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Better business commerce thru collaboration


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Better business commerce thru collaboration

  1. 1. Better Business Commercethrough Collaboration: LeadingSellers Share the Secrets toAccelerating Sales OnlineA Panel Discussion
  2. 2. Introductions • Schweitzer Fachinformationen Alexander Graff, Head of Corporate Business • Questions2 © 2012 Ariba, Inc. All rights reserved.
  3. 3. Seller Perspective: Impact of Online Channels and eCommerce Has the online channel changed Has it changed the skill sets the way you sell? you look for in a sales professional? (% answering Yes) (% answering Yes) 80.0% 80.0% 70.0% 70.0% 60.0% 60.0% 50.0% 50.0% 40.0% 40.0% 30.0% 30.0% 20.0% 20.0% 10.0% 10.0% 0.0% 0.0% Best-in- All Others Best-in- All Others Class* Class* *Segmentation driven by • Revenues derived through online channels • Self-reported sophisticationN=26 © 2010 Ariba, Inc. All rights reserved.
  4. 4. Great Results! What Benefits Are you Gaining from eCommerce and Online Channels?Best-in-Class Sellers Increased revenue from new customers• Gain an average of Increased revenue from 36.6% increased sales existing customers in new accounts Increased retention rates• Gain 39.8% increase in existing accounts Greater sales/account management productivity• Increase retention rates by 48% Greater customer satisfaction Better differentiation of your products/services offering 0.0% 20.0% 40.0% 60.0% 80.0% Best-in-Class All OthersN=251 © 2010 Ariba, Inc. All rights reserved.
  5. 5. Business Commerce Is anEvolutionary Process… Innovative Expand CollaborativeCollaborative 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 Evolution © 2011 Ariba, Inc. All rights reserved.
  6. 6. Business Commerce Maturity Model Mostly C’s: Mostly D’s: Efficiency Driver Business Commerce InnovatorCost Savings Opportunity Established processes: Aggressively Expanding: Has established internal Committed to growth of eCommerce processes and infrastructure as a channel, and encourages to provide programmatic support customers to adopt. Mostly A’s: Mostly B’s: Newbies Growth Driver Engages in Reactionary Mode: Engages as one-off projects: Complying with a customer Engaging in eCommerce but request or competitive pressure mostly as separate projects © 2011 Ariba, Inc. All rights reserved. Growth Opportunity