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Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
Integration Options: Ways to Better Integration
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Integration Options: Ways to Better Integration

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Automating your connection to the networked economy can save time. And …

Automating your connection to the networked economy can save time. And
eCommerce is new for many sellers and often times IT and eCommerce departments move ahead of their sales and marketing groups in understanding the benefits of collaborative commerce and the impact to both top line revenue growth and increased profitability.

Come listen to sellers share their stories about how they successfully partner with sales teams to use eCommerce as a benefit and differentiator in sales efforts.

Learn more about Ariba LIVE at http://spr.ly/LIVE2014LV-d

Published in: Business
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  • Need to Align this slide with Erik Gershwind from Main Stage presentationNOTES: Need to move Arrow over >40%
  • MSC approach to INTEGRATION … Paper basedManually drive processMSC knew that technology would change customer behavior and provide for value added solutions and opportunitiesPunchline is that our solution has evolved to where there are two major components: Shopping and transacting.
  • NOT SURE WITH THIS SLIDE OR HOW THE TABLET PLAYS IN….WERE YOU THINKING OF TRANSITIONING THE BULLETS, ONE AT A TIME?? PERHAPS THERE IS A DIFFERENT APPROACH? MAYBE THE BUILDING BLOCKS AND PILLARS THAT YOU SUGGESTED THE OTHER DAY?o More Faster; Time-to-MoneyBecome more important supplier (overall revenue) – drives beyond the solution – opens the possibility for additional solutions – VMI/Vending Sales Sponsorship/Ownership – Integrations work best when the partnership is strong; Upfront buyin from both parties to ensure success post integration. Sales ownership drives the relationship beyond the corporate office that is driving the need for integration…..Add more value through additional solutionsDo we need the ROI Justification bullet? Audience is NA and by default there isnt much justification required.Stats (Before/after) Increased accuracy/cycle time – productivity - compliance –– control of costs (buy side)
  • Incorporate Yellow Flags (Penalties – pitfalls to avoid) for specific bullets: Place one by corporate agreement Place one by Special Requirements Place on by Scope & Alignment Place one by Communication (week 5)
  • DELETE THE WORDS ABOVE THAT I STRIKED THROUGH. AND BUILDIN TRANSITION ONE BULLET AT A TIME.
  • Take Goal for Supplier Enablement and add it to the Results page.
  • Retain or enhance and support efficient supplier systems and processes, while not compromising on visibility, reporting, flexibility and control for Rollins management  {Make the end-end Procure-2-Pay process more efficient and accurate such that the invoice matches the user-initiated PO (not just the Supplier’s Sales Order) and at a minimum the end-to-end P2P process should be no less efficient and no less accurate than it is today for both Rollins and the Supplier. While providing the data in Ariba for visibility, reporting, flexibility and control for Rollins management.Supplier to provide PO-OC-ASN-Invoice, so Rollins business has full visibility to order tracking
  • Forward thinkers, VAR, uniform, Office Supply, want full integration, see the value of elimination of errors and manual interventionFrustrated, unique data requirements, dynamic pricing, marketing and advertising, service companies. They feel they might lose the one on one interaction with user.With patience and understanding some (bird b gone) have moved into AribaImmature, they do not know how to use excel, they do not see how this will help them lower costs or increase revenue. Even on line meetings are a problem. All they know is paper.
  • Small Business Strategy, Ariba and team need to have a strategy to support the issues around small businesses. Integration works where there are systems to support same. The needs of small business are different and require supportThe Ariba Network has created great value in automation but the communication of that value is lost outside of the Forward ThinkersEffort needs to be expended to deliver on alternative categories in support of full automation across the supply chain.
  • Transcript

    • 1. Integration Options: The Path to Better Integration #AribaLIVE @ariba © 2014 Ariba – an SAP company. All rights reserved.
    • 2. Integrating to Ariba • No Integration Manual download and PO Flip • cXML or EDI Mapping/middleware behind the firewall • Cloud-based Integration Mapping/middleware in the Cloud 2 © 2014 Ariba – an SAP company. All rights reserved.
    • 3. Today’s Presenters • Jennifer Neumann IT Business Applications Manager • Jim Hightower Lead B2B Solutions Manager, Dell PremierConnect • Mark Bliese Director of Supplier Development & Procurement 3 © 2014 Ariba – an SAP company. All rights reserved.
    • 4. Today’s Presenters • Jennifer Neumann IT Business Applications Manager • Jim Hightower Lead B2B Solutions Manager, Dell PremierConnect • Mark Bliese Director of Supplier Development & Procurement 4 © 2014 Ariba – an SAP company. All rights reserved.
    • 5. Who is MSC? MSC is a value-added distributor of services, solutions & products that helps customers reduce their MRO supply chain costs $2.46 Billion Revenue 6+ Million Annual Transactions 5 © 2014 Ariba – an SAP company. All rights reserved. 1.2 Million Active SKU’s >46% eComm % of Total Business
    • 6. Why Integration? As solution evolved…. • • • Integrated eCommerce solution PunchOut catalog preferred Complete end to end P2P Evolution of our eCommerce Strategy 6 • • • • Early Technology Adopters Value-Added Solution Customer demand Increased productivity © 2014 Ariba – an SAP company. All rights reserved.
    • 7. MSC’s Approach to Integration Prioritization Sales Sponsorship/ Ownership Measure Results Goal — Plug and Play 7 © 2014 Ariba – an SAP company. All rights reserved. Become a more important supplier
    • 8. MSC’s Integration Playbook WEEK 1 WEEK 2 Project Initiation • • 8 Needs analysis Corporate Agreement Data Collection • • • • Platform ERP System Standards Special Requirements © 2014 Ariba – an SAP company. All rights reserved. WEEK 2–4 Discovery • • • Scope & Alignment Roles & Responsibility Target Go-Live WEEK 5–6 Mapping & Configuration • • • • • • Punchout XML/EDI PO POA ASN Invoice Test & Go-Live • • • • • QA Customer Approval Communication Training Production
    • 9. Integration Best Practices and Lessons Learned • • • • • 9 Customer Experience – PunchOut Leverage Technology Dedicated Resources Scope Alignment Executive Sponsorship (both sides) © 2014 Ariba – an SAP company. All rights reserved.
    • 10. Key Performance Indicators Higher Wider Deeper 10 Integrated accounts grow faster © 2014 Ariba – an SAP company. All rights reserved. Greater % of overall MSC revenue > 50% productivity gain
    • 11. Today’s Presenters • Jennifer Neumann IT Business Applications Manager • Jim Hightower Lead B2B Solutions Manager, Dell PremierConnect • Mark Bliese Director of Supplier Development & Procurement 11 © 2014 Ariba – an SAP company. All rights reserved.
    • 12. The ‘New’ Dell 12 © 2014 Ariba – an SAP company. All rights reserved.
    • 13. Dell’s Approach to Ariba Dell first started working with Ariba to create a CIF Catalog for customers 13 © 2014 Ariba – an SAP company. All rights reserved. Dell allowed customers to PunchOut and send electronic purchase orders through Ariba Network Electronic invoices were first sent to Ariba Network for customers
    • 14. Dell’s Approach to Ariba Dell conducted company-wide training to Dell’s Sales Team and performs 1x1 training for new Sales Team Members as needed. This training includes how B2B works, what is required from the Sales Team, and how to engage customers to move to B2B. 14 © 2014 Ariba – an SAP company. All rights reserved.
    • 15. Dell’s Approach to Integration Dell PremierConnect Team is responsible for integrating Ariba Customers with Dell’s Premier Page. This allows customers to PunchOut, send electronic POs, and receive electronic invoices. Before Integration After Integration Next Steps Customers engage Dell’s Sales Team for quotes and send nonelectronic POs Manually entered into Dell’s fulfillment centers Customers are able to shop, buy, and receive invoices electronically through their Ariba system = Dell is able to electronically process the purchase orders for fulfillment and provide electronic invoices that match the electronic POs. Dell offers a complete solution for customer’s global end-to-end electronic procurement process 15 © 2014 Ariba – an SAP company. All rights reserved. To provide electronic line item level PO confirmations and ship notices
    • 16. Dell’s Approach to Integration Integration requests received from many sources, then forwarded to Dell’s PremierConnect Team 16 © 2014 Ariba – an SAP company. All rights reserved. Team scopes request, develops plan, obtains Dell Sales Team approval, brings in other Dell teams as needed PremierConnect Global Integration Architect Setup and test PunchOut and e-PO’s If einvoices are required, Dell’s eInvoicing Team will work with customer for setup and testing
    • 17. Dell’s Approach to Integration Customer level of testing Deployment Production Testing PunchOut Usual time: Sending test purchase orders 4 to 6 weeks If customer spends more time in this testing 17 Reviewing test invoices © 2014 Ariba – an SAP company. All rights reserved. Then it will reduce the overall length of time
    • 18. Results DELL has: OVER 150 active customers sending electronic purchase orders through Ariba Network 18 © 2014 Ariba – an SAP company. All rights reserved. DELL is: TESTING WITH OVER 15 more customers DELL measures: SUCCESS # % Sent ePurchase Orders electronically processed error free
    • 19. Today’s Presenters • Jennifer Neumann IT Business Applications Manager • Jim Hightower Lead B2B Solutions Manager, Dell PremierConnect • Mark Bliese Director of Supplier Development & Procurement 19 © 2014 Ariba – an SAP company. All rights reserved.
    • 20. The Leader in Pest Control 2M+ $440M 500+ customers worldwide 20 $1.337B in revenue in spend branches © 2014 Ariba – an SAP company. All rights reserved.
    • 21. Collaboration Is the Key • Business Requirements and policies • Project Management, Process Analysis and Business Requirements • Mitigate Risks • Test & Train Suppliers • Technical support and expertise PunchOut Partner Supplier Team 21 • Build, deploy, publish and maintain punch-out • Project Management internal to supplier, business requirements • Build, deploy, test and migrate to production © 2014 Ariba – an SAP company. All rights reserved. SUCCESS
    • 22. Guiding Principles Support the Partnership Minimal disruption Enable Supplier in the method that the Supplier can support Minimal customization 22 © 2014 Ariba – an SAP company. All rights reserved. Easy to use (Rollins) Efficiency for the Supplier. Visibility for Rollins Fast and convenient
    • 23. Technology Is Much Easier than the Human Factor 13% 77% Immature Technology 10% Forward Thinkers Willing to Invest Integrated technology solution 23 Unwilling to repeat past problems Technology does not help them Minimal disruption • • • • • Frustrated E-Procurement hasn’t worked for them Blind to the big picture PunchOut PO-Invoice integration Clear integration requirements Project management discipline Optional 3rd-party tech support © 2014 Ariba – an SAP company. All rights reserved. • • • • Listen and empathize Leverage other Buyers’ experience Understand Ariba’s process and technology constraints Collaborate to develop solutions • • • • • • Training on basic technology Agree on a common goal Present project as small tasks Hold their hands CIF catalog or contract Put Ariba fees into perspective
    • 24. The Road Ahead Implement Small Business Strategy • • • • 24 Nurture small business Better documentation Hands-on technical support Support change management © 2014 Ariba – an SAP company. All rights reserved. Address Ariba Network Value • • • Simplify the fee structure Communicate the value Deliver on the value Deliver Category Solutions • • • • Marketing Promotional products Legal Telecom

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