CS                                 S      Using Ariba to                                          Strengthen              ...
Inefficiencies Between Companies    Hinder Results      Sellers                                                     “The W...
Collaborative Business Commerce     Addresses These Challenges                                                            ...
Business Commerce Is an    Evolutionary Process…                                                                          ...
Business Commerce Self-Assessment:Questionnaire Completion © 2011 Ariba, Inc. All rights reserved.
Business Commerce Self-Assessment:    Results!                                                Mostly Cs:                  ...
Introductions    •   Teleflora                  Greg Peck, Senior Partnership                  Development Manager    •   ...
Building Your Ariba Business:    A Seller’s Perspective…    • On Ariba…Now What Do I Do?    • Effective Strategies    • Wo...
The Roll Family of Companies9   © 2012 Ariba, Inc. All rights reserved.
Teleflora Overview     •   Founded Lawson Products, Inc. founded in       •   Privately Held         1952     ••    3+ Bil...
What Do Ariba Buyers Want?     •      Buyers Want an Easy Solution     •      Ariba Buyers Would Only Consider            ...
One Process to Manage Floral     Gifting Spend     •      Manage “down” Corporate Gifting            Expenditures     •   ...
Teleflora - We Listened     •   Dedicated Floral Gifting Website                  PunchOut catalog                  Electr...
Building Your Ariba Business     •       Your First Steps…                       Identify the need of the buyer           ...
Introductions     •   Teleflora                   Greg Peck, Senior Partnership                   Development Manager     ...
Overview of Lawson Products, Inc.     •   Lawson Products, Inc. founded in 1952     •   Headquartered in Des Plaines, IL  ...
Lawson Products’ Approach     Dedicated E-Procurement Website     •    Supporting Business Tools and Processes     •    In...
Lawson Products – Results•    Over the last five years            Sales have increased by 359%            Relationships ha...
New Supplier on Ariba Network - Tips •   Start with the Basics       ♦      Complete your configuration on Ariba Network  ...
Best Practices for a PunchOut     Website •   Integrated Website              Minimize or eliminate frames              Do...
Best Practices for Successful         Onboarding     •    Supplier                   Standards-based approach             ...
Introductions     •   Teleflora                   Greg Peck, Senior Partnership                   Development Manager     ...
Taking Business Commerce      to the Next Level with Ariba                                        Efficiency Drivers (Cs) ...
Share This Session…NOW…from     your mobile!     •   All presentations are posted:                   Guidebook mobile app ...
Upcoming SlideShare
Loading in...5
×

Using Ariba to Strengthen Customer Relationships

645

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
645
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • 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"

    1. 1. CS S Using Ariba to Strengthen Customer Relationships A panel of leading sellers© 2012 Ariba, Inc. All rights reserved.
    2. 2. Inefficiencies Between Companies Hinder Results Sellers “The White Space” Buyers Finding Qualifying leads customers Sales / Responding to Sourcing Marketing RFIs Negotiating Getting orders Publishing Operations / catalogs Procurement Fulfillment Acknowledging orders Getting order cancellations Submitting Managing invoices Accounts Accounts Receivable / errors Getting Payable / Treasury Finance Getting paid payment status 80% of transactions completed manually – costing $650 Billion Source: Celent Communications, Basex Research- “Information Overload”2 © 2012 Ariba, Inc. All rights reserved.
    3. 3. Collaborative Business Commerce Addresses These Challenges SELLER: MARKET-TO-CASH Market Bid Sell Contract Fulfill Invoice Collect E-Marketing Online Business Better Automated Greater Early payment and exposure negotiating opportunities compliance collaboration visibility opportunities Identify Source Select Contract Procure Receipts Pay BUYER: DISCOVER-TO-PAY3 © 2012 Ariba, Inc. All rights reserved.
    4. 4. Business Commerce Is an Evolutionary Process… Innovative Expand Collaborative Collaborative Commerce Proactive Channel and Business Value Poise for Create Growth Processes, Responsive Infrastructure and Address Resources Reactive Additional One-off Comply with Requests First Customer Request Enablement Transformation Phases of Seller Evolution4 © 2012 Ariba, Inc. All rights reserved.
    5. 5. Business Commerce Self-Assessment:Questionnaire Completion © 2011 Ariba, Inc. All rights reserved.
    6. 6. Business Commerce Self-Assessment: Results! Mostly Cs: Mostly Ds: Efficiency Driver Business Commerce Innovator Cost Savings Opportunity Mostly As: Mostly Bs: Newbies Growth Driver6 © 2012 Ariba, Inc. All rights reserved. Growth Opportunity
    7. 7. Introductions • Teleflora Greg Peck, Senior Partnership Development Manager • Lawson Products Salim Lakha, E-Procurement Manager • Ariba Leah Knight, Director of Seller Product Marketing7 © 2012 Ariba, Inc. All rights reserved.
    8. 8. Building Your Ariba Business: A Seller’s Perspective… • On Ariba…Now What Do I Do? • Effective Strategies • Working with Ariba • Building Your Ariba Business8 © 2012 Ariba, Inc. All rights reserved.
    9. 9. The Roll Family of Companies9 © 2012 Ariba, Inc. All rights reserved.
    10. 10. Teleflora Overview • Founded Lawson Products, Inc. founded in • Privately Held 1952 •• 3+ Billion in Sales Headquartered in Des Plaines, IL • •• 2010 Sales of $316.8 million Publicly tradedLos Angeles, on the Based in company listed CA • World’s Largest Floral Provider: NASDAQ stock exchange (LAWS) 17,000 Florists in North America 20,000 Global Affiliate Florists • Largest Proprietary Order Routing Network • Largest E-Commerce Provider 13,000 websites • Technology: POS, CC and product sales10 © 2012 Ariba, Inc. All rights reserved.
    11. 11. What Do Ariba Buyers Want? • Buyers Want an Easy Solution • Ariba Buyers Would Only Consider Ariba Sellers • Show Me Your Catalog • Became Clear We Needed to Be “Ariba Ready” • And What Did They Ask for…?11 © 2012 Ariba, Inc. All rights reserved.
    12. 12. One Process to Manage Floral Gifting Spend • Manage “down” Corporate Gifting Expenditures • Eliminate Maverick Spending • Save Time and Money Using One Floral Gifting Catalog • Each Site Customized Price controls Authorized buyers Custom merchandising12 © 2012 Ariba, Inc. All rights reserved.
    13. 13. Teleflora - We Listened • Dedicated Floral Gifting Website PunchOut catalog Electronic Invoicing P-Cards • Benefits Consolidate corporate gifting spend Customized merchandising Spending caps Detailed billing No need to “shop around”13 © 2010 Ariba, Inc. All rights reserved.
    14. 14. Building Your Ariba Business • Your First Steps… Identify the need of the buyer Be fully aware of everything Ariba offers Engage with Ariba • The “Build”… Networking Speed dating Leverage relationships Be proactive14 © 2012 Ariba, Inc. All rights reserved.
    15. 15. Introductions • Teleflora Greg Peck, Senior Partnership Development Manager • Lawson Products Salim Lakha, E-Procurement Manager • Ariba Leah Knight, Director of Seller Product Marketing15 © 2012 Ariba, Inc. All rights reserved.
    16. 16. Overview of Lawson Products, Inc. • Lawson Products, Inc. founded in 1952 • Headquartered in Des Plaines, IL • 2010 Sales of $316.8 million • Publicly traded company listed on the NASDAQ stock exchange (LAWS) • Offering over 100,000 standard products • Serving over 160,000 customers in the industrial, commercial, institutional and government markets • Shipping 99% of all lines complete within 24 hours from several strategically located distribution centers in North America • Over 1,300 sales representatives throughout North America • ISO 9000 Registered Company • GSA Contract Holder: Schedule Contract GS-06F-0027L • Distinctions: Listed among Industrial Distribution magazine’s “Big 50” distribution companies Listed among the Selling Power® “25 Best Service Companies to Sell For”16 © 2012 Ariba, Inc. All rights reserved.
    17. 17. Lawson Products’ Approach Dedicated E-Procurement Website • Supporting Business Tools and Processes • Integration into sales ordering system - eVMI Standards-Based Technology • Fast integration • PunchOut Level II and RoundTrip • Turn-key style implementation Training & Support • “Ariba Ready” Certification (six consecutive years) • Field Sales & Customer training • Dedicated support team • Customer feedback process17 © 2012 Ariba, Inc. All rights reserved.
    18. 18. Lawson Products – Results• Over the last five years Sales have increased by 359% Relationships have increased by 62% E-Invoicing has increased from 10% to 50% 95% PunchOut catalogs (all marketplaces) are still live18 © 2012 Ariba, Inc. All rights reserved.
    19. 19. New Supplier on Ariba Network - Tips • Start with the Basics ♦ Complete your configuration on Ariba Network ♦ Set relationships to “Automatic” ♦ Set up multiple users and assign roles • Use Available Resources on Ariba Network ♦ View “getting started” videos and demos ♦ Download guides and samples • Catalog Setup ♦ Set up a basic Excel catalog to validate ♦ Use guidelines from cXML guide • Purchase Orders ♦ Receive orders via traditional means if necessary (email, EDI, etc.) • Electronic Invoices ♦ Use “PO Flip” option19 © 2012 Ariba, Inc. All rights reserved.
    20. 20. Best Practices for a PunchOut Website • Integrated Website Minimize or eliminate frames Do not open links in new pages Close transaction after every session Separate E-Procurement Logic • Dedicated E-Procurement Website Keep it B2B focused – shed the extras Leverage components of existing website (search, product pages, etc.) Consistent look and feel20 © 2012 Ariba, Inc. All rights reserved.
    21. 21. Best Practices for Successful Onboarding • Supplier Standards-based approach Use business tools to on board customers Provide training for both buyers and sales reps Feedback from customer for continuous improvement • Customer Work with “Ariba Ready” Suppliers Engage suppliers in internal rollouts Mandate use of authorized vendors to drive compliance21 © 2012 Ariba, Inc. All rights reserved.
    22. 22. Introductions • Teleflora Greg Peck, Senior Partnership Development Manager • Lawson Products Salim Lakha, E-Procurement Manager • Ariba Leah Knight, Director of Seller Product Marketing22 © 2012 Ariba, Inc. All rights reserved.
    23. 23. Taking Business Commerce to the Next Level with Ariba Efficiency Drivers (Cs) Business Commerce Innovators (Ds) • Ariba Ready Programs • Blackbook Consultation • Ariba Ready Platinum • Seller Consulting Services • Blackbook Consultation • Ariba Discovery Advantage • Ariba LIVE Sponsorship Cost Savings Opportunity and Advantage Plus • Active Ariba Discovery Usage • Ariba LIVE Attendance • Early payment options Newbies (As) Growth Drivers (Bs) • Ariba Discovery Profile • Ariba Ready Programs • Ariba Network Account • Ariba LIVE Sponsorship • Ariba LIVE Attendance and Attendance • Early Payment Options • Ariba Discovery Advantage and Advantage Plus23 © 2012 Ariba, Inc. All rights reserved. Growth Opportunity
    24. 24. Share This Session…NOW…from your mobile! • All presentations are posted: Guidebook mobile app – Search Apple or Android app store for Guidebook – Enter code “collabor8” Or at Slideshare.net/Ariba • Share via email or social media **Come back soon – we are syncing #AribaLIVE audio and video interviews to the presentations**24 © 2012 Ariba, Inc. All rights reserved.

    ×