Buyer Seller Matchmaking for Better Business Commerce


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Buyer Seller Matchmaking for Better Business Commerce

  1. 1. B Buyer-Seller Matchmaking for Better Business Commerce Moderated by Chris Wang, Director of Marketing, Ariba Discovery Las Vegas, April 12, 2012© 2012 Ariba, Inc. All rights reserved.
  2. 2. Agenda • Ariba Discovery Overview • Panel Introduction • Best Practice Sharing • Summary • Q&A2 © 2012 Ariba, Inc. All rights reserved.
  3. 3. What Is Ariba Discovery? • The premier service for matching business buyers and sellers globally Over 700K buyers and sellers More than 20K categories Over 190 countries Innovative matching engine Advanced collaboration capabilities Rich seller profiles and lead management tools Over $1.5B USD in business opportunities More than 30K green and diverse sellers3 © 2012 Ariba, Inc. All rights reserved.
  4. 4. More Value for Buyers and Sellers BUYER VALUE SELLER VALUE • Achieve incremental savings of 15% • Tap into over 3B USD buying volume right in Discovery • Reduce costs up to 75% for seller identification and qualification • Maintain high visibility in front of real decision-makers, with budget and • Save up to 90% of time for seller ready to buy identification and qualification • Cost-effective lead source versus • Make better, more informed seller traditional methods selection decisions • New sales channel, comprising 15-50+% of revenue for many sellers4 © 2012 Ariba, Inc. All rights reserved.
  5. 5. Introducing Our Panel Tom Greco Vice President, Operations .d Brian Bender, Sr. Director, Global Purchasing Kevin Govin, CEO Karen Sherrill, Sr. Commodity Manager, Indirect Products and Services5 © 2012 Ariba, Inc. All rights reserved.
  6. 6. Overview • Supplier Discovery and Product Sourcing with a Focus on Direct Spend & MRO Industrial Components, Material Handling Equipment, Plant & Process Equipment, Laboratory Equipment, Electrical Components, Custom Manufacturers and more…. • Supplier Directory with Over 600,000 Suppliers Classified under 67,000 product categories and 19,000+ UNSPS Commodity Codes Selectable by location, ownership type, certification and more Comprehensive Company Profiles6 © 2012 Ariba, Inc. All rights reserved.
  7. 7. Overview • Product Sourcing Find detailed product information from over 30,000 suppliers 100 million+ parts, components, materials and more Specify products by attribute, dimension or weight, construction, material, intended application and more Search by Part Number • Visit us at ariba.thomasnet.com7 © 2012 Ariba, Inc. All rights reserved.
  8. 8. and Ariba Discovery •‟s network of suppliers will be added to Ariba Discovery Expands the suppliers available via Ariba Discovery in the Direct Spend & MRO areas • Postings for commodities covered by will be matched to network suppliers Matching will be performed by staff application engineers and content specialists staff will be reaching out to suppliers to ensure postings receive responses8 © 2012 Ariba, Inc. All rights reserved.
  9. 9. Organization J.M. Huber Corporation • dd Huber Engineered Woods Huber Engineered CP Kelco Materials Flame Calcium Retardants Carbonate Food-gums Bio-gums Nutritional Precipitated CMC Supplements Silica PURCHASING RESPONSIBILITY9 © 2012 Ariba, Inc. All rights reserved.
  10. 10. J.M. Huber & Its Challenges • Enhances the performance of consumer industrial products with application support across a variety of industries • Challenges Complicated sourcing process across a broad range of products – 8 different businesses, 27 process manufacturing plants Managing spend across 5 continents in direct & indirect categories: – FY 2011 spend = $840 million Manage large capital goods & services: – FY 2011 = $86M Manage MRO & plant services: – FY 2011 = $45 million Center led with decentralized execution at the plant level – Plant buys focused on local sellers – Multiple ERP applications10 © 2012 Ariba, Inc. All rights reserved.
  11. 11. J.M. Huber & Ariba Discovery • Uses Ariba Discovery to easily find sellers for a broad range of products across manufacturing footprint • Discovery Results: Receives multiple competitive offers on a single platform Provides easy access for lower dollar „Spot Buys‟ Expands number of potential sellers quickly Lowers sourcing & delivery lead time from several weeks down to sometimes days Best used for standard „commodity‟ grade equipment vs. specialty Provides easy platform ability for market tests Alleviates local capacity issues and enhances productivity of plant and category buyers Quickly conducts market research and seller identification in new markets11 © 2012 Ariba, Inc. All rights reserved.
  12. 12. MarkMaster and Its Challenges • Minority-owned manufacturer of marking and identification products, e.g. badges, stamps, and signs • Challenges Competing in a shrinking industry, both in the U.S. and abroad Conducting cost-effective timed outreach while customers have constant need for supplies Building strong, long-lasting relationships with large companies Presenting a small company as a reliable business partner on par with large companies12 © 2012 Ariba, Inc. All rights reserved.
  13. 13. MarkMaster and Ariba Discovery • Ariba Discovery offers a quick and easy way to identify business opportunities with Global 2000 companies • Leverages Ariba Network and Ariba Ready Silver designation to build credibility with prospects • Results Reduced RFQ response time to two days Grew sales volume 250% over the last 11 years Was discovered by a large bank Allows to service nine of the top 10 banks and eight of the top 10 insurance companies13 © 2012 Ariba, Inc. All rights reserved.
  14. 14. OSU and Its Challenges • One of the largest and most diverse academic medical centers in the country • Challenges Extremely paper- and tech support-intensive bidding process Limited collaboration and visibility into sourcing projects State requirement to issue public bid notifications, but limited ability to reach 5K sellers in its database14 © 2012 Ariba, Inc. All rights reserved.
  15. 15. OSU and Ariba Discovery • Easily integrates with Ariba Sourcing and Ariba Contract Management • Uses Ariba Discovery to increase competition and find new suppliers for a wide range of categories • Results Buyer Benefits: Identified a new supplier for linens and signage, resulting in $2.5M in savings and better value over contract terms Seller Benefits: Increased revenue beyond one-time purchase; positioned for future growth Environmental Benefits: Greened strategic sourcing process with improved visibility and validation15 © 2012 Ariba, Inc. All rights reserved.
  16. 16. Sharing Best Practices • Seller identification In circumstances such as spot sourcing, entering a new market, or meeting diversity program requirements • Quick seller vetting How to screen sellers and manage risks • Showcase your company as a seller How to maximize your presence at Ariba Discovery16 © 2012 Ariba, Inc. All rights reserved.
  17. 17. Maximize Your Impact • The Top 5 things to do to leverage your company 1. Update your profile 2. Get the commodity right 3. Update contact information 4. Invite more references 5. Build your premium brand17 © 2012 Ariba, Inc. All rights reserved.
  18. 18. 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 • Share via email or social media **Come back soon – we are syncing #AribaLIVE audio and video interviews to the presentations**18 © 2012 Ariba, Inc. All rights reserved.