Did you know that you can radically improve your supplier onboarding rates and participation? This presentation covers the dismal enterprise onboarding numbers we routinely see today, and the cost to business. You'll learn five great ways to improve onboarding, and how the Tradeshift platform can help. Lastly, it shows how a Fortune 500 customer radically changed their supplier involvement to boost KPIs and fully reap the rewards from their technology investment.

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5 ways to accelerate supplier onboarding
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Agenda
Rachel Kuller, B.Sc., M.A.
Senior Product Marketing Manager
 Former VP of Corporate
Strategy at BlackRock, the
world’s largest asset manager
 A decade of experience
consulting to Fortune 500
technology companies
1. Introduction
2. State of supplier
participation
3. Turning it around
4. Case study
5. Q&A
@rachelkuller

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Actual supplier onboarding instructions from
one well-known e-invoicing solution
• Suppliers must purchase a minimum of 12 transactions as part of the
registration process.
• Suppliers sending data files join the network with an annual membership fee
which covers invoices to any customers on the network, and a small
transaction fee based on the number of invoices per month.
• SOLUTION X’s fees/tariffs are published on www.solutionx.com. Click on
"Register" button, then click on “Fees” on the right hand side.
And…supplier must go through a 10-step sign-up questionnaire and then wait
to be contacted prior to being able to send an invoice.

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About Tradeshift
 Our mission is to connect every business in
the world and create value for the entire
supply chain
 Flexible, open cloud platform enabling
businesses and their employees to
connect, communicate and transact
 Modern, state-of-the-art user experience
“There has been an innovation drought in the
transaction side of the supplier environment. The
Tradeshift platform changes this.
What’s more, Tradeshift will allow us to innovate and
improve collaboration and transaction efficiency across
our global supplier network without disrupting our
existing infrastructure.” - ADM

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Flexible, extensible procure-to-pay solution
TRADESHIFT PLATFORM
Document Transmission, Statuses, Messages, Integration, Security, API
Supplier
Buyer
E-Document
Exchange
CloudScan Financial Solutions
Collaborative
Workflow
Apps
Supplier
Management

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Barriers to e-invoicing adoption
Source: PayStream Advisors, 2013
Supplier participation is key to AP transformation.
25%
26%
36%
56%
Cost for suppliers
Communicating benefits with suppliers
Offering supplier easy-to-use tools
Integration with suppliers

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So, how are we all doing?
“Best-in-class” enterprises have just 40% of suppliers submitting
e-invoices, with the rest averaging a dismal 8.5%.
- Ardent Partners, 2014
Fortune 500 U.S. corporate real
estate services company with
37,000 suppliers.
# of suppliers “they”
onboarded in 3
years: 90
Fortune 500 Global apparel
company with 20,000 suppliers.
# of suppliers
“they” onboarded
in 4 years: 413

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Best practices for every situation: data management and supplier
awareness
Total unique suppliers = X - Y
Email addresses = X - Y - Z
Valid Email addresses =
W
Need to enrich current supplier master
data with valid email contact info when
W represents under 60% of supplier
base.
Total suppliers in file = X
Email
Campaigns
Direct Mail
Web
Presence
Webinars
Display
Search Engine
Mktg.
PR
Social
Make the most of modern
marketing practices and
technology
Manage your data effectively

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#1: Use paper and PDF to your advantage
#2: Seize trigger-based moments
#3: Bring in new suppliers
#4: Lure with Early Payments
#5: Enable “one-click” to connect
5 ways to get more suppliers onboarded

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#1: Use paper and PDF to your
advantage

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No matter who validates, CloudScan onboards
AP Validation
 Invoices scanned from
paper by AP
 Exceptions corrected
by AP or suppliers
Supplier Validation
 Invoices from email
attachments
 Exceptions corrected by
suppliers
Supplier invited to join
Tradeshift
Demo: CloudScan drives
onboarding

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#2: Seize trigger-based moments

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Purchase orders lead to onboarding—and
straight-through processing
• Send PO to
supplier via
Tradeshift
• Supplier
receives email
prompting to
review PO and
to send invoice

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Required changes can also become “non-
boarding”

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#3: Bring in new suppliers

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Signing up as a new supplier can be used to
drive onboarding
Demo: Supplier
Registration

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#4: Lure with Early Payments

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Use offers for dynamic discounting or supply
chain financing to drive onboarding

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#5: Enable “one-click” to connect

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Power of the network:
Tradeshift users easily connect with you
Existing
Tradeshift
User
• Easy to
connect
• No new
integration/
paperwork
• Business rules
immediately
apply
• PDF Streaming
for quick time-
to-value
Demo: connect to new
customer

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Case study: Fortune 500 global apparel company
with 20,000 suppliers
Before:
Onboarded
fewer than 100
suppliers per
year
Prior to Tradeshift With Tradeshift
High supplier fees and low supplier value Free for suppliers and high value
Inefficient call center Technology-driven
Clunky, legacy system Modern, mobile, easy-to-use
After:
Suppliers join
>12x faster

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5 ways to get more suppliers onboarded:
putting it into action today
#1: Use paper and PDF to your advantage
#2: Seize trigger-based moments
#3: Bring in new suppliers
#4: Lure with Early Payments
#5: Enable “one-click” to connect
✔
✔
✔
✔
✔

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Questions?

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5 ways to accelerate supplier onboarding