Growing Your B2B Business


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Smart companies are leveraging online commerce channels and networks to improve performance and accelerate sales. They are finding new business, converting it into revenue, and enhancing customer relationships for sustainable future growth. In this session, learn how two leading companies are using the Ariba Discovery service to find business and reduce sales cycles, increase revenues, and dramatically improve their valued customer relationships.

2012 Ariba Commerce Summit in Cleveland.

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Growing Your B2B Business

  1. 1. Ariba Discovery –Growing Your B2B BusinessCommerce Summit, Cleveland, October 9, 2012Moderated by Ceylan Thomson, Sr. Product Marketing Manager
  2. 2. Agenda • What Is Ariba Discovery? • Panel Introduction • Best Practice Sharing • Summary • Q&A2 © 2012 Ariba, Inc. All rights reserved.
  3. 3. High Importance of Seller Discovery New commodity Specialized seller New Specialized seller Spot sourcing/ Spot sourcing / Low-cost Low-cost Unstable Unstable Unanticipated Unanticipated areas requirementscommodity areas requirements 3 bids & buy 3 bids & buy countrysourcing services markets country sourcing services markets rush projects rush orders• Expertise is • Traditional search • Company-wide • Expertise is • Approved vendor • Cycle time difficult to find tools do not requirements difficult to find list quickly of traditional• Enterprises have identify eBusiness for 3 bids • Enterprises have becomes process is too not yet invested technical abilities, • Lower priority not yet invested outdated for long to address in it minority, veteran, commodities in it services markets stock-outs or women-owned, below strategic where turnover of quality problems green certification sourcing team key staff is high3 © 2012 Ariba, Inc. All rights reserved.
  4. 4. What Is Ariba Discovery? • The premier service for matching business buyers and sellers globally Over 730K buyers and sellers More than 20K categories Over 190 countries Innovative matching engine Advanced collaboration capabilities Rich seller profiles and lead management tools Over $5B USD in business opportunities More than 30K green and diverse sellers4 © 2012 Ariba, Inc. All rights reserved.
  5. 5. More Value for Buyers and Sellers BUYER VALUE SELLER VALUE • Achieve incremental savings of 15% • Tap into over $5B USD buying volume right in Discovery • Reduce costs up to 75% for seller identification and qualification • Maintain high visibility in front of real decision-makers, with budget and • Save up to 90% of time for seller ready to buy identification and qualification • Cost effective lead source versus • Make better, more informed seller traditional methods selection decisions • New sales channel, comprising 15-50+% of revenue for many sellers5 © 2012 Ariba, Inc. All rights reserved.
  6. 6. Introducing Our Panel Karen Sherrill Sr. Commodity Manager, Indirect Products and Services .d Kristopher Hart Sales Account Manager6 © 2012 Ariba, Inc. All rights reserved.
  7. 7. OSU & Its Challenges • One of the largest and most diverse academic medical centers in the country • Challenges Extremely paper- and tech support-intensive bidding process Limited collaboration and visibility into sourcing projects State requirement to issue public bid notifications, but limited ability to reach 5K sellers in its database7 © 2012 Ariba, Inc. All rights reserved.
  8. 8. OSU & Ariba Discovery • Easily integrates with Ariba Sourcing and Ariba Contract Management • Uses Ariba Discovery to increase competition and find new suppliers for a wide range of categories • Results Buyer Benefits: Identified a new supplier for linens and signage, resulting in $2.5M in savings and better value over contract terms Seller Benefits: Increased revenue beyond one-time purchase; positioned for future growth Environmental Benefits: Greened strategic sourcing process with improved visibility and validation8 © 2012 Ariba, Inc. All rights reserved.
  9. 9. LLT Overview • Has been providing labels, printers, mobile computers, and more for more than 15 years Went to market by printing 1,000,000 catalogs each year A Bemis Company $12 Stow, OH $11 11M+ $10 13 Employees $9 BBB Accredited $8 2009 2010 2011 *20129 © 2012 Ariba, Inc. All rights reserved.
  10. 10. LLT’s Challenges • Connecting with new buyers effectively High cost and declining response rates for direct marketing activities involving list purchases, cold calls, and catalogs Difficulty competing with larger office suppliers with higher brand awareness and nationwide retail presence Hard time getting a foot in the door with large buying organizations that have corporate purchasing programs10 © 2012 Ariba, Inc. All rights reserved.
  11. 11. LLT & Ariba Discovery • Using the Ariba Discovery™ service to easily discover new leads and connect with Global 2000 companies Signed up for the Advantage Plus package to respond to unlimited buyer postings and eIntros at no additional cost • Results Responded to an RFP by a popular national retailer Won two-year contract for $400,000 in business – much larger and longer contract than initially published Got shortlisted and started relationships with two large buyers Generated better return on investment (ROI) than any other marketing channel used, considerably reducing time and11 cost for lead generation and new customer acquisition © 2012 Ariba, Inc. All rights reserved.
  12. 12. Questions?12 © 2012 Ariba, Inc. All rights reserved.
  13. 13. Maximize Your Impact as a Buyer • Easy seller identification For any occasion, including spot sourcing, entering a new market, or meeting diversity program requirements • Quick seller vetting Access relevant details to screen sellers and manage risks • Integrated approach Contact sellers directly to learn more Upload sellers to sourcing database Invite sellers to postings and events13 © 2012 Ariba, Inc. All rights reserved.
  14. 14. Maximize Your Impact as a Seller • The Top 5 things to do to leverage your company 1. Update your profile and contact details 2. Get the commodities and territories right 3. Provide customized responses 4. Invite more references 5. Network with buyers14 © 2012 Ariba, Inc. All rights reserved.
  15. 15. Thank You!15 © 2012 Ariba, Inc. All rights reserved.