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CC                                          Five Steps to Better                                          Trading Partner ...
Inefficiencies Between Companies    Hinder Results      Sellers                                                     “The W...
Collaborative Business Commerce     Addresses These Challenges                                                            ...
Collaborative Business Commerce    Provides Value to Sellers and Buyers                                 Seller Value      ...
Ariba Can Help Your Collaborative    Business Commerce Evolution                                                          ...
Introductions                          •       Petra Burssens                                              Head of Global ...
About Merck Millipore    As a division of Merck KGaA of Germany, Merck Millipore offers a broad spectrum of    proven tool...
About Merck Millipore                                  Industry Sector   Life Science Tools    Merck Millipore Credentials...
eProcurement Components    Catalogue                                 ePO                 eInvoice                         ...
A Dedicated Approach                              Customer                             Relationship                       ...
Results*                                      (5-year period)     •       32 active customers on Ariba today              ...
Desired Solutions     “One-platform Approach“     •       PunchOut               •real-time pricing/availability          ...
Our Business Commerce Management     Evolution and Roadmap – NEED TO FILL     IN DETAILS for Millipore                    ...
Best Practice - Lessons Learned     •       eProcurement needs DEDICATION+ OWNERSHIP!                      100% FTE in Sal...
What´s NEXT?     •   Combined eProcurement offering:                   Expand current MP components to Merck/EMD customers...
Introductions                           •       Petra Burssens                                               Head of Globa...
Overview of Computacenter                • Technology Solutions & Systems integration  What we do    • Multi-year outsourc...
eCommerce at Computacenter•    65% orders through eCommerce routes•    Standalone Webshop, Punchout, eOrdering, eInvoicing...
Our Business Commerce Management             Evolution and Roadmap                                                        ...
Industrialise....                                         to Customise                             Cost              Conti...
eCommerce in the Shared Service     Factory at Computacenter                                                              ...
5 Key Points to Help Industrialise •   Give integration to the business •   Make integration a repeatable solution •   Use...
Customising! Removing time and complication in setup allows more time to innovate and add value23   © 2012 Ariba, Inc. All...
5 Key Points to Help Customise •   Consumerise customer journey •   Understand your users’ product knowledge •   Collect c...
How This Helps Customer Agenda                                               More time for strategic procurement         ...
Thank you!26   © 2012 Ariba, Inc. All rights reserved.
Share This Session…NOW…from     your mobile!     •   All presentations are posted:                   Guidebook mobile app ...
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Best Practices in Trading Partner Collaboration

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Best Practices in Trading Partner Collaboration

  1. 1. CC Five Steps to Better Trading Partner Collaboration A panel of thought leaders: • Petra Burssens, Head of Global eProcurement, Merck Millipore • Sam Purches, Principal e-Business Development Consultant, Computacenter© 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 RFI’s 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. Collaborative Business Commerce Provides Value to Sellers and Buyers Seller Value Buyer Value Faster AR Processing Sales Total Increased Sourcing Req Invoice Compliance WCM & Total Payment Process Orders & Savings Revenues to Process Discount Savings Mktg PO 15-20% 60-75% 5-32% 3-9% $3-20 1-8% Improvement Process Revenue Process Savings/ Spend Savings Increase Savings Document Savings Increased visibility across the entire value chain4 © 2012 Ariba, Inc. All rights reserved.
  5. 5. Ariba Can Help Your Collaborative Business Commerce Evolution Innovating Collaboration as a strategic Collaborative Commerce Extending mandate Business Value Establishing repeatable Growing processes while expanding the footprint across Expanding into geographies, Exploring additional processes, process and/or business units, Just getting segments of trading partners started trading partners Enablement Transformation5 © 2012 Ariba, Inc. All rights reserved. Phases of Buyer and/or Seller Evolution
  6. 6. Introductions • Petra Burssens Head of Global eProcurement • Sam Purches Principal e-Business Development Consultant6 © 2012 Ariba, Inc. All rights reserved.
  7. 7. About Merck Millipore As a division of Merck KGaA of Germany, Merck Millipore offers a broad spectrum of proven tools and technologies, together with performance solutions innovations, dedicated to helping our customers succeed in the research, development and production of biotechnology and pharmaceutical drug therapies.7 © 2012 Ariba, Inc. All rights reserved.
  8. 8. About Merck Millipore Industry Sector Life Science Tools Merck Millipore Credentials North Number of America ~ 10,000 Employees Employees 27% Europe Revenues 38% 2.393 million € 2011 Number of > 40,000 products Products Latin America Number of 8% > 1 million Customers Asia, Afric a, Australi Number of a 67 Countries 27% Countries8 © 2012 Ariba, Inc. All rights reserved.
  9. 9. eProcurement Components Catalogue ePO eInvoice • Direct • Direct (cXML) • Static/hosted • Via Third Party • Via Third Party • Punch-out9 © 2012 Ariba, Inc. All rights reserved.
  10. 10. A Dedicated Approach Customer Relationship Support Team Team eProcurement qualify/drive/complete is build/maintain/troubleshoot distributed over all geographies GLOBAL • Business Development Manager • Management of hosted catalogues Market analysisper geography Prospecting Relationship Mmgt. • PunchOut setup/testing – Customer visits – Sales trainings • eConnection setup/testing • Project Manager KEY CONTACT • IT-Support Driving projects to completion Relationship Mmgt. • development work – Platform provider • Process Optimization and requires 100% DEDICATION 10 © 2012 Ariba, Inc. All rights reserved.
  11. 11. Results* (5-year period) • 32 active customers on Ariba today Up from 24 in 2007 • 73% overall growth • 9 accounts > 100% in transaction value • 84% of cXML/punch-out adaption rate • 213% growth in invoice volume representing a 183% increase in invoice value *Merck Millipore only11 © 2012 Ariba, Inc. All rights reserved.
  12. 12. Desired Solutions “One-platform Approach“ • PunchOut •real-time pricing/availability •No product comparison between •full breath of technical information diff. suppliers •personalization •diff. user experience • Static/Hosted •easy solution for small+static portfolios •maintenance intensive •adding of internal information •risk to be outdated soon12 © 2012 Ariba, Inc. All rights reserved.
  13. 13. Our Business Commerce Management Evolution and Roadmap – NEED TO FILL IN DETAILS for Millipore Innovative • Strategic approach to new Collaborative Commerce Proactive opportunities • P2P Council Business Value • Internal evaluating new This slide will be update prior to AribaLive Barcelona transformation opportunities reflecting globally (e.g., Responsive lessons learned dynamic • Move to majority • Internal buyer discounting, of electronic training and invoice receipt orders knowledge date) Reactive • Develop suite of transfer • Invoices and options (paper, orders (many P-Card, EDI, manual) Ariba) • A few EDI suppliers • Move to Ariba Enablement Transformation13 © 2012 Ariba, Inc. All rights reserved. Phases of Merck Millipore Evolution
  14. 14. Best Practice - Lessons Learned • eProcurement needs DEDICATION+ OWNERSHIP! 100% FTE in Sales and Support • Project Managers are KEY! One single point of contact • eProcurement is TEAMWORK! Alignment of Customer and Supplier side • Every customer is UNIQUE! Listen to determine best solution for both parties • NO bits and pieces! Structured Approach starting with the Catalog component14 © 2012 Ariba, Inc. All rights reserved.
  15. 15. What´s NEXT? • Combined eProcurement offering: Expand current MP components to Merck/EMD customers Enlarge ePro customer base (ASPAC, etc.) • eInvoicing-Focus 2012: Process Excellence project to optimize current process15 © 2012 Ariba, Inc. All rights reserved.
  16. 16. Introductions • Petra Burssens Head of Global eProcurement • Sam Purches Principal e-Business Development Consultant16 © 2012 Ariba, Inc. All rights reserved.
  17. 17. Overview of Computacenter • Technology Solutions & Systems integration What we do • Multi-year outsourcing service arrangements • Supply of hardware and software technologies Market • Medium - large private sector companies segments • Public sector Financials £2.85bn Revenue 2011 £74.3m Profit before tax UK Partners Germany Benelux France Spain South Africa Global coverage Malaysia
  18. 18. eCommerce at Computacenter• 65% orders through eCommerce routes• Standalone Webshop, Punchout, eOrdering, eInvoicing and Request Management capabilities• Working with Ariba since 2001• $160M yearly transactions through Ariba18 © 2012 Ariba, Inc. All rights reserved.
  19. 19. Our Business Commerce Management Evolution and Roadmap Innovative • Focus on consultancy to add value toCollaborative Commerce Proactive customer journey Business Value • Group Platform • Implementation (DE/GB/FR) by business in • Multilingual & Sales cycle Multicurrency Responsive • Non cXML • Fully automated • cXML Punchout solutions internal process offered developed can be controlled • cXML/EDI • OCI Punchout per customer Reactive offered by ordering on • Marketplace • eOrders still repeatable business collaboration manually platform • Invoicing via checked • Still require IS for cXML made • Each solution implementation repeatable bespoke • OB10 Invoicing • Move to Ariba Enablement Transformation 19 © 2012 Ariba, Inc. All rights reserved. Phases of Computacenter’s Evolution
  20. 20. Industrialise.... to Customise Cost Continuous Risk Reduction Improvement / Avoidance Innovation20 © 2012 Ariba, Inc. All rights reserved.
  21. 21. eCommerce in the Shared Service Factory at Computacenter • Punchout (cXML and OCI) • Pre Sales consultancy and demonstrations • Electronic Ordering • eCommerce Workshops BTO Integration • Electronic Invoicing • Standard Connect • Complex Connect • Service Improvement Webshop • Connectplus Consultancy21 © 2012 Ariba, Inc. All rights reserved. 21
  22. 22. 5 Key Points to Help Industrialise • Give integration to the business • Make integration a repeatable solution • Use industry standards wherever possible • Get a BTO take on document in place • Make sure internal benefits are clear22 © 2012 Ariba, Inc. All rights reserved.
  23. 23. Customising! Removing time and complication in setup allows more time to innovate and add value23 © 2012 Ariba, Inc. All rights reserved.
  24. 24. 5 Key Points to Help Customise • Consumerise customer journey • Understand your users’ product knowledge • Collect customer satisfaction data • Design dynamic custom content to reduce maintenance • Get talking! Build a relationship with your customer to help innovate24 © 2012 Ariba, Inc. All rights reserved.
  25. 25. How This Helps Customer Agenda More time for strategic procurement Cost Reduction Improving customer satisfaction Continuous Improvement / Innovation Risk Avoidance Correct items procured25 © 2012 Ariba, Inc. All rights reserved.
  26. 26. Thank you!26 © 2012 Ariba, Inc. All rights reserved.
  27. 27. 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**27 © 2012 Ariba, Inc. All rights reserved.

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