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What Buyers Are Looking for in Spot Quote Responses

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Have you wondered why you’re not getting the results from Ariba Discovery that you’d like? This session will cover what buyers are looking for in a Seller Commerce Cloud Profile to help you get ...

Have you wondered why you’re not getting the results from Ariba Discovery that you’d like? This session will cover what buyers are looking for in a Seller Commerce Cloud Profile to help you get invited to spot buy events targeted to what you can provide! A panel of successful Discovery Sellers will discuss the importance of their profile and how to best respond to buyer spot buy postings.

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  • Is a Chilean Company founded in 2008Headquarters in Santiago, Chile; with offices in Antofagasta (Chile), Miami (U.S.A.) and Branch offices in Madrid (Spain) and Munich (Germany)Created to provide solutions to the mining industry in supplies procurement and logisticsThe services we provide are divided into two business areas, these are parts supply, pieces and components for the mining industry and supplies for mining camps (Both OEM)eCommerce: Our company makes 80% of its operations through the Qmarket platform
  • What information do you find most important to potential buyers?The whole purchase historyExpanding the supply marketReduction of administrative costs of the buying processAllows to better evaluate offersSpot vs. Planning. Planning requirements with a bigger package offer allows vendors to get better prices and benefits to reduce logistics costs. More parts of the requirements are emergencies and require air freight transports.
  • During these years working with Ariba the growth of our company has been due to good practices, transparency and efficiency of our servicesWe encourage new companies entering this eCommerce system to follow these policies
  • Well 5 years ago I didn’t even who I was and the path I was taking. So, I was deciding weather to get a job or do what I love, start a multimedia company. Now today here I am Keerthika Nagarajan the CEO and Manager at Delta Multimedia Services. Delta Multimedia Services specializes in web design, maintenance, SEO, printing, audio video, & wholesale retail services. By the way reach out to me if you need any of our services. We believe ecommerce is the way to go to promote our business on the national level and to slowly expand internationally.
  • This is when we stumbled upon Discovery, when we were bidding for a government contract. Initially we were looking only into proposals on the site. And then we stumbled upon the other bidding options and leads available to us on Discovery, which led us to a more organized world of bidding.
  • This is a graph of our bid win rate. As you can see in the beginning we were winning five percent of bids, so we wanted learn a better way to win more. Slowly we increased our research of products & increased the consistency of bidding and started winning 30% of bids. As we proceeded we created an open communication with our buyers giving them multiple means to contact us either through email or phone whichever was easier for them.There were times we had to take losses due to excessive demand for the products which drove up the price, however that loss was acceptable to keep our customers confidence and have the customers return to us in the future. As a part of management I am very proud at our success in this area, especially with Delta Multimedia Services being a smaller company & watching it grow from ground up is fulfilling.
  • When we began bidding, we started with government bids and most of the time we had to write everything by hand. In this day and age when you can basically create a document on you phone, this was a really tedious task. And that’s where Discovery came in. The proposals section made it easier for us cause of the organization of the section and the access to various bid opportunities. The leads section is useful because it takes into account the services we provide and matches the it accurately with the leads it generates for us.At DMS we go into our seller profile and update it once, sometimes twice a month. We constantly make sure the commodities and sales territories are up to date. I believe most potential buyers look at our certifications, sales territories and commodities on Discovery. The one thing I personally would like to see, is an increase in leads for suppliers.
  • So as we have journeyed on this path and found Discovery, we learned that consistency is key for us as a supplier. When you go on Discovery make sure you’re checking leads at least four times a week and not once a month. Winning a buyers confidence is essential to getting referrals. So a happy customer makes a happy supplier.So, when you make yourself available to customers make sure you are available either through phone or email and respond in a timely fashion. Not two days after a call or email. We all have busy schedules, but as a rule of thumb at our company we make it a point to get back to a potential buyer within an hour of them contacting us. As we all know the first impression is the best impression.
  • Focus on how this aligns to profile development and ANID decisions, etc.
  • Goal: to create a dialog.
  • [Talk track:] Performance Fibers creates fibers, fabrics and finishes for a distinguished roster of customers across a diverse group of industries. Our locations in North America, Europe and Asia provide our customers everywhere in the world with local support and global resources. Revenues - $800MPerformance Fibers:mashup w/BW80 users, multiple continents, US, Europe, Asia, Mexico$800M in revenue annually, fibers for conveyor belts, belting in tires -> supply 3 major tire manufacturersOppty, contact, leads, accounts, will roll-out campaigns in future -> use a little bit of Feed (rolling out in phases)Had SFDC for 3 years (had a lot of capabilities that weren't used) -> perception was they had underutilized solution, paying a lot of money but getting little value. Tracked # of users who logged in, # of leads created, # of activities, etc, only 1/2 of licensed users were using it. -> SFDC was standalone, not integrated into BW and thus didn't have good data.  BW provides: Invoice, orders, AOP, forecast, YTD sales-> tracking actuals vs. plan for organization globallyCross-geo sales teams work together to support a given customer -> customer/contact Also with SAP Cloud for Sales, they're going to build a dashboard with metrics which will be reviewed in sales meetings to get Sales to start using the system plus mobile will improve adoptionOutlook integration - using now and didn't have with SFDCHad only free version of SFDC mobile, which was very light -> mobile functionality that comes with SAP Cloud for Sales is definitely a draw, very useful for teamDemo impressive to sales executives, also weren't using mobile functionality and would like to have thisSAP Cloud for Sales more cost-effectiveWanted to create a global sales portal through SAP Cloud for Sales, re-design how sales people use SFAImplemented standalone tenent in 4 weeks, plus 3-4 weeks for integration, 8-10 weeks total expected

What Buyers Are Looking for in Spot Quote Responses What Buyers Are Looking for in Spot Quote Responses Presentation Transcript

  • #AribaLIVE What Buyers Are Looking for in Spot Quote Responses Cal Miller, Vice President, Business Development, Blue Marble Media, Inc. Erwin Fritz, Manager Support Division, Triple C International Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services Jaime Castro, eBusiness Manager, Finning South América © 2014 Ariba – an SAP company. All rights reserved. @ariba
  • WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Cal Miller, Vice President, Business Development, Blue Marble Media, Inc. © 2014 Ariba – an SAP company. All rights reserved.2
  • © 2014 Ariba – an SAP company. All rights reserved.
  • New Business Development Options • Cold calls • Govt & industry purchasing organizations (pay membership fees) • Biz–Dev outsourcing services / independent sales reps • Buying mailing lists & email lists • RFPs / RFIs (need to be invited) • Network events • And there is Ariba Discovery... © 2014 Ariba – an SAP company. All rights reserved.4 (We’ve all tried most of these)
  • Cost to Develop New Business • Time / in-house resources / outside resources • Travel / out-of-pocket money • Wasted efforts on unqualified prospects • Coordination of email, snail mail, calls, tradeshows, etc. • Webinar sponsorships • Sales consultants © 2014 Ariba – an SAP company. All rights reserved.5 We all know the REAL cost is more than budgeted, so here are some common (and often ineffective) uses of marketing money.
  • © 2014 Ariba – an SAP company. All rights reserved. Is there a better way? Is there an option that makes business sense & can net a measurable ROI? Yes... Ariba Discovery. And it really works.
  • Benefits of Ariba Discovery • Time saved, efficient, professional, good value and access to large companies • The best benefit...long-term plan strategy / building blocks approach / cost management and savings • “Good House Keeping Seal” for large companies © 2014 Ariba – an SAP company. All rights reserved.7 The best reason for sellers to use Discovery is that it is a practical and cost-efficient marketing strategy for long term… it really makes sense
  • Navigating the Network • Your Profile / References / Attachments • Responding to an introduction request – do‘s & don‘ts • Managing your account • Getting help – lots of support to assist you! © 2014 Ariba – an SAP company. All rights reserved.8 To make Ariba Discovery work, you have to do your part ... it is not a magic genie that just brings in revenue ... it’s a collaborative solution
  • Make a Plan • Develop your messages (high level and strategic) • Organize your message support docs • Follow up! © 2014 Ariba – an SAP company. All rights reserved.9 So how does Ariba Discovery work for Sellers? What about a single “Spot Buy” scenario?
  • QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.10
  • #AribaLIVE Triple C International Erwin Fritz, Manager Support Division March 18th © 2014 Ariba – an SAP company. All rights reserved. @ariba
  • Erwin Fritz, Manager Support Division © 2014 Ariba – an SAP company. All rights reserved.12 WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES
  • Triple C International © 2014 Ariba – an SAP company. All rights reserved.13 Chilean company founded in 2008 Created to provide solutions to the mining industry in supplies procurement and logistics Services Parts supply, pieces and components for the mining industry (OEM) Supplies for mining camps (OEM)
  • Process Chart © 2014 Ariba – an SAP company. All rights reserved.14 ARIBASELL Parts Supplier and Specialized Purchasing end-to-end e-Commerce purchase platform Client: Has Assets that Need Parts User: Mine Site Final (Assets) Customer who needs solutions Buyer: Purchase Agent BUY
  • Why the Company Began with QMarket • Our clients had implemented their purchase system with Qmarket and our bases where designed to work in e-Commerce • Initial Supplier Mindset: was to work with Qmarket to grow and serve our Clients in a more efficient way • The Supplier can have access to more business opportunities (Plant, Camps, Mine) © 2014 Ariba – an SAP company. All rights reserved.15
  • Company Growth Since 2008 © 2014 Ariba – an SAP company. All rights reserved.16 2008 2009 2010 2011 2012 2013 320% 178% 27% 5% Triple C International (US$ Sales) 163%
  • Qmarket Features — Most Useful • Efficient relationship between Buyer and Supplier — decreases process requirement time • Ensures transparency in the Sourcing processes • Full time transactions, 365 days a year independent of geography, language or currency • Ability to communicate technical questions and receive responses through the system © 2014 Ariba – an SAP company. All rights reserved.17
  • Qmarket Features — Most Important © 2014 Ariba – an SAP company. All rights reserved.18 • The whole purchase history • Expansion of the supply market • Administrative cost reduction in the buying process • Better evaluation of offers • Spot vs. Planning
  • Qmarket Features — What’s Missing • One platform to manage requirements and purchase orders (now, there are two platforms) • Buyer should be required to provide a complete description of the part/equipment as a quote requirement: © 2014 Ariba – an SAP company. All rights reserved.19 Manufacture name Model number Serial number Equipment model compatibility
  • • Support request should addressed before tender closes: If the supplier ask for support we need a feedback before closed the tender time • Short time to reply for quotation • Buyers must know holidays outside of the country when request for quotation • More part of the requirements are Spot and Critical. If we change to Planning needs, the Benefits are: Cost reductions and good Demarche Qmarket Features — What’s Challenging © 2014 Ariba – an SAP company. All rights reserved.20
  • Lessons Learned © 2014 Ariba – an SAP company. All rights reserved.21 Good Practices Transparency Efficiency of our services
  • Recommendations © 2014 Ariba – an SAP company. All rights reserved.22 • Buyers under Category Manager Discipline: Electrical, Mechanical and Instrumentation for Mine and Plant will improve the purchase demarche • To share estimation of the demand for the next year, so the buyer can create a strategy to reach competitive prices • Acknowledgement of the Lost Opportunities of tenders, e.g., LT or Price • Recognition of the Supplier with loyal purchases and help to expand the business with more clients
  • QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.23
  • #AribaLIVE What Buyers Are Looking For Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services March 18, 2014 © 2014 Ariba – an SAP company. All rights reserved. @ariba
  • WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services © 2014 Ariba – an SAP company. All rights reserved.25
  • Who Is Delta Multimedia Services? • Specialize in web design, maintenance, SEO, printing, audio video, & retail services • Ecommerce — national and international © 2014 Ariba – an SAP company. All rights reserved.26
  • Ariba Discovery © 2014 Ariba – an SAP company. All rights reserved.27
  • Results © 2014 Ariba – an SAP company. All rights reserved.28 2012 20% 60% 5% 2013 %Increase 40% Dec Feb Apr Jun Aug Oct • Research of products • Increased consistency of bidding 0%
  • Ariba Discovery Features © 2014 Ariba – an SAP company. All rights reserved.29 Proposals Leads Beginning With Discovery Potential Buyers Certifications Sales Territories Commodities
  • Lessons Learned © 2014 Ariba – an SAP company. All rights reserved.30 Response TimeCheck Leads
  • QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.31
  • #AribaLIVE What Buyers Are Looking for in Spot Quote Responses Johann Wrede, Senior Director, Product Marketing, SAP © 2014 Ariba – an SAP company. All rights reserved. @ariba
  • WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Johann Wrede, Senior Director, Product Marketing, SAP © 2014 Ariba – an SAP company. All rights reserved.33
  • of the buying process is completed before a first interaction with sales. 57% SOURCE - CORPORATE EXECUTIVE BOARD © 2014 Ariba – an SAP company. All rights reserved.34
  • TO BE IN THE GAME Front Office EFFICIENCY INTERNAL FOCUS Inside - Out TO WIN THE GAME Front Office EFFECTIVENESS CUSTOMER FOCUS Inside - Out TO CHANGE THE GAME Customer EXPERIENCE CUSTOMER ENGAGEMENT FOCUS ON 1:1 Outside - In STRATEGICTACTICAL CRM has evolved. © 2014 Ariba – an SAP company. All rights reserved.35
  • • Drive operational excellence • Empower employees & partners • Deliver on your promises EXECUTION INSIGHT • Understand customers • Identify opportunities • Predict their needs & behavior EXPERIENCE Interact with customers 1:1 in the moment when it matters across channels & touch points Turning insight into action. © 2014 Ariba – an SAP company. All rights reserved.36
  • To engage buyers like never before. Be strategic to reach your audience. Collaborate for speed and quality. Deliver a great experience. © 2014 Ariba – an SAP company. All rights reserved.37
  • Be strategic to engage your audience. • MINE YOUR CUSTOMER DATA Accelerate discovery of new insights and anticipate customer behaviors. • GET THE BIG PICTURE Understand the ‗voice of the market‘ with social, reviews, news, and other sources. • TRACK THE COMPETITION Understand successes and failures, what your competitors are doing – and how to win. © 2014 Ariba – an SAP company. All rights reserved.38
  • Collaborate for speed and quality. • LEVERAGE COLLECTIVE WISDOM Be social and quickly collaborate in the context of business processes across your enterprise. • SHARE DOCUMENTS Work as a team to create, maintain, and share the supporting documents that help win business. • PRESERVE THE PAST Get conversations out of email and into a searchable knowledgebase. © 2014 Ariba – an SAP company. All rights reserved.39
  • Deliver a great experience. • KNOW YOUR CUSTOMER Build a complete profile of your customer, and make each interaction personalized and a value- add for them. • MAKE WINNING REPEATABLE Define and reinforce your sales methodology and recommend activities. • BE RESPONSIVE Never again say, ―I‘ll get back to you‖ with information at your fingertips anywhere, anytime. © 2014 Ariba – an SAP company. All rights reserved.40
  • BENEFITS • Improved sales effectiveness • Increased user adoption • Full productivity on the road SOLUTION • SAP Cloud for Sales OBJECTIVES • Provide a 360 degree view of accounts • Bring a fresh approach to account and sales management © 2014 Ariba – an SAP company. All rights reserved.41 At a Glance
  • WEB MOBILE EMAIL CALL CENTER MARKET PLACE INTERNET OF THINGS CONTACT CENTER POS MARKETING CHANNELS DIGITAL GOODS SOCIAL INDUSTRIES SALES SERVICE MARKETING COMMERCE SOCIAL PREDICTIVE ANALYTICS HANA AS A PLATFORM With Customer Engagement Solutions from SAP © 2014 Ariba – an SAP company. All rights reserved.42
  • QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.43
  • THANK YOU © 2014 Ariba – an SAP company. All rights reserved.44