B
USD per year in business volume
Easily bring sellers into your Ariba
Sourcing project from the start
Post your buying needs in 10 minutes,
and get matched to sellers at no risk

21. #AribaLIVE
21
Traditional Seller Identification
Process
Resource-IntensivePoor Quality of InformationTime-Consuming
Sub-Optimal Trading Partner Decisions

22. #AribaLIVE
0%
5%
15%
20%
35%
30%
25%
10%
Savings vs. Number of Bidders
2 3 4 5 6 7 8 9 10 11 12 13
Number of Participants
Source: Ariba Customer Averages 2011; Ariba GSO Services Experience, 2010
AverageSavings
Adding additional savings
opportunities by inviting
more suppliers
Typical number of
suppliers invited
Missed Savings With Too Few Sellers

23. #AribaLIVE
24
Proven Buyer Success
Over $4.5B in business posted annually
Over 15K matched sellers
First bids within 24 hours
Saving 90% time and 75% cost

24. #AribaLIVE
Topics
• What is Ariba Discovery and How Does It Work?
• Benefits of Discovery
• Where to Access Ariba Discovery
© 2013 Ariba, Inc. All rights reserved.25

25. #AribaLIVE
Discovery Home Page
© 2013 Ariba, Inc. All rights reserved.26
http://discovery.ariba.com

26. #AribaLIVE
Create a Posting

27. Network RFQ to Drive Sourcing
Events Directly from SAP MM
or SRM
Speaker: David Morel, Senior Solution Manager, Ariba Sourcing
© 2013 Ariba, Inc. All rights reserved.

28. #AribaLIVE
Network RFQ
Network RFQ’s
• An automated RFQ generated from a backend ERP system like SAP
ECC (MM) and or a Supplier Relationship Management system like
SAP SRM that allows for the Sourcing event to be built and published
in Ariba Sourcing with little to none buyer / project owner actions.
• Suppliers who are either invited as part of the Network RFQ or who
get matched through Ariba Network / Ariba Discovery can provide
their responses through Ariba Sourcing. And the responses are sent
automatically back to the source system like SAP ECC or SAP SRM
with little or no buyer action.

29. #AribaLIVE
Network RFQ
• RFQ initiated in SAP SRM or MM and sent to Ariba Sourcing via
Ariba Network
Tactical RFQ meant to be run without requiring buyer
interaction in Ariba Sourcing
Document includes Items, Suppliers, and Timings

30. #AribaLIVE
Network RFQ
• Ariba Sourcing Consumes the information and creates and
publishes the RFQ
If document contains all required information, it publishes
automatically

31. #AribaLIVE
Network RFQ
• Suppliers can be invited in 3 different ways
Direct invite Suppliers
Invite by Commodity
Open to New Suppliers
– Match on Discovery by Commodity / Location
– Suppliers “self-invite” via Discovery
– Notification sent to event initiator if new
supplier(s) quotes are sent back

32. #AribaLIVE
Network RFQ
• After the bidding, results are sent back over via Ariba Network
Best Bid
Lead Bid
Awarded Suppliers

33. #AribaLIVE
Network RFQ
• Ariba Network delivers the results to the initiating backend system
updating pricing

34. #AribaLIVE
Key Takeaways
• Ariba solutions are complementary to your existing
SAP investments
• Ariba solutions are cloud based solutions that are
easy to deploy onto your existing SAP landscape
• Key Ariba Network solutions for SAP customers to
manage “Analyze to Contract” processes are:
Spend Visibility solution, powered by D&B content
Ariba Discovery
Ariba Sourcing and Network RFQ
Ariba Supplier Information and Performance Management
© 2013 Ariba, Inc. All rights reserved.40

35. Questions?
© 2013 Ariba, Inc. All rights reserved.
41

36. #AribaLIVE
Frequently Asked Questions
• Who can use Ariba Discovery?
Any buyer can create an account on Discovery
• Are there any fees associated with Ariba Discovery?
No, Ariba Discovery is free for buyers
© 2013 Ariba, Inc. All rights reserved.42

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