Suppliers want things to change. They want to connect to their customers electronically. And why do suppliers want change – well first, consider what motivates suppliers. Suppliers have many goals – depending on whether you are talking with someone in sales and marketing, or in operations who fulfills customer purchase orders, or if you are talking with someone in accounts receivable and treasury who wants to manage cash more effectively. They are working with various stakeholders on the buy side across sourcing, procurement and invoicing process, and they struggle with a white space between enterprises – it’s a space where documents get lost – important documents like contracts and invoices. Or where it is challenging to get leads or just to get noticed by prospective customers. Suppliers are looking for a more effective way to work with their customers.
Transcript of "Using Ariba to Strengthen Customer Relationships"