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Best Practices in Catalog Strategies

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Best Practices in Catalog Strategies

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What are the options for sellers and buyers collaborating on catalog content? Join a panel of leading sellers and buyers as they discuss their catalog strategies and preference for hosted CIF versus PunchOut catalogs. Learn how leading sellers use the Ariba Network to drive exposure of their product content to procurement organizations and individuals at their key accounts, while leading procurement organizations use online catalogs to drive up compliance to contract terms and to improve the user experience.

What are the options for sellers and buyers collaborating on catalog content? Join a panel of leading sellers and buyers as they discuss their catalog strategies and preference for hosted CIF versus PunchOut catalogs. Learn how leading sellers use the Ariba Network to drive exposure of their product content to procurement organizations and individuals at their key accounts, while leading procurement organizations use online catalogs to drive up compliance to contract terms and to improve the user experience.

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Best Practices in Catalog Strategies

  1. 1. Michiel Dorhout Mees, eBusiness Commercial Manager, Dimension Data Philip Remington, Digital Marketing & E-Commerce Manager APAC, Insight Enterprises / August 30, 2016 Best Practices in Catalog Strategies Public
  2. 2. 2Public Today’s presenters Michiel Dorhout Mees eBusiness Commercial Manager Philip Remington Digital Marketing & E-Commerce Manager APAC
  3. 3. Michiel Dorhout Mees eBusiness Commercial Manager
  4. 4. accelerate your ambition Dimension Data overview
  5. 5. Wholly-owned subsidiary of NTT Group Global footprint direct presence 58 countries Preferred partners in 100+ countries ICT provider since 1983 Our FY15 turnover is USD 7.5bn Clients include 75% of Fortune 100 & 60% of Fortune 500 Global Top Employer of 31,000+ employees Strategic partners – Cisco, EMC, Microsoft, SAP, and Deloitte Who we are Official technology partner of A.S.O., organiser of the Tour de France Title partner of Team Dimension Data for Qhubeka
  6. 6. Access (or edit) quotes we create for you View reports, ETAs and invoices Submit your PO on-line Connect via Ariba Punchout to access these functions as part of your ERP process Build your own product and services quotes using integrated vendor tools Pay by Credit Card for smaller purchases About ‘Direct’ – Dimension Data’s eBusiness Solution
  7. 7. What Ariba Punchout means for our clients For our clients • Added value to SAP Ariba solutions • Eliminate off-contract/rogue buying • Vendor specific configuration tools • Receive rich data (UNSPSC) • No re-keying of information • Reporting For Dimension Data • Customer loyalty and collaboration • We become embedded in the client’s procurement process • Streamlines accounting process For both customers and us • Accurate orders • Reduces the cost/risk of doing business • Collaboration via a single document • Fast order processing and fulfilment • Secure environment
  8. 8. Building the Ariba Punchout relationship: Value and flexibility August 2016
  9. 9. 24 Case study: Major Financial Institution with subsidiaries
  10. 10. 25 Ariba Network ANID:123456789 Our view after rollout of SAP Ariba solutions
  11. 11. 26 Client’s ultimate goal… Licensing via third party IT Service Management Products via hosted catalogues Managed and Professional Services and Products via Ariba Punchout Licensing, Managed and Professional Services and Products via Ariba Punchout Premium Products only available to certain users
  12. 12. Value Work with the client We collaborated with the client to deliver a solution that worked for them and us
  13. 13. 28 DIRECT QuoteDIRECT PO PO Customer Quote to PO Process
  14. 14. 29 DIRECTDIRECT PO PO Manual Quote to PO Process PO to Dimension Data PDF Quote to customer
  15. 15. 30 DIRECT ANID:123456789 B2BB2B DIRECT ADHOC PO PO PDF Quote to customer cXML Quote cXML PO PO routing is established Ariba Punchout is established for subsidiary
  16. 16. 31 DIRECT ANID:123456789 B2BB2B DIRECT PO PDF Quote to customer ADHOC PO cXML PO Subsidiary introduces Ariba Punchout with ‘recognised user’ access
  17. 17. 32 DIRECT CIF B2BB2B CIF DIRECT PO PO ANID:123456789 Customer requests CIF for small peripherals CIF ‘mirror’ on Direct cXML PO
  18. 18. 33 DIRECT ANID:123456789 Ariba Punchout routing is established to enable master account to Ariba Punchout CIF B2BB2B CIF DIRECT PO PO cXML PO
  19. 19. 34 DIRECT ANID:123456789 IT Service Management process is established using 3rd party system CIF CSV B2BB2B CIF CSV DIRECT PO PO cXML PO CSV Catalogue is ‘mirrored’
  20. 20. 35 DIRECT ANID:123456789 CIF CSV B2BB2B CIF CSV DIRECT PO PO cXML PO • Multiple accounts using one ANID from SAP Ariba software • Three different sources of catalogue data (Ariba Punchout, CSV, CIF) • Customised user access to content • Leverages the established processes • Number of transactions per month: 150+ (ranging from $10.00 to $10M) • Total cost to client: $0.00
  21. 21. 36 What have we learnt over the years? • We recommend Ariba Punchout over CIF files where possible • Increased price accuracy • Easier update process • Improved order accuracy • Be part of the client’s SAP Ariba solutions rollout - or soon thereafter • Simplified testing • Deliver a more customized solution • Better and earlier training opportunities • Work with the client at a strategic level, not end-users • Helps to eliminate “This-is-the-way-we’ve-always-done-it” mentality • Talk to your supplier! • How to realize the ROI
  22. 22. Philip Remington Digital Marketing & E-Commerce Manager APAC
  23. 23. Insight PresentationInsight’s Tagline Would Go Here Insight Presentation Best Practices in Catalog Strategies Phil Remington, Digital Marketing and eCommerce Manager, APAC
  24. 24. Insight Presentation Who are we?
  25. 25. Insight Presentation • 20 years’ eCommerce experience • SAP Ariba Solutions Supplier since 2001 • Over 30 ANIDs globally • SAP Ariba Solutions Ready Platinum Seller INSIGHT AND SAP ARIBA SOLUTIONS
  26. 26. Insight Presentation The importance of maintaining good data Accurate pricing and product data in catalogue Approved order is submitted to supplier with required information Supplier is able to process order without manual intervention Supplier can auto-invoice client without data mismatch
  27. 27. Insight Presentation The effect of bad data Supplier is unable to process PO; has to manually intervene and request buyer resubmission Buyer manually corrects the order and resubmits PO
  28. 28. Insight Presentation The effect of bad data Inaccurate catalogue data/ad hoc requisition Approved order is submitted to supplier Order fails on arrival at supplier, who has to manually correct PO and resubmit internally Supplier processes invoice, which is submitted to buyer Invoice data cannot be reconciled with PO data; invoice fails and must be manually processed.
  29. 29. Insight Presentation Calculation of quotation time and cost Average hourly salary of Client Services Teammate $22 Time taken to process a quote/correct a purchase order 10 mins Average cost of manual quote/order correction $3.67
  30. 30. Insight Presentation ‘The human factor’ Teammate repeatedly keys in same quotes Teammate becomes demoralised and loses focus Possibility for human error increases
  31. 31. Insight Presentation An example of learning the hard way! Global organisation, existing relationship with Insight US Catalogue expansion into 12 APAC countries Requested exact catalogue replication (000s of parts) Largely manual effort; huge potential for inconsistency
  32. 32. Insight Presentation • Changes the Buyer-Supplier conversation • Buyer can identify cost-saving potential, e.g. volume discount • Supplier can use data to cross- or upsell • Remove redundant parts, recommend replacements BENEFITS OF GOOD CATALOGUE DATA
  33. 33. Insight Presentation A quick example Major Australian bank Decentralised offshore procurement process High order volume Dual pricing model Little variation in requested products
  34. 34. Insight Presentation Result of integration More coherent procurement strategy Client was able to enforce internal processes Improved Buyer/Seller relationship Used purchasing data to cross-sell and recommend improvements
  35. 35. Insight Presentation What have we learned? • Ariba Punchout > CIF • Cost and time savings are important, but don’t forget the human factor behind it! • Collaboration on good data is key: • Reduce human intervention • Be realistic on catalogue content • Use data insights to improve purchasing strategy • Keep at it, and be vigilant! • Enforcing adherence to a buying process will often improve, not damage, a Buyer-Seller relationship
  36. 36. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 52Public Please complete session survey Locate Session Click Surveys Button Select Breakout Survey Rate Session

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