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Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
Increasing Market Share in Customer Accounts Through Online Catalogs
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Increasing Market Share in Customer Accounts Through Online Catalogs

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This session will help buyers and sellers determine when and how to collaborate on the Ariba Network using catalogs. The speakers will address: …

This session will help buyers and sellers determine when and how to collaborate on the Ariba Network using catalogs. The speakers will address:
1. Benefits of using online catalogs (special focus on PunchOut)
2. Applying catalogs to various product types (SKU-based, configurable, services)
3. Best practices for online catalogs
4. Utilizing the Online Catalogs bundled in your Ariba Network subscription

Published in: Business, Technology
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  • savings of €35 in administrative costs per arrangement An attractive assortment
  • AgendaCompany OverviewProblems that justified PunchOut and the resultsHow IESA have invested in PunchOut to increase on-boardingThe IESA PunchOut MarketplaceBest Practice for PunchOut adoptionAstra Zeneca story – why we like to work with Ariba PunchOut
  • Introduction to IESA.€150+Million Turnover p.a. on Industrial Materials1Million+ Stock materials under daily MRP30,000 Suppliers consolidated into one for our clients6Million+ transactions p.a.1.1Million+ MRO PO lines p.a. / Average PO line Value €138530,000 NON-STOCK PO lines p.a. / Average PO line value €118Leading to the point that IESA handles 100,000s of Non-stock PO at very low value
  • Justification for Punchout to reduce transaction2004 started 2013 239,000 PO lines pa through punchout100% Accuracy on material codes and descriptions100% Accuracy cost and stocking positions from suppliersClient Contract compliance checks in real timeHigher Granulation on Purchasing Categories100% Perfect match on e-Invoicing from suppliers and to clientsClient user to PO to e-Invoice with ZERO IESA human involvement
  • MyMRO MarketplaceDesigned to extend Punchout beyond web cataloguesIncrease on-boarding for both large company web-catalogues andSmall sporadic buy suppliers.
  • MyMRO flowASN to MyMRO MarketplaceFreetext OrderQuotation request then Quotation pickupPunchout to Supplier web catalogueComposite OrderpadChecks for Contract compliancePurchasing category mapping UOM mappingReturn Orderpad to ASNASN to IESA POIESA e-Invoice to ASN
  • Best PracticeKeep to the cXML standard and use the Extrinsic Tags for variants - Leads to seamless integration from Punchout to ePurchase-Orders to eInvoicing - The Key to eInvoicing success is good data at the beginning - Use the Extrinsics to allow variations with suppliers/customers - Don’t be tempted to allow standard butcheryInsist on the inclusion of Purchasing Categories during development- Ideally as granular as possible UNSPSC/8Define a UOM and Category Policy at the beginning - Supplier Mapping vs inbound mapping
  • The AZ StoryWhy IESA like to work with AribaAZ policy was that as many non-stock purchases were processed electronically via Ariba as possibleToday IESA process 100% of Non-stock purchases for AZ through Ariba and our MarketplaceAZ have strict contract compliance rules on certain material types ( H&S, PPE, etc )Punchout allows IESA to block non-compliant request in real-time AZ wanted the interface live as fast as possibleFrom handover of IESA ASN code to first test punch-out and PO on IESA – 45minutesGo live after full cycle test to cXML e-Invoice - 1 weekAZ wanted users to maximize on-boarding of the small sporadic tail end suppliersDirect website punch-out to their largest 8 MRO suppliers at go-live800+ small vendors onboard and PO placed through freetext Marketplace
  • Transcript

    • 1. Increasing Market Share in CustomerAccounts Through Online CatalogsWhy Buyers and Sellers Collaborate Using Catalogs© 2013 Ariba, Inc. All rights reserved.
    • 2. #AribaLIVEToday‟s Presenters© 2013 Ariba, Inc. All rights reserved.2Jon DavidsonChief Operating OfficerAchim OberhauserManager, Corporate Business
    • 3. #AribaLIVECatalog Options on Ariba• No catalogNon-catalog purchase orders• Hosted (static) catalogCatalog Interchange Format (CIF)• PunchOut catalogcXML integration to your E-commerce site© 2013 Ariba, Inc. All rights reserved.3
    • 4. #AribaLIVEToday‟s Presenters© 2013 Ariba, Inc. All rights reserved.4Jon DavidsonChief Operating OfficerAchim OberhauserManager, Corporate Business
    • 5. #AribaLIVEWhat We‟ll Cover• Company Background• History of E-Business• Why PunchOut?• Lessons Learned• Q&A© 2013 Ariba, Inc. All rights reserved.5
    • 6. #AribaLIVEWho is Fleurop AG?© 2013 Ariba, Inc. All rights reserved.6German partner network withmore than 7,000 florist storesfounded: 1908 in Berlinturnover: 71 Mill. Euroemployees: 75 in headquarterorders: 3,5 m. incl. voucherassociated with Interflora network worldwide:50.000 florists in more than 150 countriesover 25 million Fleurop greetings a yearHeadquarters in Berlin
    • 7. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Fleurop – business modelEach Fleurop greetingis put together byprofessional floristsexclusively,and handed overto the recipientpersonally.Worldwide.7
    • 8. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Why Flowers in Business?• Improve customer relationships• Retain customers• De-escalate in critical situations• Honor achievements• Emotionalize communication• Reach “target“ directly and personally• Get high attention and create a positive atmosphere• Touch recipient8
    • 9. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.E-Business and Fleurop• Reason why?- Large companies search for a centralized solution.- Fleurop secures business for professional partner florists.9
    • 10. #AribaLIVE10© 2013 Ariba, Inc. All rights reserved.History of Fleurop„s E-BusinessFirst Hosted-CatalogSolutionImplementation
    • 11. #AribaLIVE11© 2013 Ariba, Inc. All rights reserved.History of Fleurop„s E-BusinessMore Hosted-CatalogSolutionImplementationMore Hosted-CatalogSolutionImplementationMore Hosted-CatalogSolutionImplementations
    • 12. #AribaLIVE12© 2013 Ariba, Inc. All rights reserved.History of Fleurop„s E-BusinessFirstPunchOut catalogOCI-Integration
    • 13. #AribaLIVE13© 2013 Ariba, Inc. All rights reserved.History of Fleurop„s E-BusinessDocument ExchangecXML-ImplementationPO + e-InvoiceFirst AribaPunchOut catalogIntegrationFirst project with Ariba was customer driven-> change from XML to cXML was necessary:
    • 14. #AribaLIVE14© 2013 Ariba, Inc. All rights reserved.History of Fleurop„s E-BusinessDocument ExchangecXML-ImplementationPO + e-InvoiceMore AribaPunchOut catalogIntegrationsMultiple use of PunchOut catalog for further customers:Less effort for further projects because of standardsDocument ExchangecXML-ImplementationPO + e-InvoiceMore AribaPunchOut catalogIntegrationsDocument ExchangecXML-ImplementationPO + e-InvoiceMore AribaPunchOut catalogIntegrations
    • 15. #AribaLIVEEmotions at Your Fingertipswith PunchOut catalog© 2013 Ariba, Inc. All rights reserved.15
    • 16. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Why PunchOut?• flower greetings require a special order logic- fixed delivery date- shipping address (buyer or recipient)- personal message- additional fees for express / Sundayhardly possible to provide in hosted catalogs16
    • 17. #AribaLIVEExclusive features for buyer- Choose from 7,000 florist stores- order product from the florist you know and trust- option to pick up flowers personally- possibility to deliver on the same-day- enclose personal cover letter- flexible free-text arrangements for individual needs© 2013 Ariba, Inc. All rights reserved.17
    • 18. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Demo18
    • 19. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Advantages for Seller- order data is transferred without any integration gap- cost and time required to fill and process has been reduced- to be not only “mail order provider”but- to be a partner = Managed Service Providerto offer added values19
    • 20. #AribaLIVE20© 2013 Ariba, Inc. All rights reserved.Buyer perspective Seller perspectivePunchOut offers “Best of two worlds”• service and quality of florists• consistent with purchasing policies• offering the full flexibility• tailored product catalogs• user acceptance• savings of €35 in administrative costsper arrangement20• secure orders for florists• fully automated process withoutintegration gap• greater efficiencies• Managed Service Provider =deep integration + strong relationships
    • 21. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Lessons learned• customers have differenttechnical requirements andbusiness demands.• create one PunchOut catalog and keep it flexible:multi-client capabilityconfigurable / parameterizable features21
    • 22. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.Further Improvements planned• offering additional services of florists e.g.maintance of plants, gardening and landscapingsubscriptions e.g. decoration of entrance areas• customize design / layout of PunchOut22
    • 23. #AribaLIVEAdvantages of PunchOut at a GlanceManagedService ProviderOrder dataautomatizationStrongcustomerloyaltyIntegratedsolutionsOffer addedvaluesSavings inadministrativecostsTransparency ComplianceConsumer-likeshoppingexperienceAttractiveassortmentBuyerSellerPunchOutcatalog23© 2013 Ariba, Inc. All rights reserved.
    • 24. #AribaLIVEToday‟s Presenters© 2013 Ariba, Inc. All rights reserved.24Jon DavidsonChief Operating OfficerAchim OberhauserManager, Corporate Business
    • 25. #AribaLIVEWhat We‟ll Cover© 2013 Ariba, Inc. All rights reserved.25• Company Overview• Problems that justified PunchOut and the results• How IESA have invested in PunchOut to increase on-boarding• The IESA PunchOut Marketplace• Best Practice for PunchOut adoption• Astra Zeneca story – why we like to work with Ariba PunchOut
    • 26. #AribaLIVECompany Overview© 2013 Ariba, Inc. All rights reserved.26IESA is the largest Integrated Supply organization in the EU providingintegrated self-financing procurement and inventory managementsolutions to Industry on all aspects of Tail-end indirect spendparticularly MRO materials•€150+Million Turnover p.a. on Industrial Materials•1Million+ active stock materials under daily MRP•30,000 Global Suppliers consolidated into one for our clients•6Million+ transactions p.a.•1.1Million+ MRO PO lines p.a. / Average PO line Value €138•530,000 NON-STOCK PO lines p.a. / Average PO line value €118
    • 27. #AribaLIVEClassic Non-StockIndirect Spend Problem© 2013 Ariba, Inc. All rights reserved.27IESA is committed to make savings for our clients.However using “traditional” procurement techniques, unit-cost savings alonewill be inadequate, as the transaction cost is close to the line value of thePurchase Order line.2004 –Started using PunchOut as a means to attack transaction cost on the50+% of our business which is non-stock purchasing.2013 –IESA handle 239,000 PunchOut Order lines p.a.PunchOut Provides•100% Accuracy on material codes and descriptions•100% Accuracy cost and stocking positions from suppliers•Client Contract compliance checks in real time•Higher Granulation on Purchasing Categories•100% Perfect match on e-Invoicing from suppliers and to clients•Client user to PO to e-Invoice with ZERO IESA human involvement
    • 28. #AribaLIVEMyMRO Marketplace© 2013 Ariba, Inc. All rights reserved.28PunchOut has been so successful in 2010, IESA developed theMyMRO Marketplace for our clientsto extend PunchOut beyond supplier web cataloguesIncrease on-boarding forlarge suppliers as Aribaand IESA have done thismany timesIncrease on-boarding forsmall tail-end suppliers asone-off purchases appearin Ariba as PunchOutcatalogue orders
    • 29. #AribaLIVEHow Does It Work?© 2013 Ariba, Inc. All rights reserved.29FREETEXTSUPPLIERPUNCHOUTQUOTATIONPICKUPAN PunchOutComposite Order-padANPunchOutReturnApproved cXML PO100% matchedcXML InvoiceIESA send individual PO tosuppliers, delivery to ship-toas specified in client POwith client PO numbers
    • 30. #AribaLIVEBest Practice for PunchOut Adoption© 2013 Ariba, Inc. All rights reserved.30Keep to the cXML standard and use the Extrinsic Tags for variants- Leads to seamless integration from PunchOut to ePurchase-Orders to eInvoicing- The Key to eInvoicing success is good data at the beginning- Use the Extrinsics to allow variations with suppliers/customersInsist on the inclusion of Purchasing Categories during development- Ideally as granular as possible UNSPSC/8Define a UOM and Category Policy at the beginning- Supplier Mapping vs inbound mapping
    • 31. #AribaLIVEAstra Zeneca Story- an example of why we like to work with Ariba© 2013 Ariba, Inc. All rights reserved.31AZ policy was that as many non-stock purchases were processed electronically viaAriba as possibleToday IESA process 100% of Non-stock purchases for AZ through Ariba and ourMarketplaceAZ have strict contract compliance rules on certain material types ( H&S, PPE, etc )PunchOut allows IESA to block non-compliant requests in real-timeAZ wanted the interface live as fast as possibleFrom handover of IESA ASN code to first test PunchOut and PO on IESA – 45minutesGo live after full cycle test to cXML e-Invoice - 1 weekAZ wanted to maximize on-boarding of the small sporadic tail end suppliersDirect website punch-out to their largest 8 MRO suppliers at go-live800+ small vendors onboard and PO placed through freetext Marketplace
    • 32. #AribaLIVEPlease Complete Session Survey© 2013 Ariba, Inc. All rights reserved.32Find Sessionin ScheduleClickChoose oneRateSessionThank you for joining usClick Survey andSelect BreakoutSession Survey

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