SIG Is Opening Doors Worldwide

The SIG Webinar will begin shortly.
Once the webinar begins, the sound
will come from your computer
speakers.
In the meantime, please take a look at
the upcoming SIG networking events
listed on the right side of your screen
and plan to join us if you are in one of
these cities this fall.
NETWORKING EVENTS
GLOBAL SUMMITS
Mar 10-12 2015 – Amelia Island
SYMPOSIUMS
March 25 – Minneapolis, MN
May 20 – Toronto, Canada
REGIONAL ROUNDTABLES
Feb 4 – Seattle, WA
Feb 25 – Hartford, CT
Apr 15 – Sydney, Australia
Apr 29 – Chicago, IL
For more information and to register for all SIG events:
www.sig.org

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www.sig.org

RECENT POSTINGS
The SIG Career Network is
bursting with opportunities.
New jobs are posted daily by some
of the best known global
companies in the world for those
seeking careers in sourcing,
outsourcing, procurement and
related functions.
For more information go to: www.sig/career-center.org
NEW to the Career Network!
• Illinois Tool Works – posted Jan. 30
• Senior Analyst – Procurement BI
• Senior Analyst – Training and Tools
• Holyoake Search Group – posted Jan. 29
• Strategic Sourcing Specialist – MRO
• Director of IT & Telecom Sourcing
• Senior Strategic Sourcing Manager
• Strategic Sourcing Associate - IT
• Director of Strategic Sourcing
• HBO – posted January 21:
• Procurement Manager
• Buyer
• Ecolab – posted January 20:
• Procurement Manager
• Ecolab – posted January 14:
• Procurement Manager – Packaging
• Procurement Director – Travel & Fleet

bit.ly/SIGLinkedIn @SIGinsights bit.ly/SIGfacebookbit.ly/SIGYouTube
Join the discussion in SIG’s
Peer2Peer Resource program too!
Stay connected with other SIG members through various
social media channels
SOCIAL MEDIA
bit.ly/SIGBlog

New Topic Each Week
2:00 pm Eastern
(11:00 am Pacific)
Upcoming Free SIG Webinars:
February 10, 2015
Cybersecurity and Privacy Issues in Sourcing
Support of M&A Deals
Presented by Mayer Brown
February 26, 2015
6 Reasons Why Procurement Loves SOW Programs
Presented by PeopleFluent
March 17, 2015
Thought Leadership
Presented by Canon Business Process Services
Register at www.sig.org
www.sig.org

Upcoming Town Hall Teleconference:
February 11th
The Keys You Need for Acquiring and
Managing Talent
Presented by:
Clyde Dornier
Independent Consultant
SIG Town Hall Teleconferences
bring a small group of buy-side ONLY attendees together for a facilitated
discussion on top-of-mind issues in an open-mic, private conversation.
Town Hall Teleconferences are NOT recorded.
Calendar of Town Hall
Teleconferences
Taking place at 1:00 pm Eastern on
the following dates:
February 11 August 12
April 8 September 9
May 13 October 14
June 10 November 11
July 8 December 9
www.sig.org

SIG Symposiums and Regional Roundtables provide education and local
networking for members and invited non-member corporate users
Symposiums 2015:
Minneapolis – March 25
Toronto, Canada – May 20
Columbus – Sep 16
New York– Oct 15
San Francisco Bay Area – Nov 13
Regional Roundtables 2015:
Seattle – Feb 4
Hartford – Feb 25
Sydney AU – April 15
Chicago – April 29
Houston – May 6
www.sig.org

A SIG Global Summit is…
• Non-commercialized
• Almost 70% buy-side
• Global brands
• 3 days of networking
• Executive Roundtables
• Nearly 50 breakout sessions
69% at director level or above, of which 43% are VP/C-level; Recent speakers include:
www.sig.org/summits.php
Dr. Kenneth Sullivan
Next Practices in Leadership and
Sourcing: Create Value for the Greater
Good
Randy Lewis
Adding Meaning to Your Mission:
Improving Results While Making the
World a Better Place
Steve Peterson
The Source of Value: Research-based
Insights into How Procurement Drives
Value
Keynote speakers:

Ariba® Contract Management
Facilitating Signature and Compliance
February 3, 2015

10© 2014 Ariba - an SAP company. All rights reserved.
Speakers
Leslie Martensen is senior product manager for Ariba Contract Management Solution. In
this role, she is responsible for the Contract Management solution including, new features,
roadmap and plan.
Leslie has been with Ariba for almost 5 years. She started as the senior product manager
for Ariba Platform and became senior product manager for Ariba Contracts Management in
June of 2012. Before joining Ariba, Leslie worked as senior product manager at Callidus
Software for 10 years where she was responsible for the Callidus TrueComp product
strategy, features and roadmap. She also spearheaded the new product design for the
Callidus TrueResolution product.
Michael Koch, Director, Ariba Solutions Marketing, has been with Ariba since 2011, He is
responsible for Sourcing and Contract Management. Michael has held positions in the
Network Growth and the Customer Management Organization within Ariba. He has
worked with some of the larger and tenured customers as well as new customers joining
Ariba. Prior to Ariba, Michael worked in Marketing and Product Development at
MasterCard and GE.

Topics
 Introduction
 Typical Contract Management Business Requirements
 Solution Overview and Differentiators
 Customer Success in Action
 Demo

Increased Globalization
 Expansion into new markets
 Global process standardization
 International supply chains
Economic Volatility
 Volatility in markets
 Decreased stock valuation
 Slow economic growth
Pressure on Margins
 Profitability by segments
 Decreased budgets and spending
 Determination of the cost to serve
Focus on Risk
 Supply chain disruption
 Financial risk and fraud
 Commodity risk
New Business Models
 Shared services organizations
 Business partnerships
 Leveraging big data for decisions
Regulatory Changes
 Increasing disclosure requirements
 Country-specific regulations
 Industry-specific disclosures
CPOs Need Help to Navigate a Changing Environment
Competing Pressures on Procurement Organizations

Contract lifecycle management
Risk management, visibility, and compliance concerns are paramount
Source: Aberdeen Group, Procurement Contract Lifecycle Management, January 2012
Top 5
reasons
cited
Establish better control of enterprise spend66%
Poor visibility of contractual relationships44%
Pressure to reduce supply and supplier risk40%
Need to improve compliance37%
Poor visibility into supplier performance on
contracts34%
Contract lifecycle
management technology
provides an opportunity
for procurement
organizations to take
contract maintenance out
of the hands of legal
counsel while allowing
them to focus on
increasing efficiency and
driving cost savings.*

Contracts of the future will
be seen as instruments to
describe and safeguard the
delivery of economic value
and will achieve this
through an apportionment
of risk and responsibilities
that is appropriate to the
capabilities of the
contracting parties and the
nature of the transaction.*
*Source: THE FUTURE OF CONTRACTING : Ariba and IACCM 2012

Ineffective Contract Lifecycle Management
Results in Increased Compliance Risks
Draft
Contract
Negotiate
Contract
Approval/
Signatures
Storage/
Repository
Manage
Compliance
Admin/
Optimize
Creation Visibility Performance Management
 Inconsistent and email-intensive
processes
 Long Negotiations approval cycle
times
 Lack of tight controls ( e.g. for non
standard contracts /language
 Legal Risk
 Organizationally dispersed contracts
 Redundant contracts
 No visibility into commitments
(financial, legal)
 Inability to track regulatory
compliance or understand contract
history
 Poor contract compliance
( PO, Invoice, SLAs )
 Poor renewals management
 Lack of performance
information hinders re-
sourcing or resale efforts .

60% of corporate
litigations are
related to
contract disputes
Source: Fulbright & Jarowski 2010
Annual Litigation Survey

Companies Leveraging Contract Management Solutions
Drive Superior Procurement Results*
* Source: Aberdeen Group, Procurement Contract Lifecycle Management, January 2012
Laggards – Bottom 30%
Industry Average – Middle 50%
Best in Class – Top 20%
67%
4%
8%
45%
8 16
Spend Under Management Average Days for Contract
Review & Approval
Realized Contract Savings
79%
17%
47
Up to 50 percent reduction
in contracting cycle times
More than 50 % increase in
realized contract savings
25% increase in Spend
Under Management

- - - - Leading to Better Visibility and Compliance*
Stated Benefit Contract Management
Metric
Best-in-
Class
All Others
Spend Visibility Compliance by Suppliers to
Service Level Agreements
75% 58%
Contract Visibility Percent of suppliers managed
under contracts
71% 51%
Supplier Visibility Percentage of supplier
contracts stored in a central
repository
75% 52%
* Source: Aberdeen Group, Procurement Contract Lifecycle Management, January 2012

These are the Challenges We Hear From Our Customers
Legal
 Weak Contract Management. Poor
contract compliance, belated
renewals management, and lack of
performance information
 Ineffective Contract Creation. Lack
of tight contract authoring controls,
creating legal risk
 Poor Contract Visibility. Dispersed
and redundant contracts and the
inability to track regulatory
compliance or understand contract
history
 Disconnected Negotiation
Processes. Inconsistent and e-mail-
intensive processes, long negotiation
and approval cycle times, and risk of
not including the correct stakeholders
 Slow Time-to-Value. Poor user
adoption, lengthy deployment, and
limited process and data integration

What if you could…?
 Manage all of your agreements on
an integrated SaaS platform
 Address your complex scenarios
with robust, configurable workflows
 Leverage pre-built best-practice
templates and workflows
 Execute contracts electronically
making the contracting process 100
percent paperless
 Improve collaboration with suppliers
via the Ariba Network
 Incorporate deployment and best
practices services in order to
achieve your ROI
 ...And receive all of this in a single
subscription pricing model with no
hidden or additional costs?
Average $3.5 million in annual savings with
14x ROI on a $250K investment from an
Ariba customer:
 $1M to $2M due to improved efficiencies
in contract search and visibility
 $1M to $2M due to contract creation
efficiencies (eliminating rekeying,
reduced time drafting, etc.)
 $400K to $800K due to approval process
improvements
 $400K due to reduction in FTE support
for ongoing enhancements (comparison
of CD installed software vs. SaaS
delivery model)
 $350K with elimination of support and
maintenance of CD software
 Improved data integrity between contract
data and transactional systems
 Improved consistency and use of
standard terms

Topics
 Introduction
 Demo

Ariba Contract Management
Supports the entire contract lifecycle
Draft
contract
Negotiate
contract
Approval and
signatures
Storage and
repository
Manage
compliance
Admin and
optimize
Contract visibility and repository
Contract execution and compliance
Contract creation
 Automates the contract creation cycle, from draft
to reviews and approvals
 Contract authoring tools, including clause libraries
and conditional templates
 Creates a contract repository with access-
controlled search and reporting
 Audit trail for internal and external and regulatory
requirements
 Deep, bidirectional integration within the source-to-
contract process
 Expiry notification for improved renewal
management
 Centralized electronic task-driven notification alerts
 Rapid time to value with on-demand deployment
 Microsoft Word integration
 Integration to leading eSignature providers –
DocuSign and Adobe EchoSign

Delivering Optimized Contract Lifecycle Management
 Improved Contract Management.
Improved contract compliance, timely
renewals management, and visibility to
performance information
 Effective Contract Creation. Tighter
controls and minimized legal risk
 Full Contract Visibility. Single repository
for contracts, elimination of redundant
contracts, visibility into commitments, and
the ability to track regulatory compliance
and understand contract history
 Streamlined Negotiation Processes.
Streamlined and controlled processes,
abbreviated negotiation and approval
cycles, and inclusion of the right
stakeholders
 Rapid Time-to-Value. Enables strong user
adoption, delivers rapid on-demand
deployment, and provides process and
data integration

Third Parties Agree: Ariba is THE Single Best-in-Class SaaS
Solution for ALL Contract Types and Agreements
More than four million contracts every day…
 At Ariba, we help our customers manage more than four
million contracts every day with than 500 total customers
 Extensive experience and customer reach across both
procurement as well as sales contracts
Consistent Leader in CLM according to…
 Gartner Magic Quadrant, June 2013
 Forrester Research, SVM Toolset, Q1 2013
Benefits of OnDemand deployment …
 Y1 TCO 5X-10X less than installed software
 50% faster implementation cycles
 25% more spend under management
 2X-4X more innovation releases
Sources: Aberdeen, AMR, Triple-Tree, Ariba
Publication Date: June 2013
Gartner MAGIC
QUADRANT
Forrester WaveTM Q1 '13

Ariba Contract Management (Buy and Sell)
Driving Spend Compliance Across All Contract Types
 Contract Creation
• Contracts of any type: Buy, Sell, Internal/Corporate
• Collaborative authoring – including integration with
Procurement & CRM systems
• Single point of access for sellers across all buyer
relationships
• Standardized contract creation from templates and
clause libraries
• Deep integration with the sourcing process for contract
creation
• Powerful workflow and approval engine controlled
completely within the user interface
 Repository, Reports, and Alerts
• Customizable, role-based dashboard for contracts data
• Advanced repository and search
• Automated compliance monitoring and alerts
 Compliance and Usage
• Performance/audit management on contracts
• Integration with back-end systems for automated P2P
usage of agreements
 eSignatures through DocuSign and Adobe Echosign
 L1 Customer Support, BPC expertise, Setup
included in Subscription
 Out of box integration to Sourcing and P2P systems

Contract
Complexity
Our Paper Their
Paper
Strategic Alliance
Sales Agreements
Leases
Sales NDAPurchasing
NDA
eContracts
Purchasing
Agreements
Ariba Contract Management
Addressing ALL Contract Types

Effective Contract Management is the Spend Management
Linchpin
• Includes all aspects of contract
creation from initiation through
execution
• Questionnaire-based templates
driving the contracting process
configured to YOUR requirements
• Powerful workflow and approval
engine controlled completely within
the user interface
• Contract management without
eSignatures is incomplete: leading
electronic signature capabilities
making contracting 100 percent
paperless
• Integrate data with your third party
systems for streamlined process
flows
Contract Management with Ariba:

• Centralized electronic contract
repository permitting search and
reporting across all relevant
documents and correspondence (not
only the contract itself)
• Task-driven notification alerts
scheduled or based on milestone
events/dates
• Expiry notification for improved
renewal management
• Improved collaboration and better
contract fulfillment visibility resulting in
more-satisfied trading partners
• Improve ability to manage cash
through improved revenue and
payment forecasting and visibility
Commitment Management with Ariba
Commitment Management :

Ariba® Contract Management eSignature Services in partnership with Adobe®
EchoSign® and DocuSign® help customers to go INK and Paper free and close
deals faster and more efficiently, increasing savings, revenue and productivity.
Buy e rs E -S i gna ture P a rtne r S e l l e rs
Ariba® Contract
Management
API’s
Integration with leading Electronic Signature providers

Electronic signatures Value Proposition
Faster Contract Completion, Reduced Costs, Improved Controls
Source: IDC White Paper, sponsored by Adobe, Bridging the Information Worker Productivity Gap: New Challenges and Opportunities
for IT, September 2012.
 Contracts completed in 1-2 days vs. 2-3
weeks
 80% reduction in paper and supplies
 Detailed audit information and compliance
copies of every signed document

The Market-Leading SaaS Solution to Better Manage
Contracts & Commitments
Key Imperative Why Ariba Contract Management?
• Most widely adopted contract management provider with over 450
total customers
• Manage the entire contract lifecycle for all agreements on an
integrated SaaS, spend management / sales acceleration platform
• Ranked as a leader by numerous independent analysts
End-End Contract
Management
Improve Contract
Management
Efficiency
• Flexible approach with configurable workflows in the contract
management lifecycle incorporating all relevant activity and information
• Process standardization tools driven by best practice templates to
remove bottlenecks and improve overall contracting efficiency
• Tightly integrated electronic signatures capabilities making contract
execution more transparent, faster, and more secure
• Configurable dashboards with robust search, reporting, and task
driven alerts providing audit trails for operational and regulatory
compliance for best value agreements
• Enhance ability to manage cash through improved visibility and
forecasting
• Plug in to the Ariba Network to improve contracting efficiency and
effectiveness while assuring your return on investment
Manage
Commitments
More Effectively
Driving ROI

SaaS Data Security
With Ariba, Your Sensitive Contract Data Is Secure
Physical Security
 24x7 guarded servers
 Surveillance cameras
 Motion detectors
 Limited Ariba access
 Biometric access control
Data Security
 Three layers of firewall protection
 HTTPS – 128 bit encryption
 Intrusion Detection System to monitor traffic for anomalous behavior
 Password encryption with expiration
 Access control entries on load balancers
Availability & Reliability
 99.5% uptime
 Comprehensive backup schedule
 Redundancy at all tiers: web, application, database
 Proactive notification of downtime
 24x7 disaster recovery plans & centers
Security Certification
 WebTrust audited every six months
 Independent CPA has determined Ariba conforms to established principles
 WebTrust principles: security, availability, processing integrity, privacy, confidentiality
 Hosting facilities in the USA and EU and SAS70 certified

Topics
 Introduction
 Demo

Ariba Contract Management delivers Measurable
Benefits - - - -
350 Suppliers Enabled to-Date
85-90%+ Spend under Management
1.3 Billion Sourceable Spend
7500 Suppliers
100%+ Compliance within TopSource
1300 Contract Workspaces
11 Different Process for various departments
Multi-Location Benefits

5500+ Contract Workspaces and
signed till date
2-3 Billion Procurement Spend under
contract
14 Categories managed
1200 Contracts signed through
electronic signatures
Ariba Contract Management delivers Measurable
Benefits - - - -

Customer Success in Action
Deployed in four weeks!
Strategic sourcing initiatives
including spend visibility,
sourcing, and contract
management now on a single,
integrated platform.
“Having an external party such as
Ariba to assist gives it a burst of
energy. The concentrated focus
from Ariba has been a great kick
start and also reduces the ‘wheel
spinning’ that can happen
internally.”
The contracting process, which
might have taken six months
before, has now been greatly
reduced. What used to take two
weeks now takes only 20 minutes
with the push of a button”
• Paper contracts with no
central storage and limited
visibility
• Highly manual,
disconnected processes
with no reminders for
contract-related tasks
• Non-compliant purchases
draining negotiated savings
• Decentralized purchasing
groups with few
consolidated vendor
agreements
• Lack of IT resources to
deploy software
Issues Before Ariba: Some Notable Examples:

Customer Success in Action
Leveraging solution for many
agreement types with benefits to
Legal, Audit, Compliance, and
Risk Management groups.
“Ariba’s technology has allowed us to
create and maintain a centralized
contracts repository with rich search
capabilities that we can leverage to
achieve [our] goals. It’s a significant
cost saving to owning and
maintaining the software ourselves.”
Over 120 facilities and 1,200 users
leveraging solution for sell-side
contracts with benefits including
process standardization,
organizational flexibility, and improved
visibility into contract terms.
 Paper contracts with no central
storage and limited visibility
 Highly manual, disconnected
processes with no reminders for
contract-related tasks
 Renewal problems resulting in
missed revenue opportunities
 Approval bottlenecks, especially
during crunch times, delay
revenue and cash streams
 Lack of IT resources to
deploy software
Issues Before Ariba: Some Notable Examples:

runs Ariba Spend Visibility, Sourcing and Contract Management
Challenges Solution Results
 Variety of compliance
issues including operational
and regulatory
 Requirement to centralize
contract management
process
 Seeking to improve supplier
relationships
 Inefficient and costly
contracting cycles longer
than necessary and not
driving significant value to
company bottom-line.
 Leverage strategic sourcing
elements of the Ariba
Commerce Cloud including
Ariba Sourcing to improve
collaborative sourcing
processes
 Deployed Ariba Contract
Management to improve
efficiency and effectiveness of
contracting processes and to
drive better compliance
 Leverage Ariba Spend Visibility
for sourcing pipeline building
activities
 Reduced contracting cycle times by
57 percent (average reduction from
30 to 13 days)
 Reduced number of contracts
“outsourced” and dependence on
legal
 Accommodated 12 percent
increase in volume (35 percent
based on weighted average of
complexity) without addition to staff
or reduction in service levels.
 Provided much needed contractual
visibility for M&A activity
 Assisted in supplier rationalization
efforts
Get the full story from Robert Muszynski, Vice President of Contracts at Selective Insurance: http://bit.ly/96Lkf8
Reduced Contracting Cycle Times by 57 Percent
Selective Insurance Group, Inc. is a holding company for seven property and casualty insurance companies rated “A+” by
A.M. Best offering primary and alternative market insurance for commercial and personal risks, and flood insurance.

 Shared drive with folders for
templates acted as central storage
vehicle
 This approach offered little in the
ways of capabilities, visibility, or
scalability
 No audit capabilities – a pressing
requirement for a financial services
organization
 Data security was an ongoing
concern – files could be updated or
deleted without notice
 No ability to do quantitative analysis
of existing agreements
 Poor collaboration between legal
and functional groups
 Deployed Ariba
Contract Management
and Ariba Sourcing in
early 2009
 Currently used by 20
sourcing professionals
as power users
 Usage extended to 30
approvers and over
300 analysts across
the organization
 Improved audit capabilities has been
a tremendous benefit given the
organization’s business and focus
 Workflow and approvals assure that
standardized processes are being
followed
 Data security of sensitive contract
data in SaaS delivery model
 Expiration notification allows business
users to take action proactively
 Ariba serves as a knowledge-base for
language, terms, and
agreements…something Experian
plans to build upon in using clause
library functionality in the future
Audit of Contracting Critical for Organization Specializing
in Risk Data
Experian’s mission is to help businesses manage credit risk, prevent fraud, target marketing offers and automate decision
making as well as providing individual credit scoring. Hear directly from Stacy Huffman, Financial Analyst at Experian, about
their experience with Ariba Contract Management: http://bit.ly/aCYXc2

 Lack of IT resources and
budget to deploy software
 28 disparate ERP systems,
which is why they decided
to go with a best-of-breed
provider
 Renewal management is a
problem as they did not
have visibility into contracts
that were expiring
 Interested in capturing
all agreements (not
only procurement)
 Deployed Ariba Contract
Management, Spend
Visibility and Sourcing
 Advantages were flexibility,
ease of implementation,
and single channel delivery
 All configuration was
performed by business,
contributing to lower TCO
 Deployed in four weeks!
 Template-driven process easy to use
and flexible
 Powerful workflow capabilities have
allowed better collaboration between
procurement and legal
 Now have visibility into expiring
contracts
 Strategic sourcing initiatives (spend
analysis, sourcing, and contract
management) are integrated on a
single platform
 Ariba has been a true partner, working
with Stanley Works to set goals and
create a plan to achieve them
Stanley Black & Decker, Inc., formerly known as The Stanley Works, is a Fortune 500 American manufacturer of
industrial tools and household hardware and provider of security products and locks headquartered in New Britain, Connecticut
Reduced Contracting Cycle Times by 57 Percent

Topics
 Introduction
 Overview Demo

Thank You !

Questions?

For Additional Information . . . . . .
Michael Koch
Director
Solutions Management
Ph: 1 203.270.0765
michael.koch04@sap.com

Welcome to the
cloud built for
business

SIG Is Opening Doors Worldwide

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