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• Received40 quality leads
in first six months of using
Ariba Discovery
• Started building new
relationshipswithnine large...
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Connecting With Multi-Billion Dollar Buyers While Saving 80 Man-Hours

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Ariba Discovery Advantage Plus customer Blue Marble Media case study

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Transcript of "Connecting With Multi-Billion Dollar Buyers While Saving 80 Man-Hours"

  1. 1. • Received40 quality leads in first six months of using Ariba Discovery • Started building new relationshipswithnine large buying organizations • Quicklysecureda $35K contractfrom a large bank through Ariba • Jumped ahead of competition with prospectsthat prefer to buy viathe Ariba Network • Able to acceleratelead opportunitiesas Aribabuyers typicallycompletevetting processes of Ariba sellersin less time (as short as one week) • Using Ariba Discoveryfor lead generation, saved 80 man- hours of research in six months • In contractnegotiations witha large buyer in need for women- owned small businesses Company BlueMarbleMedia Profile A full-servicefilm, video & motion graphics agency, specializing in B2B communications Ariba Solutions  Ariba DiscoveryAdvantage Plus  Ariba Network Challenges Solutions Results • Sellingcustom, high-end servicesthat are sought after by narrow customerbase • Limitedmarketing budget to reach potentialprospects • 90% of marketing and sales are handled by one person, limitingscale of lead generation opportunities • Poor returnon marketing efforts using purchased lists, directmail, and outsourced marketing services • Too much time spent generating and qualifyingnew business leads • Vettingprocess of companies interestedin using Blue Marble Media’s servicesoften took weeks, resulting in long, drawn-out sales process • Hard time locating opportunitiesreserved for women-owned businesses • Learned about the Ariba® Networkand added it as key component of long-term business growth strategy • Started using the Ariba Discovery™serviceto increaseexposure with large buyers and find qualified leads more easily • Signed up for the Advantage Plus package to maximize visibilitywithnew prospects and boost lead quality • Leveraged Ariba seller status to fast-track vetting processes and get on the “must contact”listfor buyers seeking video/ motion graphics services • Quicklygot its name in front of multi-billiondollar buyers • Used provenprocesses that facilitatea high levelof connectivitywithprospects Connecting With Multi-Billion Dollar Buyers While Saving 80 Man-Hours “Using Ariba Discovery, we can get lots of visibility with middle and upper management-level executivesat the right companies. We just need more of them to say, ‘When we need something like this, you will be on our list.’” Cal Miller, VP Business Development, Blue Marble Media “Joining the Ariba Network is a great investment if you are looking for quality customers – it gives you a leg up.” Cal Miller, VP Business Development, Blue Marble Media © 2013 Ariba, Inc. All rights reserved.1

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